How And Where To Partner
Very few companies can deliver the entire technology value proposition all by themselves. Therefore, MSPs need to be highly selective in choosing potential partners that complement their offerings, rather than compete with them. Sometimes agreements include clauses designed to regulate one partner's ability to sell to the customers of another partner. These are often difficult to enforce, but they can sometimes be useful as a framework for agreement in situations where the risk is mutual. Phil Mogavero, vice president of PCM in Calabasas, Calif., underscores the need to tread carefully. "The partnership we form [with the customer] is really the most important long-term value we have," he said. "Giving that information to people who can become our potential competitors becomes a potential threat to our organization."