Here is a great (and true) story that actually proves a point I have long believed. The story relates to two concepts that, if used, can radically improve your managed services organization. Two MSP organizations decided to meet for a week and share best practices, technical knowledge, and network with one another in order to advance both of their businesses. Hestia, from Belgium, flew over to Boston to meet with Ntirety. Their story was very inspiring and I hope it also inspires you to do the same.
Benefits of a Building a MSP Referral Network
There are many benefits to having a trusted referral network of MSPs, but here are some of the more important reasons you should consider your own referral network.
First, the managed services (and cloud) profession thrives when people share information and encourage standardization of basic principles related to the delivery of services. This basic, yet effective, model for professional and personal growth, seems quite simple. After all, it's used very effectively in many other professions.
The second point deals with the current IT channel and how it is changing. Specifically, the amount of MSPs who are now trying to create a channel program and sell to other MSPs is at an all time high. I find this very curious and believe that it is happening because more MSPs have not fully exploited the creation of their own referral network.
Third, by creating a referral network, MSPs can achieve more without having to rely on increasing their staff. Particularly when it comes to geographic or vertical expertise, partnering with a trusted MSP can often make more sense compared to a new hire.
Fourth, when you build your referral network, you are creating a much more effective group of trusted partners than you ever would by building a channel. In recent years, the IT channel has undergone a lot of changes, not all of them good. MSPs are much more hesitant about channel companies than they were in years past.
Other professions don't build channels, they build referral networks. Trusted individuals and organizations who accomplish strategic and tactical objectives. Before you decide to build a channel, consider how easy it would be to focus your attention on the customer and simply work with your trusted network of MSPs for everything else. I think it might make your life a lot easier!
