ENX Interviews DME President Jim George on the Paths to Profitability with MNS

(Source: ENX Magazine)

Any conversation involving managed IT generally centers on the 8,000-pound gorilla in the room: security. Last summer, more than 143 million U.S. consumers saw their personal information (social security numbers, birth dates, addresses, etc.) exposed in the Equifax breach. And 2018 was ushered in with the revelation of the Meltdown and Spectre vulnerabilities that tapped into most mainstream processors to expose user information.

We’ve tapped a security expert, Datto’s own Henry Washburn, who penned a must-read companion piece on the nuances of platform security as a deep dive on the subject. For our purposes here, we’ve canvassed a number of larger office technology dealers, managed IT specialists and turnkey platform providers to explore the vast opportunities that still exist to provide guidance, measurement and service to the network galaxies of their customer base.

Paths to Profitabilty

Some dealerships predict an unlimited ceiling for managed IT to account for a lion’s share of its business, and Donnellon McCarthy Enterprises (DME) of Cincinnati is among them. DME President Jim George projects his managed network services business will account for more than 50 percent of overall business during the next five years.
                                                                                                                                                                                                                                                                        One of the keys to profitability, according to George, is the continued cohesiveness that exists between the sales ranks and the MNS technical staff. He feels the account managers are the quarterbacks for their respective clients and it is incumbent upon them to drive MNS activity within those accounts.

 

 

“The collusion of both sales and MNS teams is where the magic is,” George said. “We try to avoid hardware-only sales. We are looking for long-term partnerships that are valuable to both sides.

“We have a quarterly review process that allows the account manager to identify a MNS opportunity. Once identified and qualified, the rep will bring in a subject matter expert that will assist with the solution.”

 

The collusion of both sales and MNS teams is where the magic is. We try to avoid hardware-only sales. We are looking for long-term partnerships that are valuable to both sides.

Jim George, Donnellon McCarthy Enterprises

Click here for the full article on  Lucrative Managed IT Market Offers Unlimited Potential for Turnkey Solution Providers

About the Author

Erik Cagle is the editorial director of ENX Magazine. He is an author, writer and editor who spent 18 years covering the commercial printing industry.

2018-03-02T18:37:44+00:00March 2nd, 2018|News Room|