Selling Networking as a Managed Service

This forum will focus on tips and tricks for selling networking as a managed service. As an attendee, you drive the topics and conversation. There is no specific agenda for these sessions. The content will derive from questions such as:

How many salespeople do you have?

Have they been through any formal sales training? Learn on the job?

How do you sell networking technologies today (WiFi access points, switches, edge routers, etc.)?

How do you sell your other managed services?

Are you currently listing your networking devices as individual line items on your proposal? Or bundling everything into “managed networking”?

Have you had any pushback from your clients?

What vendor’s gear do you currently sell/service?

What selling techniques have worked for you?

How do you price your offering? Per seat? Per service? Per device?

What kind of margin do you make on your hardware?

Have you considered a hardware as a service option?

What kind of response time do you guarantee for any networking service issues?

Do you keep any networking products in inventory?

What technologies do you “bundle” in to your standard managed services contracts?