Ongoing proactive maintenance - how do you justify it?
Posted on 2006-03-27
I'd like to hear people's thinking / justification and how they deal with clients on proactive maintenance. I'm coming into several opportunities to roll out SBS to small businesses I've been dealing with for the last couple / few years. Some have NT server in a domain that was set up by others, some have workgroups, etc. All would call me when things went wrong (which wasn't all that often) - I'm basically a break / fix technician. They underutilized what they have - basic file sharing, outlook or outlook express to a pop server outside, and printer sharing. No more than 10 seats.
So the desktops are getting old, the server hard drive might be getting full and they are looking for me to propose replacements. Yes, they all like the idea of shared calendars and contacts, but most don't have external email for all the users. But the idea of internal email sounds nice.
Anyway, you go in and propoise thousands of dollars of services and hardware..... a 'better / more stable OS', etc. and then say that we'll charge you a couple / few hundred $$ a month to keep it ship shape? I envision them saying - the odler arrangement didn't have ongoing preventive maintenance and kept running (for the most part) pretty well. why does this newer / more stable / better OS need more babysitting?!
And you would say?