Published: 09 March 2023
“Managed service provider” is a generic term. Tech CEOs at MSPs must differentiate along four dimensions of value — industry, client characteristics, service scope and technology expertise — to separate from the competition and move from being opportunity-driven to market-segment-driven.
There are between 90,000 and 130,000 managed service providers (MSPs) globally and more than 40,000 in the United States alone. These companies vary from tiny local firms to global enterprises. Potential customers are easily and often confused, and they may perceive managed services generally to be a commodity.
According to the 2022 Gartner Technology Buying Behavior Survey, buyers have cited providers’ industry experience and demonstrated understanding of the client situation as leading factors for “high-quality deals.”Customers need to understand what makes a given prospective provider different and why the provider is best-suited to deliver a solution.
In building their product
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