A Sea Change
MSP marketing must be prepared for the change in seas which is already revitalizing some technology “coasts.” Coasts near the “cloud” or the “Internet of Things” (IoT) have definitely seen some of the fruit this change portends. Such digital transformation has proven itself to be a force which ultimately fuels the tech industry. The way in which IT is sold has even changed. MSPs can provide a complete network solution for their clients from a remote location. That cloud network will do everything an on-site server array would, but more reliably, more cost-effectively and perhaps— in some cases— even better. Plus, security is usually of a higher quality through an MSP.
This change in the very nature of technology sale will affect vendors and partners in the tech world. The requirements partners have are going to transition with such developments and the vendors will be brought right along. Value added resellers (VARs) and managed service providers (MSPs) will very likely see the effect of this transition. The emphasis will particularly designate MSP services, as these provide clients more value with greater cost-effectiveness. A VAR buys tech, augments it, and sells it at a higher price— this can’t really be done so well with the cloud.
Furthermore, with cloud computing, businesses will be represented by the same MSP. A “ma and pop” shop may rest right ahead or beneath a national enterprise on a given client list. What this ultimately means is that mastering such innovations is key to your MSP’s digital transformation, and several ways to do that include:
- Infrastructure that is cost-effective
- Partnering with clients
- User experience and customer service that is commendable
- Transition complexity management
Cost-Effective Infrastructure Solutions
MSP marketing would do well to emphasize the sort of cost reduction which comes from modern tech innovations like IoT, cloud computing, automated scheduling, Big Data, BDR, proactively managed services, remote support, security, and any number of things which are quickly reshaping the tech market. Even beyond innovations, infrastructural operation is conventionally difficult. When an MSP can use industry knowledge gleaned from multiple clients to reduce the time involved in upgrade and operation, this will save the client money. In fact, if you save a client enough, they may ultimately make money through your employment, which puts your MSP in an ideal place. Cloud computing is one of the best ways to do this very thing.
Technology is complicated and in a mode of transition which happens more quickly than many realize. Computers are downright outdated after only about three years— and that’s at the consumer level. At the corporate level, getting three to five years out of a server is pretty exceptional. Moore’s law dictates that tech will double on itself every one to two years and this partially explains why transition happens so frequently: new tech is available that wasn’t before. If you work closely enough with your clients to be considered a partner, you’ll be able to advise them regarding trends, increase their competitiveness, and help them avoid technology mistakes. This is invaluable and, with the right client, will be quite profitable for a given MSP.
User Experience and Customer Service
MSPs fail in this category regularly. If you really want to stand out above your equally tech-savvy competition, you want the user experience of your clients to be non-complex, enjoyable, and intuitive. Additionally, you want to treat them in a very good way as far as customer service is concerned.
Transition Complexity Management
There is much complexity involved in making a transition from, say, internal servers to a cloud. Such a move is difficult and an MSP can reduce that complexity substantially.
Getting a Foot in the Door
It can take years for a corporation to transition from older tech solutions. Oftentimes, they do it one step at a time. If you can ease a client into the hot waters of advancement, they’ll be more apt to let you handle additional transitions as they become necessary. Your MSP marketing should emphasize that incremental change is realistic and doable— this will help get your foot in the door.