The MSP Zone

Managed Services Sales - Random Thoughts

When you are exposed to anything long enough, you will become familiar with that thing. In this case, I'm talking about selling managed services. To say that managed services sales and marketing has been a sticking point for many MSPs globally, would be an understatement.  
Highlights:  
Know your customers 
Sell Through Education 
Have Defined Products/Services (i.e., Service Catalog) 
Document the Sales Process 
Scale 
Rinse/Repeat 

Is Inflation Hitting the Managed Services Market?

Is inflation having an impact on the MSP market? As undeniable evidence of inflation is being felt, at least in the United States, it was only a matter of time before someone asked the question: is inflation having an impact on MSPs?  
Highlights:  
Inflation evidence in the general market 
Inflationary impact on MSPs; how would it manifest itself?  
Should MSPs raise prices? Do MSPs need to raise prices?  
Please fill out this survey for MSPAlliance: https://forms.office.com/r/CtgVXCMk5W 

MSP Contract Negotiation Series: Data Processing

Data processing is an important element of any managed services agreement. The handling of data belonging to clients has never been more critical to the relationship between customer and MSP. Data processing is no longer just a service delivery issue, it is now a contractual one as well.  
 Join the discussion as MSP Zone explores the various ways in which data processing occurs within a managed services relationship, how you can protect your MSP practice from risk associated with data processing compliance requests, and what you shouldn't do when presented with certain data processing agreements.  
 
Highlights: 
What does the client believe you are doing?  
What are the relevant laws impacting that relationship? 
What do you need to do in order to be compliant with data processing requirements?  
Signing a document is not the end of the issue 
Data processing compliance through MSP Verify 
 
MSP Zone Guest: Rob Scott 

MSP Spending Forecasts Revisited

Not a month goes by without some analyst firm or consulting agency producing a managed services spending report. You would think, with all these reports forecasting future managed services spending and growth, that there would be an abundance of data for MSPs and consumers. You would be wrong.  
The existence of these "managed services analyst reports" provide little to no value whatsoever to the average MSP, much less to consumers of managed services.  
 
Highlights:  
Historical review of analyst coverage of the managed services profession 
Current coverage of MSPs 
What are the gaps?  
 
MSP Zone Reading Material 
Managed Services Providers (MSP) Market Is Likely to Experience a Tremendous Growth in Near Future - Energy Siren 

How the Outside World Views MSPs

MSPs spend a lot of time "in the channel", that is to say, learning from and interacting with both other providers and technology vendors. Yes, MSPs also spend a great deal of time with their clients. But, what I'm talking about today is how non-managed services entities and individuals view the MSP profession.  
As with many things "managed services related", there are a lot of misconceptions about MSPs and what they do. It seems we can add cybersecurity "experts" to that list.  
 
Highlights:  
Common misconceptions about MSPs 
Cybersecurity perspectives on the managed services landscape 
How to correct these negative view 
 
Alleged Russian Hacks of Microsoft Service Providers Highlight Cybersecurity Deficiencies (voanews.com) 

Non-MSPs Are At Risk for Cyberattacks

In a follow up to our episode titled "Who are Hackers Really Targeting?", we have further evidence that it is not MSPs who are vulnerable to attack, but instead, the non-MSP organization has a higher likelihood of being successfully breached in a cyberattack compared to an MSP.  
This is not to say MSPs do not get targeted or breached. This does mean, however, that successful cyberattacks are more likely to occur in a non-MSP organization than a fully matured managed services entity.  
Highlights:  
Remote access systems  
MSP vs non-MSP risk 
Differentiating between MSPs and non-MSPs…why it matters 

MSP Contract Negotiation Series - Limitation of Liability & Indemnification

MSPs have agreements with everyone; customers, vendors, partners. The managed services agreement with customers, perhaps, is the most important. Regardless of the type of MSP you are, the types of services, or your customers, the contracts you use will likely be negotiated.  
Warranties and indemnification clauses are common boilerplate in modern managed services agreements. But, not all such clauses ought to be accepted without review and consideration.  
 
Highlights:  
What are limitation of liabilities? 
Indemnification clauses 
By Provider 
By Client  
Limitation of Liability Carveouts 
Email MSPZone@mspalliance.com to acquire your copy of the 3rd party disclosure addendum.  
 
MSP Zone Guest: Rob Scott 

Who are The Hackers Really Targeting?

Fact: Ransomware "gangs" are actively trying to attack organizations of all sizes. The attacks have had some success and will likely continue for the foreseeable future. But, are the attack vectors really targeting MSPs, or is there another target that exists?  
 
Highlights:  
Who are the real targets of these ransomware attacks?  
Why are these tactics being used? 
Can anything be done to stop them?  
Is the MSP the real attack vector? 
 
MSP Zone Reading Material 
Solarwinds hackers targeting global IT supply chain,  Microsoft says (cnbc.com) 

Are Supply Chain Problems Forcing VARs Out of Their Business Model?

Pandemic related supply chain disruptions are happening on a global basis. Since the beginning of the pandemic, everyday items have become subject to distribution disruption. These supply chain disruptions are also having an impact on value added resellers. Could supply chain problems signal a business shift for VARs towards managed services?  
 
Highlights:  
VAR supply chain disruption 
Impact on VAR business model 
Impact on managed services 
 
MSP Zone Reading Material: The Value Of VARs Is Diminishing In Cybersecu rity: Here’s How To Get It Back (forbes.com) 

MSP Consolidation Rumors On the Rise Again

It seems there is never a shortage of M&A related chatter within the IT channel and we appear to be in the middle of one such rumor mill once again. In fairness, this may be part rumor and part misconception (probably more the latter).  
Is there an M&A consolidation frenzy taking place in the MSP profession? We will examine that question.  
 
Highlights:  
 
MSP Zone Show Notes: Private equity is ready to take MSP consolidation to the next level | TechCrunch