The time has passed when information technology was only for the big dogs.
It used to be that large companies had a competitive advantage due to the implementation of IT services. They had the resources and budget to take a risk and invest in cutting-edge technology.
That is no longer the case, as small and medium-sized businesses have started to officially embrace the change.
A large majority now know that any business that does not implement new technology will be left behind.
This is especially true now, in a time when businesses need to be more competitive than ever to be successful.
Now that telecom services such as cloud, data and voice have become relatively commonplace in any business environment, it has become a no-brainer for serious businesses of any size.
That’s why SMBs are officially an advantageous target for MSPs to earn more and expand their portfolios.
The Challenges
1. You can’t think of them as a smaller version of a large corporation.
It doesn’t work that way.
There is no box solution that can apply to all businesses, and simply shrink for those that are smaller in size.
Different sized businesses require different kinds of technology solutions.
Think of it from a results standpoint.
The kind of results that an SMB needs to be successful are not identical to that of a large business, just on a smaller scale.
Therefore, they should be treated as completely separate from the get go.
2. MSPs must identify specific business needs.
An integral part of finding the right solution for an SMB is all in identifying the individual characteristics that make it unique.
Things to consider include:
- Budget
- Team Dynamics
- Current Systems
One SMB’s specific business needs might be to lower costs, while another might be looking for ways to increase flexibility and productivity.
Your first step as an MSP should be to find the specific ways your potential customer could benefit long term from telecom services like cloud, data or voice.
3. Self-service is often viewed as the best approach.
There is a common misconception that small to mid-sized business should take a self-service approach when it comes to technology.
In the interest of keeping costs low, they often cut out the “middle man” and buy telecom services from the providers themselves.
As an MSP, you know that this is not the best solution in the long run.
Without someone like you, they lack the support and insight they need to see their business goals come to full fruition.
It’s your job as an MSP to communicate this effectively to your potential customer so they understand the value of you, the agent, not just the services you provide.
The Opportunities
1. No box solution is a good thing.
The fact that there is no “one-size-fits-all” solution should be seen as an opportunity by MSPs, not a roadblock.
Since no single provider has been able to dominate supplying services to SMBs, MSPs can provide the customized service that they’re looking for.
In short, this environment is prime for finding unique solutions that fit unique business needs.
2. MSPs can show their stuff.
However, since there are many different solutions to choose from, you need to know your stuff.
In order to make the sale, MSPs need to demonstrate that they have a firm grasp on the technology they are trying to sell.
The key? Present yourself to SMBs as the source for three major things that will position you above the competition:
- Implementation
- Training
- Support
You’re there for it all. It’s the full-service approach that SMBs don’t get from the self-service approach they might currently have.
3. Cloud services are a foot in the door.
As we mentioned before, many SMBs take the self-service approach.
Most probably started with cloud services in the form of content management systems or other communication services.
This is your foot in the door.
You can start the dialogue by presenting the next step; a follow up to the cloud services they might already be using.
This includes data and voice solutions to take them to the next level.
Overall, an MSP’s main goal should be to provide value in a way that accomplishes two things:
- Address their current goals
- Anticipate future needs
In short, you want to give them what they need now, and show them what they’ll need down the road to continue to grow and compete in their industry.
How can you bring value to a SMB?
When budgets are limited and measurable results are required to keep business relationships alive, MSPs need to find solutions with these unique SMBs in mind.
Need help knowing exactly what to offer the the SMB that is your potential customer? Visit https://motivitycom.com/ and learn all the perks of becoming an agent with us.
