Article | March 27, 2019

Transitioning From Break-Fix To Managed Services: Sales & Marketing

Source: IT Glue

By Ashley Ogilvie, IT Gluve

Transitioning from the break-fix business model to managed services might feel like an entirely different ball game. That’s because it likely is. But now that you have the right MSP mindset in place, it’s time to address the sales and marketing components.  For managed service providers (MSPs), having a sales and marketing strategy isn’t optional. It’s critical. Both your sales and marketing help build brand awareness, facilitate long-term customer relationships, and drive growth in your business. Let’s take a deeper look.


Your sales and marketing strategies depend largely on understanding what differentiates you from other MSPs. In some cases, this might surround what verticals you focus on or a specific area that you excel the most in. On the other hand though, differentiation might often feel like a real struggle to achieve. If you have the time and resources, it’s best to work on developing a skill set, tool, or approach that is genuinely different from your competitors, and will provide value to your clients.

Even if you aren’t differentiated, always present yourself as being unique and avoid falling into the trap of differentiating based on only price. Your sales and marketing tactics help with this.