MSPs: 4 Surefire Ways to Attract New Customers (and Keep Current Customers Happy)

By Caio Sposito, Country Manager, Arcserve Brazil

Competition is fierce for managed services providers (MSPs). The Technology Services Industry Association’s (TSIA) The State of Managed Services 2022 found that growth was the number one challenge for MSPs.

The report also highlighted that while the average growth rate for new managed services agreements is 20 percent, actual MSP growth rates range from minus 27 percent to 115 percent. Growing at a 20 percent clip would be great, but the reality is that most MSPs aren’t doing so.

As the TSIA report also notes, achieving that level of growth is possible. But getting there requires MSPs to offer new services that attract customers despite economic concerns and tight budgets. Here are three areas where Arcserve channel partners can gain a competitive advantage that opens the door to new customers and expands your offerings with current customers.

1. Focus On Data Security

With cyber threats and data breaches increasing, companies of every size are looking for ways to protect their sensitive data and ensure it stays secure. Offering data security solutions is a huge market opportunity for channel partners.

Still, it demands a deep and broad understanding of available security solutions so you can recommend the optimal one for each customer. That’s why it’s important for MSPs to continually keep up with evolving data resilience and protection technologies and the latest threats. That expertise is less likely to be found on internal teams, so it’s a great starting point for a conversation with a customer.

And closing deals can be more straightforward when you offer industry-leading technologies and services like Arcserve Unified Data Protection (UDP) software and Arcserve OneXafe immutable network-attached storage appliances for unstructured data and backup targets.

2. Prioritize Economical Scale-Out Storage Solutions

Small and midsize businesses growing fast want—and need—to spend less time managing their backups and storage infrastructure. Instead, they should focus on priorities that add business value, such as deploying new applications. For MSPs, offering scale-out storage solutions where your customer only pays for the storage they need while making it easy for them to scale on a pay-as-you-grow basis can be a strong differentiator that helps you stand out from competitors.

3. Offer SaaS Backup

Offering software as a service (SaaS) backup can be another powerful differentiator for MSP partners that helps you grow your business. It provides you with an ongoing, predictable revenue stream via subscriptions. Since most companies rely on SaaS applications to keep their operations running, it’s also a great starting point as a service offering that can lead to closer customer relationships and demand for more of your services.

4. Ensure Secure Remote Access

The pandemic forced many organizations to switch to remote and hybrid work models quickly. With employees anywhere, your customers’ data can become fragmented and expose new vulnerabilities. You can play a crucial role in helping your customers find solutions that ensure their data is always secure, no matter where their employees and partners may be.

Your offerings should include secure remote access to company networks and data. It’s also essential to provide training and education services that empower employees to recognize malicious threats like phishing and social engineering and understand the importance of strong passwords in preventing cyber criminals from victimizing the company.

Partners in Success

Arcserve enables our channel partners to offer solutions from the world's most experienced backup, recovery, and immutable storage provider of unified data resiliency against ransomware and disasters. Learn more about becoming an Arcserve technology partner here. To get details regarding Arcserve products, contact us.