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Making the Case for Managed Services - The Business Impact of IT Problems at SMBs, January 2008
A CompTIA Study
www.comptia.org
Abstract
According to a recent CompTIA study, the biggest sales obstacle that managed service providers
(MSPs) face is convincing prospective customers that they will realize a positive return on their
investment. To address this issue, CompTIA commissioned Kotler Marketing Group, a consulting
firm specializing in value-based selling, to conduct customer research to help MSPs quantify the
value of key managed-service benefits. Initial interviews with MSPs - some well established,
others new to managed services - found that while their value propositions often center on
reducing IT problems, they struggle in particular to quantify the business impact of these
problems at prospective customers.
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