The Hands-On Approach
When evaluating a prospective managed services customer, it is often a good idea to consider the technical expertise of the people within that company. While managed services can help reduce costs in ways the financial people will embrace, such offerings can also threaten jobs, or at least eliminate the ability for the technologists within the organization to put their hands on the actual gear. Some partners report that without a "hands-on" approach, technical experts are often leery of giving their approval. "It's a paradigm of today's IT market," said David Browning of ThinkASG. "If the customer is an IT administrator, they have a proclivity toward the hands-on mentality. If the individual is a financial person, they're not so concerned about hands-on. It depends on who you're selling to."