From pricing models to service offerings, the survey revealed opportunities created by the digital transformation that many MSPs aren’t yet taking advantage of. Staying behind the curve could cost laggard partners big bucks in missed revenue opportunities.
Click through to see what Miguel Lopez, SVP of managed services providers at Kaseya, says are the top five takeaways.
PSA Drops in Importance“There are a lot of things that PSA promised that haven’t been delivered,” says Lopez. “You could argue that from some of the original vendors, PSA hasn’t really evolved in many ways.”
MSPs Underestimate GDPRMany MSPs look at the General Data Protection Regulation (GDPR) coming out of the EU in May as not applicable to their business, but Lopez says that’s shortsighted. In a global economy, it’s easier than partners might think for their clients to have interactions with customers in Europe, who are protected by the new data privacy laws. What’s more, those that think GDPR-like compliancy requirements are constrained to the EU are deluding themselves.
Too Many MSPs Stop at Commoditized Security SolutionsIf you’re offering antivirus, anti-malware and managed firewall solutions, you’re in good company. The vast majority of MSPs offer these commoditized security solutions.
Pricing on Value Makes Sense in Today’s ChannelIf you’re still operating on a cost-based or, God forbid, price-match pricing model, you’re missing out on the whole point of the services model. Customers today expect MSPs to understand their business goals and help them create tech solutions that will further their progress.
Still Plenty of Cloud RunwayWhile 85 percent of respondents offer some sort of cloud solutions, a surprising number have yet to tap into the revenue potential of cloud services like email hosting or backup. At least half of those surveyed that provide cloud services reported 11 percent or greater margins from multiple service offerings, including cloud email solutions like hosted Exchange alone, cloud backup and Office 365 services.