Customer churn falls when Resellers sell additional IT services that close the technology loop for their clients. Instead of just refreshing appliances every five years, Gigabit’s channel can service the ongoing management needs of a client’s entire IT environment by partnering with a Managed Service Provider (MSP). Managed services are high-margin sales that require little ongoing attention from the VAR.
Partnering with the correct MSP enables Gigabit to service their clients’ needs for testing network performance, monitoring firewalls, managing hybrid cloud infrastructure, migrating applications to the cloud, outsourcing help desk functions and so forth. Once in place, MSP solutions are more difficult for a competitor to displace due to the consultative nature of the sale. It helps that these more encompassing solutions cannot be priced (or shopped) off a line card. Providing a variety of IT services, either directly or through a partner, cements a Gigabit as a reliable and trusted advisor to its clients.