Master Managed Services Provider (MSP) partnerships are built to help you grow your business faster, with less risk and fewer headaches. When partnering with the right Master MSP, more and more high-performing MSPs are discovering they can earn higher margins and receive higher customer satisfaction scores as a result. But how do you know if partnering with a Master MSP is right for your business?
#1 - Slow to scale
Are you growing your managed services business as fast as you expected? Are you keeping up with your competitors? If you haven’t been able to reach your managed services goals, or struggle to achieve them, consider partnering with a Master MSP. A good Master MSP will help your business set goals and create action plans to help you scale faster. They will also have already built the tools, documentation, processes, and operations you need. Your business can use these resources instead of building/buying your own, allowing you togo-to-market faster, and scale your business faster.
Collabrance helps partners new to managed services, or who have been in managed services for years, grow their business quicker.
Barry Clark, President at PERRY proTECH advocates, "Partnering with Collabrance allowed us to quickly and profitably scale our Managed IT Services business with minimal risk."
#2- Limited focus on generating revenue
What are you spending your time on today? Are you spending time trying to manage numerous vendors for your technology stack? Are you dealing with personnel issues? Are your top skilled technicians working on entry-level customer IT issues? A good Master MSP will act as your Service Desk and handle almost all of those “noisy” issues that can eat up the time of your service team. They will also manage vendor relationships for you in their provided technology stack, as well as resolve the majority of customer issues remotely.
Collabrance resolves 90%+ of customer issues in our NOC and Service Desk so partners have the freedom to focus their time and energy on revenue generating opportunities like project work (and also get your weekends back!).
#3 - Low customer satisfaction
Are your customers unhappy with the service they received? How does your team manage high volume and low volume call days? Is your business consistently able to meet your SLA requirements? Maybe it’s an automated attendant, slow service, or communication barriers that can be unsatisfying to them. Could your service be improved? If so, consider partnering with a Master MSP who can help you keep your customers for a lifetime. If you’re in the service industry, you have to deliver exceptional experiences to your customers every time!
The Collabrance Service Desk based out of the Midwest, is a live-answer, no voicemail service who answers the phone in 2-rings or less to help customers feel like their issues are urgent issues. Customers have consistently rated their satisfaction 4.8 out of 5.0 when working with our technicians.
#4 - Trouble getting access to industry best practices
Technology is an evolving industry – it’s constantly changing and hard to keep up with. A good Master MSP will have access to numerous Service Providers they can pull best practices from, and relationships with industry thought leaders. They know what’s working, what’s not, and can help partners develop plans that will help them achieve greater success. After all, if you win, they win – a partnership is mutual success. A good Master MSP will also provide continuing education to help you stay educated on the industry and build your skillsets to outplay your competition.
Collabrance provides access to peer groups and sales trainings to help MSPs get the knowledge they need to keep growing their business, look smart in front of customers and maintain their strong reputations.
#5 - Inefficient sales
Does your sales team often run into challenges winning new opportunities? Do they have a lower close ratio than you had anticipated? How is their compensation plan working? Managed IT sales is different than selling a copier or IT Hardware. Don’t let excuses bring down your sales. It takes strategy and skills to master selling managed services. To succeed in selling managed services it is even more important for businesses to follow a sales process, and to cost justify their solutions.
Collabrance provides dedicated Strategic Business Advisors to each partner to help provide sales management, strategies and coaching. In addition to sales trainings, our resources even help you with proposals, role playing and presentations to help you close more sales. Many of our more successful partners refer to our Strategic Business Advisors as Virtual Sales Managers who help their reps manage their sales pipeline more effectively.
#6 - Lack of resources
The IT industry has a high-turnover rate and with all of the demand in the industry it is even harder today to retain top talent. When you partner with a good Master MSP, you are adding an extension to your team. You add additional headcount without the management headaches, and Master MSP’s will have more specialization, expertise, and resources available to help you better service your customers. In addition, you never have to worry about your Master MSP partner calling in sick, taking vacations, or falling behind when calls are coming in faster than your team can handle them.
Collabrance partners enjoy access to our leadership and HR teams, sales engineers, technical and onboarding expertise, sales and marketing assistance, as well as our NOC and Service Desk resources to help them run their business more effectively.
Jim Hocking is the Director of Strategic Relationships at GreatAmerica Financial Services in the Connected Technology Group. Jim started at GreatAmerica in 2011 and has held multiple sales positions and mentor roles in the Office Equipment Group, the Communications and Data Group and most recently served as the Director of Sales for Collabrance from 2016-2018.