As part of my role at Pax8, I talk with managed service providers (MSPs) and tech leaders every day, giving me a front-row seat to the challenges and opportunities we all face. Along the way, I keep my ears tuned for valuable insights and ideas – ones that seem particularly useful to share right now, in the new year. From flipping the script with your SMB clients to defining your differentiators, these are my top practical tips and strategies to help MSPs navigate 2025. Read part one of this series from Rex Frank, Vice President of Pax8 Academy, here.
Tip 1: Leverage the SMB market’s flexibility
Flip the script on the notion that large enterprises are the first to adopt technology. Assume a “test bed” approach with your SMB clients – they can be nimbler than enterprises when it comes to innovative solutions. You can capitalize on this by helping your SMB end users become early adopters of technology – and that will help them gain a competitive edge over larger enterprises.
Tip 2: Differentiate through sustainability, service delivery and more
While not always top of mind, sustainability can be a differentiator. Consider the environmental impact of your business and tech stack. Offering a sustainability angle, such as a carbon footprint score for vendors, can appeal to environmentally conscious clients and set you apart from competitors.
While you’re at it, consider other differentiators that go beyond price and product. This could include elevating service delivery standards, offering training and education programs in your community and leveling up customer account management. These efforts can build a positive reputation and foster client loyalty.
Tip 3: Develop a documented cybersecurity plan
Cybersecurity is no longer an option for your practice; it’s a necessity. Create a comprehensive, actionable cybersecurity plan that incorporates AI, addresses compliance, and utilizes a recognized framework such as the CIS Controls. Present this plan to your clients with a step-by-step implementation program as well as automation strategies to enhance security measures.
Becoming an expert in compliance for the industries you serve will help your clients avoid potential pitfalls. One way to do this is to engage in the new Pax8 Security Program, which offers a proven approach to cybersecurity.
Tip 4: Embrace AI and automation – and understand your target audience
AI and automation are transforming the industry. Evaluate and trial AI tools like Copilot to understand their potential business applications – specifically, those that are relevant to your end users. This can include functions such as marketing, finance, and operations. Be able to explain specific use cases and how AI can make your end users’ lives better.
Tip 5: Stay informed about new technologies
Lots of new technologies have come on the scene in the past couple years, especially around AI and cybersecurity. Some vendors are bringing their technologies directly to the MSP market because they want to reach SMBs. Make it a practice to evaluate and learn about them so you can determine if they have a practical business application and belong in your stack. Looking for new solutions to offer and meet your clients’ needs? Try the Pax8 Marketplace’s new Opportunity Explorer, which connects your client data to solutions they can use.
Tip 6: Position yourself as a strategic advisor
Your end users need you to be the source of truth on technologies that are safe and appropriate. Figure out how your SMB clients can come to market with technologies that enterprises have not yet adopted. This is all about your maturation as the source of truth on where and what technologies are right for your clients.
Tip 7: Adopt a tech-first mindset
Push beyond your comfort zones and explore how AI, automation, and cybersecurity can drive innovation and growth. Embrace new technologies and be open-minded about their potential. Then, help your end users become interested in new technologies. Early adopters with open minds will win.
Leverage these seven tips with help from Pax8
From our new Marketplace experience to the deep bench of experts in Pax8 Academy, Pax8 has the technology, resources, and expertise to help you soar in 2025. And make sure to register for Beyond 2025 – I’ll be your host for the channel’s favorite partner event of the year.
