MicroScope+ Premium Content/MicroScope

When it comes to being paid for services, the attitude of “Can’t pay? Walk away” may not be as simple as assumed. A question anyone providing any service needs to ask their customers is: “What good is it being your expert if you won’t pay me for my expertise?” More importantly, it’s something they need to ask themselves, because it’s quite likely their customers aren’t paying them because they don’t know they’re supposed to. Put simply, if managed service providers (MSPs), managed security service providers (MSSPs) and other service providers want to get paid for their services, they need to set out ground rules and service-level agreements (SLAs) that recognise the need to pay for the value they provide. For too long, they haven’t been doing that. Or at least not in a clear and unequivocal manner. It might also be that many customers view the value and expertise provided by MSPs and channel partners as a competitive feature that gives them an advantage over other providers, rather than something they need to pay extra for. ...