Being a middle-of-the-road MSP isn’t good enough anymore. As 2017 turns into 2018, new trends in the marketplace are redefining the role of an MSP. In this new reality, if you want to improve your MSP sales and develop a better customer base, you need to position yourself as a World Class MSP.
To do this, keep these four things in mind for 2018.
1. Embrace The Cloud
Earlier this year, Intel Security surveyed over 2,000 professionals for its annual cloud security research study. One of its key findings is that within the next year, 80% of all IT budgets will be committed to cloud apps and solutions.
This shift is changing how MSPs operate, and MSPs that aren’t aligned to serve their clients in the cloud will be left behind.
If your clients are looking to move to the cloud or want to maximize their current cloud services, you should be ready to provide the services they need. These services may include cloud migration, serving as a third-party host or helping manage current cloud configurations. You can also offer your clients customized cloud solutions and automations to help them streamline their operations.
This requires understanding the pros and cons of public cloud, private cloud and hybrid solutions. Knowing which service to use also requires an in-depth understanding of your client’s business, especially if they’re in a vertical with specific security or privacy concerns.
2. Leverage Your IT Talent
Currently, the unemployment rate for IT is at 0%, and as the economy improves, it’s likely that demand for IT professionals will only grow. Businesses are turning to MSPs to provide the custom solutions they need, because they lack both the time and the expertise to hire the right people.
If you can position yourself as an MSP that can provide clients with that talent, you can attract ideal clients and grow your business. Of course, you’ll need to be able to recruit and retain that talent yourself.
3. Target Your Verticals
Are you a master of HIPAA for health care? Are finance companies lining up to invest in you? Do law firms rely on you to keep their confidential data secure? In 2018, demonstrating mastery in a particular vertical is a great way to target ideal clients and stand out from the crowd.
One caveat: Make sure that you select a vertical that isn’t tied to short-term booms in the market. For example, an MSP working in the mortgage industry 10 years ago was doing great business. After 2008, they suddenly found themselves struggling.
3.5 Find Ideal Clients
Whether it’s 2018 or 2028, you should always focus on your ideal client, one whose business size, scope and needs are aligned with the unique services your MSP can provide.
The Pareto principle states that 80% of your results come from 20% of your effort. I would like to offer the Pica Principle, which states that one ideal client is equal to three unaligned clients.
Once you find your ideal clients, keep them as customers by making them your strategic partners. Over time, you’ll be able to build an ever-growing roster of ideal clients.
Explore more strategies on becoming a World Class MSP in this free webinar.
