Solving The MSP’s Solution Conundrum
MSPs face two objectives whenever they look for a new solution to provide customers: the offering must solve a particular problem and mesh with the service-provider business model.
Indeed, small and medium business customers need solutions that address their most pressing concerns. MSPs, meanwhile, have their own requirements. They need to bring products to market quickly, so it helps to provide comprehensive solutions spanning hardware and software. MSPs employ subscription-based pricing approaches, so they need to offer products that support that model. In addition, solutions must clear the ease-of-deployment hurdle. Smaller businesses lack the IT staff required to pull off a complex installation.
Those are tough considerations. Dell, however, can help MSPs satisfy their customers’ requirements as well as their own. The Dell Service Provider Program offers solutions that address key client concerns, while conforming to the MSP model. Here’s what the program provides:
- Wide-ranging software coverage: Many MSPs think of Dell primarily as a hardware supplier, but the company offers over 150 software solutions that transform, connect, inform and protect customer enterprises.
- MSP-friendly licensing: The program offers a monthly subscription based licensing approach that Dell specifically developed for service providers.
- Channel-only sales and MSP enablement: Dell’s go-to-market approach enables service-provider channel to be the answer for their customers.
Overall, Dell addresses MSP-specific business concerns, while focusing on the customers’ IT priorities.
A Case In Point
How does all this work in actual practice? Dell’s recently unveiled SonicWALL Firewall-as-a-Service (FWaaS) provides a case in point. FWaaS incorporates all the technology an MSP needs to offer its customers a managed firewall.
The solution combines the firewall appliance with security and management software plus all related support and subscription services into a single bundle with a monthly subscription price. The package lets MSPs match their recurring revenue streams to a recurring expense model.
Security software provides all-in-one network protection, covering gateway anti-virus, anti-spyware intrusion prevention, application intelligence and control, and content filtering. SonicWALL Global Management System lets MSPs quickly deploy and centrally manage firewalls across their customer environments. The offering also includes firmware updates and round-the-clock support.
Interested? MSPs who want to provide FWaaS must sell the offering to end customers with hosted or managed services and deliver the managed firewall in a recurring billing model.
For general inquiries or to join the Dell PartnerDirect Service Provider Program, email us at SPquestions@software.dell.com
Dell provides a range of solutions for service providers and their customers.
