ask a mentor at MSPmentor

Question: The CEO states: “Currently we have one client (MSP in California) for whom we provide end-to-end IT managed services. We are looking at expanding and would really appreciate your help to strategize our growth and suggest the competitive advantage we can put forward to our prospects. Also, what are your thoughts in terms of value addition we can add in our services. Suggestions, advice will be appreciated, Thanks in advance.”

Answer: It’s difficult for MSPmentor to offer guidance without understanding the services you offer, your target markets and your core expertise. Still, we have some suggestions. First, conduct extensive interviews with your client in California. Capture their feedback for case studies (PDF, YouTube Video, etc.). Then, build upon the services that the California customer most greatly values. Also, ask that customer about their top business and technology priorities for 2011, then potentially develop services to address those needs. Make sure you publish the customer case study, and leverage it during meetings with additional target customers. Sorry our advice is a bit generic but it’s impossible to offer deeper perspectives without truly understanding your specific business model.

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