The Packet Scoop

PacketTrap MSP provides seamless integration with the ConnectWise API to deliver a comprehensive solution for remote network management and service provider automation tools.

Traditionally, most of the SMB IT spend in managed IT services has been at the server & network management level with a whopping $3.5B in 2009 alone.  However... that's closely followed by a staggering... $2.7 Billion that was spent on managed desktop services!

With all the gloom & doom that's been coming down the pipe over the last couple of years it's encouraging to see the MSP industry trending in an upwards direction.  According to most studies, the Managed IT Services market is poised for substantial growth in 2010.

When the SMB space starts outsourcing their IT needs, the door quickly opens for Managed Service Providers to customize and deliver managed services specifically designed to deliver preventative solutions and other managed services to ensure the health of not only the SMB’s servers, networks, and desktops, but also for their business needs. Managed Service Providers simplify the network & server management processes by delivering managed services that manage the entire computing life-cycle so the SMB business owner can focus on managing his/her business.
 

There was a time not too long ago when I was once told that desktops 'didn't really matter and all an MSP really needed was the ability to manage their clients servers'.  Well.... times have surely changed and desktop management is now more important than ever for IT cost reduction and network stability.  Without a strong approach to desktop management your clients networks are exposed to an increase in viruses & malware and network downtime.

 

To avoid having to re-invent your Managed Service business model every time a new competitor enters the arena, here are a few 'tips & tricks' on avoiding the 'Commoditization Trap'.  Remember, when you’re competitors are also claiming to be 'best-of-class MSP professional' delivering the same 'top-shelf' managed services, the differentiating factor is no longer 'what' you do, but more importantly, how you do it.

Definition: When a product becomes indistinguishable from others like it and consumers buy on price alone, it becomes a commodity (Investopedia)

 

In Managed Services, a ‘Needs Recognition Analysis’ or ‘business & technical assessment’ will ensure your managed services solution meets all of the needs & budgetary concerns of your managed services prospects. For new managed services prospects where you don’t have the luxury of having the historical service metrics/history as well as for break-fix clients where you have the historical service history but might be lacking in business needs, this step will allow you to uncover the information needed to customize your managed services solution.

 

How many of you would walk onto a clients site and start working on a large $30K project without first consulting with the client?  Or, how would you respond if the client started asking you questions about pricing right off the bat like "how much to re-cable the entire East side of the building?".  Would you just give them the price right then and there, or... would you explain that you first need to scope the work out and see what's involved prior to providing a price?  Silly questions right?

 

How many of you would walk onto a clients site and start working on a large $30K project without first consulting with the client?