Msp

It�s not news that IT is an ever-changing industry. The skills that I learnt when I first started are now mostly irrelevant. I say �mostly� because some of the fundamentals of disks, files, networks etc still hold true (once we�d migrated off token ring anyway). And I still use the command prompt to search for files. But when I started, there was no Cloud, no social media, no phishing, no virtualization, no sector based backups and no ADSL. File storage was done on a Novell Netware server or three, with a bank of dial-in modems for remote access.

I�ve picked up a great book called �Stop bitching, start pitching� by Marty Kellard & Ian Elliot.� It�s forced me to really stop and think about how we pitch our managed service product, B.E.S.T.� They claim it�s not enough to have the best solution and the best sales message for it.� Instead you really have to do your homework and analyse the wants & needs (written and unwritten) of your customer and the key decision makers and influencers, then ensure that you are addressing those.� Especially for new business, a customer needs to be able to picture you working with them to solve their business problems, and taking it much further than just replacing the current IT guy that they are unhappy with.

There�s a new phrase slowly rumbling through the computer support industry in Australia � managed services.� It�s being helped along by companies like Kaseya, who are trying to convince every one-man-band computer guy that they can earn truckloads by using the Kaseya product.� Problem is, your technology tool of choice is only one small piece of the puzzle to make you a successful managed service provider (MSP).� So, we now have another �book & webinar� spawning industry, trying to each people the secrets of being an MSP, structuring contracts, pitching to customers etc etc.