August 21, 2019

Rob Rae: How to Find, Engage, and Inspire MSPs

40 minutes

We talk about changes in the channel often, but a huge one I have seen take place over the years is the switch from the traditional reseller model to the Managed Service Provider (MSP) model. Partners have transformed their business models from one-time product and service sales into recurring-revenue contract-based services. MSPs combine white label cloud offerings from multiple vendors with their own services IP into a packaged service.

This week I spoke with a channel pro who knows a thing or two about MSPs. Rob Rae is the VP of Business Development at Datto, a cloud backup and disaster recovery vendor who has gone all in on MSPs. We discuss the story of Datto and their 100% MSP channel success. Rob shares why he is fine not knowing who his end users are. Learn his secrets to finding, engaging, and inspiring MSPs.

KEY TAKEAWAYS

Finding MSPs

MSPs come in every size, shape and color. The one consistent thing across the board for all the varying types is that all want recurring revenue and want to own the customer contracts for the business.

Since there is no “MSP search engine”, one of the best ways to find and acquire new MSPs is through tradeshows.

Qualify your MSPs by asking how many end users they are working with, who they are, what they look like, and what verticals they focus on.

Engaging and Inspiring MSPs

Channel incentives used to be about free gifts, trips, and discounts. As the channel rapidly changes, incentive tactics are changing as well.

MSPs are much more concerned with recurring revenue. During the sales process, you must be able to show them that you are focused on their success.

Retaining MSPS requires providing phenomenal support at every step.

MSPs can only protect themselves so well. They rely on the vendors that they’re using to help make sure that all of their security gaps are closed and tight.