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M&A, Security, And Cloud: 2022 Market Strategies For Solution Providers

‘From a partner perspective, what we’re seeing is just the ability to really consult with the customers and truly provide that overall solution for the end users that can really address the overall digital IT transformation,’ Melissa McCoy, vice president of channel sales at Flexential.

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Make Security Make Sense To The Customer 

There‘s a big opportunity to help customers understand what security services are needed.

Customers don‘t just need to know about the vulnerabilities in terms of data protection and backup, they need to understand the whole world order of security and make sense of it, or what they should recommend to their customer,” said Guha.

Security will be ongoing for the next several years of how we can provide services and how that provides revenue services for MSPs,” he added.

Co-managed services are another big aspect as he is seeing that many MSPs want to work with their customer‘s IT team to scale security operations.

It‘s important to understand where the customer is in terms of security in their environment, and the first step is to understand the customer’s security capabilities to be able to provide those security services, he said.

“It‘s an endless analysis that you have to be as an MSP to provide to customers to understand their current state,” Guha said. “And then providing guidance and blueprint and how you provide services to your customers. It is daunting and challenging in terms of being that trusted advisor and providing security services, but I think it is an opportunity.”

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