STATE OF THE INDUSTRY
The Co-Managed Boom :
Why Smart MSPs Are Cashing In
BY JENNIFER OLADIPO
Tom Glover , CRO Responsive Technology Partners
Brandis Kelly , Midwest Region President DigeTekS
Sometimes , a slice of the pie is just as sweet as the whole thing . And that ’ s why more and more MSPs are looking into co-managed IT . While the prospect of partnering with customers ’ internal IT teams might seem daunting , industry vets say the rewards can be substantial — if you know how to structure the relationship .
Co-managed IT services could be a significant opportunity to increase your margins and access larger clients . “ For us , the whole reason behind doing it is it opens up [ the ] opportunity to work with a lot of larger customers and to be able to say ‘ yes ’ more ,” says Tom Glover , chief revenue officer at Atlanta-based Responsive Technology Partners .
Plus , the profits are real . Brandis Kelly , Midwest region president for DigeTekS , says , “ The margin on co-managed is phenomenal . Better than any other , because there ’ s so much less work if you do it right .” For her company , this efficiency comes from reduced helpdesk burden and the ability to focus on specific , high-value services and tools rather than day-to-day support tasks .
The Secret to Landing Lucrative Co-Managed Deals
Ideal customers will have 25 – 50 + employees and an internal IT team . But success in co-managed IT starts with identifying your own MSP ’ s strengths .
David Javaheri , CEO Direct IT