https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • Analytics
    • Artificial Intelligence
    • Cloud
    • Data Centers
    • Desktop
    • IoT
    • Mobility
    • Networking
    • Open Source
    • RMM/PSA
    • Security
    • Virtualization
    • Voice/Connectivity
  • Strategy
    • Back
    • Best Practices
    • Business Models
    • Channel 101
    • Channel Programs
    • Channel Research
    • Digital Transformation
    • Diversity & Inclusion
    • Leadership
    • Mergers and Acquisitions
    • Sales & Marketing
    • Specialty Practices
  • MSSP Insider
    • Back
    • Business of Security
    • Cloud and Edge
    • Endpoint
    • Network
    • People and Careers
    • Training and Policies
  • MSP 501
    • Back
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Our Sponsors
    • From the Industry
    • Content Resources
    • COVID-19 Partner Help
    • Galleries
    • Podcasts
    • Reports
    • Videos
    • Webinars
    • White Papers
  • EMEA
  • Awards
    • Back
    • Excellence in Digital Services
    • 2020 MSP 501
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Partners Evolution
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
  • Channel Mentor
    • Back
    • Channel Market Intelligence
    • Channel Educational Series
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • Analytics
    • Artificial Intelligence
    • Cloud
    • Data Centers
    • Desktop
    • IoT
    • Mobility
    • Networking
    • Open Source
    • RMM/PSA
    • Security
    • Virtualization
    • Voice/Connectivity
  • Strategy
    • Back
    • Best Practices
    • Business Models
    • Channel 101
    • Channel Programs
    • Channel Research
    • Digital Transformation
    • Diversity & Inclusion
    • Leadership
    • Mergers and Acquisitions
    • Sales & Marketing
    • Specialty Practices
  • MSSP Insider
    • Back
    • Business of Security
    • Cloud and Edge
    • Endpoint
    • Network
    • People and Careers
    • Training and Policies
  • MSP 501
    • Back
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Our Sponsors
    • From the Industry
    • Content Resources
    • COVID-19 Partner Help
    • Galleries
    • Podcasts
    • Reports
    • Videos
    • Webinars
    • White Papers
  • EMEA
  • Awards
    • Back
    • Excellence in Digital Services
    • 2020 MSP 501
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Partners Evolution
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
  • Channel Mentor
    • Back
    • Channel Market Intelligence
    • Channel Educational Series
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Digital Service Providers
  • Cloud Service Providers
  • CHANNEL PARTNERS ONLINE
 Channel Futures

From the Industry


You Can’t Be All Things to All Customers

  • Written by Insight Guest Blog 1
  • November 17, 2015
What does the term "managed service provider" mean? It’s actually a better question than you may think. Ask 1,000 MSPs how they define MSP, and you’ll get about 1,000 different answers. Perhaps the best clue to an effective definition is to think of an MSP as a provider who manages services. Which services? Any IT-related services. Delivered by whom? It could be any IT service provider. In other words, you can’t do all things better than everyone else, or satisfy everyone on your own. But you can provide all services.

What does the term “managed service provider” mean? It’s actually a better question than you may think. Ask 1,000 MSPs how they define MSP, and you’ll get about 1,000 different answers. 

Perhaps the best clue to an effective definition is to think of an MSP as a provider who manages services. Which services? Any IT-related services. Delivered by whom? It could be any IT service provider.

In other words, you can’t do all things better than everyone else, or satisfy everyone on your own. But you can provide all services. To illustrate, let’s look at another industry in which services are managed: construction.

When you engage a general contractor (GC)–to build you a house, for example–the GC is not typically the architect who designed the house. There are firms that design and build houses–just as there are IT companies that design and build networks.

If you were to check GCs’ payrolls, you’d see they have no carpenters on staff. They don’t have any electricians or plumbers on staff, either. They may have some tradesmen on staff, but more often than not a GC subcontracts all the electrical, plumbing, woodwork and other trades. Their job is to manage the services. That’s managed services.

Feed the Growth of Your MSP Practice by Becoming an ITGC

There is an endless “Mobius loop” in the IT business. 

Whenever we finish a project to install, upgrade or otherwise enhance something, the residue of that engagement should be the addition of whatever we enhanced to a managed services agreement.

If we’re proactive, we’re constantly analyzing the performance reports for each customer’s network. Often we will find something that could be improved, so we propose a new project.

So, the residue of each managed services agreement leads to more managed services, which lead back to more projects, and those lead back to more managed services, and so on. It’s an endless loop of revenue.

Managing All the Services

The key to success in the project business is to deliver every project on time, within budget and at a level of excellence in excess of expectations. The best way to consistently achieve this lies in carefully selecting great subcontractors and learning to be highly effective in managing all of their services.

You may not want to be all things to all people. However, by managing the provision of all things to all people, you dramatically expand the scope of services you offer to customers. And the sources of revenue available to grow your company.

Senior Resultant Howard M. Cohen has more than 30 years of experience in the information technology industry. He’s an authorized CompTIA instructor and a regular contributor to IT industry publications, including Insight’s Learn, the information portal within the newly re-imagined insight.com. As a Fortune 500-ranked global provider of hardware, software, cloud and service solutions, Insight’s 5,400 teammates provide clients the guidance and expertise needed to select, implement and manage complex technology solutions to drive business outcomes. Through world-class people, partnerships, services and delivery solutions, Insight helps businesses run smarter. Guest blogs such as this one are published monthly and are part of MSPmentor’s annual platinum sponsorship.

 

 

Tags: Cloud Service Providers Digital Service Providers MSPs VARs/SIs From the Industry

Related


  • Public sector IT
    Public Sector IT Funding Outlook for 2021--and What It Means for Our Reseller Partners
    Public sector IT resellers must anticipate customers’ changing priorities to most effectively position offerings.
  • MSP Marketing
    MSPs: Grow the Business with Marketing (While Focusing on What You Do Best)
    Marketing is important for growing the business, but it’s often not a core competency for MSPs.
  • Staged Approach to Security Services
    The Smart Money’s on a Staged Approach to Security Services Provision
    Countering threats to customers is best achieved with a staged approach to security services.
  • Disaster Recovery
    Disaster Recovery Planning Includes Ensuring That Data Can Be Recovered
    Here’s how to ensure that your disaster recovery solution will work when it matters.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • New Year Means Time to Make Room for New IT Training
  • The Rise in Remote Work Increases the Need for Patch Management
  • Partners Share Their 2021 Goals—and Plans for Achieving Them
  • The Importance of Being Security-Centric

Galleries

View all

Threat Protection Vendors: Why MSSPs Have to Ramp Up Efforts Right Now

February 23, 2021

Industry Perspectives

View all

SASE: The Key to Mitigating Business Transformation Risk

February 22, 2021

Public Sector IT Funding Outlook for 2021–and What It Means for Our Reseller Partners

February 18, 2021

MSPs: Grow the Business with Marketing (While Focusing on What You Do Best)

February 17, 2021

Webinars

View all

XDR and Why it Matters to MSPs

March 24, 2021

Top Security Trends Impacting Technology Security Providers In 2021

March 25, 2021

In Case of Emergency: The Importance of Proactive Critical Event Management

February 23, 2021
  • 1

White Papers

View all

Kaspersky Endpoint Detection and Response Optimum

February 19, 2021

Product Brief: Kaseya VSA Integrated Workflows with BMS and IT Glue

January 26, 2021

Why Subscription Business Model

January 15, 2021

Upcoming Events

View all

Channel Partners Virtual

March 2, 2021 - March 4, 2021

Channel Partners Conference & Expo

November 1, 2021 - November 4, 2021

Videos and Fastchats

View all

FASTCHAT: How SOAR Eliminates Security Challenges and Elevates Service Provider Revenues

January 6, 2021

Happy Holidays from Channel Partners & Channel Futures!

December 21, 2020

FASTCHAT: How Old, Unpatched Technologies Are Creating New Security Threats for MSPs and Their Customers

December 3, 2020

Twitter

ChannelFutures

.@AteraCloud receives $25 million investment to help more #MSPs, IT pros. dlvr.it/RtPbBG https://t.co/UxHqhrUKgx

February 24, 2021
ChannelFutures

.@Infoblox rolls out new #Cloud Specialization program to increase partners' #SaaS sales. dlvr.it/RtPb7f https://t.co/CmZTwYiv1u

February 24, 2021
ChannelFutures

RT @Channel_Expo: ⏱️ Time is ticking to save on your pass to #CPVirtual next week...View all pass options and secure your virtual seat by F…

February 24, 2021
ChannelFutures

The new @Commvault #EMEA channel exec will focus attention on alliances, cloud and simplifying and expanding partne… twitter.com/i/web/status/1…

February 24, 2021
ChannelFutures

#NYC #MSP @Electric_AI receives $40 million in C-Series investment from VC firm @GreenspringVC.… twitter.com/i/web/status/1…

February 24, 2021
ChannelFutures

.@rev_io_hq says the #backoffice grows in importance as more people work from home. dlvr.it/RtNLjd https://t.co/YZEVnm3KVk

February 24, 2021
ChannelFutures

.@KaseyaCorp acquires @rocketcyber, beefs up #cybersecurity for MSPs. dlvr.it/RtLQQ7 https://t.co/GXkDVhoNw5

February 23, 2021
ChannelFutures

Continuing #digitaltransformation for partners helps unlock #aaS and sales, says @GeorgeHope216.… twitter.com/i/web/status/1…

February 23, 2021

MSSP Insider

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Channel Partners Online

Want more? Find more channel news and analysis on our sister site, Channel Partners.

Media Kit And Advertising

Want to reach our audience? Access our media kit

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Online
  • Channel Partners Events
  • MSP 501
  • MSSP Insider
  • IoT World Today
  • Webhostingtalk

WORKING WITH US

  • Contact
  • About us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2021 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X