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Education seen as key to opening up managed services

Simon Quicke
Resellers pitching managed services still have to educate customers to get past hurdles being thrown up around cost.

Despite the benefits of managed services - monthly payments, predictable fees and flexibility - research quoted by Transmentum at a Kaseya event in Birmingham revealed that worries over cost were putting customers off.

In his speech at the Kaysea event, Paul Fileman, director at Transmentum, referred to recent CompTIA research which placed cost as the main reason customers were not adopting managed services.

"There are concerns about costs but in most of the managed services proposals I've seen there is a medium and long-term cost saving. But people who are not educated about the market are worried it will cost them more," he said.

Another major concern was around quality of service and Fileman recommended greater transparency from resellers to gain customer trust.

"People who are doing the best are being transparent about their products and propositions and you have to be transparent about the return on investment," he added.

Jim Simpson, managing director and founder of managed services provider Ziptech, said that it was always looking to justify its offering on the basis of costs.

"We do justify the costs based on how it would compare to having someone in-house [at the customer] or the costs of if the IT didn't work properly," he said.

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