Learn how to build client budget forecasts by gathering contract and subscription data. MSPs use a debt snowball column to track cumulative liabilities, then present findings in quarterly reviews to help clients see what they actually own and plan replacements.
First things first, we need to collect the data. That's it. That's all we've got to do to get in front of our customer. Once we put those in front of our customer, we're going to be in a really good place. I'm sure you know what their business— biggest line of business application is. Now we want to talk about how do we get the customer to come to the table so that we can have the best outcome. MSPs who consistently deliver a budget as part of their quarterly business review— the debt snowball. The debt snowball should be a column that lives all the way on the left of your budget forecast. A little pro tip here: all the information that you collect about contracts and subscriptions here is going to be reusable when you go through the Vendor Risk Management course that you'll take later on in your journey. The problem really stems from the fact that our clients lack visibility into what should even be on their budgets in the first place. We've gotta have assets. If we don't know what we own, we don't know what we need to spend money on to replace. This course is for everyone involved in the sales, account management, and VCIO process that goes on in their organization.
