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Communication is Key to a Healthy Customer Engagement

Technologists aren’t always known as the best communicators. Knowing the solutions and tools you use backward and forward is well and good, but if you can’t communicate effectively with clients, you’re setting yourself and clients up for frustration. The need for effective communication starts with the first customer contact. If you can’t convey what managed services […]

How to Overcome Common Objections to Cloud

A new IDC study reveals that 58 percent of the organizations surveyed are using public or private cloud solutions for more than one small application or workload, a 24 percent increase from a year ago. Other studies, going back to 2014, have put estimates of organizations using the cloud in the 80 percent range. The […]

The New Math of Successful MSPs

Earlier this month we had record turnout for our webinar, “Picanomics: the New MSP Math.” With more than 500 attendees logging in to hear from IT channel visionary Gary Pica, this on-demand webinar focused on how MSPs can and will drive more profitable growth and success in their businesses in 2016. Together with Mike Cullen, SolarWinds […]

Three Managed Services Specializations to Consider

Specialization is one of the clearest paths to managed services profitability. That’s not to say you can’t succeed with a well-strategized generalist approach, but if you can master a specialization that plays to your strengths and meets customer needs, you’ll set yourself apart from the competition and boost your profit potential. But how do you […]

MSPs Beware: PII Needs Protection Too

So, all your retail and hospitality clients are compliant with the Payment Card Industry Data Security Standard (PCI DSS). Or at least, they’re actively working (ideally, with you) to become that way. Pat yourself on the back—but don’t do it too hard unless you’re also helping your clientele grapple with another piece of the data […]

Creating a Data-Driven Culture with Clients

As MSPs explore ways to improve their services and internal operations through data analytics, it’s important to think about how to help clients do the same. Make no mistake: the future belongs to data-driven companies. Business intelligence (BI) and data analytics are currently one of the most promising specializations that any MSP can consider as […]

Professional Services Firms Need MSPs and Here’s Why

Many MSPs have added backup and data recovery (BDR) solutions to their tech toolboxes, but customer adoption – particularly in certain segments such as professional services – isn’t where it should be. One of the reasons why is a tendency among MSPs to focus on BDR as a “nice-to-have,” rather than as a “must-have.” In […]

Healthcare Data Security Under the Weather

Unless you’ve been hiding under a rock you heard all about the fracas that occurred last year, when Anthem—the second largest healthcare insurance provider in the U.S.—suffered the biggest data breach to that date. In the course of this incident, hackers accessed the personal information of approximately 80 million of Anthem’s current and former customers […]

MSPs Should Help Adjust Clients’ Cybersecurity Perspectives

Regulation compliance is an essential part of cybersecurity, but not the sole focus. The ultimate goal is to prevent security breaches. But according to recent research, this isn’t well understood. Too many people confuse compliance with security and, as a result, fail to properly build up their defenses against cyber threats. MSPs, as stewards of […]

MSP Opportunity: Pay More than Lip Service to PCI DSS

Over the past few months, retail market “tongues”—merchant, MSP and otherwise—have been wagging about compliance with the Europay/MasterCard/Visa (EMV) payment technology standard. However, an equal amount of attention needs to be paid to another standard. That standard is the Payment Card Industry Data Security Standard (PCI DSS), now in Version 3.0. Findings from Verizon’s recently […]

Reality Check – The Cloud Isn’t That Easy

Nearly everyone has heard about the cloud and many know it is supposed to boost business agility and help lower costs. The disconnect comes when a business decides to move to cloud. Leveraging cloud services isn’t the same as being business-ready for cloud services. It is an important distinction that MSPs and IT service providers need […]


Your managed services business is growing, and that’s fantastic. But as you win more business, it’s harder and less practical to schedule regular site visits with every customer. Sacrificing opportunities to get in front of your customers however, can open the door for competitors to step in with offers of more attention and lower prices. […]

Give Manufacturing Clients What They Want

Increasingly, manufacturers of all types are ceding responsibility for IT—or in some cases, partial responsibility for IT—to MSPs. This is not surprising: Aside from the technology concerns faced by organizations in other verticals, manufacturers frequently struggle to support a global organization from one location—with a limited staff and budget. However, MSPs that want to maximize […]

Survival Tips for the War of the Clouds

If there’s anything the IT industry loves (and hates), it’s a good old-fashioned, bare-knuckle price war. In the 1990s, PC vendors engaged in epic market share battles. Today, despite the heightened focus on services, where you’d think it’s tough to pull off a decent price war, cloud service providers have nevertheless found a way to […]

MSPs are Earning Extra Credit for Extra Services

If you specialize in the education vertical, your roster of services almost definitely includes such basics as desktop, laptop, server, and network hardware management; spam and spyware/malware protection; and firewall installation/management. But there is a lot more to this market than meets the eye, and a myriad of additional profit-generating “extra credit” options for MSPs […]

The Pros and Cons of Managed Services Profitability

A newly released study shows that managed services is a profitable business for a significant majority of providers selling into the small and midsize business (SMB) market. Some 58 percent of providers who participated in the Techaisle study say they are “very comfortable” and “making money,” while another 35 percent label themselves as “comfortable,” having […]

Why MSPs Need to Embrace Hybrid Cloud

At first blush, the continued rapid shift of workloads into the public cloud might give MSPs cause for pause. After all, instead of running those workloads on premises where MSPs already play a major role, workloads that shift to the cloud require MSPs to have relationships with major cloud service providers to manage those workloads. […]

Encryption: Not Just For Retailers Anymore

Over the past few years, savvy MSPs that specialize in the retail market have made a point of selling encryption solutions to their customers—often, as a complement to point-of-sale (POS) hardware that complies with the Europay/MasterCard/Visa (EMV) payment technology standard. However, promoting encryption is an equally important course of action for MSPs whose focus and […]

Cloudy Forecast for Government and Education

The education vertical—K to 12 and secondary alike—is embracing cloud computing in a big way. So, too, is the government market. Consider recent forecasts from research firm MarketsandMarkets. The global cloud computing in education market is estimated to grow from $5.83 billion in 2015 to $15.02 billion by 2020, according to the company, with an […]