CompTIA on Monday introduced a new tool to help MSPs navigate the customer-engagement process — from initial prospecting through contract renewal.

The Managed Services Client Lifecycle tool allows any MSP to visualize the optimal client engagement for a managed services practice, CompTIA said. When combined with other content and programs created by the CompTIA Managed Services Community, MSPs have access to resources to help them build and grow an effective services business.

“Many MSPs are winging it, with no real direction or understanding of what it takes to bring on a new customer and keep the customer for the long term,” said Vince Tinnirello, community chair and CEO of Anchor Network Solutions, a provider of IT consulting services. “The Managed Services Client Lifecycle can help them identify and evaluate all areas of their business to assure that they’re doing all they should for their clients.”

An upcoming CompTIA study on the managed services market reveals that the top two immediate priorities for MSPs are increasing their volume of net new customers (cited by 62 percent of MSPs surveyed) and expanding business with existing customers (58 percent).{ad}

“Each of these life-cycle steps must work together to build an effective MSP business model,” said community member John Tippett, vice president and general manager of Aisle8, a unified manufacturer and distributor. “This tool provides a graphical overview of the MSP client life cycle and helps visualize how each area is related. The interface brings a breadth of resources together for easy access in each of the major cogs.”