When the managed services industry got its start, many MSPs charged customers on a per device basis — per desktop and per server. Fast forward to the present and the old per-device model may be breaking down, especially as users juggle multiple devices — desktops, notebooks, tablets and smart phones. The big question: Can MSPs generate incremental revenues from mobile device management?
I’ve heard from a range of MSPs on this topic. In recent weeks, MSPmentor has spent considerable time describing the all-in model: Instead of charging customers per application (backup, anti-spam, etc.), sharp MSPs seem to be charging an all-in per user fee that covers everything… true IT as a Service.
But I still don’t have a feel for just how much mobile management MSPs are taking on…
- Are MSPs managing tablets as part of a broader contract agreement?
- Are MSPs going the extra step and assisting SMB customers with mobile rate plans, smart phone selection and so on?
Tech Data is betting that MSPs want to help customers with both steps. The distributor, in partnership with Brightstar, has launched a service for channel partners called ActivateIT. The ActivateIT service gives partners a one-stop shop for mobile rate plans and devices — potentially shifting the balance of power back to VARs and MSPs rather than cell phone retail stores.
Of course, there are some specialized MSPs that focus purely on mobile managed services. Stratix Corp. is a prime example. For nearly 30 years, Stratix has helped Fortune 500 companies plan, deploy and support mobile solutions. I wonder if smaller MSPs can repeat that mobile success in the SMB market…
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Posted In: Mobile | Partner Program
Tags: ActivateIT | Brightstar | Mobile Managed Services | MSPmentor | Stratix Corp. | Tech Data
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Take a look at our 
Interestingly, we faced this issue a couple of years ago. Tablet and smartphone adoption rates among microbusinesses took off like wildfire, particularly with iOS devices, and we needed to address that market.
Initially, we offered more of a security and tracking solution, but have found that the managed desktop space in both tablet and smartphone users has been our biggest growth area. Lawyers, in particular, are huge users, with many having abandoned their PCs/Macs for tablets.
At our level, it makes more sense to charge on a per-device basis, since our clients have a much smaller technology footprint, but for a client with 50+ devices, the IT as a service model makes a lot of sense.
With the growth of mobile devices predicted to explode even further in 2012, it’ll be intersting to watch this conversation…
Jim Van
Logicomm
http://www.logicomm-inc.com
Jim,
Thanks for the mobile perspectives mixed in with the microbusiness perspectives. You’ve shared some great insights about microbusinesses as customers in recent weeks. I’m organizing some thoughts into a separate blog post on that. You’ve targeted an interesting niche.
-jp
[...] Every morning I catch up with what has happened in the market by reading a series of blogs, news feeds, tweets, facebook posts, linkedin group message and all the messaging groups I’m part of. This morning I woke up to a very interesting post by Joe Panettieri at MSPmentor, “How Much Can MSPs Charge for Mobile Managed Services?“. [...]