Packaging Your Technology Service Offering - Should I have Solver/Bronze/Gold Levels of Service?
Yes, we all like to have a look at the menu. At one of the local restaurants, they have two offerings of the same dish - as a starter and a main. I tend to always go for the starter version as I can then have a couple of dishes at a cheaper price.
I started out with a service offering that looked a little bit as follows:
And guess what? Clients always went with the “Mud” offering to “try us out”. And once they were signed up, it was impossible to get them to upgrade to a better service offering. Later, I started to put them in higher packages just so that I could do my work properly!
When selling Managed Services, it is important to keep the services that you offer simple. Having too many categories or levels of services will not only confuse the potential client, but they will inevitably try the cheapest level first.
And the primary with offering different levels of service is that you cannot offer a proper Managed Services Solution if the client doesn’t go for the top tier offering. There is only one “right way” to offer managed services, and that is to include all the products and services that will allow the client’s site to run without incidents.
So do not give them a choice – always sell the top-tier offering!
