4 Ways To Move Outside Your Comfort Zone And Win Big With Managed Services
By David Weeks, Channel Strategy Manager, N-able by SolarWinds
The comfort zone for many channel partners revolves around their technology expertise. How many certs, how many vendors, how many techs? But where the big money is being made is in the application of this knowledge and the solutions it can create to solve business problems and deliver desired outcomes for businesses of all sizes.
To survive and thrive in the new era of managed services, managed services providers (MSPs) need to devise well-thought-out and focused business plans that tie into the customer’s goals, objectives, and pain points. They also need to become very self-aware and address these four industry-shaping trends: new competitors, rampant commoditization, cloud-based and application management services, and the mobile device explosion. All are interrelated, but each has its own impact on SMBs and the MSPs who support them.
Here’s a closer look at each, along with some advice from our MSP Elite.
1. Consider The Strengths And Weaknesses Of New Competitors
The high margins of managed services are attracting serious competitors from non-traditional areas. Big companies with existing IT expertise and customer relationships — in the copier, A/V and telephony domains — want to tap into new, recurring revenues. This convergence trend means existing MSPs must be able to compete.
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