MSPs Speak Out: How Vendor Relationships Have Changed Post-Pandemic
At XChange March 2023 this week, CRN reporters asked MSPs in attendance whether they are seeing vendors changing how they are doing business with them in a post-COVID world and whether the changes have been helpful or not. Here’s what they had to say.
Phil Cardone, Owner, Radius IT Solutions
I’m finding that it’s changing more toward me not liking it. There’s more and more subscription models and more and more contracts. Everything is a subscription and it’s just adding to the overall costs. [They should] pick bulk numbers and just say, ‘OK, up to 50 users is a price, up to 100 is a price.’ Not every single user is a hard price. It’s just costing people way too much money to leverage all of these different pieces together.
Roddy Bergeron, CISO, Enterprise Data Concepts
I think a lot of the vendors are starting to see MSPs as part of their sales team. That’s a good thing. There’s a relationship we have to have with vendors where we don’t want them coming into our space because we don’t want to have to sell against them. But we also need their support. And if you’re a vendor, when you can enable an MSP to sell and grow, that’s more money in your pocket and you’re not paying a salesperson. So I see that transition. I also see a lot more transition out of the traditional sales [approach] of, ‘Hey, here’s a great tool we have’ to [an] education-first [approach]. Don’t try and sell me. Educate and help me to learn first. Then from that, help me find my pain points. And then, the last thing you want to do is sell. I think that idea is starting to catch on a little bit.