MSP Influencers, Part 3: The Biggest Opportunities of 2021
By Sucheth R., IT Glue
We know that a lot of MSPs were able to thrive in 2020, which means that a lot of you will be thriving in 2021 as well. But to thrive, it helps to get a sense of what areas you need to focus your time and energy on. Last week we looked to the past year for context in understanding how the pandemic has changed the MSP industry. This week we apply that knowing, asking our MSP influencers their thoughts on the biggest opportunities of 2021 for managed service providers.
A lot of our influencers pointed to strategic initiatives, rather the new products or services. Kaseya CEO Fred Voccola points out that “MSPs that develop solid sales and marketing channels will be poised to grow their business and acquire new customers faster than their competition,” citing in particular the opportunities to attract new business in the SMB sector, augmenting or replacing internal IT teams. This view is echoed by MSP sales and marketing expert Erick Simpson when he says that “the most successful MSPs in 2021 will be those that out-market and outsell their competition.”
For Paul Dippell of Service Leadership, this means focusing on getting cash flow positive, and plowing that money into growth. “In past recessions, the solution providers who got hurt the least (i.e. lost the fewest employees and accelerated the fastest) were, ironically, those who cut costs deepest and soonest and got to a positive bottom line (or never went negative to begin with) and then spent more of that positive cash flow on marketing and sales.
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