Q: I’m an MSP business owner, and we service a variety of small business customers in our area, providing IT services to schools, healthcare providers, and other local small businesses like law firms. My salesperson is struggling to bring in new customers since he’s running into the competition on almost every deal. I need to find a way to differentiate my MSP. How can I help my sales guy to win against the competition and close more business?
Given the situation you’re in, we think there’s one clear thing you can do to differentiate your MSP from the competition—focus on supporting compliance. You’re looking for business from healthcare, education, and legal businesses, and they all need to satisfy different compliance regulations. This opens a huge opportunity for you to win their business as an MSP who understands compliance rules, helping them meet requirements and prepare for an audit. You should get your team up to speed on regulations like HIPAA, FINRA, and PCI DSS.
Some small business prospects you speak with might not understand the value of having a compliance expert managing their IT services. Others don’t care about being compliant; it’s simply not an issue for them. But there are also many small businesses that don't know how to be compliant but need to be especially if they’re in one of these highly regulated industries. In these cases, MSPs offer real value to the business.