Alright, I’m ready to have the conversation with my clients about mandating hardware lifecycles, but how can I get the ball rolling?
Welcome to the second installment of the importance of mandating hardware lifecycles. In a previous installment, we covered the “Why?” aspect of mandating hardware lifecycles, but we aren’t stopping there. In this blog, we’re showing you how your MSP can start mandating them. It doesn’t take rocket science, but it does require a little bit of communication. Here’s 3 ways to do it.
1. Set the Standards at the Beginning of the Relationship
A simple way to ensure that hardware lifecycles are mandated is to set your expectations and ground rules from the beginning of your client relationship. Inform your clients of the risks and costs associated with aging hardware and implement strategies that can protect their IT infrastructure. Rules of engagement, such as mandating warranty coverage of assets and replacing mission-critical servers within five years ensure that the effects of catastrophic hardware failure can be mitigated. In instances where your clients don’t adhere to warranty requirements, our Risk Acknowledgement Form template functions as a sign-off for your clients to either accept the risk of non-warrantied devices or purchase warranties for their devices. Additionally, this document requires an executive signature, emphasizing the importance of safeguarding their IT assets.
2. Educate Clients Based on Data
Nothing conveys a point like hard-hitting data. Data paints a picture that is easily digestible for your clients and can facilitate their buy-in of your proposed hardware lifecycles. It’s hard to argue with the numbers, that’s why the transparency of risk reports can serve as a powerful tool among your stack. Don’t beat around the bush, show your clients an objective view of their IT environment and breakdown of exactly what is at risk of failure and needs warranty coverage or replacement. Next, introducing the cost of repairs, employee downtime, and the need to scour the Earth for expensive replacement parts will awaken even the most shut-eyed clients.
3. Make Recommendations Based on Your Client’s Business
All businesses vary in operation size, scalability, projections, and even the equipment they deploy. By having a thorough understanding of your client’s business model, you can strategically plan and be specific with your approach to implementing hardware lifecycles. For example, a small, family-owned business may do well for itself, but may also not have the same scalability as a software company. Knowing this, you can identify that the former company will likely hold on to hardware assets longer than the former company and will be less likely to out-scale their assets. In instances like this, ScalePad Warranties can protect these assets before replacing them is a feasible option. Making recommendations based on the replace, retire or renew framework can ensure significantly easier policy adoption from your clients.
We don’t want our clients to have at-risk assets in their environment, so we include hardware standards in all of our service agreements. We try to get all of our clients on rotations for a better experience. This protects both our clients and ourselves from having to deal with downtime when something bites the dust.
Director of Technology, 1 Point Networks