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Managed services success: All or nothing?
This article is part of the September 2010, Vol. 1 No. 3 issue of Channel Strategies
Conventional wisdom once suggested that managed services success required total commitment to the business model. But, today, more IT solution providers are turning that notion into a myth. Rather than trying to operate standalone managed services organizations, some established VARs and IT services companies say a better strategy is to mix managed services along with project-based revenue streams. "One doesn't exist without the other," said M.J. Shoer, president and virtual chief technology officer for Jenaly Technology Group Inc., a solution provider in Portsmouth, N.H. Shoer said that for his team, managed services and project work go hand in hand. "We pursue a true partnership with our clients," he said. There are two practical reasons for this strategy, according to anecdotal accounts from Shoer and other IT solution providers. First, managed services can help a solution provider build predictability into its revenue stream, which can be used to help supplement training or technical investments or, more tactically, to cover...
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Features in this issue
Solution providers can boost profit margins and maximize their customers' investments by taking advantage of the subsidiary product sales and services included with VDI solutions.
The popular single-instance storage feature is not included in Exchange 2010. Its absence will affect your customers' capacity planning efforts as they migrate to Exchange 2010.
News in this issue
Managed services may not furnish big-bang up-front sales, but they deliver predictable, repeatable revenue. How much of your business should go the MSP route?