Driving the Outcome

HacWare’s Juan Fernandez: “As they start to pivot, MSPs really need to take that seat at the table. It’s sitting down and saying, “look, this is the way we’re going to do it.” It’s important to make it clear that it’s not being presented as an option, but as a go-forward mechanism. Customers want you to help them operate their business from a tech perspective. When you present it that way, you essentially remove the friction. You take the conversation from, say, the point of cost, to how to operate the business for their benefit, focused on their outcome. It’s interesting to see the evolution here. We’re not doing anything different, really, we’re just packaging it differently with all that value in it. So it will be really interesting to watch, as everything evolves into the different go-to-market strategies.”