How Can You Differentiate Yourself in a Crowded Market?

The question was raised, how, as an MSP, can you differentiate yourself in a crowded market?

Fifosys’ Patel (second from right) pointed to specialisation — both in technology and in vertical markets. For this, Fifosys has adopted a three-point plan.

“About 45 percent of our business is financial services; we can leverage that with new clients. The size of client that we’re going after is slightly larger. The third thing is building our and cyber and data analytic skills,” he said. “With that, you ended up carving yourself a space in the market. And the markets huge – there’s space for everybody. [But] if everybody’s doing the same thing, it’s difficult for clients to pick.”

“The old saying is get big, or get niche,” said Roulston “That translates needing a wider breadth of skills and depth of resources. The niche is really about having something that is either market sector focused, or skills-focused.

“Security is a big one. The whole industry is moving from an MSP to an MSSP over the next few years. If an MSP doesn’t have security skills as part of its portfolio, it’s going to get left behind.”