Magazine Article | August 14, 2014

A Small MSP's Secret To Landing International Cloud Deals

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By Jay McCall

This MSP’s hosted Exchange win with an international engineering firm illustrates how consultative selling evens out the competitive landscape.

Paul Smith, a partner at Datasmith Network Solutions, is a regular speaker at industry trade shows, where you’ll often see him sharing his insights with other MSPs and CSPs (cloud service providers). What’s surprising to many Datasmith peers is not that this MSP is experiencing 23 percent year-over-year cloud revenue growth; rather, it’s the fact that this MSP has just eight employees. A recent business engagement with an international engineering firm illustrates how Datasmith is able to compete and win deals that are normally outside a small service provider’s reach.

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