How To Make The Move And Be A Successful MSP
By David Weeks, Channel Strategy Manager, N-able by SolarWinds
A hardware-centric focus isn’t going to grow your business fast or make it last for decades. The profit margins are thin and the business of “reselling” is old school. The real opportunity for channel partners is around professional services and managed solutions.
Today’s most successful channel partners differentiate their business on value, not volume, and have re-evaluated their service offerings to move from a pure-play reseller to business IT consultant. They’ve successfully transitioned from a traditional value-added reseller (VAR) to a more specialized managed service provider (MSP), and in turn changed the conversation with customers and prospects, as well as the cash flow from a one-and-done sale to a recurring revenue stream of managed IT services and support offerings.
The move to MSP also results in higher business valuation because of the predictability of revenue and profits. An MSP model is built around ongoing service delivery and also helps you build greater stickiness with your customers who will come to see you as their trusted IT business partner — not just another vendor.
If you’re currently grappling with how to transition from a reactive, break-fix routine to a more proactive, managed services delivery model, here are a few tips to make the business case and ultimately, make the move...
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