Turning Customer Evaluations into VCIO Opportunities
How Danory Technology Partners uses Liongard to evaluate customers and land strategic accounts
Businesses today are looking for more than just another vendor from their managed service providers—they want a technology partner they can rely on to help them plan strategically, and they’re willing to pay more for partnerships with providers they trust.
To meet this more strategic need, Liongard Partner Danory Technology Partners wanted to focus on growing their virtual Chief Information Officer (vCIO) services. A mix of both technology and business, vCIOs are focused on helping their customers achieve goals by providing advice and best practices about technology, resources, and personnel. Digging deeper for insights than a typical Account Manager, vCIOs deliver reports, help develop technology roadmaps and recommend tech upgrades or cost-savings opportunities.
Danory Technology Partners offers a range of IT consulting services that are specifically designed to provide small Canadian businesses with big technological solutions. They pride themselves on being a Canadian business devoted to protecting other Canadians and their businesses.
The Challenge: Turning customers into long-term partners
Danory founder Addison Pasiuk knew that to keep growing his business he needed to focus on turning managed customers into long-term strategic partners. But without full visibility into customer systems, evaluations and audits are time consuming and lack the data and insight needed to address more than basic customer needs.
To demonstrate strategic value to his customers, Addison realized he needed access to historical data that would allow him to make proactive plans instead of reacting to immediate needs. On a quest for data, he turned to Liongard.
The Solution: Historical data and automation
With access to Liongard’s platform, Addison and his team are able to access information for all customer systems, cutting down on manual work and providing a centralized place to view historical data.
“The metrics are out-of-the-box fantastic and save a lot of time. We don’t have to do any custom coding!”
– Addison Pasiuk
To evaluate customers, the Danory team starts with a systems audit that allows them to create custom recommendations for improvements or upgrades. Next, they deep-dive into historical data to help customers understand any issues and provide data-driven suggestions that align with the company’s goals. They use the Liongard timeline feature to look back at critical changes and to proactively address any issues, create a plan of action, and help their customers understand the impact outdated systems can have on their business.
Having access to a full spectrum of usage, security and other data allows Danory to customize their client reports and proposals to address specific needs and position themselves as a strategic partner and vCIO. And it allows their customers to make more informed decisions to benefit their business, help reduce costs and maximize existing resources.
“We look at [our customers] as a business, not just someone who needs tech support — we partner with them to achieve their unique goals. Our relationships are based on trust, and Liongard helps with that transparency.”
– Addison Pasiuk
One more bonus for Danory is the way Liongard helps remove billing discrepancies—with historical data and automatic documentation, it’s easy to show what work has been completed and gives the customer more visibility into what they’re getting for their money.
The Impact
Using Liongard’s platform to help customers make data-driven decisions has helped Danory create more than $120,000CAD in annual recurring revenue (ARR) in just four months by offering strategic vCIO evaluations and recommendations.
See what unified visibility can do for your MSP
Learn how you can use Liongard to turn customers into partners and grow revenue See how Liongard works, or schedule a platform walk-through today.
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