Why It’s Time to Change Your Perspective on the Services You’re Offering

All managed service providers start to look the same to prospective end customers, so how do you differentiate yourself?

December 1, 2017

3 Min Read
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With the MSP industry being inundated with new companies cropping up every day, traditional revenue streams are falling under intense pressure.

Consider the following:

  • On-premise Exchange to lower-margin Office 365/Hosted Exchange

  • SaaS solutions over client server application environments

  • Commoditization of online backup solutions

  • Software security companies going direct to SMB customers

All managed service providers start to look the same to prospective end customers, so how do you differentiate yourself?

MSPs need to better understand that this is a zero sum world. Your small-business customers have a finite technology budget. You need to do everything you can to capture as much of that spend as possible. Otherwise, you risk being squeezed out by other providers that have expertise in emerging technologies, or will suffer reduced revenue and margins.

In discussions with MSPs globally, we have heard that there is a need to learn how to better bring new products and services to market. This is where the concept of “powered services” originated. MSPs are pulled in multiple directions on a daily basis, and very few have the time to properly research all the competitors in a given industry–let alone the best ways to position various new products. In fact, many times an MSP will launch a new service and it will sit on the shelf collecting dust because no one knows how to overcome objections and push a new product all the way through the client portfolio.

With the Powered Services portfolio, Kaseya has done the heavy lifting for you. Powered Services are purpose-built to drive business growth. AuthAnvil Security-as-a-Service (SECaaS) provides all the resources you need to quickly and easily develop an identity and access management security practice selling two-factor authentication (2FA) and single sign-on (SSO), while protecting your business. With Traverse Network Management-as-a-Service (NMaaS), MSPs are provided all the resources needed to rapidly roll out a valuable monitoring solution that helps you identify and resolve infrastructure issues faster than any other leading monitoring tools. 

The packages include white-labeled sales and marketing materials to bolster your selling process, educational webinars for prospective clients to help drive service demand, and, most importantly, a new and immediate stream of monthly recurring revenue. The critical component of both offerings is the bundled training to teach your staff to sell your service to new and existing customers.

So what is Kaseya’s “Go-To-Market in a Box”? For both SECaaS and NMaaS, the enablement content teaches your team:

  • How to position and understand the competitive landscape

  • How to price and show value

  • How to prospect new and existing customers

  • How to generate leads through marketing

  • How to sell effectively

  • How to take action immediately

Our expert team has developed a proven, prescriptive approach to offer new services where research shows that the demand is real, the opportunity is now, the risk is low, and the upside is high! Success in bringing a new service to market ultimately requires a commitment from you. Are you willing to make a proactive investment in your business growth? Learn more about Powered Services.

This guest blog is part of a Channel Futures sponsorship.

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