For VARs beginning to offer managed services, the question of how to add on or bundle services often presents new challenges. Channel executives from Continuum, AVG, and N-able by Solar Winds offer suggestions for where to begin.
“Some MSPs (managed services providers) start by offering something very small to their clients,” says Mark Zahar, vice president of channel at Continuum. “This approach does a couple of things: it starts the business owner expecting a monthly charge from the MSP (removing the barrier of break-fix) and also allows the MSP to start building a relationship with the client. This strategy can be very effective because the risk is very small.” An example is offering a simple virus protection/patching plan at a charge of a few dollars per device.
Sign in to read more.