Many companies are looking into the partner space, specifically for MSPs.
First off, do you know who your Target Customer is? Oh, right, everyone.
Do you have a Partner Profile? What does the ideal partner look like? Again, everyone, right?
At CP Expo, vendors are asking about partners without asking who do they sell to and how?
Alignment is more important than numbers. It is far easier to manage, assist and work with 20 aligned partners than 300 partners who signed the agreement, but do nothing.
“According to ChannelE2E, there are fewer than 20,000 successful small business MSPs in the US market.” [source] ” In 2019, ConnectWise estimated that there are about 40,000.” [source]
“There are currently about 20,000 profitable MSPs in North America that serve SMBs. Not surprisingly, due to the sheer number of MSPs and the variety of services they offer, the industry is extremely fragmented, with companies specializing in just a few offerings.” [source]
“The MSP Alliance estimates that as many as 150,000 MSPs exist globally, while MSP Resources reports that there are 40,000 in the USA.” [source]
According to Datto:
- MSPs, on average, serve around 122 clients, with the majority (69 percent) having fewer than 100 clients.
- The sweet spot for MSPs lies in businesses with 1 to 150 employees, which constitute 60 percent of their typical client base.
- While the primary clientele for MSPs is small or micro businesses (89 percent)
A vendor will get a shot at 10-15 percent of those accounts – so 10-18 opportunities.
Is your target customer 1-150 employees?? Is small or micro business your target?
Over 90 percent of MSPs have less than 50 employees. 70-80 percent have 10 or less. Of the 10 employees, how many are sales and how many are techs?
Of the 8 techs how many are certified beyond a CCNA? Is anyone on staff or contracted a CISO or certified security pro (CCISP or other)?
There is a case in California where a law firm is suing the MSP for a data breach. Oops!
Does the MSP carry the appropriate insurance – E&O, Biz Liability and Cyber?
How can an MSP provide cybersecurity without certs and insurance?
What is the end game with working with uncertified, uninsured MSPs that are selling to small business?