If you want to increase the number of clients you provide managed hosting services to, you'll need to be aware of the information they look for when making a decision as to who will become their provider. Because hosting comes in many different shapes and sizes, the average small to medium-sized enterprise may find it difficult to select the right managed hosting provider.
Here are the parameters many look at when evaluating and deciding:
The past performance and experience of the company: You can offer your potential clients statistics and figures all day long, but most business owners are aware that these numbers can hide more than what they actually tell. A knowledgeable client will be verifying your past performance and how much experience you have in managed hosting. They may talk to your existing customers to find out what they think of your performance and delivery efficiency. The quality of your technology infrastructure: Most potential clients are going to look for a managed hosting provider who can provide them with some sort of competitive edge through technology solutions. They'll want to validate that you offer advanced technology hosting solutions at competitive prices, and tools that are useful to supporting their businesses. Your reliability and uptime: These days, clients are fully aware that uptime is one of the most important aspects of their business productivity. Are you offering 99.9% guaranteed uptime? What is not included in that guarantee, and are they things that will turn away your clients or make them feel you aren't offering a reliable service? Your cost: All clients will compare the cost of your managed hosting solutions to those of your competitors. While it's never a good idea to compete on price alone, you want to make sure you offer a variety of managed hosting packages that will meet a number of businesses needs. Will you be there when they need you? An important factor for all potential clients is to know whether or not you have 24/7 support available when they need it, and not just during set business hours. Clients will consider the level of support available when selecting their managed hosting provider.
Considering the factors that a client evaluates when selecting a managed hosting provider can help you understand their requirements and how to better support their businesses.
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Erick Simpson
MSP University
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