By: Len DiCostanzo, SVP and Dean of Autotask Academy
You may have started your IT company as an IT consultant, selling professional or technical services by the hour. Typically, you’ll let your clients buy products from another source, maybe even a source you recommend, because you feel that it’s just too hard to make money with all the competition and small margins.
Then you realize the downside to this strategy when you lose a client to a competitor who sells products, but then bolts on the associated servicing of those products in a one-stop transaction. Even loyal clients might not think they are violating your business relationship, feeling like they are simply buying from someone something you don’t offer.
