MSP Partnership Models
Inspired by my direct interactions with my clients, my former role as the Channel Lead for the MSP and Cloud Service Provider Business in EMEA at Dell Technologies and conversations stemming from my previous blog articles, I wanted to provide you an overview of my considerations to spark your own reflections and discussions on MSP program topic.
Imagine having the luxury of designing a partner program completely from scratch tailored specifically for Managed Service Providers (MSPs). How would it look like? What features would you focus on and why?
Let's slip into the shoes of a MSP and design the exclusive and one-and-only partner centric MSP Partner Program "BEYOND THE USUAL"
This article series has been published in 2024 to my LinkedIN acoount Juergen Domnik.
Please also feel free to download the e-book, free of charge. It contains additional information and chapters supplementing the previously released blog articles on LinkedIN.
A hilariously terrible Partner Program
In the fast-paced world of business, it's crucial to stay ahead of the game. But what if you want to take a more unconventional approach?
We've got just the thing for you: a foolproof guide on how to ruin a vendor-reseller partnership by creating a Partner Program
Why isn't a Reseller Program good enough
While reseller partner programs are valuable for many types of partnerships, they may not be the ideal choice for collaborating with Managed Service Providers (MSPs).
Part 1: Discounts
BEYOND DOLLARS: Unleashing Behavioral Discounts for MSPs
Everyone appreciates a good discount, and Managed Service Providers (MSPs) are no exception. However, unlike Value-Added Resellers (VARs), MSPs must carefully evaluate their costs when structuring their services.
Part 2: Training
BEYOND BASICS: The Journey to Excellence through Advanced Training Initiatives
The imperative of training and education extends to every partner. In contrast to Value-Added Resellers (VARs), the focus is not solely on product knowledge, functions, features, and unique selling points
Part 3: Marketing
BEYOND BOUNDARIES: Crafting Triumphs with Revolutionary Co-Marketing
Before delving into the co-marketing aspects, let's take a moment to examine the fundamental distinctions between VARs and MSPs concerning their business objectives.
Part 4: Support
BEYOND BUG FIXES: Redefining Client Experience with Cutting-Edge Technical Support
Considering the technical support requirements of an MSP, it's evident that they hold significantly higher expectations and standards compared to a reseller. MSPs oversee IT operations for numerous clients and must consistently deliver a seamless execution.
Part 5: Community
BEYOND TRANSACTIONS: Building & Maintaining a Community for Techies and Sales Pros
In an industry driven by constant change and innovation, community is the key to longevity. For MSPs, creating an environment where knowledge, experience, and skills are shared regularly can be transformative.
Part 6: Portals
BEYOND THE PORTAL: Heaven or Hell
In theory, partner portals are a vital component of any MSP partner program. They promise to streamline everything—from accessing product documentation and marketing materials to managing support tickets, tracking certifications, and even placing orders.
The Secret Sauce of Co-Selling
In the dynamic world of technology and managed services, co-selling has emerged as a strategic partnership model, particularly when it comes to selling services alongside a Managed Service Provider (MSP).
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