Good read from one of my feeds about the importance of looking at your existing customer base as a source of future revenue.

A snippet:

Seeing your customers as members of a kind of quasi-R&D team can save you a good deal of time and money and has the added benefit of producing increased goodwill. One of the most powerful steps you can take in relationship building is to ask questions relating to a recent transaction.

With the impending availability of Small Business Server 2008, there's been lots of chatter about how to find new customers, the benefits of the new version over the old etc & of course, why to upgrade existing customers to new kit.

As an SBSC there's also loads of good information, templates & guides on the Microsoft Partner site that can help you get started.

Couple of thoughts from me:

  • Less than 20% of SBS installations have Sharepoint enabled - this could be a good opportunity to go back to your existing clients & talk about the benefits of collaboration. Check out the great work that Sydney-based partner, Saturn Alliance, has done with it.
  • New Windows Mobile devices make it even easier to access information whilst out of the office - check out the local blog for info
  • Think about ways in which you can leverage your existing customer base to get new ones - ie, case-studies, reference sites, customer satisfaction surveys etc

Cheers & I'd love to hear your thoughts on what works well for you,

Robbie