In a crowded MSP market, you need ways to differentiate yourself from the competition.
As former MSP Charles Loves points out, “When you compare MSPs, the look and feel of the offering is often the same. So when the customer tries to compare MSP A, B, and C, what are the real differentiators they can leverage?”
You don’t want to end up in a situation where dropping prices is the only way to edge out firms with similar offerings. (According to CompTIA’s 2017 IT Industry Outlook, the biggest barrier to MSPs maximizing profit is pricing pressure.)
Offering discounts to win business is a race to the bottom you don’t want to be in.
Instead, you can differentiate your firm with managed network services backed by Auvik’s deep network insights.
Win the head-to-head battle—without compromising on price
Jason Whitehurst, the owner of NoctisIT, beat out a larger MSP in a client bid by proving he had a higher level of network insight.
Our most recent conversion had a quote from a company which is much bigger than us. I immediately installed Auvik, and I used it to show them the issues they were having with their infrastructure. Using Auvik as a selling tool has been significant in building the trust with the decision maker.
Even though Jason’s quote was higher than the larger MSP’s, NoctisIT won.
They still came in with us because, as they put it, ‘You showed us you had the resources to really know what was going on in our infrastructure.’
Stand out from all the others
Charles Love, previously the director of service delivery at Untangled Solutions, says MSPs all look the same to customers. Network monitoring is how you can stand out.
In most cases, the quotes look the same, the tickets look the same, and the levels of service are the same. I feel one really good differentiator is network monitoring—I mean real network monitoring. It’s one thing to check a box that says you monitor network devices. It’s another thing to actually do it.
Land the whole account
Robinson Roca from BBH used to share a client with a competitor. BBH managed the network devices, while the competitor was responsible for the desktops and servers. But Robinson was able to earn the endpoint business away from his competitor because of Auvik’s seamless integrations.
After we presented how our RMM platforms roll up into a single pane of glass and offered deeper feature integrations, BBH was asked to begin monitoring all aspects of the [IT environment]. We won this whale of a deal because Auvik rolled up into our ticketing system.
Get out ahead of network issues—and competitors
Martin Hynes from BCS says the proactive network monitoring they can deliver with Auvik gives the firm a distinct competitive advantage.
In some instances we can actually find out an issue before a client has perceived it on their site. And being able to go to a client and phone them up and say we’ve identified an issue, we’ve had to go through these steps, and now you should be okay—in terms of customer satisfaction, it’s something that’s a massive point of difference for us.