Specialization Key to Success in Managed Services Arena, Computing Technology Industry Association
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Manufacturing News, Source : The Manufacturer US
Published : 04 May 2007 17:52
Coronado, Calif., May 3, 2007 – Technology resellers and solution providers hoping to profit from the trend toward managed technology services should focus on specialized solutions targeted at existing customers and specific industries and markets, research from the Computing Technology Industry Association (CompTIA) reveals.
The research on opportunities in the managed services market was presented here this week at the inaugural CompTIA Managed Services Summit.
The CompTIA survey of 322 current users of managed technology services identified the five most important factors that customers consider when choosing a managed services provider. More than one-quarter of managed services customers (27 percent) said they select their service provider based on the availability of unique services and offerings from the provider. Other factors affecting customers’ decisions to purchase managed services include:
* Having an existing relationship with the service provider
* The service provider’s reputation
* Availability of 24/7 support
* Recommendation from others
“It isn’t necessarily the cheapest offering that customers are interested in,” said Brian McCarthy, chief executive officer, CompTIA. “It’s the quality of the service, and whether it’s a service that fills the customer’s business needs. Opportunities for success are greater for managed service providers who focus on specific market segments, vertical industries or size of customer; or who achieve ‘best-in-class’ status for specific solutions; and less for those who attempt to be all things to all customers.”
Service providers also face the challenge of educating customers – current and potential – on the array of technology solutions that can be delivered via a managed services model. The CompTIA survey found that 52 percent of customers said a lack of knowledge about available services was the biggest factor in preventing them from using more managed services.
CompTIA is expanding its efforts to promote industry growth of managed services through the development of new best practices tools for solution providers; educational programs, events and networking opportunities for professionals working with managed services; and research aimed at helping solution providers find the right opportunities for their service offerings.
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