For an industry whose foundation is service, don’t you think it’s odd there’s still a segment of the channel resistant to managed IT and MPS? For them, offering these services is a scary thing.
It may seem surprising there’s a need to advocate for managed IT and MPS in 2019. Who would have thought adding an “s” to the end of service””one of the channel’s greatest revenue generators””could cause such consternation? While significant numbers of dealers are doing it, not everyone can say they are doing it well.
Traditional service will always be critical to a dealership’s bottom line, but it’s time to think big and outside the box. That goes for those with a successful managed IT and profitable MPS business too. Remember, you’re in the technology business, not the office machines business. This business is rapidly changing and if you plan on sticking around, you need to change with the changes.
With all the resources available, dealers of all sizes can move into managed IT and MPS or build on their existing offerings. Everything can be scaled and there are programs, organizations, and outside help that can handle the heavy lifting to assist any type of dealer build and sustain a services business. Heck, if these tiny VARs (value-add resellers) can offer MPS, why can’t a small dealer?
Services are the future. Whether it’s managed IT, MPS, or XaaS (everything-as-a-service), the world is changing, customer expectations and needs are changing, and how customers will be paying for what you are providing will be changing as well. Even traditional service is changing. Simply offering what you call “the best” service doesn’t cut it anymore. You need to show measurable results, especially as customers’ needs and expectations change.
This month, we turn our focus on service and services. In this issue, you’ll find coverage about how MPS is evolving and how to grow an existing managed IT business, as well meet a dealer who excels at providing traditional service. We’ll also bring you up to speed on a new imaging device as a service model that was recently introduced to the channel. Maybe you already know some of this, or are implementing some of these initiatives in your dealership. If so, our coverage may validate what you are doing. Perhaps our coverage will spark some ideas for taking a different tact or tweaking what you are doing now. Either way, it’s a pleasure to serve you.
Scott Cullen
Editor-in-Chief
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