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Now’s the Time to Make the Leap to Managed IT Services

26 Mar, 2014 By: Michael Amiri, Continuum

The general consensus on this year’s 14th annual ITEX National Conference and Expo was that it was a great success. Over a thousand office dealers, MSPs, VARs, system integrators, IT professionals and resellers looking to invest in solutions and grow their business gathered at The Rio All-Suite Las Vegas Hotel & Casino, March 11-13, 2014. The clear difference this year from last was the shift in momentum from the focus on traditional copy and print services to what everyone seemed to be talking about – managed IT services.

Last year at ITEX, the talk was about this shift to IT that was coming at some point down the road. Office equipment dealers were simply thinking about IT services, but watching from the side lines to see exactly how things would unfold. This year at ITEX, it was clear that we have arrived “down the road” as the evitable shift is happening now. More than half of the ITEX session content was IT related and the change in the exhibitor landscape was obvious. At ITEX, it was clear; the writing is on the wall. This is the year the office equipment industry is embracing managed IT services.

Change is hard, especially if your business has been focused on the same services for many years. Most at ITEX agreed, however – IT services are no longer a “nice to have” offering, but a “must-have” offering. SMBs are challenged by increasingly complex IT demands and their office equipment dealer is the logical place to turn for help. The good news is SMBs are looking to their office equipment dealers as their IT advocates, which results in opportunity, growth and increasing profits over the long-term. There is the opportunity to answer the call in delivering greater value to clients by helping implement, utilize and support their IT infrastructures.

If you haven’t made the leap to add managed IT services to your product mix yet, it’s clear that now is the time. Many are already providing these services so from a competitive stand point, it’s a matter of not only growing your business, but staying in business. If you miss the IT services opportunity, chances are your business will struggle to stay competitive in the near term. But there’s more good news – breaking into managed IT services can be fairly seamless as well as very profitable.

At ITEX, Continuum and Growth Achievement Partners (GAP) teamed up to share the fastest, surest way for office equipment dealers to capitalize on the rapidly growing $100+ billion managed IT services market. GAP has been helping dealers in this industry adopt new processes and technologies for the last decade. Continuum co-authored a breakthrough business model with GAP, specifically designed to help office equipment dealers make a successful leap into managed IT services. The Continuum/GAP presentation outlined a revolutionary business model that allows office equipment dealers to achieve 60% margins with managed IT services.

Attendees learned four proven keys to building a profitable managed IT services business and accelerating growth, including:

  1. Adopting a business model created specifically for dealers and their managed IT services goals,
  2. Leveraging a fully integrated technology and services platform that drives operational efficiencies and optimizes margins,
  3. Identifying strategic IT service company acquisition targets to accelerate your entry into IT, and
  4. Enabling sales teams to identify high-value managed IT services opportunities and to prepare them for immediate success.

Continuum is the only fully integrated managed IT services provider offering the powerful combination of an intelligent Remote Monitoring and Management (RMM) software solution and comprehensive IT remediation services available only from a 24x7x365 world-class Network Operations Center (NOC). The company currently monitors and supports over 500,000 endpoints with 500+ highly-skilled NOC technicians as well as a US-based help desk that serves as the dealers’ direct support line for their end customers. Continuum’s backbone of RMM software and NOC resources ensures that the IT offerings are competitively superior, operationally efficient and highly profitable.

So, allow Continuum to be your guide to a successful IT services launch. It just makes sense, and that’s directly from the mouths of the dealers that we were able to meet with at ITEX this year. Last year at ITEX, Continuum was waving its managed IT services flag to see whose attention we could get. This year, the dealers were flagging us down.

To get started, download The Managed IT Services Business Model Report available from Continuum/GAP.

Michael Amiri and his dealer support team can be reached at: OE@continuum.net

About the Author: Michael Amiri

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