....And 3 tips to get started
In the past decade, we have seen the Managed Service Provider (MSP) market grow exponentially! Call it a boom if you like, however we just see that there is a genuine and developing need for very specific IT and digital needs, that most businesses prefer or require to keep outside their own day-to-day operations.
As the world of work shifts and changes, the markers of a great outsourced service provider move too. What made you a highly competitive MSP 5 years ago, might make you old-hat today… So, with all these constant changes, what does the race to competitiveness look like in reality?
We encourage many of our own partners to actively avoid over investing and relying on trends and buzzwords. It’s too expensive to simply become experts in AI or Robotics overnight, especially when more money ends up going into intangible marketing, than it does actually in selling and bring in new clients. Smart MSP’s demonstrate leadership in new and emerging areas, but invest in providing a consistent sales and marketing strategy around a backbone of IT services which allow their customers business to grow with the times.
For us; the long term, most significant and impactful money is service integration. If businesses want to grow but at the same time, increase their agility and flexibility they need two things. The first thing is a big ecosystem of more niche and specialist tools, and the second is an approach to managing those tools in a ‘quick to fix’ and ‘low risk to switch’ manner.
"For us; the long term, most significant and impactful money is service integration."
This is why we often find ourselves recommending that MSPs offer Integration-as-a-Service within their core set of services. Customers often know that the connectivity between the teams, tools and processes need improving, they are aware of the incidents, downtime and difficulties failing integrations can create. And, as great benefit to the MSP… it has never been easier to provide simple, cloud based and high margin integration services to their customers.
For MSP’s considering the shift to leading with Integration as a Service for attracting new business, here are our three tips for getting started:
1. Identify the customer problems you can solve through integration
As mentioned, your customers are going to have plenty of existing pain points related to poor or non-existent integrations. By learning about which software and applications they are using, how they manage the passing of information and data between them, and then what impact that process has on their own customers, is a great starting point. Once you begin understanding these processes, you will be able to quickly identify where their time and resources are being wasted or causing unwanted incidents or downtime. By then presenting integrations between these applications as a means of automating manual tasks, reducing data duplication and easing customer journeys, you will now have a long list of highly valuable improvements you can provide as their MSP.
2. Market the ease of implementation
Many businesses are scared of integration projects because of the traditionally long and expensive timelines associated with them. However, modern integration tools and hubs make these issues a problem of the past. Adding, managing and monitoring integrations through the latest Integration Hub technology is quick, simple and easy… so much so that your customers can even manage a wide range of changes by themselves (if you so wished!). Because of these great improvements to the available integration platforms now available on the market, you can confidently sell your integration services, with the promise of having all the need integrations setup and in place within just a few days of work.
3. Sell on the long-term benefits and improvements
You want your client’s businesses to thrive, and they too want to feel that you always have their long-term success in mind. Putting flexibility and scalability at the front of your integration services is key to making this happen. Simple to use, easy to implement platforms, which will grow with your business and the key to proving this level of agility to you customers. The benefits of cloud based and subscription integration tools are one of those most powerful tools an MSP can have at their disposal when making such promises. So, ensure you select an integration hub, which reduces the risk of you paying for services and capacity you are not using.
Get in touch
If you would like to discuss any of the challenges or ideas covered in this article, you can get in touch with our expert team of integration specialists today. We would be delighted to share with you how the ONEiO platform could deliver great value for you and your customers.
We also have a compelling partner programme, which helps connect Service Providers with a wide range of great integration solutions to help them grow their business. If you would like to learn more about our Partner Programme, you can download our partner pack for free today.
or watch a video recording: how Service Providers will survive in the connected world of cloud services