A Gartner report released earlier this year predicts that the worldwide cloud services market will reach $204 billion in 2016, and $1.1 trillion by 2018. With a number of MSP solutions expected to experience significant growth, managed service providers are in an ideal position to expand their business by offering a range of services. Let’s take a quick look at how you, as an MSP, can recognize and leverage the opportunities created by these business growth expectations.
Recognizing Opportunities for MSP Solutions
Finding, recognizing, and leveraging high-potential opportunities first requires understanding what your clients need, even if they don’t quite know it for themselves. Through careful observation and analysis, the first steps you take will help you recognize whether your customers represent an opportunity for expansion:
Step 1: Offer you customers periodic technology assessments.
Step 2: Identify problems that could easily be solved with recurring services, like monitoring, proactive security, cloud data backup, and other value added services.
Step 3: Demonstrate you have the solutions and expertise to solve their problems.
It’s challenging to sell something to someone who doesn’t believe they have a problem in the first place. As MSP solutions continue to evolve, the core benefit remains the same: to outsource IT business functions to an expert so that a company can focus its resources on the running of its business. For the MSP who wants to provide greater value to its customers, there are three specific opportunities that have emerged as being worth pursuing in today’s market.
Step 4: Keep an eye on the services offered by your competition. Do your own research on similar services. Then offer your customers something that is better or priced more effectively.
Step 5: Look for ways to add on-boarding and or training to your recurring services. Even though your help desk team maybe doing a great job, training your customers may reduce help desk calls. That could be a good thing or a bad thing if you charge for help desk hours
Step 6: Not all your services need help desk support, but help desk support could be added as an addon to any of your recurring services.
With IT outsourcing set for real growth in the coming year, now is the perfect time to leap-frog into the next generation of managed service provider solutions.