The Cloud Marketplace
of the Future

As a Managed Service Provider (MSP), you’ve known for a while that technology can make life a lot easier for your customers.

Rapid tech evolution means business owners from small to large rely on MSPs for new solutions. This pace offers vast opportunities for MSPs, but you might be missing them.

Consider this: Gartner has forecasted that by 2029, 80 percent of customer tasks will be handled by AI. But if you’re not aware of whether your customers are ready for automation, have revised their service models, or thought about changes to culture, you could be missing potential new sales, as well as opportunities to become trusted advisors to your clients.

“The problem we have is what’s called a ‘Seller Deficit Disorder,’” says Pax8 Senior Executive Coach Keith Marchiano. “We ask a few questions, then we just go ahead and talk about how great our service is, how great our people are, how great our support is, the tool stack, etc.”

Results Selling Framework

Marchiano speaks to the proven Pax8 method for achieving new levels of sales success called a “Results Selling Framework,” featured in this video on Pax8’s website. The framework empowers MSPs to sell more effectively by asking the right questions to uncover buyer needs, articulating company value, and building strong client relationships.

In-depth education for MSPs on the Results Selling Framework includes on-demand learning, peer-groups, instructor-led-training, and sales coaching through Pax8 Academy.

Additionally, Pax8, the marketplace for MSPs, engages channel partners to help them stay competitive at a time when AI, cloud solutions and cybersecurity are evolving more rapidly than many businesses can keep pace with. SMB customers – who aren’t spared from the breakneck speed of transformation – will rely on trusted advisors more than ever.

For those MSPs that want a fast path to building a winning sales strategy, the company also offers Mission Briefings that discuss sales and cybersecurity, as well as Bootcamps with solution-specific technical training.

Investing in the Customer Relationship

Investments in customer interaction may be as significant as investments in technical skills.

“Customers are increasingly shaping the GTM strategies of solution providers, with three-quarters of providers globally acknowledging that customer feedback about marketplace purchases and value is influencing their decision-making,” concludes a Channelnomics study last year, “Digital Sales Evolution in the Channel,” co-sponsored by Pax8.

“This trend is most pronounced in North America, where 46 percent of solution providers report that customer feedback has greatly influenced their business decisions, and an additional 35 percent say it has moderately influenced them,” the study found.

So, while chatbots may hold great promise, there is yet to be a true substitute for MSPs who listen to their customers and respond with the strength of partnership they can find with Pax8 and its approach.