How and Why Managed Services Summit Session

Many successful Partners are going beyond their comfort zones of selling specific product sets by providing additional value to their customers through Managed Services and consultancy practices. The level of involvement varies, with an array of Providers offering services that help assist customers’ organizations who may be overloaded, lack specialized skill sets, have certain tactical objectives in mind, or want to create a more predictable cost structure. For most accounts, telco spend is 7-9%, leaving a great deal of opportunity across the rest of the organization’s tech stack. You don’t need a large number of customers to be successful.

The ”How and Why Managed Services and Consultancy Have Become Hot Ticket Solutions” breakout session at the 2024 Sandler Partners National Summit covered how you can take advantage of these kinds of solutions and approaches to bring more value to your customers. Sales Engineers Gerry Davis and Eric Beller were joined by Brandon Fink, BDM Managed Services at Crown Castle; Sam Bourgeois, Director, Cybersecurity Services with DYOPATH; Mark Palmer, VP Managed Services for Granite; and Tom Houde, Channel Field CTO at Ntirety.

Here are a few of the key points that were made during the presentation:

  • Companies have a limited amount to spend on IT resources, identify and offer the best value, making sure to continually interact with the customer so they know you can help them achieve the goal and save them money
  • Tools can be purchased off the shelf, ensuring they’re deployed correctly and aimed at the desired business outcomes is what comes with expertise; they don’t know what they don’t know, and you can be their guide
  • Lean IT staffs are a great target, fill in the gaps where they’re lacking, many organizations are also adopting more OpEx models over upfront CapEx
  • Move from important conversations to invaluable conversations, taking a risk-based approach towards Cybersecurity posture, for example, can help clients understand and quantify risks

Technology is becoming more intertwined and evolving – redefining what solutions you provide can keep you involved, growing, and constantly engaged with the needs of your customers. Go deeper into the ways your customers will benefit from adopting Managed Services and consultative practices by watching the complete breakout session below:

WATCH REPLAY

The Sandler Partners National Summit

The annual Sandler Partners National Summit is the largest independent technology community channel event held each year. It brings together Partners from across the US and Canada – influential leaders, and Providers  – sharing information on solutions, selling approaches, and personal development. The atmosphere is always energetic, reinforcing the family “safe home” reputation Sandler Partners has developed over two decades. While other TSDs may focus on private equity plays, Sandler Partners continues to help solve problems that encourage trust, deeper long-term customer relationships, and ultimately success.