Microsoft Teams is now one of the most ubiquitous business communication platforms. Currently servicing 320 million users, one million businesses and 91 per cent of Fortune 100 companies, Teams provides a central workplace hub that integrates a wide range of specialised apps, workflows, and services tailored for different roles and industries.
The platform’s growth shows no signs of slowing, which means that add-ons and upsells remain as relevant as ever for businesses of every shape and size.
By keeping up to date with the latest features and integrations, resellers and MSPs can reliably capitalise on emerging solutions to provide their clients with the best services and support.
Opportunities to up-sell
MSPs and resellers act as trusted advisors to their customers, tailoring technology solutions to meet needs and circumstances. Customers rely on their MSPs and resellers for crucial guidance and IT support, so it benefits both to provide bespoke, comprehensive solutions that cover as many client requirements as possible, whether general or specialist.
Generalist platforms like Microsoft Teams provide ample opportunity for resellers to upsell via integrations and add-ons. The Microsoft Partner Network, a global program enabling technology companies to deliver Microsoft products, allows resellers to monetise the sale and deployment of phones, network infrastructure, apps, and more – so they can capture recurring revenue streams through device management and related services.
Leading with subscription services
Resellers can benefit significantly from selling subscription services such as Microsoft 365 (formerly Office 365) and Microsoft Dynamics 365. They generate steady and predictable income streams, which leads to more stable cash flow, and they typically involve lower initial costs compared to one-time purchases, allowing resellers to offer lower entry prices.
This simplifies the customer’s decision-making process and reduces the sales cycle length. Resellers should consider bundling these solutions with other products and services to increase the overall value proposition for clients.
Enhancing managed services
As not all clients will require the full extent of these subscription services, MSPs can create a tailored version of the product, alleviating unnecessary services that cost more and eat into storage while providing little value.
If your client already has a sales solution, for example, they don’t have to be burdened with 365 Sales if they’re not going to use it. MSPs should also consider creating specialist practices around Dynamics 365, whether in supply chain management, sales solutions or any other sector, especially if a lot of their clients work in the same sectors and require similar solutions.
Beyond tailored solutions, MSPs can provide clients with bespoke features within Dynamics 365, such as CRM features, which allows custom models or integrations with other corporate systems.
It’s important to demonstrate how these features will increase the service’s effectiveness. The more clients grow to rely on the technologies you provide them with, the better.