Integration and Services: Round Table

How to retain profitability within the channel is an issue vendors, distributors and resellers have to constantly stay focused on

Cloud computing is being touted as a completely new way of delivering technology, yet many of the solutions on offer sound surprisingly similar to traditional outsourcing. So what is the difference between the two?

Managed services providers (MSPs) attending ARN’s recent roundtable claimed a proactive approach around delivering technology could be a business enabler for end users. It also allowed the service provider to move up and talk to higher levels of management, which brought about a better understanding of the business requirements and demands.

SMBs have always been thought of as the sweet spot for managed services providers, but many are also experiencing strong take-up in the mid-tier through to enterprise space.

While managed services providers at our roundtable have strong branding and value-based offerings, customers are often confused about what managed services entails, or who to trust. So how do you ensure prospective customers can tell a true and adequate managed services offering, from a rebadge break/fix service?

It may be the silver lining in an otherwise stormy economy, but that doesn’t mean the managed services game is not without its challenges. TREVOR CLARKE reports.

Managing IT systems and staff is a massive trial for any business, but when you’re experiencing growth through expansion and acquisition it’s even more challenging. Taking a managed services approach allowed one organisation get a grip on its infrastructure, as MATTHEW SAINSBURY found out.

The tougher economic climate and the need for better costs management is just one of many factors driving managed services take-up. ARN recently pulled together a group of managed services providers and their vendors to talk about why this proactive sales approach is so successful.