There’s no better way to introduce MSPs to a new Hardware-as-a-Service financing program than through the MSP platform vendors themselves, said Ramsey Dellinger, a former MSP who this week is launching a new HaaS company, MSP On Demand.
After all, N-able Technologies, Ottawa; SilverBack Technologies, Billerica, Mass.; LPI Level Platforms, Ottawa; and Kaseya and Cittio, San Francisco, each have direct access to hundreds of MSPs, said Dellinger.
Dellinger first went to N-able, which jumped on the opportunity, he said. Right now, N-able is preparing to get the program under the nose of its more than 850 customers, he said. The deal is mutually beneficial: By taking advantage of an independent HaaS program, N-able can focus on its core strengths as a platform provider while still making available creative new HaaS financing options to customers, said Dellinger.
“[Dellinger is] a visionary in the MSP space and a pioneer of HaaS,” said Mike Cullen, vice president of sales at N-able, who will oversee the delivery of MSP On Demand to N-able partners.
Dellinger plans to aim MSP On Demand at the customers of other MSP platform vendors as well, he said.
For customers of LPI Level Platforms, leveraging the HaaS program will in some ways be a return to the vendor’s recent past, when LPI Level Platforms offered hardware bundled in with its monitoring services, said Peter Sandiford, president and CEO.
HaaS is definitely the future of managed services, said Sandiford. But having already lived through a HaaS effort, he believes customer adoption will occur more slowly.
Dellinger chose not to take MSP On Demand to market through distributors because of conflict between the HaaS program and distributor leasing programs.
In the past 18 months, Ingram Micro, Santa Ana, Calif., has seen more alignment in its hardware sales toward managed services models and is determined to make its own mark, said Peter DiMarco, vice president and general manager of North American VAR sales. “We are working hard to determine where distribution can lead in managed services,” he said.
So instead, Dellinger is working to partner with networks like the Ingram Micro Service Network and that of Tech Data’s to offer additional technical support options for MSPs that get financing from MSP On Demand. “I think everyone is looking for that edge to keep clients,” said Dellinger. “This model solves so many issues that everyone faces today.”
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