Guest Column | February 27, 2015

3 Reasons Why Specialization Is Critical To Success

By Rob Merklinger, VP of Sales, Intronis

Rob Merklinger - Intronis

You’ve more than likely heard the saying, “jack of all trades, master of none,” and while in most cases this applies to individuals, it can also pertain to businesses, including solutions providers and MSPs (managed services providers).

Many solutions providers and MSPs try to be everything to everyone, branching out into new lines of business, or even new vertical markets, simply to satisfy the needs of one or two customers. The key to long-term success and differentiation in a crowded marketplace, however, is specialization and service excellence. Here are three ways that solutions providers and MSPs can specialize their businesses in 2015:

  1. Identify A Core Competency. First, look at areas where your business excels. Do you have experts on staff who know the ins and outs of specific technologies such as storage, cloud, or virtualization? Do they hold a significant number of certifications in one or more of these areas? Vendor partnerships are also key. Look at which vendors offer the highest levels of support in areas such as sales enablement, marketing, training, and technical support. How are they making it more  lucrative for you to do business with them? When you understand your strengths and the skillsets of your staff, was well as which vendors will be there to support the growth of your business, you can then better identify your key areas of specialization.

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