Achieving strong and sustained growth in a competitive market calls for a multifaceted approach and a focus on where to evolve and where to reinvent – but the imperative to deliver ‘more for less’ to exacting customers further complicates the conundrum. Therefore, this year’s gold standard Comms Vision Convention (12th-14th November, Gleneagles) doubles down on how to create a model that brings Outcome and Value Bonuses (OVBs) not just for end users, but also for MSPs needing to optimise their own operations to ensure long-term, and streamlined, business growth.
The biggest challenges facing MSPs today are to ensure more business growth at no extra cost while delivering higher value to customers along with productivity gains for their own organisation. But driving business transformation in a competitive and saturated market, with pressure from end users wanting more for less from their tech investments and MSP relationships, how far, and where, do MSPs need to evolve and reinvent to meet these demands and differentiate? Is sticking to your knitting an option when solving this new customer RoI and MSP efficiency equation?
Customer demand for an Outcome and Value Bonus will only intensify, but how to deliver more RoI and grow at the same time is the challenge facing channel firms. Solving this equation is key to sustained competitive success
Striking the right balance between evolution and reinvention to drive value and deliver more outcomes – while growing your business more efficiently – will be the pivotal factor when planning for competitive success. This also brings into question the viability of traditional channel models.
Customer demand for OVBs will only intensify, but how to deliver more RoI and grow at the same time is the strategic challenge facing channel firms. To help unravel this conundrum Comms Vision will, in part, explore how the critical field of Enhanced Consultancy will become the new competitive battlefield, and how gaining control of margin erosion can also help MSPs deliver the more for less business agenda.
Key questions
1. In order to meet today’s and tomorrow’s customer OVB expectations, which parts of your own operations, platforms and GTM will need rethinking or reinventing? Is your consultancy practice good enough to compete long-term? Have you got control of margin erosion? Are you making the right decisions?
2. How should technology/vendor partnerships evolve to maximise RoI for customers and your own business?
3. How can you ensure that your workforce is future-ready to drive exceptional value for all stakeholders?
Comms Vision’s agenda will show how an interconnected approach to overcoming these siloed challenges will enable MSPs to create a blueprint for delivering more customer value, while securing their business’s long-term viability through...
The Interconnected Solve
1. Strike the right balance
Pairing your own company’s efficiency and productivity roadmap with revenue growth strategies is now a priority. And understanding where to focus when developing a future-fit operational, GTM, CX and customer value approach will be the silver bullet. This involves harnessing today’s technology, including AI powered end-to-end data management, and tackling the age old problem of how to erase the impacts of margin erosion on performance – which is too often overlooked despite its potential to help MSPs deliver more for less. We also explore how matching operational excellence to Enhanced Consultancy practices could make a decisive difference in the evolving ICT market battleground.
2. Forge the right partnerships
MSP and customer priorities are inseparable from the broader channel ecosystem, which brings into focus the future direction of strategic partnerships which are under pressure to be more intertwined and strategically aligned, in order to target the right tech and business markets, drive growth through greater collaboration, operational and platform efficiency, and promote integration and automation between partners. But how far is the channel’s supply chain responding to these pressures and evolving in order to deliver compelling OVBs? And are we moving fast enough?
3. Fire up your team power
Comms Vision will also focus on how this all links into the evolution of an agile MSP workforce fit for the future, primed to help deliver more outcome-led value through the elevation of your organisation’s capacity to innovate, disrupt and grow through a thriving people strategy. Building a workforce that’s responsive to change and new opportunities is vital for long-term success, and how to meet this challenge successfully hinges on your people and teamwork – just as much as the strategic business decisions you make. But how can we prepare for that mindset shift today?
4. Decide on next moves
Knowing what to consider when transition planning for a stronger future is a challenge for MSP leaders, therefore Comms Vision has set out to provide a framework that incorporates recommendations and guidance to help inform the astute decision making required to strike the right balance between evolution and reinvention, and deliver sustainable OVBs to customers while driving your own growth agenda.
Solving the channel’s more for less strategic equation – a 10 point plan
1. Take consultancy to the next level
2. Solve the new customer RoI equation
3. Boost operational and GTM efficiency
4. Make your data work for you
5. Erase margin erosion
6. Get empowered through productive partnering
7. Realise your people and team potential
8. Understand where to evolve, where to reinvent and how to differentiate
9. Take the right strategic decisions
10. Develop sustained leadership excellence
About Comms Vision...
Comms Vision is the leading annual leadership forum for CEO, MD and CTO delegates making up the major league of the UK reseller and MSP community. To find out more about this year’s conference visit – www.commsvision.com