There are nearly 6 million SMBs that aren’t ready for fixed-fee managed services, but need more than a traditional break-fix IT support program has to offer. David Weeks, senior partner development specialist at N-able Technologies, presents VARs and MSPs with a plan to bridge the gap between break-fix and managed services and to put together an attractive offering that meets customers’ needs and helps develop clients into managed services customers over time.
Weeks describes three distinct services programs: A la Carte, Proactive, and Managed, and he outlines how a reseller can start a customer on the A la Carte services program, move them to Proactive services, and eventually to Managed services using a three-tiered support model: Technical Support, Sales Engineering, and Partner Development. These three complementary support groups assist VARs and MSPs with on-boarding and sales and marketing, and they provide resellers with a blueprint for success. (Note: The Blueprint for Success is outlined in part two of this webcast, which can be accessed here).