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How to turn your IT Reseller business into a Managed Service Provider in 2017 Part 1

Written by Uptime Solutions Category:

As margins become smaller in hardware and software sales, many IT resellers are looking to make the move to develop into a Managed Service Provider (MSP). Managed services are the proactive monitoring and problem resolutions of a client’s infrastructure. The transition from an IT Reseller to a Managed Service Provider can have many hurdles to overcome.

Being an MSP means becoming a trusted advisor to your customer base and helps to build customer relationships, creating more opportunities to communicate with your customers. Our IT reseller partners tell us that they have seen an increase in hardware sales since adding the MSP offerings to their portfolio. This tends to happen because buying hardware from the company that is going to both install and manage the device is the easy option, of course your customers will still need to stick within a budget but the added value is worth paying a little bit extra for.

With the subscription-based consumption model of managed services, you can better forecast your future income and have more predictable cash flow projections than with hardware sales.

Don’t reinvent the wheel

Efficient procedures, great technicians and a properly setup and configured RMM tool are just a few of the components required to begin setting up a profitable MSP. Setting up and maintaining these components is a constantly evolving task, we discuss in our ‘Should you outsource your MSP help desk’.

Create a sales centric MSP

Customer service is of course important but also largely depends on the helpdesk in order to be successful which as an MSP, means it is important to refocus your existing sales resources.

Build a good sales deck to bring on new clients, a sales deck helps you structure your pitch to potential new clients. Addressing their hopes, concerns and needs that the ever-changing world of IT brings.

Adding optional management to all hardware quotes is a great way to let your existing customer base know that you have managed services in your portfolio.

Run marketing campaigns to talk about your new managed services, as well as marketing to potential new customers, be sure to include your existing customer base that you have already built up trust with.

Potential customers are much more likely to buy your services when they speak to a knowledgeable and personable technician, this gives customers the confidence that they are both purchasing the right products and working with a company that will install and manage correctly.

Trusted advisor

As an IT reseller, you already have a wealth of clientele that contact you when they need new IT equipment and software, for advice on which products to purchase. Adding MSP services to your portfolio allows you to build further on this trusted advisor status, after all, who better to advise on which hardware to use than the company that manages it.

Our second part on How to turn IT Reseller business into a Managed Service Provider in 2017 part 2 will be out next month!

Contact our team now and leave a message on our website or on 0203 764 7688

 

Get in Touch

Correspondence Address:

Uptime Solutions Ltd
Crawley Business Centre
Stephenson Way
Three Bridges
Crawley
West Sussex
RH10 1TN
Telephone: 0203 764 7688

     

    Registered Address:

    Uptime Solutions Ltd
    Uptime Solutions Ltd
    Moorgate House
    7 Station Road West
    Oxted
    Surrey
    RH8 9EE

     

    Company Number: 7019668

    Registered in England & Wales

       

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      Why Uptime

      Our passion is delivering innovative yet reliable IT solutions, both onsite and in the cloud, to our clients. Our channel based model means we never go direct to the end user, leaving Uptime Solutions perfectly positioned to provide IT services to both small and multi-national IT solutions providers.

       

      Offering a wide range of IT support for onsite services, consultancy for dealing with business IT challenges and cloud solutions from our own UK based offerings means we can provide our partners with solutions that really meet their customers requirements and budgets. We invest our time heavily in working with our partners to attend pre sales technical meetings and conference calls to assist in the sales process. This approach often helps increase margin for our partners, although budgets are often tight customers see the value in working with IT resellers that can deliver robust and reliable solutions.

       

       

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      The importance of a cloud exit plan

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      When working in the IT business, many of your new potential customers will materialise from referrals.

      This weekend saw a new wave of ransomware attack, the attack broke news headlines worldwide due to its use of a Windows exploit that seemingly many organisations had failed to deploy to their networks.

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      As margins become smaller in hardware and software sales, many IT resellers are looking to make the move to develop into a Managed Service Provider (MSP). Managed services are the proactive monitoring and problem resolutions of a client’s infrastructure.

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      Get In Touch

      Uptime Solutions Ltd
      Uptime Solutions Ltd
      Moorgate House
      7 Station Road West
      Oxted
      Surrey
      RH8 9EE

      info@uptimesolutions.co.uk

      0203 764 7688

       

      Company Number: 7019668

      Registered in England & Wales

         

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