Manufacturer's MSP Monetization Manual

You can no longer attract great channel partners with promises of high margins on the sale of your products. They know their competitors will discount that to near zero. 

This is not new news. IT service providers, whether MSP, MSSP, CSP, ISP, SI, NSI or other, focus on recapturing their payroll and other expenses and then driving profit through the sale of their services. Products like yours are important enablers because, without them, there’s nothing to service! But their focus is on winning new engagements to deliver extraordinary services. 

As mentioned, your products are important enablers. The simple fact is that the more services channel partners can wrap around your products, the more they will love you. They want to consult on your product, design around it, prepare it, migrate to it, transition users to it, deploy it, integrate it, monitor, maintain and manage it, train users on it, and provide ongoing support of it. You serve yourself and your partner best when you help them develop those services to add to their own portfolios. 

When you offer your partners, or prospective partners, a Monetization Manual you’re speaking their language, and you’re showing them how much their success matters to you. 

Your Monetization Manual helps partners define and determine which sales models make the most sense for them so they can structure their go-to-market and sales processes around effectively promoting the services they create around your products.

It will also help them identify the pain points that drive the need for your products to be professionally installed and managed so they can attract the attention of impacted clients!

Positioning your product and the tremendous value proposition it offers is key to success, and here you can explain the many values clients will enjoy when your products are expertly put to work for them.

If yours is a vertically-oriented product, you can teach them to take their next successful project, turn it into a reusable engagement model, and then go out and sell it to every customer in their market that looks like the first one they sold it to. Every time they sell it again, they’ll get better at deployment, consume fewer hours, and be more profitable… as long as they don’t reduce their fee!!! 

Your Monetization Manual is developed to be the foundation for the most important conversation your Channel Managers can have with their partners – how to achieve success selling their implementation of your products.