As we kick off 2016, it’s an important time for MSPs to think about their roadmap in the coming months. Which new verticals can they reach? Which go-to-market strategies will they implement? What message will they deliver to customers?
The answers to these questions will ultimately serve as a measure for how much growth MSPs experience in the year ahead. To maximize that measure, MSPs should consider the following strategies:
Promote Process Discipline
Habitual processes and procedures help your staff deliver consistent services to customers. Along the way, your staff will be able to better define roles throughout the company and build a work culture that promotes process discipline. Your employees will also benefit from the clarity this provides in terms of a your "big picture" business strategy.
Declare Your Mission
Now that you’ve got your business strategy down, it’s important to remind yourself and your staff why exactly you’re doing what you’re doing. Having a mission answers that question while elevating your brand, energizing your culture and driving direction. Your mission will serve as a constant reminder to your company that what you’re accomplishing has purpose.
Find Your Focus
Your technical focus can serve as a defining trait for your company among competitors. Rather than trying to offer various technologies, it’s better to be the company that is best at “XYZ." Mastering one technical offering will help you gain access to various verticals and build your brand as a trusted provider of that particular service or technology.
Go for Recurring Revenue
While a recurring revenue model may not sound super appealing to those who have enforced models where revenue comes in bigger chunks, it can truly benefit growth in the long run. Your prospects are part of the "IT as a service" population. They would rather pay for a service than buy an entire piece of hardware. Over time, this steady cash flow keeps customers top of mind, and your staff will improve customer service as a result.
Start Small with New Business
When mapping out your relationship with new customers, don’t try to capture a huge chunk of business at the onset. Acquiring a smaller piece will benefit you both. You’ll be less likely to experience early headaches with a huge offering that you may not be ready to support. Delivering strong service in the early stage (no matter how small) builds your credibility. It also leaves you room for future upsells and sales growth.
Hire for Potential
When hiring, keep in mind that you can develop and invest in people over time. Rather than hiring based on skills alone, look at an applicant’s willingness to learn. While there is always the possibility of employee departure, remember that other companies are investing in their staff, as well. The market benefits as a whole when employers invest in their employees. You’ve likely benefited from this with past hires.
Partner with the Best
Your partners will be a reflection of who your company is, so make sure they possess the strongest technology, responsive support and solution completeness. A partner offering a complete solution helps you avoid the confusion that comes with multiple vendor relationships. A one-stop shop for all of your needs will better support your customers and therefore your business.
Hopefully, these strategies will prove useful to your business in 2016. If you’re interested in learning more about how these strategies have affected some real-life MSPs, join us for a webinar on Jan. 19.
Rob Rae is VP of Business Development, Datto. Guest blogs such as this one are published monthly and are part of MSPmentor's annual platinum sponsorship.