For a long time I have been telling Managed IT Service Providers to sell telecom services. Some listen, some don’t. Many of the partners I currently work with sell some type of telecom services through their local cable or telecom partners. What happens when those solutions aren’t good enough? Trust me, this happens more often than you realize.
Back in February, I was at the Channel Partners Conference in Las Vegas. While listing to one of the panels moderated by industry friend, Mike Saxby, President of San Diego based CMS Telcom, someone said something that has stuck with me. They said, “so many MSPs are missing the Crown Jewel of the cloud by not selling the network.” I couldn’t agree more. I have said for years to lead with storage and security. Now I am saying you need to lead with storage, security and cloud access. If you aren’t talking to your clients about network access you have a huge gap in your business model. You will lose out to the telecom agents who are selling network access as well as managed IT services.
I know that I am going to get some push back from MSPs on this issue because they will tell me that the Telco’s won’t take their clients from them. Telco’s can’t give the same level of personal service the MSP can. Wrong! The level of personal service is changing from getting what they want to getting what they need in order to be productive and profitable. How do I know this? Read on.
Last week I had lunch with one of the top sales people from Sandler Partners. Sandler is one of the largest telecom master agents in the country. The sales teams at these master agents along with the direct sellers at the carriers are actively going after the clients of MSPs to help those businesses find better, more cost effect ways to get to the cloud. How do you get to the cloud? You get there through the network. If you as an MSP don’t own that relationship, at some point you WILL lose to the Telco’s.
If you aren’t one on of my partners, I can’t help you change your business model. My job as an MSP business consultant is to get you to think about more ways to engage with your clients. Selling or adding telecom services to your portfolio is the best and fastest way to increase your MRR and build stickiness with the client. If you don’t have access to a master agent, I will be happy to refer you to some good people I know and trust.
All I ask is that you think about these services and the cloud offerings you are selling to your clients. It’s your job to get them to the cloud. Shouldn’t you be compensated for the journey?
All the best in success,