“ We believe the MSP needs to stay at the center of all decisions that are made for SMB IT . We also believe in promoting MSPs and continuing to work with them so that end users are consuming tech — whether it ’ s through a full-blown outsource or a co-managed opportunity — and that all tech management sales acquisitions should be done through the managed services channel .” - Rob Rae
consuming tech — whether it ’ s through a full-blown outsource or a co-managed opportunity — and that all tech management sales acquisitions should be done through the managed services channel .”
2 . Invest For The Long Haul
Building trust and consistency is essential . Rob highlighted the importance of sustained engagement with the MSP community . “ MSPs want to know if you ’ re a good-standing member of the community and if you ’ re going to stick around , not just for one or two events but for years ,” he explained . “ They want to know if other MSPs are using your product . I ’ ve been investing in Technology Marketing Toolkit and working with Robin Robins and her team for close to 15 years now . Every single year , it is a can ’ t-miss opportunity for me to work with her because of my ROI at her events . The community , the engagement , that whole channel is such a phenomenal opportunity that you must be there to engage with the MSP community . It ’ s always been one of my favorites , and regardless of what vendor I ’ ve ever worked for , [ it ’ s ] the first place I go to find out where I can invest my money .”
3 . Maintain Personalized Customer Support
Rob underscores the significance of preserving trust and accessibility by retaining personalized client contact as organizations evolve and expand .
“ It ’ s critical to understand that you ’ re the face of the organization ,” he said . “ As the organization gets bigger and bigger , make sure you have those faces in place . You don ’ t want to become the lifeless , soulless organization where there are no identifiable people that you can talk to if you run into a brick wall .”
4 . Leverage Your Resources
Pax8 ’ s Academy team , comprising former successful MSPs , provides tailored training and education on business management and sales , with a focus on MSP growth beyond product reselling . Pax8 ’ s evolving approach is leveraging accumulated data to enhance products and empower MSPs .
“ We have so much information accumulated from the programs we developed for MSPs that we are leveraging it to get even more specific to what MSPs need to grow ,” Rob said . “ We now have a phenomenal product innovation roadmap that puts the MSP at the center . You ’ re going to see product enhancements where we leverage AI , industry best practices , and all the data we ’ ve collected to help MSPs be better .”
Go to our website , www . Pax8 . com to learn about all the new enhancements and programs we rolled out that was announced at our Pax8 Beyond 2024 event this June .
5 . Avoid Scaling Too Quickly
Rob advocates for prioritizing learning over rapid expansion . This prioritization ensures new employees align with Pax8 ’ s MSP-centric culture to sustain organizational integrity .
“ The biggest issue we have in this space is that as you scale and add more people , you run out of candidates with MSP experience ,” he said . “ This means you must start bringing in new people from outside the MSP space . It takes a little bit of time to understand the inner workings of an MSP , so a lot of organizations get lost because they grow too fast . One of my objectives is to continue to scale Pax8 and give more people a phenomenal employment opportunity without losing the touch and feel of the organization that is so important to the MSP community . I want to ensure that Pax8 is identifiable and relatable to the community , and if things go wrong , they can pick up the phone , and we ’ ll always be there at the other end .”
This community-focused strategy is designed to help organizations navigate growth while preserving cultural integrity and ensuring long-term success .
For more information , visit Pax8 . com or reach out directly to Rob Rae on LinkedIn .
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