MSPs, Are You a Provider or a Partner?
… firewalls, switches, laptops, desktops and accessories in a monthly IT support services bundle. This can keep client’s upfront costs to a minimum, eliminate a barrier to entry for new clients and reduce the time technical support personnel need to spend requesting assistance from other suppliers.
3. Protect Your Partners
I know many of you are sick and tired of hearing about security, but the challenges are increasing and the cybersecurity threat landscape is only getting scarier. A recent research report found that SMBs are not just targets of cybercrime, they’re its principal target. If that doesn’t make us all sit up and take notice, I don’t know what will. While enterprises have the staff and budgets to implement and protect their IT infrastructures, many SMBs face even greater pressures with more risks and less tools and resources.
We, as MSPs, are their resource, so we need to do everything in our power—and within their budget—to protect them. We have the tools and resources and need to be creative in our approach to designing solutions that work. And, once again, this is part of becoming that one-source partner for IT needs, security and otherwise. For example, managed-antivirus software and firewalls have obviously been a staple service offered by MSPs for more than 10 years now; however, managed security information and event management (SIEM) is a relatively new MSP offering and the price-per-seat continues to drop as more vendors lure MSP partners. Managed SIEM offers dramatic improvements to threat remediation.
It’s time to develop partnerships or perish. This customer-driven demand for personalization isn’t limited to just one area of business or one company size. Companies of all shapes and sizes are making the effort to become better partners and are leaving the vendor mentality in the past. If you’re not looking for opportunities to provide value and build trusted partnerships, you’ll never have a shot at keeping loyal customers.
Tiffany Bloomer is the president of Aventis Systems Inc., a leading provider of information technology hardware, software and services, where she fosters interdepartmental collaboration and communication. Her previous positions included stints as financial services manager at Epana Networks, regional sales manager at Viscom International Inc., and field marketing manager at Fusion Marketing. Tiffany earned a master’s degree in international business and marketing at Georgia State University. Follow Tiffany on LinkedIn or Aventis Systems on Twitter @AventisSystems or on LinkedIn.