Generating recurring revenues by looking for opportunities, rather than having a “major bang”, is the common norm believed in IT managed service providers (MSP) across the board. Recurring revenues help IT businesses to generate a predictable stream of revenue, thus making lives of business owners much easier- by giving them more value for their investment.
Managed Antivirus is one great way that can help MSP’s to generate predictable flow of revenues periodically.
Conventionally, Antivirus companies have relied on annual renewals of licenses and products. However, this model has become a stiff chore for many smart IT providers as there are many hindrances in this model. Fluctuating licenses fees of Antivirus products, adding or removing client’s machines and adhering to varying demands of different business model posed some serious restriction in annual renewal model for Antivirus products. The model also has great constraints for businesses, as IT managed services companies show their reservations over addition and removal of machines/workstations and servers. This can make stalemate situation for businesses as renewing expired licenses would take much precious time- leaving your machines/workstations on the risk of virus threats .
Some serious soreness of Annual contracts
Annual contracts for Antivirus renewals are quite inflexible for businesses- especially for small and medium businesses where owners are not sure regarding the future perspective of their businesses and they don’t want to waste their money on unwanted AV licenses. Given the previous recession scenario where business owners were forced to cut down their staff, posed a serious challenge for owners regarding the precise amount of AV licenses they would eventually require.
There are many AV vendors offering attractive packages to commit new clients into their product. Many vendors are offering free trial packages to drive clients away from competing products. However, at the end of day many vendors found themselves persuading clients as to why their products are a better option than their rivals who are offering them at half prices.
So, one can easily take conclusion that annual contracts for Antivirus are a constant pain in the back for both clients and IT managed service providers (MSP).
So, where’s the solution?
So, basically as a MSP AV vendor you need to find a product that is truly multi-tenanted. The essence for a multi-tenanted AV product is that the Antivirus product should be able to offer clients a single interface to manage multiple sites.
Furthermore, monthly models have been introduced by many MSP vendors, which have added to the utility of AVs of vendors; while saving them finances and administrative costs simultaneously.
Moreover, smart managed services providers have realized that they have to increase the span/range of their services in order to make clients “Stick” to them. The more diverse services you offer to your client, the more chances that the client will stick to your services (obviously you need to be competent and responsive).