Getting Started with Managed Networking Sales
Recently, more MSPs have begun to deploy managed networking services. The idea of subscription-based WiFi is relatively new, but many MSPs are seeing success by adding this solution to their lineups.
If you’re thinking about adding managed networking services to your offerings, here are some tips to help you select the best solution for your customers.
Choose the Best Solution
There are a few things to consider when choosing a managed networking solution to offer at your MSP. Firstly, you’ll want to partner with a vendor that has designed its WiFi offering with the IT Channel in mind.
The solution should offer functionality that allows an MSP to manage multiple customers’ networks at once and should also be easy to manage remotely to reduce truck rolls for routine maintenance. A self-healing solution will also work to your advantage to meet customer requirements. For example, a self-healing solution will be intelligent enough to re-route traffic if a connection fails.
So how should you begin vetting options? User forums and networking events are the best places to learn about new solutions. Find people who regularly use the products you’re interested in, and learn what it’s like for them on daily basis. Ask them what they love, and ask them what their gripes are. From there, you can develop a better expectation around how this product could work with your customers.
Keep Verticals Top of Mind
Keep customer verticals in mind when you’re gathering information on solutions. If you plan to focus on specific verticals, like education or hospitality, try to meet with people from these industries.
Schools and universities depend heavily on networks being up all the time for exams, virtual classes, online assignments, etc. When it comes to hotels, poor WiFi can damage reputations if guests can’t get online. In today’s world, WiFi is a commodity, and people expect access at all times. Decide which verticals you want to target, and learn what their expectations are. From there, you can develop a pitch explaining how your services will meet their needs.
If you are interested in learning more about adding managed networking solutions to your offerings, Datto will be hosting a webinar on May 25 featuring MSPs who have found success selling these services. Topics will include selling value vs. solutions, key verticals to target, how to bundle these services, and more. You can register for the event here or request a recording.
Rob Rae is Vice President of Business Development, Datto, Inc.
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