Key trends shared by the Cloud Services Community’s most successful MSPs
So, what, I am often asked, are the key trends in our Cloud Services Community? A community of 5,500 partner CEOs, the majority of whom are MSPs and CSPs. They are
1. Increasing specialization by vertical market sector or by technology. To quote a New York MSP ‘there is no longer any profit to be made moving customers to the cloud. You must add something substantial in addition to that and industry sector knowledge is the key to our continuing success.’
2. The drive to increase the percentage of the business that is MRR (Monthly Recurring Revenue) - most members have at least 60% of their income under this model and some as high as 95%.
3. The productizing of their service offerings so customers buy a pre-defined package (often per seat/per month) of technology and services. Many will reject customers who want a very unique offering or will partner with another channel company to deliver this. To quote a Seattle MSP ‘Scalable Repeatable Productized Services are the way to deliver awesome customer satisfaction whilst increasing my overall profitability.’
4. The move to influence - increasingly members are unwilling to buy or sell technology beyond their core offering but are huge influencers over technology which is purchased directly by their customers. To quote a Southern California MSP ‘I don’t want to buy and sell vendors products, however we are often the company making the recommendation for products purchased by our customers. This leads to huge issues in that we are not recognized by the vendors and don’t get the support or information we need. It often means vendor products and services do not reach the consideration stage.”
5. Due to their in-depth industry knowledge specialized partners are becoming surprisingly successful in winning significant mid-sized accounts. The customer values their in-depth industry experience and knowledge.
1. Increasing specialization by vertical market sector or by technology. To quote a New York MSP ‘there is no longer any profit to be made moving customers to the cloud. You must add something substantial in addition to that and industry sector knowledge is the key to our continuing success.’
2. The drive to increase the percentage of the business that is MRR (Monthly Recurring Revenue) - most members have at least 60% of their income under this model and some as high as 95%.
3. The productizing of their service offerings so customers buy a pre-defined package (often per seat/per month) of technology and services. Many will reject customers who want a very unique offering or will partner with another channel company to deliver this. To quote a Seattle MSP ‘Scalable Repeatable Productized Services are the way to deliver awesome customer satisfaction whilst increasing my overall profitability.’
4. The move to influence - increasingly members are unwilling to buy or sell technology beyond their core offering but are huge influencers over technology which is purchased directly by their customers. To quote a Southern California MSP ‘I don’t want to buy and sell vendors products, however we are often the company making the recommendation for products purchased by our customers. This leads to huge issues in that we are not recognized by the vendors and don’t get the support or information we need. It often means vendor products and services do not reach the consideration stage.”
5. Due to their in-depth industry knowledge specialized partners are becoming surprisingly successful in winning significant mid-sized accounts. The customer values their in-depth industry experience and knowledge.
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