SUJOY BANERJEE , ASSOCIATE DIRECTOR , MANAGEENGINE
Q & A
EDITOR ’ S
AS REGIONAL ENTERPRISES SCALE THEIR DIGITAL BUSINESSES THE SCOPE OF TECHNOLOGY AND PLATFORM COMPLEXITY IS INCREASING AS WELL . HOW CAN CHANNEL PARTNERS TRANSFORM THEMSELVES INTO MANAGED SERVICES PARTNERS ?
There are various MSP tools that require a relatively small number of employees to operate , allowing channel partners to better support their customers while limiting overhead costs . This opens new opportunities to increase profits . Managed services are sold as a monthly subscription , providing the benefit of recurring revenue for companies .
Channel partners can scale their business by providing additional offerings , from strategic IT consulting to backup
Channel partners have evolved over the years , transforming from resellers to solution providers to MSPs to cloud-driven MSPs and MSSPs . This is an indication that business model transformation is a continuous process and partners should embrace change as it occurs . Executives from ManageEngine , Mindware , NetApp share further insights .
SUJOY BANERJEE , ASSOCIATE DIRECTOR , MANAGEENGINE
and recovery solutions , after successfully launching their initial service .
With the growing complexity of IT infrastructures , one of the biggest challenges for channel partners is staying updated . The rising adoption of cloudnative applications in several business sectors and the resulting explosive growth in cybersecurity threats have led to new , ever-evolving regulations in the MSP and MSSP space . Moreover , the growing demands of customers and the shortage of available IT talent also pose challenges .
Building an MSP stack starts with defining the business strategy by identifying the clients , their needs , and the extent to which the partner wants to serve them . It is important to keep the stack as lean and uniform as possible to make it easier to sell , thereby helping scale up the business and maintain profitability .
To that end , channel partners should focus on building their stack with tools from the smallest number of vendors . This helps with context switching , managing accounts , handling vendor relationships , and pricing benefits , because it is important to determine and adopt an appropriate pricing model for the stack .
Channel partners have continuously evolved over the years , going from resellers to solution providers to MSPs to cloud-driven MSPs and MSSPs . This is a clear indication that business model transformation is a continuous process . Thus , partners should embrace changes as they occur .
There is a need for the market to consolidate because it is not efficient for companies to have a tool for every problem . Also , consolidation will allow enterprises to keep pace with the changing demands of the market , such as the current drive to bundle cybersecurity solutions into managed service contracts . That additional layer of security for managed service solutions is also seen as mandatory by the providers of these services .
Rising adoption of cloudnative applications in several business sectors and resulting explosive growth in cybersecurity threats have led to new , ever-evolving regulations in the MSP and MSSP space .
INTELLIGENT TECH CHANNELS 55