AvePoint Global MSP Preferences Survey Reveals Nearly 70% of MSPs Believe Security and Governance Are Among the Top IT Needs for End Customers
November 17 2021 - 9:00AM
AvePoint (NASDAQ: AVPT), the largest data management ISV for
Microsoft 365, today announced the results of its first
annual Global MSP Preferences Survey. The company
surveyed over 1,000 managed service providers (MSPs) globally,
unveiling opportunities for MSPs to grow revenue through
governance, security and migration services, among others, as
digital collaboration needs continue to accelerate in today’s
modern workforce. According to the survey:
- Secure collaboration and
governance needs are paramount: Today, just over one third
(34%) of MSPs offer digital collaboration governance solutions.
However, 69% of MSPs believe that security and governance are among
the top three IT needs for their customers, reflecting an
opportunity to both protect end-customers and realize revenue if
added to their portfolios, especially as tools like Microsoft Teams
and Google Workspace keep growing.
- Businesses need ransomware
protection: Over half (52%) of MSPs or their end-customers
have experienced a ransomware attack in the past year, and yet,
only 53% offer backup services to recover data in the event of a
crisis. Further, 75% of MSPs reported a gap in network security for
their end-customers, but only 51% offer that service today.
- Despite a widespread rush to
the cloud, migration is still a vital priority: Over 60%
of MSPs are planning to add cloud migration services to support
on-prem to cloud transition to their managed services portfolio in
the next year. About the same (57%) will add cloud migration
services to support cloud to cloud transitions.
The survey also revealed that MSPs are prioritizing building out
their recurring service revenue. 54% of MSPs value projected
revenue growth from additional services generated from new products
when adding new ISVs to their repertoire over quality of support,
cross promotional opportunities, the incentive program, vendor
reputation, community and the technology’s capabilities. Today,
however, two-thirds (63%) of MSPs make less than half of their
total revenue from recurring services.
“Over the past few years, I’ve witnessed MSPs be the reliable
backbone of so many digital transformations as businesses strive to
enhance digital employee experiences,” said Jason Beal, SVP Global
Channel and Partner Ecosystems. “The expansion of choice in paying
for technology and in SaaS procurement forms like consulting work,
professional services and utility-based models, has prevented many
MSPs from achieving the predictability and profitability of
increased recurring revenue from services. At AvePoint, we’ve
developed our partner program with the focus of helping our
partners remain agile while further developing their service
economies in tandem.”
Recently, AvePoint announced its first global partner program to
give MSPs the technology and resources they need to create revenue
opportunities within the collaboration security market. The survey,
which was commissioned to inform elements of the AvePoint program,
underscores training preferences that can help build the service
economy. For example, nearly one in three (31%) MSPs said advanced
training was the best way for an ISV to incentivize them to adopt a
product as compared to larger license discounts, kickback on
services, clear upsell paths, or a defined multiplier.
“MSPs want to differentiate from their competition and develop
new service revenue opportunities, and both of those goals require
a highly skilled and well-trained workforce,” said Sam Valme,
Director of Global Partner Experience, AvePoint. “With the rate
Microsoft 365 and other digital collaboration platforms are
evolving, we knew continuous learning and 24/7 live person support
had to be at the heart of our partner program.”
Additionally, the survey underscored a problem many MSPs face:
the inconvenience of managing too many ISVs in order to deliver
comprehensive, innovative services to their end-customers. In fact,
nearly half (49%) of all MSPs work with upwards of 20 ISVs to solve
their end-customer needs. At the same time, over 60% of all MSPs
want to consolidate the number of vendors they work with to
standardize their businesses and more easily meet constantly
evolving needs.
“Our customers’ technology needs are changing rapidly and we’re
always looking at ways to keep them at the forefront of technology
enablement and adoption,” said Graeme Everitt, Partner at Agilisys.
“Our partnership with AvePoint helps us to deliver multiple
services to meet customer needs and capitalize on the opportunity
for digital collaboration to enable the productive and flexible
working models required for today’s workforce.”
To learn more about AvePoint
visit https://www.avepoint.com/partners and visit
https://www.avepoint.com/ebook/global-msp-survey for the full
Global MSP Preferences Survey.
Methodology
The survey was commissioned by AvePoint through Zogby Analytics.
A total of 1,013 IT decision makers working for value added
resellers, managed services providers and IT services providers
located in US, UK, Germany, Australia and New Zealand were surveyed
for this research. Thousands of adults were randomly invited to
participate in this interactive survey.
About AvePoint
Collaborate with confidence. AvePoint is the largest Microsoft
365 data management solutions provider, offering a full suite of
SaaS solutions to migrate, manage and protect data. More than
8 million cloud users rely on our solutions to make their
organizations more productive, compliant and secure. Our SaaS
solutions are also available to managed service providers via more
than 100 cloud marketplaces, so they can better support and manage
their small and mid-sized business customers. Founded in 2001,
AvePoint is a five-time Global Microsoft Partner of the Year and
headquartered in Jersey City, New Jersey. For more information,
visit https://www.avepoint.com.
Media ContactNicole CaciAvePoint, Inc.
Nicole.caci@avepoint.com 201-201-8143
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