They have internal IT. They still need you.
You pitched a 60-person company last month. They told you they already have an IT manager. You walked away.
You shouldn’t have. Their IT manager is drowning. They need security expertise, after-hours coverage, and project capacity they don’t have. Co-managed IT gives them what they’re missing without replacing what they have. It’s a bigger deal at a higher margin, and you’ve been walking away from it.
The scenario:
You want to build a co-managed IT offering and a pitch that resonates with companies who already have internal IT.
The prompt:
You’re designing a co-managed IT service package and sales approach.
Context: [paste your current service offerings and target market]
Build:
3 co-managed service tiers (security overlay, after-hours support, project augmentation)
A positioning statement for each (what the internal IT team gains, not loses)
A discovery framework specific to co-managed prospects (different questions than full outsource)
A one-page pitch deck for the initial conversation
Objection handling for: "We already have IT" and "We don’t need another vendor"
The pitch should address the IT manager as your ally, not your competition.