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Life in the Cloud: How to Pick the Right MSP

October 11, 2019

Life in the Cloud: How to Pick the Right MSP
 
powered by Sounder

Cloud solutions are evolving rapidly. The MSP market alone is estimated to reach $282 billion by 2023. Matt Vaillancourt, Senior Director of Business Sales at D-Link, offers tips on choosing the right MSP and how to stand out in the crowded MSP market.

He also goes over:

  • How to know when to transition to an MSP
  • Identifying new trends in MSPs
  • Different cloud solutions

Resources mentioned:

Cloud solutions are evolving rapidly. The MSP market alone is estimated to reach $282 billion by 2023. Standing out in the MSP market, therefore, is increasingly challenging. Matt Vaillancourt, Senior Director of Business Sales at D-Link, offers 5 steps to stand out in the crowded MSP market.

1. Focus on a particular vertical

A vertical market approach could be an effective launching pad for your services. This approach helps new service providers with limited budgets to concentrate their services on a small segment of the larger market.
 
Attempting to compete with a market giant will only stretch a new company and its resources too thin. By focusing on one vertical, a new MSP can exercise lasered focus on issues that a larger provider cannot.
 
Additionally, once you feel that you’ve mastered a particular segment, it’s crucial that you research new avenues to test. Staying current and on top of the competition is essential to your success as an MSP.
 
<“Always be looking for different roads to market within the vertical that you're working in. - Matt Vaillancourt>
 

2. Nail down your pricing

Establishing clear pricing tiers will make it easier for your sales team and customers to segment your services.
 
Though there are numerous ways you can split up your pricing, Matt points out the growing popularity of monthly subscription pricing among consumers. Consider offering your customers simplified monthly pricing. This approach will make it easier for customers to commit to your services.
 

3. Demonstrate your value

In order to convince prospects that you’re the best MSP for them, you should be willing to demonstrate your platform and unwavering customer service.
 
Make it as easy as possible for prospects to find the answers they’re looking for on your website and in your content. A few ways to do this include: 
  • Offering a live demo
  • Hosting an informational webinar
  • Developing market reports
  • Creating short informational videos
  • Offering case studies
  • Posting blog and news articles
 
By demonstrating your thought leadership and the simplicity of your services, it will be more likely that the prospect chooses to go with you.
 

4. Provide forward-thinking value

Once you’ve locked down a sturdy customer base, be prepared to offer them more value as they continue to use your services.
 
Especially for a subscription-based model, customer success is just as important as acquiring new customers. That’s why anticipating future trends in the MSP space will help you retain customers.
 
<“Adapt to the customer's needs. - Matt Vaillancourt>
 

5. Be flexible

As a more concentrated MSP, it’s essential to demonstrate your flexibility for customers.
 
One of the best ways to do this is to implement a cloud switching solution such as the Nuclias Platform by D-Link.
 
The Nuclias allows MSPs to easily log into a customer’s portal and troubleshoot any issues without having to be on-site. This cloud switching solution even allows you to access non-cloud systems remotely.
 
Plus, a cloud switching solution like Nuclias drives down costs for the end customer since you don’t have to be on-site to manage it.
 
Matt emphasizes that demonstrating your flexibility and the simplicity of your services are two of the most effective ways to stand out in a crowded MSP market.
 
<“One of the biggest things that you can provide to help stand out is being flexible.” - Matt Vaillancourt>
 
 
Follow Matt on LinkedIn.
 
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