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In an economic climate where “Hello, can I interest you in upgrading your servers?” won’t get solution providers very far, an MXLogic study finds that VARs are finding success leading with managed services to help customers cut costs and increase efficiencies.
“You just can’t walk into a CIO’s office anymore with a pitch to upgrade their infrastructure,” says Steve McCutcheon, vice president of marketing for MXLogic. “But what partners can say is, -We have a new, efficient way to address many of the pain points you face while reducing your total IT spend.'”
The MXLogic study involved about 200 solution providers, of which 23.9 percent identified themselves as a traditional VAR, 27.8 percent said they are a managed services provider (MSP), and 41.9 percent said they are a consultant or a systems integrator.
McCutcheon says what most interested MXLogic was the finding that almost half, or 48.3 percent, of respondents said they are leading with a managed services pitch when courting new clients.