MSPs that Scale

By eweek  |  Posted 2007-11-12 Print this article Print

Strom: Theres some branding then.

Longo: Yes. So it really lends itself to more as Clearpointe as a service rather than a company or a tool set.

Strom: Now, you guys are based in Little Rock, which you would not think of as the nexus for connectivity in the U.S.

Longo: Yes. Its really been amazing for us. The city is still very small in many aspects so its a very manageable city. But I think it lends itself to a market to where people - our employees feel very comfortable raising their families there. Its not a megatropolis and we have to deal with many issues that a big city would. So we kind of fly under the radar. We made sure that we had connectivity both from the East Coast through Memphis, and then down south through Dallas whenever were riding the Internet. It was real important to us to be able to demonstrate, particularly to our banking clients, that we had redundant paths to the Internet.

Strom: So what do you attempt to get out of a conference like this? You want to meet other MSPs obviously for extending your business?

Longo: Yes we do. I think part of it is to hear where the industry is at, to listen, to sit in on the sessions and hear what the message is about managed services. And then to talk with those partners particularly that have kind of gone through the evolution of, you know, starting. The first step, typically, of a managed service provider is that they want to try and offer it themselves. And theyll get a handful of clients who theyll manage very well and monitor during the day and then best effort at night.

Strom: But that doesnt scale.

Longo: It doesnt. So once they kind of hit the ceiling and mature as a partner, they understand that hey we need to build a NOC, or we at least need to partner with a NOC. Our message is really running a NOC as a separate line of business altogether. Our statement is our partners deliver managed services, we simply deliver the NOC. Managed services is going in and managing our clients in many different levels ...

Strom: And understanding the applications. I mean you really dont care what the applications are. To you, a servers a server.

Longo: Exactly. Yes, we have a big push with our partners for at least quarterly meetings with our clients and move them to that kind of application level, embracing IT at the application level. Let us do the plumbing. The NOC does all the plumbing and the heavy lifting, if you will, and the partner and the clients now deal with IT at the application level. And we kind of draw that line and say, look, everything below the line is the NOV, everything above the line is the partner and the clients vision for IT. If you talk with a CEO, IT is not about patching and backups and sitting on the phone with Dell or HP to troubleshoot a hardware issue. IT is about those productivity packages that moves that business forward.



Submit a Comment

Loading Comments...
Manage your Newsletters: Login   Register My Newsletters

Rocket Fuel