3 Things Solutions Providers Can Do To Build Partnerships With SMBs

By Joshua Liberman, President, Net Sciences, ASCII Group Member Since 1996

Partnering as an IT solutions provider with the small and medium business client is the sole focus of many integrators and MSPs (managed services providers). Though SMBs have many of the same needs as bigger firms, they are usually less tech savvy, have fewer resources and a less strategic view of their IT. So they are looking to you for three things:  

1. Business Talk Not Tech Talk. As technical integrators and general geeks, we love to talk speeds and feeds. We know that full DPI scanning at Gigabyte speeds, Hyper-V Clusters and near real time replication, and SSLVPN client connectivity from IOS, Android and Windows devices in one single client are the leading edge of IT. But our SMB clients really only want to know that everything works fast, that it never goes down and that they can connect from anywhere at any time. And they know that this is great not because it is cool, but because it means business runs smoothly. So talk with them about what they want to do with their business, how they want it to behave and what pains that want to alleviate. Then deliver them a solution that sings and dances the tunes they want.

Please log in or register below to read the full article.