Right now, so many MSPs are desperately trying to become MSSPs but they don’t know what steps to take. Thankfully, David Nuti knows all about this challenge and can help you with your own company’s struggles. You’ll hear about how to cross the education gap as an MSP, what clients are really looking for in their technology solutions, and how to change the dynamic in the relationship between you and your clients.
One of the major barriers to MSPs becoming MSSPs is the gap in education around not only the solutions and understanding the nuts and bolts, but also looking at the bigger picture of the security challenges businesses face today.
Rather than trying to find multiple partners that can solve a customer’s security needs, MSPs need to be looking for one cohesive solution to fit their customers.
Clients will have sprawling solutions that inevitably MSPs will have to wrangle with. To ease the MSPs’ workload, they should reduce the sprawl in their own company as much as possible.
Clients will always rather have a single, unified solution provided by an expert than trying to make sense of 1-2 dozen separate solutions from 1-2 dozen different experts who don’t understand the inner workings of the other solutions.
In the world of technology, the notion that being the “best of breed” led to success is giving way to the “best platform” shaping purchase decisions. A company may not be best of breed, but if they have the best platform, they can catch up to the best of breed.
Don’t thank the customer for their business, instead, congratulate them on becoming a partner. This equalizes the relationship between vendor and customer.
You need to be looking for what new opportunities are opening up in your sector and beyond, because even though you are not, your competitors are.
Quote of the Show
“Convergence and as a service eliminates sprawl by definition. The two great disruptors in technology are convergence and as a service” - David Nuti