Why MSPs Should Sell a Full Managed Services Solution

Be Different. Deliver Excellence.

Feb 21, 2017

Which Picture Best Describes Your IT Business?


Every Managed Solution Provider (MSP) offers a different technology stack and solution. But certain MSPs are going to market with a full solution. The difference between selling a fully managed solution verses a partial managed services solution includes outplaying your competition, gaining more revenue and increasing the valuation of your business.

Do you sell a full or partial managed services solution?

Many Office Equipment dealers are still grappling with the question of “how do I best get into the IT space,” and “what is the best go-to-market strategy?” There tends to be two approaches to IT:

  1. Sell whatever technology you can to a customer (parts)
  2. Sell a full managed services solution (car)

Is one approach to IT better than the other? Yes.

What solution are high performing MSPs selling?

I attended a webinar with Gary Pica, Owner of TruMethods, who works with hundreds of Managed Service Providers across the world. Gary was talking about how to increase their price to over $165 per seat. He started the webinar by confirming that EVERY MSP he works with has:

  • Hardware
  • Licensing
  • Patch Management
  • Anti-Spyware
  • Anti-Spam
  • Anti-Virus
  • Technology Planning
  • Remote Support
  • Onsite Support
  • Virtual Services
  • VDI
  • Remote Backup
  • Hardware-as-a-Service (HaaS), Infrastructure-as-a-Service (IaaS), Software-as-a-Service (SaaS), Hardware-as-a-Rental (HaaR®)
  • Desktop Optimization
  • Disaster Recovery

These 15 items don’t get you to $165, so you must bring extra value and you must package your offering the correct way. Does your managed services offering include those 15 items?

What You Might be Missing in Your IT Solution?

I was listening to another webinar put on by BPO Media talking about recent trends in the print space. The analyst cited a recent study by Computer Economics that showed print spend in 2015 was 1.1% of total IT spend! If your IT business looks more like the parts business, you are leaving a lot of money on the table. Also, 1.1% of total IT does not get you much mindshare with your customers. By selling a fully managed solution you and your business become a much more meaningful and strategic partner to your customers.

To perform higher in your managed services business, re-evaluate your offering to ensure you’re offering the 15 items above at minimum, packaged with a differentiation to outplay your competition.

Category: Technology

About The Author

Greg VanDeWalker

Greg VanDeWalker, Senior Vice President of IT Channel and Services, is responsible for the strategic vision and performance of Collabrance and the GreatAmerica IT and Unified Communication Financing business units. Greg has consistently been recognized for his leadership in the IT channel. Most recently, he was named a ENX Difference Maker 2017. He was also honored by CRN in 2016-2018 as Channel Chief, and was named on the "100 People You Don't Know But Should" list in 2015. Greg has also served as Chair of the inaugural Managed Print Services Community of CompTIA, and has helped various advisory boards in the IT, Telephony and Office Equipment channels.

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