Feature Article: Product Sales: The New MSP Trend?
By Gennifer Biggs, Business Solutions magazine.
When managed services evangelists first started preaching about a recurring revenue business model, many traditional break/fix VARs took the plunge — completely. They jettisoned their product and project work and dove wholeheartedly into managed services. Fast forward a few years now, and some damage control is under way. Managed services vendors such as Autotask and distributors such as Ingram Micro are urging MSPs to retain, even grow, their product offerings in order to close the door on those competitors that may be doing both. In fact, Ingram Micro rolled out research early in 2010, urging its MSP partners to take advantage of the $2B in hardware refresh opportunities it had identified through business intelligence. So, why and how does an MSP go about selling both?