IT and Business Insights for SMB Solution Providers

Creating an Infrastructure Upgrade and Managed Services Proposal

In this article, you will find information to help you understand the importance of creating and utilizing infrastructure upgrades and Managed Services proposals to help clearly define your scope of work, set appropriate expectations and shorten sales cycles.

 

What Are Infrastructure Upgrade and Managed Services Proposals?

The objective of an infrastructure upgrade and Managed Services proposal is to utilize data gathered during previous customer discovery meetings and onsite network and environment analyses in order to create a document that reflects a proposed scope of work, high-level implementation plan and estimated timelines and costs to:

  • Deliver solutions to improve the customer’s efficiencies and productivity while reducing costs and mitigating business pain and risk
  • Prepare the customer’s environment for the delivery of Managed Services

This document will reinforce the customer’s perception of you as a qualified, Trusted Advisor and help shorten sales cycles.

The infrastructure upgrade and Managed Services proposal is utilized in the following scenarios:

  • When closing a sales opportunity that includes modification, remediation or upgrades to equipment, software, workflows, processes or documentation in an existing environment, or any other activity required prior to the delivery of maintenance services under a Managed Services Agreement

Existing documents utilized to compile the data required to prepare the infrastructure upgrade and Managed Services proposal include:

  • Needs Analysis
  • Customer Information Worksheet
  • Network Analysis
  • Any other documentation or data gathered through physical means or the use of software tools

This information is used to develop the requirements contained in the infrastructure upgrade and Managed Services proposal.

 

Benefits of Infrastructure Upgrade and Managed Services Proposals

The act of developing an infrastructure upgrade and Managed Services proposal is often the first step taken by solution providers in preparation for closing a sale with a new prospect. Reasons for this include:

  • Validation as a Trusted Advisor that is technically capable of addressing the customer’s needs and value as a business partner
  • The ability to clearly document the customer’s needs and pain points
  • The ability to accurately represent the customer’s existing environment including:
    • All hardware including servers, desktops, laptops, smartphones/pda’s, routers, switches, firewalls and any other network-connected devices or appliances
    • All software and line of business application
    • All services
    • All network connections including VPNs
    • Affected workflows and processes
    • The ability to identify up-sell and cross-sell opportunities
    • The ability to develop a remediation plan and introduce solutions to address the customer’s needs and pain points
    • The ability to create a high-level project plan to address the required work scope

benefits of infrastructure upgrade

An infrastructure upgrade and Managed Services proposal is valuable to the customer as well, as it will:

 

  • Provide the customer the comfort level required to engage with the solution provider through validation of their technical proficiency and capability to address their business needs
  • Documents in a clear and easy to understand manner the customer’s existing pain points and challenges and illustrates the solution provider’s strategy to address them, along with the expected results.

The Deliverable

The infrastructure upgrade and Managed Services proposal is broken down into several specific sections, which include:

 

  • Title page
  • Table of contents
  • Introduction
  • Company biography
  • Initial site inspection
  • Network drawing illustrating current environment
  • Environmental concerns
  • Proposed work scope
  • High-level project plan and phases
  • Network drawing illustrating environment after infrastructure upgrade
  • Overview of Managed Services offering
  • Summary of proposal
  • Cost-savings analysis
  • Specifics, requirements, exclusions
  • Acceptance signature block
  • Price quote

infrastructure upgrade proposal deliverable

Title page

The title page of the infrastructure upgrade and Managed Services proposal should include your company name and logo, along with your customers, as well as any logos depicting your partnerships, affiliations and industry certifications or competencies.

Table of contents

The table of contents will help you and your customer quickly identify and access specific sections of the proposal

Introduction

This section of the proposal introduces your organization history and unique qualifications

Company biography

The company biography section of the proposal contains your certifications, partnerships and affiliations listed by section

Initial site inspection

The initial site inspection section of the proposal will contain a general summary of the current state of the customer’s environment and an overview of the network, and should not be too technical in nature, but simply technical enough to pass scrutiny should the proposal be “shopped” internally or externally

Network drawing (existing network)

This section of the proposal will contain a network drawing depicting the current state of the customer’s network environment, and will be used as a comparison against the network drawing illustrating the results of the upgrade later in the proposal

Environmental concerns

The environmental concerns section of the proposal will document and detail areas of concern which the proposal will address in a later section, and will cover hardware, software licensing, connectivity, security, efficiency and productivity

Proposed work scope

This section of the proposal will document a general high-level overview of the proposed work scope designed to address the environmental concerns of the previous section

High-level project plan

The implementation section of the proposal will illustrate a high-level project plan broken down into phases with an estimated timeframe for completion of each phase

Network drawing (results)

This section of the proposal will contain a network drawing depicting the results of the infrastructure upgrade, and will be used as a comparison against the earlier network drawing illustrating the current state of the network

Managed Services overview

The Managed Services overview section of the proposal will document the features and benefits of your Managed Services offering

Summary

This section of the proposal will provide a concise summary of the overall proposal and illustrate your unique qualifications to implement these services

Cost-savings analysis

A cost-savings analysis reflecting the customer’s ROI from receiving Managed Services is included in this section of the proposal

Specifics, requirements and exclusions

This section of the proposal will document your specifics, requirements and exclusions for delivering these services

Acceptance block

This section of the proposal contains a signature block for both you and your customer to sign, signifying acceptance of the proposal and agreement to begin work

Price quote

The price quote is included as a separate document to the proposal, and documents payment terms and financing options

 

Conclusion

A properly prepared infrastructure upgrade and Managed Services proposal will:

  • Project the appropriate image for new prospective customers
  • Validate a customer’s need for your services
  • Confirm the benefit you bring to your customers
  • Shorten your Managed Services sales cycle
  • Create an opportunity for selling new solutions

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The post Creating an Infrastructure Upgrade and Managed Services Proposal appeared first on SPC Managed Services Blog for MSPs.

About the Author

Erick Simpson's picture

A Technology Businesses and Channel Growth and Transformation Consultant | Business Process Improvement, M&A and Integration Expert

Co-Founder of one of the first "Pure Play" MSPs in the industry, and creator of the MSP Mastered™ Methodology for Managed Services business performance improvement and the Vendor Channel Maturity Level Index™ that identifies IT channel program maturation for strategic growth, Erick Simpson is a strategic technology business growth and transformation specialist. He is experienced in improving top and bottom-line business performance by increasing operational efficiencies, boosting marketing and lead generation outcomes, accelerating sales velocity, shortening sales cycles and maximizing service efficiencies.

With over 30 years of experience in the IT industry as an Enterprise CIO, MSP, Strategic Coach and Consultant, Erick is a Business Process Improvement Expert with hundreds of successful IT Solution Provider, MSP, Cloud and Security practice business improvement consulting engagement outcomes.

One of the most prolific, recognized and sought-after  business improvement and transformation experts, authors and speakers in the industry, Erick has contributed to numerous industry publications and spoken at hundreds of events.

His published works include "The Guide to a Successful Managed Services Practice"; the definitive book on Managed Services, “The Best I.T. Sales & Marketing BOOK EVER!”, “The Best I.T. Service Delivery BOOK EVER!” and “The Best NOC and Service Desk Operations BOOK EVER!”, along with 50 Best Practice Guides.

Consulting Services for MSPs and Channel Vendors: http://www.ericksimpson.com

LinkedIn: https://www.linkedin.com/in/ericksimpson
Facebook: https://www.facebook.com/erickdsimpson
Twitter: https://twitter.com/ericksimpson

 

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