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Selling complex solutions is hard. It’s even more difficult when your potential customers aren’t very familiar with the nuances and details of what you have to offer. It transforms a pitch about benefits and haggling over pricing into an impromptu educational session.

But MSPs consistently face this as they try to win new business from law firms and nonprofits and medical practices and other businesses that don’t live and breathe IT on a daily basis. When MSPs are talking about something relatively positive for the client, this can be an easier sale; outsourcing resource-intensive tasks to experts, improving functionality and saving money while you’re at it sounds great!

However, many of the services MSPs provide force organizations to contemplate things they’d rather not think about. Malware, data theft, phishing … these are not pleasant topics for businesses, which would rather focus on their core operations. Yet adequately defending IT systems from these malicious attacks is now par for the course.

Another scenario no one wants to spend much time on is business continuity and disaster recovery (BCDR). This demands organizations grapple with the idea that their mission-critical systems could be completely wiped out, significantly disrupting their operations. We’re no longer talking preventative care. This is about how to stand up again after you’ve been knocked down.

Read the complete article on Channel Futures.

Posted by Dan Tomaszewski
Dan Tomaszewski
As the former CEO of an MSP, Dan knows firsthand the challenges of running a successful MSP business and has adapted that knowledge to build an award-winning channel program that has helped over 7,000 MSPs close deals, get to market faster and become more profitable. His passion for the industry is inescapable, serving as an inspiration and example, as he leads a team of Channel experts and former MSP professionals to equip, educate and assist today’s MSPs toward building more successful and profitable businesses.
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