Mike Cromwell

And so as we think about, let’s say, the potential benefits of outsourcing versus insourcing. In terms of if I’m an enterprise and I’m thinking about heading down this path and let’s say I want to build an ROI proposition for myself and figure out how does this make sense, what are the key benefits that you’ve got to factor in?

Brian DeVault

I think it depends on what seat you’re in, in the organization and what role you’re in. Like for you, you’re a numbers guy and what you build these real complex spreadsheets to figure out, what what the RIO on that would be?. And I believe that you

Mike Cromwell

The reason I ask the reason the question.

Brian DeVault

And I believe that you do it correctly. But that’s not something that I would ever do. But I also cited cost to be the single biggest factor when considering IT outsourcing versus an MSP engagement.

Brian DeVault

But here’s what I’ll say is, I think the organizations that choose to do this strategically are doing so so that they can they can focus on their business and not have to worry about the operational or the day to day support that an MSP does really well. So it’s day to day help tickets. My printer won’t print. I’ve got a new user starting on Monday. I need user accounts created. I’ve got this user that left. I want to make sure security is buttoned up for them.

Brian DeVault

Those types of things that are repetitive tasks like that, in my opinion, are not things that you need to be doing internally. Those are things you need to be outsourcing. You need to free up your staff that is capable of having strategic discussions about how you move the business forward, things like digital transformation, what are we doing within our organization to accomplish digital transformation? What are we doing internally to empower our sales team using technology?

Brian DeVault

Those are things that should remain in-house and I think you get a lot of benefit from if you offload the responsibility of the day to day servicing of tickets and so forth to an MSP or an outsourced entity.

Mike Cromwell

And as I think about ROI, I don’t necessarily think about it just purely from a cost perspective, because to the point that you just made about accelerating a digital transformation program, such as demand generation platform, or I’m going to put in place a new CRM and workflow for the salespeople that are going to drive productivity by 20 percent.

Brian DeVault

Exactly. And those things need to be factored in.

Mike Cromwell

If you if you if what you put in place creates efficiency and optimization, especially as it relates to people that are either generating revenue saving revenue or other areas that have a financial impact, you can build those in your home because if if you give salespeople 20 percent more time, presumably they’re going to generate 15 percent.

Brian DeVault

That many more opportunities. Well, and I’ll use a term that you used several years ago when we were talking through Netrio strategy and who we are and what we wanted to be as a service provider. And I remember using a term growth enabler, and that’s what we are. And when you think about applying those types of changes to an organization to say, what, we’re going to help you grow by removing all this operational overhead from your organization that you have internally that you’re suffering from.

Brian DeVault

Right. You’re basically under a rock here operating in this in this mode. Let’s take that off your plate and then let’s free you up to make these organizational decisions around IT strategy that help you grow.