Today, your customers are in the midst of a massive paradigm shift. These businesses now need to be built to change—leveraging software so they can become agile enough to respond to fast-shifting market dynamics.
Every day, the demand for advanced identity and access management (IAM) capabilities grows more urgent and widespread—but so do the challenges associated with getting it right. By helping enterprise customers address their critical IAM mandates, MSPs can capitalize on a significant market opportunity.
While software may be “eating the world” as Marc Andreessen famously put it, what’s ultimately resulted is an application economy, an environment defined by disruption and innovation. In every industry, it is application innovators that are doing the eating, feasting on the market share previously held by market incumbents.
Given businesses’ need for speed, their reliance on external service providers will grow—if providers can deliver expertise and services that fuel acceleration.
Applications sit at the intersection of some pretty major trends—mobility, cloud and social, for starters—and the strategic nature of applications is growing increasingly pronounced. This represents a big opportunity for service providers.
Onboarding represents such a critical point in the managed services engagement. It’s a time when you have to move from selling to actually delivering on your claims and commitments. Once the deal has been signed and the onboarding process starts, your clients are very eager to see you prove them right. Here’s what to do — and what not to do.
Enablement services can be an important resource for service providers to leverage. An enablement service provider can help your organization get up to speed with the latest technical innovations and they can fill gaps in expertise.
Ongoing measurement and analysis of the right key performance indicators (KPIs) is a critical way to gain an objective understanding of what’s happening in the business and how to improve performance. However, identifying the right KPIs for your organization may not be that straightforward. Here are some factors to consider.
It isn’t enough to deliver great service and hope your customers recognize the value. When it comes to customer satisfaction, the perception is the reality. That’s why it’s important to not just deliver, but demonstrate, value.
Service Providers should consider APIs to be core to their product offering because APIs may be the only interface a customer has any interaction with. Sure, delivering high-speed storage services or preventing the loss of sensitive information are key requirements, but enabling access for customers is paramount. Exposing these programmable windows of access opens a range of new requirements for Service Providers.
For service provider businesses to succeed, they need an effective and dedicated sales team. Executive leadership needs to make sales a priority, build a strong team and put them in a position to succeed. To help, the CA Service Provider Center of Excellence has developed a sales recruitment and development model.
As I was in the middle of researching data center outages for an upcoming podcast, the lights went out! I feared I would be stuck capturing my ideas for the podcast on quill and parchment and there would be countless candle-lit days ahead, living like a modern day Benjamin Franklin. While I may be able to survive an hour or two without conducting my research for a podcast or watching the Jets face off against Patriots (that was painful), service providers especially cannot take power for granted when service levels are do or die for their business.
Harvard Business Review published the results of comprehensive study and suggested that SAVE – Solution, Access, Value, and Education – is a more appropriate approach for B2B. But in today’s competitive environment, marketing cloud services is challenging, no matter what terms you use.
If you start pitching massive horsepower capabilities to a family-minded, budget-conscious Cruze prospect, you will quickly lose that customer’s interest, trust, and ultimately the business. Same thing is true for BDR (backup & disaster recovery). Sometimes “more is not more” and “less is actually more” when dealing with partners and customers.
Pricing is a big decision, and it’s one that’s not very clear cut. While everyone is looking for a simple answer, the proverbial silver bullet, one doesn’t exist. But, there are several key considerations to help you find the right pricing for your businesses. Here’s a deep dive.
There are several common mistakes that can seriously erode an MSP’s chances of winning a new opportunity. Here are some of the most common mistakes MSPs make in serving their customers, and strategies for keeping these mistakes from being repeated in your business.
Custom infrastructure environments built to a customer’s specifications, are among the more profitable services MSPs can offer. However, the complexity and customization make these services hard to scale. Cloud-based services are changing this game.
Having been working in the managed services space for years now, I continue to be struck by the fact that while many issues and opportunities are unprecedented, many times I also see history being repeated. This applies to both the good and the bad.
Often, service providers will repeat some preventable mistakes that can either torpedo deals before they come to fruition, or irreparably harm account relationships after the initial deal has been won. In this brief, I’ll detail some of the most pressing pre-sales pitfalls I’ve seen service providers hit.
The managed services market is still ripe with opportunity, but far too many MSPs fail because of some simple myths and misunderstandings about the market. Here are five.
CIOs want to leverage IT management services offered by providers, many have concerns about gaps in MSP skill sets. Here’s what MSPs must do to close those gaps, real or perceived.
