Datto data, while nearly seven in 10 MSP partners have revenues of less than $5 million. Perhaps this should come as little surprise, since MSPs tend to provide the greatest value to firms that lack certain internal IT resources, effectively eliminating the largest enterprises as potential prospects. Perhaps equally important, “MSPs are typically more skilled at systems administration and troubleshooting than customer prospecting and deal closing,” Channelnomics researchers pointed out, and are underinvested in sales excellence, customer success and marketing, while playing “a limited role in the strategic mission of customers.” This despite a time when technology providers are placing increasing emphasis on customer experience, retention and enablement, while business decision making is increasingly made by “buying circles” that include line of business managers along with IT executives. Who’s Up? Many channel veterans we spoke to believe IT hardware and software VARs that adopt recurring revenue models are best positioned to take advantage of the current environment. That’s particularly true for the contestants willing to truly embrace telecom and related services rather than treating them as “other services.” VARs also might be a better fit for larger customers that have in-house IT, working as a supplement to internal resources rather than a replacement. They are also well-suited for the logical bundling of connectivity and communications with the growing number of devices being deployed in corporate networks. Already, larger VARs including Peak, Barcoding and Lowry, among others, are beginning to dedicate budgets and teams to monthly recurring services. It probably won’t be that easy, however. Instead, channel marketers could face a landscape in which the next primary partner target, or “the next MSP” so to speak, is “none of the above.” Rather, channel programs will need to weave their way through a broad and varied base of potential partners, including many that have adopted practices of several types of partners and don’t neatly fit into any of the traditional Who MSPs Currently Serve Customer with 20 to 50 employees 17% Customer with 50 to 100 employees 20% Customer with 100 to 150 employees 13% Customer with more than 300 employees 3% Customers with annual spend between $5K and $10K 25% Customers with annual spend between $10K and $15K 28% Customers with annual spend between $15K and $20K 20% Customers with annual spend between $20K and $30K 12% Source: Datto MSP sur vey, 2022 47 JANUARY - FEBRUARY 2023 | CHANNELV ISION Simwood's white-labelled PBX service for Partners who want the best. Want to see our secret weapon? Book a product tour today 629-252-0100 team@simwood.com
RkJQdWJsaXNoZXIy NTg4Njc=