Video Snapshots from MSP World
Dan Baldwin, Executive Director Telecom Association 951-251-5155
Remarks on the first day of MSP World
Jim Swoyer, Director MSP Alliance 530-891-1340
Remarks on the synergy between MSPs and telecom agents
Steve Moisoff, VP Sales Mericit Systems 610-628-6321
Remarks on the synergy between MSPs and telecom agents
Video Views from the show
Lane Smith, President Do IT Smarter, 877-347-3648
On how his company helps telecom agents become MSPs
Pauline Levesque, Chief Marketing Officer ITS National, 203-672-0127
Wednesday, November 18, 2009
Thursday, November 12, 2009
The Preview - MSP World, Las Vegas - November 2009
TA's goal here at the show is to learn the answer to the following three questions:
1. Is it realistic that MSPs will take on carrier services and sell them to their IT customers in a volume large enough to make MSPs a credible channel for carrier services vendors?
2. Is it realistic that MSPs would make good partners with telecom agents to share or trade leads with?
3. How difficult or easy is it for telecom agents and master agents to pick up the skills and resources necessary to be MSPs themselves and offer MSP services to their existing carrier services customers.
To get conversations started TA has set up a web page at MSPTEL.com where you can see the newsletter we'll be handing out at the show to stimulate conversation.
TA thanks our three co-op sponsors that we're working with here: A+ Conferencing, PAETEC and Telarus. Their support of this exploratory effort will help TA figure out if MSPs are "the real deal" when it comes to being a viable carrier services distribution channel or "nothing to be concerned about".
Click the video below if you want to see what a cool $139 Las Vegas "suite" looks like.
Monday, November 9, 2009
To Get Inside the "MSP Brain" You Must First "Be the Ball"
As devotees of the 1980 movie classic "Caddyshack" know, "there's a force in the universe that makes things happen..."
If you're trying to make new sales happen through the "managed services provider" or MSP model then you must start thinking like an MSP - yes, you must "be the ball".
Click to see "Be the Ball" advice
To help you along, following are MSP links we're absorbing to get inside the "MSP brain". As we find more links to absorb we'll post them here so make sure you subscribe to blog updates.
MSP Partners - This is a MSP association that was founded in 2007, has about 4,000 members and recently merged with CompTIA. Following are some MSP partner links:
MSP Partners Wikipedia entry
CompTIA/MSP Partner membership prices
Recent CompTIA Tradeshow Videos
MSP Mentor - There are about a zillion websites all trying to show IT guys how to become MSPs. Thsi one seems better organized than most.
How to Brand Yourself an MSP
MSP Alliance - This MSP organization started about 10 years ago, has 8,000 members, a certification program and several events throughout the year.
MSP Alliance Recent Email Newsletter
If you're trying to make new sales happen through the "managed services provider" or MSP model then you must start thinking like an MSP - yes, you must "be the ball".
Click to see "Be the Ball" advice
To help you along, following are MSP links we're absorbing to get inside the "MSP brain". As we find more links to absorb we'll post them here so make sure you subscribe to blog updates.
MSP Partners - This is a MSP association that was founded in 2007, has about 4,000 members and recently merged with CompTIA. Following are some MSP partner links:
MSP Partners Wikipedia entry
CompTIA/MSP Partner membership prices
Recent CompTIA Tradeshow Videos
MSP Mentor - There are about a zillion websites all trying to show IT guys how to become MSPs. Thsi one seems better organized than most.
How to Brand Yourself an MSP
MSP Alliance - This MSP organization started about 10 years ago, has 8,000 members, a certification program and several events throughout the year.
MSP Alliance Recent Email Newsletter
Tuesday, November 3, 2009
Attend MSP World with TA to Meet 200+ Managed Service Providers
In an effort to put Telecom Association members and vendors in direct contact with carrier service distribution partners on the cutting edge of IT, TA is attending next week's MSP World show in Las Vegas Nov. 12 - 13, 2009 as a media sponsor.
MSP's represent an exciting new carrier services partner segment that is not out to beat every last penny of margin out of their providers. While MSP's are serious about selling carrier services, since it's not their primary service offering, they are more interested in partnering with carrier services partners that deliver complete customer value then just the lowest price or highest commission.
While at the MSP World show, it is TA's intention to meet as many MSP World attendees as possible to learn how they can partner with TA's members to expand their MSP solutions to the embedded customers of TA's members and vendors.
As well, TA hopes to learn how MSP's are positioning themselves to recommend carrier services to their IT and MSP customers.
Meet Up with TA at the MSP World Show
MSP Alliance has announced they expect larger MSPs at this show where they expect 200 attendees or more. In addition to meeting the attendees, a great deal can be learned from the MSP sponsors as it's assumed that the sponsors are already profitably distributing IT solutions through MSPs.
TA to Work Exclusively with Select TA Vendors at MSP World
Whenever new distribution channels are opened it generally best to not have an avalanche of vendors overwhelming new prospective channel partners. In keeping with this philosophy, TA is planning on exclusively working with just one TA vendor per category with respect to introducing MSPs to Telecom Association members and vendors in an effort to mutually market each other's solutions to one another's customers.
We are looking for individual vendor representatives in the following categories:
1. Master Agency
2. Nationwide Voice Carrier Services (PRI, LD T-1s, POTs aggregation, etc.)
3. Nationwide IP Carrier Services (SIP trunks & Hosted VoIP)
4. Nationwide Bandwidth Carrier Services (dedicated Internet access, MPLS, Ethernet, etc.)
5. Telecom Expense Management
6. Conferencing Provider
7. Regional CLECs.
Please contact TA Executive Director Dan Baldwin at 951-251-5155 or Dan@TelecomAssociation.com if you are interested in working with TA in this regard.
While at the MSP World show, it is TA's intention to meet as many MSP World attendees as possible to learn how they can partner with TA's members to expand their MSP solutions to the embedded customers of TA's members and vendors.
As well, TA hopes to learn how MSP's are positioning themselves to recommend carrier services to their IT and MSP customers.
Meet Up with TA at the MSP World Show
MSP Alliance has announced they expect larger MSPs at this show where they expect 200 attendees or more. In addition to meeting the attendees, a great deal can be learned from the MSP sponsors as it's assumed that the sponsors are already profitably distributing IT solutions through MSPs.
TA to Work Exclusively with Select TA Vendors at MSP World Whenever new distribution channels are opened it generally best to not have an avalanche of vendors overwhelming new prospective channel partners. In keeping with this philosophy, TA is planning on exclusively working with just one TA vendor per category with respect to introducing MSPs to Telecom Association members and vendors in an effort to mutually market each other's solutions to one another's customers.
We are looking for individual vendor representatives in the following categories:
1. Master Agency
2. Nationwide Voice Carrier Services (PRI, LD T-1s, POTs aggregation, etc.)
3. Nationwide IP Carrier Services (SIP trunks & Hosted VoIP)
4. Nationwide Bandwidth Carrier Services (dedicated Internet access, MPLS, Ethernet, etc.)
5. Telecom Expense Management
6. Conferencing Provider
7. Regional CLECs.
Please contact TA Executive Director Dan Baldwin at 951-251-5155 or Dan@TelecomAssociation.com if you are interested in working with TA in this regard.
MSPs Large and Small Selling Carrier Services
While many in the carrier services industry acknowledge that managed service provider ("MSP") firms would make fine carrier service partners or agents, the concern is that MSPs (like interconnects and phone systems dealers) will not aggressively sell carrier services.
While MSPs may not lead with carrier services, my own recent observations suggest that MSPs are selling carrier services aggressively enough to make them an important partner segment and a possible serious threat to classic carrier services agents that do not offer MSP services.
Sample MSPs Selling Carrier Services
As evidence that MSPs are already an important carrier services partner channel I offer the following examples:
CentrexIT
This is the San Diego based MSP that I cited in my previous post that my friend Clive works at. When I interviewed the owner of this MSP over the phone last month he was very serious about maximizing his carrier services revenue. He see carrier services residuals as a primary source of revenue - not "it's great if I get it but I'm not chasing it" afterthought revenue. When looking at CentrexIT's website you quickly assume that phone systems and services are 50% of this MSP's business.
Redshift Technologies
I met this guy at the Advoda "Agent Day" event last month. He has a smaller shop than CentrexIT's appears to be and did not suggest that his shop was "half phones" but he did say that he picks up voice and data from all new customers. He said he had not yet made the effort to go back and sell phone services to his embedded base but that was on his list of things to do in 2010.
Quest
I discovered this company while walking through the Sacramento airport after Intelisys' Napa event last month. Watch the short video below that I shot of Quest's airport display ad hanging on the wall by the main escalator. You can see why it caught my eye.
When I first checked out their website I figured they were too big to care about carrier services until I found their carrier services webpage.
Major Carriers in Pursuit of MSP Channel
I collected the following video from Craig Schlagbaum of Level 3 at the Intelisys event after discussing whether MSPs were a worthy carrier services channel. Click the video to see what he had to say.
Craig has indicated that he'll be at the MSP World show in Las Vegas Nov. 12-13, 2009.
Register and Go to the MSP Show in Las Vegas Nov. 12-13, 2009
Click here to register for the show. TA will have a booth there. We'd love to see you there. Use code "TA09" when you register. It won't save you any money but it will give TA a media sponsorship at the show which will encourage the MSP attendees to take a closer look at Telecom Association.
Sample MSPs Selling Carrier Services
As evidence that MSPs are already an important carrier services partner channel I offer the following examples:
CentrexIT
This is the San Diego based MSP that I cited in my previous post that my friend Clive works at. When I interviewed the owner of this MSP over the phone last month he was very serious about maximizing his carrier services revenue. He see carrier services residuals as a primary source of revenue - not "it's great if I get it but I'm not chasing it" afterthought revenue. When looking at CentrexIT's website you quickly assume that phone systems and services are 50% of this MSP's business.
Redshift Technologies
I met this guy at the Advoda "Agent Day" event last month. He has a smaller shop than CentrexIT's appears to be and did not suggest that his shop was "half phones" but he did say that he picks up voice and data from all new customers. He said he had not yet made the effort to go back and sell phone services to his embedded base but that was on his list of things to do in 2010.
Quest
I discovered this company while walking through the Sacramento airport after Intelisys' Napa event last month. Watch the short video below that I shot of Quest's airport display ad hanging on the wall by the main escalator. You can see why it caught my eye.
Quest's display ad in Sacramento airport October 2009
When I first checked out their website I figured they were too big to care about carrier services until I found their carrier services webpage.
Major Carriers in Pursuit of MSP Channel
I collected the following video from Craig Schlagbaum of Level 3 at the Intelisys event after discussing whether MSPs were a worthy carrier services channel. Click the video to see what he had to say.
Craig Schlagbaum of Level 3 on Managed Services
Craig has indicated that he'll be at the MSP World show in Las Vegas Nov. 12-13, 2009.
Register and Go to the MSP Show in Las Vegas Nov. 12-13, 2009
Click here to register for the show. TA will have a booth there. We'd love to see you there. Use code "TA09" when you register. It won't save you any money but it will give TA a media sponsorship at the show which will encourage the MSP attendees to take a closer look at Telecom Association.
See the "Future of Telecom Agency" at MSP World Nov. 12-13, 2009 in Las Vegas
TA Home Page Join TAHot New Trade Show:
MSP World
Where to meet your next, best new voice and data channel partners
(or learn how to protect your customers from them)
Use code "TA09" when you register
I know most of you are saying "I can't do one more trade show this year" but what if it was a trade show where none of your sub agent seeking competitors showed up and and every partner prospect you spoke to said, "What! You'll pay me to place my customer's bandwidth orders with you? That's cool!"
No guarantees but I'm pretty sure that's the opportunity we're looking at here. And the best thing about this opportunity is that you get to check it out for next to nothing.
$95 to register for the two day event, November 12th & 13th in Las Vegas
(Use code "TA09" when you register)
$139 a night for a room at the Venetian (Use code RMSPW through Oct. 21st)
What's Great About this Show?This is the "MSP" show meaning it's full of "Managed Services Providers". What's so great about an MSPs?
Formerly known as the geek guys your customers called when their printer stopped working right, these guys are now looking to be your best customer's one stop show for everything connected by a power cord. In the future, these guys that are going to be in control of all voice, data and wide area network service orders their SMB customers place. Fortunately, for now, most MSPs are still somewhat uninvolved with their customer's voice and data wide area networks.
But unlike the phone systems vendors or interconnects before them though, more and more MSPs are "turning on" to providing for all the wide area network services their customers (and your customers) need. This "turning on" usually happens right after the customer asks them to install an IP-PBX solution on their local area network. Since the "turning on" to network services has really just begun for these folks, now's the time to introduce ourselves and MSP World is the show to do it at.
How Does TA Know All This?
We have seen the future!
Well actually I know a guy who went to work for an MSP owned by this other guy who is seriously tearing it up in San Diego. Plus I pay attention to sales pitches, what my own customers like to hear and what I hate to hear out of my competitors.
Bottom line? I've suddenly got no way to outsell my old friend Clive. I sell voice, data & IP PBX and so does he. Unfortunately (for me) he's also the guy my prospect can call whenever their printers stop working right (or just about any other piece of IT gear).
What to Do About Clive?
So what am I going to do besides hope I don't compete against Clive on any deal? I could go to work for the same guy Clive now works for - but I no longer care for W-2 gigs. I could buy his employer's company and become a MSP right away - but I don't have that much money. Or...
Maybe I'll just go to the MSP show next month in Las Vegas to:
a. Find open minded MSPs I can work with,
b. Learn about becoming an MSP myself, or
c. Learn what the MSP's weaknesses are other than a love of pizza, Skittles, hot babes on TV and Classic Coke. (Just kidding!)
d. All the above.
I think I'll choose "d" above. If you're thinking the same thing, click the link below to view all the details of the show.
Use code "TA09" when you register. It won't save you any money but if enough people use it then the MSP Association will make TA a "media sponsor" and maybe give us a free box of Skittles.
Click here to view show details.
MSP Alliance "In the News"
So you can get a feel for what Kind of people you'll meet at the show, view the two interviews posted here with MSP Alliance President Charles Weaver. Below the two videos are news clippings about MSP Alliance.
Interview with TA's Dan Baldwin, September 2009
Interview at ITEXPO, September 2009
MSP in the News
MSPAlliance Certifies Master MSPs February 2009 Phone+
What is Managed Services? June 2008 Phone+
Sample MSP Alliance Members
Alpheon ClearPointe Smart I.T. Services, Inc. JPMerc & Co. Mericit Systems Vnetrix Ltd Utility Co. masterIT centrexIT AndersonPC Centennial Software Help Now LLC Zocalo Data Systems Montalbano Computer Services Lumension Sinu
Questions?
You're over thinking this! Stop thinking about it, use code "TA09" and register. Just kidding! Call Dan Baldwin at Dan@TelecomAssociation.com or 951-251-5155
Questions about this article?
Please contact Dan Baldwin at Dan@TelecomAssociation.com or 951-251-5155
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