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Managed service providers should be marketing to customers with the goal of managing every device from every customer or they are at risk of losing that customer to a competitor, said Gavin Garbutt, CEO of N-able Technologies.
During a keynote speech at N-able's annual Partner Summit in Scottsdale, Ariz., Garbutt noted AIM research that showed annual IT spending on remote managed IT services by SMBs is expected to more than triple in the next 5 years.
"If we keep that pace, you should be growing at an accelerated rate. As customers ask more for fixed-fee service contracts, you need to be there first before competitors to deliver that," Garbutt told the crowd of about 300 N-able MSPs.
Garbutt asked the crowd how many customers in the last year have asked them for fixed-fee service contracts. About three-quarters of the attendees raised their hands. "In 2006, about two hands went up. There's now demand starting to pull this. You folks have been out there preaching, selling [managed services]. Now it's pulling through," Garbutt said.
About 95 percent of SMBs' IT systems are still not managed, Garbutt said. N-able commissioned several studies to understand SMBs' concerns. "Most SMBs want a real simple, cost-effective value propsosition. They didn't want a great big TCO analysis. they wanted nice, easy decisions and something intuitive," Garbutt said.
Next: Adjust Your Value Proposition
