How MSPs cut through vendors

 

How MSPs cut through vendors

Have you ever wondered how MSPs deal with a multitude of vendor campaigns?  It can be  a difficult task.  A recent poll addresses many MSPs with this topic.  I wonder if the results will shock you.

How do MSPs cut through vendors vying for business?

#3: Staying on point with demo or meeting (Value vs Features)

How often are the demonstrations by vendors so feature-rich, when all the MSP is wondering… “How do we make money with this?!”  The simple axiom of present Value not Features is very important.  The far too many slides drift off into feature world, while the MSP is nodding off.  Get to the point vendors!

#2: Campaigns: Targeted, Segmented, Consistent and Timely

The MSP is inundated with campaigns that are not segmented and designed for  them specifically.  Emails often talk about verticals not pursued by the MSP or geographies not sold to, for example.  Often taking for granted the MSP is a certain size, discussing selling to the large market of 1,000+ seats when the MSP focuses on the smaller 1-99 seat market.  The vendor must know more about the MSP to serve them.

#1: Peer advocacy

Discussing solutions and vendors with peers is very common.  As an IT Nation Evolve (formerly HTG) peer group member for 10+ years, we always shared our experiences about vendors.  The ForzaDash community of almost 3,000 MSPs often collaborate about many of the sponsors.

How are you differentiating your message to MSPs?  Are you targeted, segmented, consistent and timely?   Do you live by: The more the vendor makes the partner MSP successful the more successful the vendor will be?

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