Article | June 7, 2012

Why MSPs Must Focus On Sales, First And Foremost

Source: Continuum
Steve Ricketts Continuum VP Marketing Photo

By Steve Ricketts, VP of Marketing, Continuum Managed Services, LLC.

Sales are the lifeblood of every business, but they’re especially important in a managed services model. While technology, support and customer service are critical factors, nothing provides more profitability and long-term viability than the continuous addition of new accounts and devices under management.

A concept often associated with the managed services model is “doing more with less. MSPs – particularly those associated with the legacy break/fix model – can service more customers with fewer resources in less time. However, many MSPs fail to take the next step in connecting the dots to revenue: “earning more with less.”

Managed services enable solution providers to make more money because they have already paid for the service-delivery capacity; they simply need to extend utilization to an optimal level to achieve the best return on investment and profitability quotient.

In other words, the more customers you have, the more money you make.

Read Steve's full article in the download link below.