When it comes to selling managed services, it can be tricky ground to tread. After all, depending on the type of MSP, services offered, and geographical location, among other factors, the process of selling managed services can be cumbersome and not universal.

One of the most important things to note when selling managed services is what is on the buyer’s mind and, unfortunately, oftentimes MSPs neglect to figure out what their customers need and what their customers do, according to industry experts. Moreover, in order to secure a contract between a solution provider and a customer, the provider must demonstrate technological savvy in addition to understanding customers’ needs. Successful providers will have a proven history of managed IT services implementations and understand the need to offer a plethora of managed IT services to support variety of complex business models.

While there are already a variety of factors that one needs to consider when it comes to selling managed services, one market that is perhaps having more trouble making sense of these obstacles than any other is the European market. Although many companies still have their reservations about moving to the cloud, this sentiment is perhaps no stronger than in Europe – a region that experts suggest is more concerned with technical and legal security when it comes to the cloud than in other areas. Despite Europe’s lack of readiness, however, no single region in the world is perhaps more lucrative than Europe. And when it comes to pricing, marketing and selling cloud solutions to European businesses, a lot of strategy needs to be discussed.

In just a few days on Wednesday, Feb. 29, at 9 a.m. EST, CA (News - Alert) Technologies will be holding a free webinar event titled “Mitigating Risk in your Managed Services or Cloud Practice,” in which its MSPNews expert panelists will examine what it takes to understand, develop, and execute an effective marketing and sales strategy for the greater European market. To register, click here.