As solution providers grow and mature, the natural next step for many is tackling the midmarket and helping larger companies with limited resources overcome their technology challenges. While that migration seems simple enough on the surface, a number of MSPs will hit a wall and here’s why.
Topping the list is the reality that many MSPs just don’t have the right service capabilities in house – technical, sales and business – to scale their business and properly manage and service midmarket customers. Plus, talking with CIOs is a marked change from sitting down with a fellow SMB business owner. The challenges can be daunting and draining, and if the MSP doesn’t set expectations out the gate, the service levels required to make IT work could potentially siphon the profit right out of the business deal.
For larger solution providers who do project work for larger companies, the missteps are different, but often just as painful to the bottom line. Although these partners may be more than comfortable pitching technology solutions to the midmarket, they haven’t quite got the knack for wrapping services and ongoing management of IT networks into the sale.
To help both types of IT businesses, NetEnrich is hosting a three-part webinar series in Q2. The series will feature advice and practical tips from all sides of the equation: a CIO, a solution provider, an MSP and an industry expert.
We’ll kick off the series by asking advice of James Haskell, former CIO for Fox Racing. He will share his decision-making process and tips for pitching and servicing midmarket clients. He will also offer insight into the value seen by midmarket businesses when it comes to outsourcing IT support.
NetEnrich has also started planning two additional webinars, during which guests will share their experience as solution providers working in the midmarket, and industry expert Larry Walsh will offer tips on achieving success with midmarket clients — including building a dedicated sales staff, a practice built to deliver the level of service expected by midmarket clients, and developing a fully mature, integrated midmarket offering that blends projects and services.
Registration is now open and attendance is free. This is a great series for business owners and sales personnel. Reserve your spot today.