Day one of SolarWinds Empower MSP was all about automation and adapting to change to grow your business. We’ve summarized the highlights below and included details on how you can see the presentations (alongside much of the rest of the day’s workshops) on demand!
Frank’s keynote focused on the key ways SolarWinds MSP is helping its partners grow through providing product documentation, technical support, product and business training, business resources, distributor resources, community discussions, feature requests, and upcoming events.
A core part of this is the company’s investment in a formal customer success program, with the customer success teams being introduced beginning in October this year. Training also plays a key role with the MSP Institute, as Frank explained, having the goals of “providing MSPs with information and education that will help drive direction, efficiency, and growth in their businesses.”
He continued: “We want to help you become more profitable with proper pricing and efficiency, and we want to help you grow with sales and marketing information that works.”
He then went on to highlight some of what the MSP Institute offers:
Another key focus for both Frank’s presentation and the MSP Institute is automation. As Frank explained, this is something that SolarWinds MSP believes can really help partners become more efficient and grow their businesses and profitability. The company already offers the technology with Automation Manager, but is also building up a series of support resources, including technical training, libraries of automation policies, community support, and weekly automation blogs beginning this week (click here to see more).
Frank was also able to unveil a new asset, the Automation Cookbook—a searchable online resource library for scripts and policies.
Next up, David Weeks’s keynote challenged how the industry thinks about its role as MSPs with his opening questions: “Is the managed services provider (MSP) dead? Has it lost its cache?”
“I really believe it has to a point,” he continued. “I’m not saying that managed services is not relevant. What I’m saying is that as technology changes, as the market changes, as our customers mindsets change, we need to think about how we will evolve our business.”
David went on to point out that he believed managed services will always be a component of what service providers do—it may even be the foundation of what they do—but within those offerings there are new revenue opportunities for companies to expand on, build out, and grow, enabling them to rebrand who they are as an organization.
“We know from our own study that in Europe the average channel partner garners 24% of gross revenue through managed services, so it’s absolutely viable, but I believe it’s a quickly evolving market,” he explained.
He continued, posing the question: “How often today are you out there competing on price, or competing on why you are different from another service provider, or what you would truly bring to the table that would be different from what that prospect is doing today that they seem satisfied with?”
David believes this is because we are not talking about the new business drivers that are important to our prospects or even our existing customers. The market is moving extremely quickly and if you are not keeping up and transitioning and pivoting, you are going to feel it in all areas of your business.
Ultimately he concluded that the MSP is not gone, it is just being redefined and that businesses need to do the same. “What are you going to redefine to in the next year, two years, or the next five years?” asked David. “MSPs will always be there. It’s all about positioning yourself and your organization—as a business owner you should always be asking are we headed in the right direction?”
You can sign up here to view these sessions from day one in full as well as other key sessions from the day, including:
SolarWinds Keynote Sessions
Business and Management Sessions
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