13 Ways To Avoid MSP Blunders

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Because of misconceptions about becoming a successful MSP, many service providers fall short. Here are 13 common blunders and how to avoid them.

1. We must be a 24/7 operation.
Not all clients and services require 24/7 operations. But you need to have the capabilities to monitor and respond reliably 24/7.

2. All managed services are created equal.
Building a delivery system, and creating and packaging managed services, take time and expertise. Create a defined product set that differentiates you from your competitors.

Tim Hebert is CEO of Atrion Networking.

3. Buy some management tools.
An MSP is more than fancy tools. Solve business problems with strong tools, dependable back-end support and valuable deliverables.

4. One size fits all.
Design your solution around a vertical and then market to that industry.

5. Stick with your existing sales strategies.
Success requires skills in solution selling. Your sales team needs to understand your customers and sell the value of your solution.

6. Keep your sales comp plan as is.
Set quotas and compensate your sales team accordingly.

7. Wing it--you don't need more sales tools
Unlike products, services aren't tangible. Create tools to show your organization's reliability, competence and knowledge.

8. No news is good news.
You have to do more than detect problems. Your solution should manage an entire system.

NEXT: Why the buck doesn't stop with the bill.