BVoIP Techbound Presentation
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This document discusses strategies for MSPs to update their service offerings and pricing models. It recommends that MSPs bundle over 40 different IT services into a single "stack" offering, such as help desk, backup, security, hardware, cloud services, and more. It also suggests moving from per-device pricing to a per-user model to gain more control and stickiness. Finally, it advises MSPs to outsource as much as possible through cloud services and focus on consolidating vendors to bring more business in-house.
BVoIP Techbound Presentation
- 1. The MSP model… are you offering the right “Stack” or bundle ? Or are you still stuck in 2002?
- 2. Who am I? George Bardissi President & CEO of Bardissi Enterprises – an MSP based out of Philadelphia, PA, USA Started in 2000-2001 In the beginning we did it just like you – Take anything and everything you can Projects One Off’s Half on / Half Offs Totally outsourced Over time we consolidated into 1 MSP offering not the Bronze, Gold, Silver approach Nobody is perfect! We all make mistakes along the way but its important to learn from them. Today we have 140+ totally “pure play” MSP accounts with our Stack of over 40 bundled items President & CEO of BVoIP – Channel only vendor working with other IT,
- 3. What is in your IT / MSP “Stack” or bundled offering It’s a loaded question that every company looks at differently… You need to think about today’s technology and put your best foot forward for your customer not just to help them like you should but to help you be better and ultimately more profitable • Help Desk / NOC – 50 – 150% • Vendor Management – 30-75% • Backup / Disaster Recovery – 30% • Firewall / UTM – 20% • AV Engine – 200% • Malware Engine – 200% • Real-Time Web Filtering / Content Filtering – 150% • Hardware-as-a-Service (Workstations / Servers / Network Hardware / Mobile Devices*) – 18% • Cloud Desktop / Server – 30% • Encryption-as-a-Service – 45% • File Sync – 35% • VoIP / Unified Communications – 10 - 500% • Dial Tone Agent – 14-25% • ISP Agent – 8-20 • Web Hosting – 10-30% • Web Site-as-a- Service – 5-20% • Business Grade Email (Office365, Google, Etc) – 4-20% • Power Management / Remote Rebooting – 15-20% • Managed Print (Printers – MFD) – 10-20% • Mobile Device Management – 8-25% • Building Security / Surveillance – 10-30% • Documentation Management – 15-35% • CRM / ERP-as-a-Service – 8-38% • Point-of-Sale-as-a-Service – 14- 34%
- 4. The born in the cloud MSP’s are going faster with less effort and less capital expenditure! Don’t keep doing things because it’s the way you have ALWAYS done it Example: Don’t build out your own data centers Don’t put out huge capital expenditures that will take YEARS to recoup Outsource and adopt programs that simply do the heavy lifting for you Less in house personnel and more customers this way…
- 5. What the future holds? MORE DEVICES PER USER!!!!! Today the average is 3 devices to 1 user Desktop Laptop Tablet Smart Phone Hybrid devices are going to get very popular (Example: Microsoft Surface Devices) Cloud, Cloud, and More Cloud Don’t fight it include it! Smarter Buyers The millennial and Gen Z workforce is pressing smarter technology as they become decision makers Internet of Things Is real… its coming.. and you need to think about how this changes what you will be FORCED to support.
- 6. Pricing Concepts / Models Traditional Per Device Per Month Isn’t going to totally go away but is starting to be a hard model to maintain Why? Per User Per Month is not just a Concept Stack all the services you provide into one price Customers don’t fight you on what services to include only to argue down the road Greater control over what technology YOU standardize on More sticky with your customer The Goal? Consolidate as MANY vendors that your customers are already using into YOU That means more revenue for you but also more work right? OUTSOURCE IT ! Customer Agreements Probationary period where either side can opt out Post PP, term is infinity until either side wants out … based on MRR Built in escalator to account of COL increases and future technology Be smart about it… don’t pay the lawyers in the end!