Mike Cromwell

Question for you, because you’re involved, you and your team are involved in a lot of these discussions directly with fairly early on in the conversation.

Brian DeVault

Sure.

Brian DeVault

So what percentage of the time is a what become ultimately becomes a client currently outsourcing, IT some functionality IT to an MSP versus those that are not outsourcing today, think they need to do it, but they don’t really know what that looks like yet.

Brian DeVault

I’d probably say seventy five to twenty five. Seventy five percent of the clients are transitioning from another MSP or from another outsourced type of technology support, maybe not managed services. Maybe they be consuming something like in a consulting model or like a block of time or paying a contractor by the hour to support their PC, things like that.

Mike Cromwell

And does the conversation look different depending upon whether they’re, they currently are outsourcing versus those that are not?

Brian DeVault

For sure, because the organizations that are currently insourcing and considering outsourcing have thought through all of the strategic components that you and I were just talking about.

Brian DeVault

They’ve thought through, OK, does this does it make sense to have this salary on board? Are we getting what we need out of this resource? Is our bench deep enough? That’s a huge question right now. And a big advantage of moving to an MSP is now all of a sudden I’ve gone from one or say, two guys supporting my infrastructure to have a great set of knowledge on that specific set of gear. Right. But if I want to go transition to a new technology that they have no exposure to, they’re learning it from scratch.

Brian DeVault

And if I go to an MSP, they likely have a bench of experience with that platform or that product. And I can immediately go from zero to one hundred, deploy very quickly

Mike Cromwell

Right, and a pool of talent that has specialties and different areas that you can tap into as you move from project to project.

Brian DeVault

That’s right.

Mike Cromwell

So once you’ve had that conversation and you vet vet it out, yeah, it does make sense. Right. What are the trade offs between outsourcing, insourcing? What factors most heavily weigh in?

Brian DeVault

I mean, I’d say cost is probably the single the single largest factor. I mean, obviously, through an MSP and or an asset base subscription model, you know, I’m paying per per desktop, per laptop, per switch, per wireless access point per server. Those types of models scale out very well when you’re talking about that type of approach and in comparison to staffing bodies.

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