In today’s rapidly evolving business landscape, small and medium-sized businesses (SMBs) are at a critical juncture for technology adoption. As a progressive revenue growth consultancy firm specializing in the Managed IT Services Market, Sales Meddic understands the importance of guiding clients through these transformative times. One of the most effective ways to do this is through a Modern Quarterly Strategic Review (QSR), formerly known as a Quarterly Business Review (QBR). This blog post will delve into what customers want from a Modern QSR and how Sales Meddic can help Managed Service Providers (MSPs) meet these expectations.
The Inflection Point for Technology Adoption
SMBs are increasingly tech-savvy, with a significant shift in their approach to technology over the past five years. The pandemic accelerated this transformation, pushing businesses to prioritise remote work, increase IT budgets, and embrace advanced technologies. By 2025, SMBs will reach an inflection point where technology is key to business continuity. This shift is evident in their top IT priorities, which include cybersecurity, cloud infrastructure, and managed services.
What Customers Want from a Modern QSR
1. Straightforward Plans with Visuals
Clients want clear, actionable plans that outline the improvements and benefits of their technology investments. Visual representations, such as blueprints of their IT environment, are crucial for helping clients understand the current state and future potential of their technology infrastructure. These visuals should highlight areas of improvement, potential risks, and strategic opportunities.
2. Proactive Advice and Guidance
A Modern QSR should provide clients with proactive advice on protecting their businesses with the latest technology and information. This includes insights into emerging trends, potential threats, and innovative solutions that can drive business growth. Clients appreciate when their MSPs take a forward-thinking approach, anticipating their needs and offering solutions before issues arise.
3. Alignment with Business Goals
Technology should be aligned with the client’s overall business goals. During a QSR, MSPs should discuss how technology investments can help achieve these goals, whether it’s improving customer experiences, expanding into new markets, or reducing operating expenses. This alignment ensures that technology is not just an operational tool but a strategic asset.
Why SMBs Change MSPs
According to data from Analysys Mason, the primary reason SMBs switch MSPs is due to a lack of vision and strategy. Clients are looking for MSPs that can provide a clear roadmap for their technology journey, with a focus on long-term growth and innovation. MSPs that fail to adapt to the changing needs of their clients risk losing them to competitors who can offer a more strategic approach.
How Sales Meddic Can Support MSPs
1. Developing Strategic Roadmaps
We assist MSPs in creating comprehensive strategic roadmaps that align with their clients’ business goals. These roadmaps include detailed plans for technology adoption, risk mitigation, and growth opportunities. By providing a clear vision and strategy, MSPs can build stronger, more trusting relationships with their clients.
2. Enhancing Communication and Reporting
Effective communication is key to a successful QSR. We help MSPs enhance their communication strategies, ensuring that clients receive regular updates, detailed reports, and visual representations of their IT environment. This transparency builds trust and keeps clients informed about the progress and impact of their technology investments.
3. Offering Proactive Solutions
Sales Meddic provides MSPs with the tools and insights needed to offer proactive solutions to their clients. This includes staying ahead of emerging trends, identifying potential risks, and recommending innovative technologies that can drive business growth. By being proactive, MSPs can position themselves as valuable partners in their clients’ success.
Conclusion
As SMBs continue to prioritise technology, the role of MSPs becomes increasingly critical. A Modern QSR is an essential tool for MSPs to guide their clients through the complexities of technology adoption and ensure they are making informed decisions that drive business growth. By focusing on straightforward plans, proactive advice, and alignment with business goals, MSPs can meet the expectations of their clients and build lasting relationships.
Sales Meddic is committed to supporting MSPs in this journey, providing the expertise and resources needed to deliver exceptional QSRs. Together, we can help SMBs navigate the inflection point for technology adoption and achieve their business goals through strategic, innovative technology solutions.
