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April 16, 2013

So You Want to be an MSP? Growth and Continuum Pledge Help

Many people may want to be an MSP, but few companies have the background and experience to make it happen.

Office technology dealers, however, are halfway there, given their experience with business customers and IT solutions.

Now two disparate companies, Continuum and Growth Achievement Partner (GAP), are coming together to help these office dealers make the MSP leap.

Continuum brings the managed services component, while GAP is all about sales and operations.

Together they are building a new Managed Services Business Model that “provides a blueprint for a seamless transition into this adjacent opportunity, so dealers can capitalize on lucrative trends toward off-site management, HaaS (Hardware-as-a-Service) and cloud-based offerings,” the companies said.

The companies plan to offer training and support for those interested in the model, including holding workshops.

GAP has long consulted with office equipment concerns, and is already helping these dealers move to becoming MSPs.

"The office technology market is in transition, and dealers who accelerate through the turn will thrive," said Chris Ryne, a principal at Growth Achievement Partners. "Our model provides benchmarks similar to the traditional industry model that has been the standard for highly successful dealers."

GAP believes the MSP space is a natural transition for office dealers, many of whom participate in the Information and Communications Technology (ICT) space. Spending here, from SMBs alone, is expected to hit over $400 billion in the U.S. this year, Forrester Research says.

The Managed Services Model focuses on important metrics, including:

  • Account expansion and contracts including revenue per seat and ability to add extra services
  • Revenue, including revenue mix
  • Profitability
  • Head count, such as productivity per employee
  • Compensation

“A paradigm shift toward managed services could optimize financial performance for dealers, who can build incremental revenues by offering cost-effective, secure, off-premises management to their existing customers, in addition to proliferating new business through this new platform,” the partners argue.




Edited by Braden Becker


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