By Darrin Swan, Director, Global Sales and Business Development, Dell Service Provider Program
Trying to survive on product margins has been a losing proposition for years, but an equally poor business choice is to offer just a portion of the key IT services that customers require. Comprehensive services are the lifeblood of your business, and MSPs have a prime opportunity to differentiate themselves and expand business by taking a holistic approach. The secret to service success is the same as the channel's long-proven value proposition: becoming your customers' trusted IT partner and focusing on their overarching business priorities, not only their technology needs. That's an ongoing challenge for MSPs, especially when it comes to small and medium businesses.