While some time-honored, reliable business strategies and marketing methods will continue to work, they must be combined with new, more creative and innovative thinking, NEW service offerings and NEW marketing messages that are in sync with the demands of the post-Covid economy we are living in and the demands of the marketplace.ĪLL of this is working in YOUR favor to allow you to raise your prices and go upstream to better-paying, more profitable clients. This REQUIRES a new approach to marketing, how you position your organization AND, of course, your service offering. MMEs (middle-market enterprises) that have never outsourced support are now actively seeking MSPs to take over all or parts of their IT in a co-managed relationship – they too have different criteria for selection that MANDATE a focus on security and compliance. These changes HAVE impacted the marketplace and what the IT services buyer is now looking for from their MSP – the CEO or C-suite of small to midsize companies is no longer going to settle for “regular” IT support that puts them at risk for a cyber-attack or compliance violation. Right now we are seeing the convergence of great need driven by MULTIPLE factors coming together: the labor shortage, remote workers’ dependence on secure IT, increasing regulatory compliance in EVERY industry, escalation of threats and now insurance companies mandating compliant, secure IT for businesses large and small.
While the IT services industry is not without its problems, I can assure you that in the 20+ years I’ve been working with MSPs, I’ve never seen as big an opportunity as there is right now for not only getting new customers, but also selling them high-profit managed services contracts, compliance and security solutions. There has never been a greater “blue ocean” of opportunity for MSPs…
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