Articles
Managed Services What's The Next Step?
April 20, 2010
Click Here To Download:•Feature Article: Managed Services What's The Next Step?
By Gennifer Biggs, Business Solutions magazine.
According to research by the MSPAlliance, most MSPs began evolving their business model during the past five or so years, and many are still focused on rolling over break/fix customers to service level agreements (SLAs) and a monthly subscription fee model. But some MSPs have been selling services for far longer. For example, Systems Engineering is an MSP that launched nearly 20 years ago. "When we started, we offered ‘network insurance' products," explains Craig Tribuno, CFO and VP of Systems Engineering. He laughs about how different technology was then. "We were changing board-level components, and there were no networks, no laser printers, no unified email." Over time, the MSP built the tools it needed to better service those customers and evolved into a modern, full-fledged MSP. Having grown from 15 employees to nearly 80, the company now registers average sale revenues of $17M and, in addition, recently completed a $7M statewide wireless project with Cisco in Maine's public school system. But Systems Engineering isn't willing to coast along on its past successes. Instead, the MSP is focused on growth. One strategy for meeting that goal involves approaching customers with internal IT staffs and opening conversations with them about outsourced IT services. That often means pitching managed services to companies on the medium end of the SMB scale.
Click Here To Download:•Feature Article: Managed Services What's The Next Step?
