MARKET REPORT MSP
“When customers turn to a managed service provider (MSP) to deliver digital transformation, migrating
infrastructure and mission critical workloads to the cloud is a central undertaking.”
they are proposing and
capable of reassuring tentative
customers that they’ll get the
results they’re looking for.
at con dence can only
come from having a close and
trusted relationship with the
CSP and the ability to draw on
their expertise throughout the
migration process and beyond.
Ben Boswell, area vice
president, Europe at WWT
commented, “As companies
look to optimise consumption
models such as cloud within
their own datacentres, they’ve
found that there aren’t enough
partners able to provide the
pro cient tech and business
outlooks. Essentially these
partners are unable to combine
both tech and business in
order to enable digital change.
Companies are struggling to
achieve base level infrastructure
capabilities needed to
optimise collaboration
technology because their
legacy infrastructure is too
complicated to alter. Partner
ecosystems do not want to
initiate this change as they’ve
leveraged service organisations
that are pro ting from the
legacy infrastructure.
In such a crowded market,
WWT simpli es the complexity
of the existing infrastructure,
helping to drive technology
integration by reducing the time
spent on reviewing the multitude
of available options. In addition,
being able to sign up to a devops
approach in the way WWT
drives transformation across
high and low level is an essential
market di erentiator.”
Emily Nerland, Channel
Director EMEA at Masergy
says “For the MSP community,
supplying secure SD WANs
to international companies
is a massive opportunity. We
often think of International
Lee Dredge,
CEO, ITSB
companies as large corporates,
but more and more businesses
are setting up o ces in
di erent countries. Regardless
of whether the client’s head
o ce is in the UK or abroad,
UK partners still have a huge
opportunity to widen their
base. Also, the existing clients
of many UK partners hold
fantastic possibilities as they
can broaden their portfolio to
build revenue and strengthen
relationships with existing
clients. Many new partners
come to us as they know they
need to proactively protect their
base from competition. Just
think – if you’re not doing this
– someone else will.”
Attracting the right partners
Establishing a sound rationale
simplifying
complex
comms
at scale
Stuart Day, Director of Channel, iland
TOP BUSINESS PAIN POINTS FOR MSPS –
WDATTO’S 2019 STATE OF THE MSP REPORT
• Marketing/ Sales – 44%
• Work/ Life balance – 38%
• Revenue growth – 33%
• Ransomware/ cyber security – 30%
• Hiring good people – 30%
• Technology or vendor issues – 28%
• Profi tability – 27%
• Internal operations – 25%
• Company culture – 13%
• Compliance or data privacy issues – 13%
• Competition – 9%
• Customer churn – 6%
for building a partnership is
an important step. at could
start out with identifying areas
of specialism common to both
CSP and channel partner.
Perhaps you have a strong
presence in a highly regulated
industries, such as nance,
government or healthcare.
Stuart Day commented, “A
CSP with highly compliant
solutions that are designed for
these sectors is going to prove a
better partner for the MSP than
a more generalist provider.
at said, while the CSP
needs to demonstrate a
commitment to delivering
added value to the MSP to
improve success in existing
target areas, they also need
to show how forming a
partnership will help expand
the business opportunity and
create propositions for new
sectors.
By exploring the future
roadmaps of prospective
partners, both parties can
ascertain where synergies
lie. is kind of intelligent
partnering at the outset has a
greater chance of success.”
Lee Dredge, CEO, ITSB
commented “Customer churn
is managed closely with our
trusted technology partner
status, building strong, multilevel
engagement between our
teams and our clients. Showing
value and holding regular
meetings is key along with
our regular SLA and service
reviews to ensure the quality of
the service is where it needs to
be.”
ED SAYS…
The MSPs are not having an easy time of it by any stretch. As more partners look
to transition their business and widen their target markets with new services
this space is going to get pretty interesting. I heard the CEO of a vendor recently
exclaim that the market has no choice BUT to transition into an MSP. If you look
at the average age of partners in the Channel right now many are starting to
think about an exit strategy rather than go through another market evolution. I
can’t wait to see what happens over the next 3-5 years.
Learn more about our
cloud CCaaS solutions
01344 852350
djm@contentguru.com
@cgchirp
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34 | Comms Business Magazine | June 2019 www.commsbusiness.co.uk
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