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

MSP 501


Shutterstock

Race to the Bottom

MSP 501 Profile: Ashton Technology Solutions on Avoiding the ‘Race to the Bottom’

  • Written by Craig Galbraith
  • December 7, 2020

Company Name: Ashton Technology Solutions
MSP 501 Rank: 414
Sales & Marketing Manager: Jim Abbott
Headquartered: Beachwood, OH
Primary Services:

  • Managed IT
  • Security solutions
  • Backup and disaster recovery
  • Cloud computing
  • Compliance, audit and diligence
  • Project services
  • Wireless networking

Twitter: @AshtonSolutions

Go to the Ashton Technology Solutions website and you get a quick glimpse into the company’s philosophy. “It’s 2020. It should just work.”

No doubt we all feel that way, but getting that message across to customers is of utmost importance to Ashton.

Ashton provides managed and co-managed IT services, data security, IT project management, strategic consulting and more. Its clients are small and midsize businesses in Cleveland and throughout Northeast Ohio. The company prides itself in taking care of customers. As one testimonial on the Ashton Technology Solutions website reads, “I don’t have to worry about anything … you guys take care of it.”

We asked sales and marketing manager Jim Abbott about COVID-19 business challenges and the company’s growth. We also touched on how Ashton turned a nightmare client into a dream.

Channel Futures: What new opportunities and challenges came with the global COVID-19 pandemic?

Ashton Technology Solutions' Jim Abbott

Ashton Technology Solutions’ Jim Abbott

Jim Abbott: New challenges came at us in the form of marketing, sales, client account management, and of course, operations. From a sales and marketing perspective, we felt the need to walk a very fine line between reminding prospects that we were still alive and still conducting business, while not trying to capitalize on a bad situation. As such, we basically turned off our sales efforts (who wants to be viewed as the ambulance chaser, trying to take advantage of our peers who may have dropped the ball in terms of service?), and focused solely on educational content that we hoped would ease a tough situation.

This was a great opportunity for us to get to the marketing tasks that normally get pushed aside (website updates, increased SEO efforts, and putting out tons of great content). The pandemic also quickly reminded us of the need to keep in touch with our existing clients, making sure that their businesses were running smoothly, technology was doing everything possible to ease the transition to work from home, and that, as humans, they were holding up during rough times.

From an operational perspective, we were excited to face the challenge of a home-based workforce (our own), and tested our capabilities for the week prior to the Ohio lockdown taking effect. Fortunately, our own business continuity preparations made for an easy transition, thereby allowing a similarly easy transition for our client base. Our support desk load increased by 100% over the first two weeks of lockdown, but then tailed off significantly. More importantly, for our entire client base (with a few exceptions in retail and food service), it was business as usual, either at home or in the office. “Days outstanding” actually decreased significantly, as clients paid their bills more quickly, due to our ability to keep their businesses running smoothly. This was indeed a huge opportunity to prove our worth, and we did just that!

CF: What was the single biggest technology or business decision that drove your company’s growth in 2019? How did it do so?

JA: Ironically (considering that this is the MSP 501), our biggest business decision was to begin moving away from the idea of being an MSP. When Ashton was founded in 1994, we were a break-fix organization, and as we moved into the mid 2000’s, we adopted the MSP model. In early 2019, however, we realized that what an “MSP” offers in terms of standard solutions (antivirus, backups, monitoring, patching, help desk) are all table stakes for being in this industry. In Greater Cleveland alone, there are well over 150 businesses that consider themselves managed IT service providers.

The 2020 MSP 501 recognizes the top managed service providers in the world. See the full list. Then check out our brand-new Hot 101.

Many of these providers claim to be the best at what they do (“premier,” “leading,” “No. 1, “and the synonyms go on — just look at their homepages), and for a “consumer” (the business doing the buying), it’s hard for them to differentiate between amateurs and professionals. We have moved our focus to next-generation security solutions (data and network security), as well as compliance and business continuity. We still offer those table stakes necessary to be in this business, but we now differentiate ourselves with solutions that aren’t …

  • Page 1
  • Page 2
Tags: MSPs Business Models Cloud Desktop MSP 501 Sales & Marketing Security Specialty Practices Strategy

Related


  • Two cloud-shaped hands shaking among other clouds in the sky.
    IBM Buys Cloud MSP Taos for Expertise in AWS, Azure, Google
    Channel partners will be able to take advantage of the combined companies’ hybrid cloud capabilities.
  • Ransomware and malware
    Help Your Customers Mitigate Malware: Viruses, Worms, and Trojans…Oh My!
    With the right antivirus protection, your customers can better detect and prevent the spread of malware.
  • Pax8 Kicks Off European Expansion with Launch of Pax8 UK
    Cloud distributor Pax8 leverages its recent Wirehive acquisition to launch Pax8 UK.
  • Network monitoring and management
    Malwarebytes Enhances OneView to Help MSPs' Security Business
    Security is an increasing concern for MSPs, particularly amid COVID-19.

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

  • Carbonite® Backup for Microsoft 365
  • Security Tips for Protecting your Backup Servers
  • SADA SaaS Alliance Aims to Give Members ‘the Best Opportunity to Grow’
  • D&H Extends Financing Terms to Help Partners Amid COVID-19

Galleries

View all

New, Changing Partner Programs: AWS, Tech Data, Avaya, Verizon

January 11, 2021

Industry Perspectives

View all

The Right Data Migration Tool Helps Schools Move to Cloud During COVID Crisis

January 19, 2021

Cloud-Based CRM: What SMBs Need to Know about Backup and Recovery

January 19, 2021

Cybersecurity: What to Expect in 2021

January 19, 2021

Webinars

View all

Blueprint for a Scalable MSSP Practice in 2021

January 21, 2021

Who’s Behind the Mask? Hacker Personas Explained

January 26, 2021

Your Network Perimeter Has Changed

February 18, 2021

White Papers

View all

Why Subscription Business Model

January 15, 2021

The Ultimate MSP Guide to Sales Efficiency

January 14, 2021

Eight Reasons Why MSPs Need IT Industry-Specific Sales Tools

January 14, 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

.@solarwinds hackers target @Malwarebytes, impacting internal emails. #cybersecurity dlvr.it/RqzkZp https://t.co/aWqLjCCW9y

January 20, 2021
ChannelFutures

.@citrix $2.25 deal to acquire @wrike expands @CitrixPartners network into collaborative work management.… twitter.com/i/web/status/1…

January 20, 2021
ChannelFutures

.@Carbonite Migrate uses real-time replication to move workloads to #cloud with minimal risk and near-zero downtime… twitter.com/i/web/status/1…

January 20, 2021
ChannelFutures

Backup and recovery is essential for #cloud-based CRMs @ConnectWise #SaaS #dataprotection #cloudbackup #databackup… twitter.com/i/web/status/1…

January 19, 2021
ChannelFutures

You an #MSSP looking to avoid a #SolarWinds-type breach? @Asigra, @Barracuda, @CynetSystems give advice. Don’t blam… twitter.com/i/web/status/1…

January 19, 2021
ChannelFutures

What to expect in 2021 @Webroot #cybersecurity #MSP #remoteworkforce #remoteworking #Carbonite… twitter.com/i/web/status/1…

January 19, 2021
ChannelFutures

From #itautomation to #workfromhome, a look at 2021 trends from @BitTitan. dlvr.it/RqwFZg https://t.co/EkCeJVNAPo

January 19, 2021
ChannelFutures

Are you helping your clients with #cloudgovernance? Now is the time. @CloudSphereAI @fortanix @MontyCloudInc… twitter.com/i/web/status/1…

January 19, 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