Want to Master the SMB Market? Listen, Learn and Help Them Win


… a bundle of components that you can deliver neatly packaged and tightly integrated. The last thing you want is to replicate inefficiency.

  • Their Challenge: Not enough money meets capex spend
  • Your Solution: Cost transparency, predictability and affordability

In a dog-eat-dog world, your SMB customers need to ensure that their technology investments are enhancing the business, first and foremost. It’s essential for their technology to keep pace, drive a real competitive edge over rivals and align tightly with their business objectives. The “as a service” model where a customer can pay per-user, per-month scales well and makes costs more predictable and transparent, so customers feel more in control of their IT expenses and worry less about overpaying for something they’re not using. The scalability and flexibility of the cloud also means that you can rapidly tailor and adapt services to their needs without investing much time or staff resources.

In addition, there are smart tools that go a step further in enhancing bang-for-buck, whether they prefer to use the private cloud or the public cloud. For example, there are automatic scaling services that dynamically adjust resources based on actual public cloud-consumption trends. This means that if your customer’s employees need more compute power on Monday mornings between 9 and 10 a.m. but half as much on the weekends, the IT environment can intelligently adjust so that your customer pays only for what is actually being used. Try that with internal IT.

  • Their Challenge: Supporting end users
  • Your Solution: Better self-service

The user experience is of chief importance to your customers, so it’s worth noting that buying IT from a managed service provider delivers uniformity, simplicity and standardization. This, in turn, translates to higher productivity and usually better security.

It’s worth noting that the benefits of IT as a service go beyond the customer. As a service provider, automation and standardization allow you to shorten the new-client provisioning cycle, use lower-cost resources to service your clients and reduce help-desk resolution times. With higher customer satisfaction, you can not only capture all of your client’s business (instead of just part), but increase your stickiness and gain long-term customers.

Competition in our industry is on the rise. It’s really important that you be intimately in tune with the needs of your customers. Speak directly to their pain points. It’s about them, not you.

Michael L. Conn is senior cloud computing strategist with Nerdio. With more than 25 years of business experience working with tech companies, Michael specializes in helping Nerdio partners understand and develop new growth tactics and business drivers through existing and emerging technologies.

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