Guest Column | December 5, 2014

3 Fundamental Elements Of Success In Managed IT Services

By John Tippett, Managed Services Community Chair for CompTIA and Vice President of New Markets, SnapAV


The managed services model is a true godsend for IT integrators and clients alike. It affords much-needed financial stability through predictable, recurring revenue and provides an all-encompassing support platform for end clients. However, the MSP business model is only effective when it is well executed.

A managed services provider (MSP) must know how to communicate value to clients. Relationships with vendors must be grounded in mutual trust, and a circle of influence that includes other successful MSPs should be established. With these things in mind, let’s take a closer look at three simple-but-essential managed services best practices and explore why they are crucial: 1) knowing your clients, 2) buying only from vendors that understand your needs and stand behind you, and 3) finding the right partner communities to participate in.

1. Know Your Clients

Before one can be truly understood, one must seek to understand others. This simple axiom also rings true for successful managed services providers. In other words, an MSP must know how to approach customers and prospects, and how to effectively showcase services and solutions. This may seem obvious, but it’s amazing how many providers overlook this key point.

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