Not all managed service providers (MSPs) are created the same. A generalized one-size-fits-all approach does not work. With our decades serving the MSP partner, I can confidently say that we understand the challenges MSPs are facing today. Security threats. Skills gaps. Augmenting services capabilities. Staying up-to-date on technologies. Growth. Operational efficiencies. MSPs should be looking to work with a partner that understands their business model and can build an engagement framework based on their ever-evolving business needs.
Uniting the Channel: 2024 Channel Partners Conference & Expo
Last week, TD SYNNEX had the tremendous opportunity to be an exhibiting sponsor at the Channel Partners Conference & Expo in Las Vegas. This year’s theme, “the channel united,” rang incredibly true throughout the week. While the audience of 400+ was full of channel partners, distributors, aggregators and vendors – many of whom compete against one another – conversations proved we’re all aiming for the common goal of solving challenges through technology. While at the event, I had great conversations with other attendees and listened in on keynotes, panels and breakout sessions to learn more about where the industry is headed.
I also had the pleasure of delivering a keynote presentation, “Accelerating MSP Growth by Anticipating the Direction of Technology,” with this diverse audience. With the content fresh in my mind, I wanted to ensure I captured my key takeaways.
Taking MSPs On Their AI Journey
There are countless takeaways from our 2023 Direction of Technology report, but one stuck out so much that TD SYNNEX created a separate supplemental report: More IT partners are identifying as MSPs than ever before and are well-positioned for growth given the tremendous market opportunity.
MSPs play a critical role in helping end users operate in agile and efficient business environments. MSPs are savvy, innovative and flexible, with a knack for adapting quickly to new solutions. But, with generative AI and enterprise-scale AI solutions adoption accelerating in the market, it is imperative we help our MSP partners realize the full potential together.
An MSP audience, especially in the age of AI, is looking for every competitive edge possible. Programs like TD SYNNEX’s innovative Destination AI program can be exactly what MSP partners need on their AI journey:
- World-class AI solution portfolio
- AI Sales & Technical SMEs
- AI Practice Builder
- AI sales and technical training
- AI use case playbook
- TD SYNNEX Cloud Labs, for AI demos and proof of concept (POC)
Platform Optimization for Digital Business
As referenced, the study indicates revenue expectations for MSPs are growing, with a larger percentage of their revenue mix going toward high-margin specialized managed services. As most of us can attest, growth in this industry doesn’t happen in a silo; instead, mutual growth happens by building relationships and partnerships with organizations that share common core goals.
The IT ecosystem is a robust collective of vendors, solutions aggregators and channel partners and we take pride in our broad connections in every region around the world with some of the best innovators on the planet. With Microsoft, for example, we became the first solutions aggregator to successfully deliver a comprehensive enablement journey for Copilot for Microsoft 365, enabling thousands of partners and customers across the globe to leverage the benefits of this transformative business tool.
In addition, our StreamOne® global platform aggregates and supports technology from top cloud vendors, such as AWS, Azure and Google, to enhance MSPs’ ability to consume and readily sell solutions on a global scale. StreamOne® can help MSPs grow and optimize at scale through:
- Full range of API integrations
- Customer lifecycle management
- Real-time consumption and subscription visibility
- Automated and accurate multi-cloud billing
- White label cloud storefronts
- PSA Integration
- Much more …
Expectations From the End User Are Rising
More. Better. Faster. End user challenges are becoming more complex, and the technology solutions to solve those challenges can be equally complex. End users are looking to partner with an organization that is enabled as an expert to take all guesswork out of the equation. This is where MSPs are looking for a reliable partner to help grow their capabilities to meet this evolving demand.
A key aspect of our approach to MSPs is the focus on addressing the persistent skills gap in high-growth tech areas, such as AI, cybersecurity, data analytics and networking. We’ve seen this skills gap as a consistent challenge for MSPs, who say that talent recruitment and retainment are among their top priorities for the year ahead.
MSPs also recognize that regulatory pressures are real, with ESG standards gaining the most prominence. MSPs are identifying opportunities to integrate ESG standards into their business models. This shift will promote sustainable and socially responsible practices for future generations. As we’re seeing, end users aren’t just looking at the bottom line when deciding where they take their business; they want to work with companies that do good for their communities and for the Earth.
Accelerate Your Business Evolution
Regardless of which stage an MSP partner may be at, they’re bound to encounter obstacles that are difficult to hurdle. We’re always here if you’re interested in having a conversation about tackling modern challenges and staying ahead of technological trends before they happen.
