Commercial Integrator November 2022 - 13

explosive revenue growth. What follows are
five action steps to overcome challenges
integrators face in positioning their RMR
program with customers.
1. Your RMR pricing strategy must be
easy and repeatable. Develop an MSRP
RMR Pricing Strategy that allows you to
publish a price list, just like your manufacturing
partners do. This strategy works for all
products that integrators sell. It enables you
to quote a solution quickly, and it supports
the three critical selling events in the sales
process: pre-quote stage, quote stage and
post-project stage.
2. Set an ongoing " Traction " session
focused on moving your RMR program
forward. Creating an RMR solution or
having considerable RMR growth takes
many different steps. Lots of integration
organizations become overwhelmed with
the steps. But, if you step back and break
it down to weekly and monthly goals, the
task won't feel as big.
3. Communicate value to your customers.
Buying an RMR solution is a Financial
Strategy for your customers. Because of
this, they buy it differently from how they buy
a project. Also, because this is a Financial
Strategy, your customers need sufficient time
to budget differently. Making them aware of
the solutions and the ROI before they do a
project with you will make it easier to attach
the RMR solution to the project.
4. Coach your revenue team on
creating a business case/ROI for your
RMR program. Your customers buy an RMR
solution from your organization for reasons
different from those for which they buy a
technology product. So, the way we sell
and communicate value to our customers
likewise has to change. As noted in the previous
item, customers buy an RMR solution
because it's a Financial Strategy. When we
present the solution, we must communicate
value by showing the customer how it will
financially benefit them.
5. Join an accountability group with
other integrators that are at the same
managed-service stage that you are. We
are all a part of NSCA for the camaraderie
and to share best practices; the same should
be said for building RMR solutions. If you
are just building a program, start a monthly
get-together with other, similarly sized organizations
that are also just getting started.
Tyler Ebnet Is principal
consultant at Revenueify, NSCA
Advisory Councilmember
focused on helping integrators
with sales strategies. He has more than 15
years' experience in executive revenue
leadership, sales-process optimization and
revenue-team development. Learn more at
NSCA.org/grow-your-revenue-withrevenueify.
Want
More?
Start an assessment process.
NSCA and Revenueify will make
specific recommendations on how
to improve recurring revenue
by focusing on areas that will
have the largest impact for your
organization. Learn more at
Revenueify.today/ci.
commercialintegrator.com
NOVEMBER 2022 Commercial Integrator
13
http://www.NSCA.org/grow-your-revenue-with-revenueify http://Revenueify.today/ci http://global.maxhub.com http://www.commercialintegrator.com
Commercial Integrator November 2022

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