When a client is looking to implement new technology, it can feel like they’re being sold to from all directions. Every company with a service is eager to get their business, including yours. It can be inescapable and overwhelming to them. How do you navigate your positioning without the prospect feeling like you’re just giving another sales pitch?
We talk a lot about what we do for clients as modern MSPs—helping implement IT solutions for their business—and part of this is helping them navigate them through all the chaos. One way you can ensure the trust of your current and potential clients is by becoming a vendor-neutral MSP.
Why Vendor Neutrality Matters
Vendor neutrality matters with as an MSP because the company doesn’t maintain a financial interest in the array of products and services available. This means the MSP isn’t owned, affiliated with, or operated by another company. Being tied to closely to one specific company can undermine diversity goals, and it can make your organization entirely dependent on this one source for success. These kinds of affiliations may lower costs, but the costs to a business are even greater due to loss of potential profits from lost business.
Vendor neutrality infers that an MSP is willing to work with whatever platform helps their clients get the job done. Single source partnerships may limit the scope of an MSP’s reach when it comes to finding the right fit. For example, when a client is trying to weigh the benefits of AWS versus Azure, it will help the client’s peace of mind to know that you’re not selling them on either product because directly you’re affiliated with Amazon or Microsoft.
Being Truly Vendor-Neutral
A company that is truly vendor neutral doesn’t have to create a workaround to seem independent. Some MSPs claim to be vendor neutral by saying they have a separate entity that oversees compliance. However, those separate entities absolutely have conflicts of interest that can hurt the client’s bottom line. Whereas, vendor-neutral MSPs have one concern, and that’s delivering top-notch solutions to customers rather than pleasing affiliated partners. Instead of being pulled in two directions, a vendor-neutral MSP focuses only on client success.
When talking with clients about their technology needs, be sure to let them know that you are truly vendor neutral. Presenting them with all the best options, rather than favored options, will build their confidence in you as a provider. Becoming a Trusted Advisor to clients in this way is one of the key steps in becoming a successful modern MSP.