A new research study from NSCA and PSA Security seeks to change the integration industry's dialogue around service revenue. The study "Anatomy of a Successful MSP" provides an action plan by summarizing how integration companies achieve elusive success.

The transition from traditional product- and project-based revenue to a revenue-oriented model and recurring services is a ubiquitous topic in integration industry publications, webinars, and business conferences.

The traditional approach is to advocate for integration companies to change business models and pursue more consistent cash flow and more rigorous customer relationships that accompany a service company.

However, NSCA's "Anatomy of a Successful MSP," the premier association representing the business integration industry, and PSA Security, the world's largest consortium of professional system integrators – with which ConsorcioTec™ is affiliated – reframes the issue by looking at only successful Managed Service Providers (MSPs).

The research is not designed to justify why integration companies should focus on the services business; instead, it presents a plan for MSP success that other integration companies can follow.

The research, based on a successfully demonstrated survey of integration companies in growing their services business, identifies common trends:

• Steps taken by successful MSPs after committing to a service-oriented business model
• Types of external providers that took advantage to get the service business off the ground
• Financial investments related to the commitment and launch of service programs.
• Employee investments
• Financial impact on companies

"Many integration companies understand the value of shifting to a more service-oriented revenue model, but they're still slow to make the transition," says NSCA CEO Tom LeBlanc. "It's a big change. Companies want to act carefully and strategically. This can be difficult because, in the integration market, there are very few successful service provider models to follow."

Research from NSCA and PSA provides integration companies with more clarity on the necessary steps and pain points related to restructuring a traditional business model. "It's a non-traditional piece of research based on a small but focused survey," says Candice Aragon, vice president of marketing and events for PSA and USAV.

"Both NSCA and PSA identified lists of relatively successful service providers and asked them to share perspectives that could help integration companies that are not as advanced in their transition to managed services success."

ConsorcioTec™ affiliates can download "Anatomy of a Successful MSP" here: