Kaseya, the lead IT management solution provider for MSPs and SMBs, released their “2016 MSP Global Pricing Survey”, showing what MSP marketing toolkit lie behind their success. Over the years, manager services providers have gained increased popularity as businesses found it more efficient to outsource IT services to third parties. The survey shows that majority of the respondents experienced significant growth over the years, though varying in services and offerings. However, as the research shows, growth “doesn’t just happen” and MSPs must work towards it. The report states that, “We see a swirl of statistics pointing to the same conclusion — if you want sustained growth, you have to plan for it and work toward it, step by step.”
The services offered by MSPs range from security to cloud to support, addressing to the dynamic and grow needs of businesses. The study shows that security is most high growth area of the industry, and as we embark upon 2016, is only to grow more. The value and importance of data is increasing day by day, and so are the threats. Thus, with the growing risk, the demand for security services is also to rise. The study also shows that more that half of all successful MSPs are offering cloud based services or cloud applications. As cloud services started to become popular, it was thought that MSP will lose their demand in the market. However that is not necessarily the case in reality. With the integration of cloud services, successful MSPs managed to adapt their services and offerings to match the changing cloud based needs of the industry. The report states, “The service isn’t ‘disappearing’ into the cloud; rather it’s just migrating to the cloud and is still there for MSPs to manage.”
Along with getting the right services, there are also some other factors that play into the MSP marketing toolkit for success. The study of almost 400 MSP firms across 30 countries, and ended with the conclusion that most successful MSPs follow the same model for their customers. And it is simple, basing the model on the customer’s growth rather than the MSP itself. This pushes the boundaries of strategies and puts the customer’s concern first. Next to that, it is also necessary to foster proper relationship with enterprises, and most MSPs are found to focus on four organizations groups to manage :
Sales representative/account manager
— Works with an enterprise customer to ensure its IT needs are fulfilled.
Customer service/technical support
— Serves as a point of contact and responds to an enterprise customer’s IT issues.
— Controls the budget, builds strategy and focuses on reducing an enterprise’s IT costs.
End user/technical contact
— Reaches out to an MSP for technical assistance/ expertise
They might seem obvious at first, but a proper allocation of resources is needed in all nonetheless. Success is a right combination and utilization of all these findings and take the necessary steps to do so. Kaseya’s annual MSP survey provides the industry with a tool to use to evaluate what company success looks like, and highlights the areas that the most successful MSPs thrive at.