By Darrin Swan, Director, Global Sales and Business Development, Dell Service Provider Program
Trying to survive on product margins has been a losing proposition for years, but an equally poor business choice is to offer just a portion of the key IT services that customers require. Comprehensive services are the lifeblood of your business, and MSPs have a prime opportunity to differentiate themselves and expand business by taking a holistic approach. The secret to service success is the same as the channel's long-proven value proposition: becoming your customers' trusted IT partner and focusing on their overarching business priorities, not only their technology needs. That's an ongoing challenge for MSPs, especially when it comes to small and medium businesses.
SMBs have two primary IT workload requirements -- applications and infrastructure. First and foremost is access to, and use of, their business critical applications. They want reliable access to those applications, anytime, anywhere and on any securely managed device. The second workload requirement is the need to maintain, secure and protect critical office infrastructure components. These can include the physical and virtual infrastructure environment, i.e. network, computing devices, firewall, and data. When MSPs fully address these needs by providing the reliable application access SMBs require, and diminish or eliminate the need for in-house IT, they set themselves apart from their competition and enable customers success.
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