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globeLooking to grow your MSP this year, but unsure which trends to capitalize on? In the 2017 Kaseya MSP Global Pricing Survey, MSPs from around the world weighed in on market growth, what sets high-preforming MSPs apart, and technology trends that can help you provide better services to your SMB customers. This year’s survey compiles data from more than 900 MSPs in almost 50 different countries. To help you learn more about how to grow your business and increase your 2017 profits watch our webinar replay with Kaseya.

Looking at this year’s survey, I saw a number of opportunities and trends that MSPs could capitalize on to increase their 2017 profits, but two areas really stood out to me.

1. Public cloud adoption

Considering the current threat landscape, it should be no surprise that when asked what the top service MSPs believe will be the most sought after by clients, security was the number one answer. However, you may be surprised to learn that MSPs think public cloud adoption, migration, and support will be the second most in-demand service.

While the public cloud is not a new platform, it’s growing rapidly—and chances are your SMB customers will soon be looking to you for help in the public cloud. What can you do? While it might not be feasible to add services to your portfolio tomorrow, start by learning how to prepare for the transition and protect your SMBs’ cloud environments.

2. Differentiating your MSP based on value

Conventionally, too many MSPs have the mindset that they have to lower their prices to compete in today’s market. According to the survey, though, high-growth MSPs who have increased their pricing in the past year have experienced more growth than those that did not. Lower growth MSPs tend to charge the lowest market prices when it comes to their services.

This is a game changer for the industry and can ultimately help you grow your MSP business. To truly differentiate your services, you need to know what makes your MSP unique. Do you specialize in a vertical that no one else focuses on? Do you offer better service or more experience? When you talk to potential customers, focus on what makes your MSP special, and move away from talking about price. Value based pricing lets you charge higher rates like high-growth MSPs without making you feel the need to compete with rock-bottom prices. Rather than just selling your services based on cost, showing customers the value you bring to the table can help you create healthy profit margins while growing your MSP business.

Want to learn more?

Interested in learning what other opportunities you can capitalize on in 2017? Watch the webinar replay on Kaseya’s 2017 MSP Global Pricing Survey and find the best ways to capture higher value for your MSP services.  Watch now!

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Neal Bradbury

Posted by Neal Bradbury

Neal Bradbury is SVP, Barracuda MSP, a provider of security and data protection solutions for managed services providers, where he oversees the MSP-dedicated business unit of Barracuda inclusive of cross-functional areas such as Partner Success, Product Management, Engineering, and more. Neal has been part of the MSP team since its inception in 2015, following the acquisition of Intronis (which he co-founded) by Barracuda. Since then, he has led several teams and projects as the business has experienced consistent double-digit annual growth and expanded from 2,000 to 4,500 partners globally.

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