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specific business needs with simple and consistent services across four key technology areas: collaboration, security, data centre, and enterprise networks. Salama says, “These services must employ software-based analytics, diagnostic, and remediation tools, as well as ITIL-based processes that deliver efficiencies, mitigate risk, and make sure that customers’ IT services are aligned to their business needs.” According to Roy, there is a direct correlation between efficiency and profitability especially for MSPs. “The more efficient an MSP becomes, the more likely they are going to be more profitable. MSPs have a recurring revenue stream and built-in SLAs, hence they are aware about their margins and they can further enhance their margins increasing their efficiency that will enable to bring down the delivery cost of their services, allowing them to become more profitable.” Over the next few years, MSPs will have to ensure they are ahead of the market trends. This can be done by constantly looking out for new developments and technologies. As per Berner from Help AG, adaptability is key in this fluid market. He says, “With a plethora of MSPs out in the market delivering a variety of services and with the outburst of cloud-based offerings, the way MSPs change the modus operandi will dictate their relevance.” Sangal adds, “What we envision is that MSPs will have to continuously change their compliance strategies and set up easy System Operating Processes (SOP) for customers. More and more customers will have increasing amounts of data that will be saved, analysed and processed, MSPs will need to be quick to suggest

Stephan Berner, CEO, Help AG

“As mature players have entered the market with convincing offerings, a lot of these perceived risks have been addressed and I believe that the managed services market in Middle East will evolve continuously in the years to come.”

and provide technology changes for future use bearing in mind the likely infrastructure requirements in a costeffective manner. Most importantly, it will also be necessary to adhere to all security requirements.” With more MSP players coming in the market, competition will increase and organisations in the next three years will be more educated in terms of limiting their capacity of hiring staff to rather take on more return oriented projects, says Girish Narayanan, Managing Director, Granteq. “These organisations will witness cost cutting and benefits yielding from productivity by freeing up your in-house team – including programmers and technical staff – to work on more valuable and strategic projects. Specially with so much agility round the corner, enterprises will have to rely on MSPs to make sure other business areas are not compromised upon. As per the emerging trends related to increased collaboration, MSPs will be seen as a major platform in ensuring it is carried out.” Zeineldin assures that regional MSPs are definitely not ditching managed services to turn into pure cloud providers any time soon, despite customers deploying more and more applications on various types of cloud infrastructure. “However,” he says, “the managed services portions of their portfolios will have to evolve to reflect a new reality cloud computing has created. While it would be easier and potentially less expensive for a provider to operate as solely a cloudservices provider, getting rid of traditional managed services is not recommended. The sweet spot is to have a hybrid option, as customers will increasingly prefer to mix and match in the future.” // Reseller Middle East // OCTOBER 2016


Reseller Middle East October 2016  
Reseller Middle East October 2016