Unique And Original Ideas To Provide Value To Your Customers

By Andrew Harrover, CEO, Matrix Computer Consulting, ASCII Group Member Since 2012

A key part of any successful business that scales well is an ability to differentiate that enterprise from its competition. This is simple to do if you happen to be an early mover in a particular field. As the market matures, this becomes more difficult. Simply doing what everyone else is doing leads to competition based on price which is not optimal.

The Managed Services market is, at this point, mature and variations on the main business model emerge daily: 100 percent remote, “monthly” managed services, and on and on. However, we all know that the original proposition of Managed Services — fixed price costing chockablock with automation and business value is the most desirable and “sticky” sort of agreement.

Monthly Managed Services and 100 percent remote Managed Services are not really Managed Services at all. They’re just “all you can eat” pricing and, as long as your version of this service is the cheapest, you’ll be fine. However, if you want to move upmarket, increase client retention, and increase your profitability, you will need to provide more value to your clients. Indeed, if you can get the business value part right, clients will literally never leave you.