This is a continuation of my previous blog post which aims to discuss the near future scenario of extreme competition among Managed Services Providers (MSPs).
Differentiation among MSPs will mostly circle around go-to-market areas like marketing, sales and strategic capabilities as technology advantages will not hold for long, given high speed of wide adoption of new technologies.
In Part 1 we covered the Marketing perspective and in this blog post we will cover the Sales perspective and the Strategic perspective.
√ From a Sales perspective there is a huge difference between selling boxes and selling services. The second needs a consultative approach for convincing customers to sign a service contract. Consultative selling needs dedicated sales teams for each type of service (e.g. managed and cloud services). Acknowledging the different sales roles (e.g. farmers and hunters) is preferred when dealing with both up-selling and attracting new customers.