Contributed by Nigel Waterton, Arcules CRO: So much of my background comes from being an end user and working as an integrator. Managed services aren’t new for so many of us; but selling them can be challenging. Especially when you may be essentially trying to fit a square peg in a round hole, as many customers are used to buying technology, having it installed and then being left to “run” it.
One of the biggest things that must shift when a security integrator begins to offer managed services is the understanding of the customer and the challenges they face. The idea is shifting your thinking from the “how” (the product) to the “why” (the problem being solved).