Many MSPs are focused on how to integrate AI into their own operations—cybersecurity, automation, efficiency—but Joe Rojas argues that’s only part of the equation. “The real opportunity,” he says, “is helping clients implement AI to improve their business—and monetizing that service.”

Rather than just managing a client’s IT infrastructure, MSPs should actively introduce AI-driven solutions that help clients increase productivity, streamline operations, and scale without increasing headcount. For example, an MSP specializing in accounting firms could implement AI-powered bookkeeping, allowing firms to serve more clients with the same staff.

The Key to Success: Industry Specialization

Rojas emphasizes that MSPs must focus on a specific vertical to truly deliver AI solutions that matter. “It’s nearly impossible for an MSP to be a trusted advisor across 25 industries,” he explains. Instead, MSPs should choose a niche, build expertise, and then expand strategically once they dominate that space.

Understanding Client Needs Through Strategic Business Reviews

To uncover real business challenges, MSPs must move beyond traditional technical QBRs (Quarterly Business Reviews) and conduct Strategic Business Reviews (SBRs) that focus on business goals, not just IT performance.

Start Grow Manage provides a free SBR template to help MSPs walk clients through this process, identify pain points, and offer AI-driven solutions that add measurable business value.

Overcoming the Fear of Change

Many MSPs hesitate to introduce new services to existing clients, fearing disruption to a steady revenue stream. But Rojas warns that complacency is risky: “If an industry specialist comes in and solves a business problem your client didn’t even know they had, you could lose that customer overnight.”

To remain competitive, MSPs must proactively deliver business solutions, making them indispensable partners rather than just IT providers.

How Start Grow Manage Helps MSPs Adapt

Start Grow Manage provides step-by-step guidance for MSPs to:

Identify a profitable niche

Research industry-specific AI solutions

Develop messaging that resonates with target clients

Position themselves as trusted advisors in their vertical

Learn More

For MSPs looking to implement these strategies, Start Grow Manage is hosting a free training event. Details at startgrowmanage.com/TD.

For more insights, visit startgrowmanage.com.

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