Time to Redefine the MSP-Internal IT Relationship

By Michael Vizard  |  Print this article Print
MSP relationships

Internal IT organizations are counting on MSPs to help them orchestrate new services. This IT service integration is becoming a key part of the MSP's role.


As a result of these changes, even IT vendors that created a business model predicated on selling direct to end users are now reaching out to the channel. Bedrock Data, a provider of data integration tools for end users delivered via the cloud, announced a partnership with Trujay Group, a consulting firm that specialized in systems integration.

"Trujay has a lot of best practices expertise in the area of master data management," said Bedrock CEO John Marcus. "We'll be evaluating future partnerships on a case-by-case basis."

MSPs to Deliver More IT Services

As macrotrends—including the cloud, hyperconvergence, shadow IT spending, software-defined infrastructure—start to converge, IT organizations will be forced to embrace MSPs because line-of-business executives continue to become more comfortable with contracting IT services on their own, said Diane Krakora, CEO of PartnerPath, a channel consulting firm. This will have an impact on IT's role.

"The IT department has to find a way to stay involved," Krakora said. "Otherwise, the business unit is going to go straight to the MSP to solve their problem."

In fact, it may not be long before more IT services are delivered by external MSPs than the internal IT department. A recent report from CompTIA found that more than half the 200,000 new technology jobs created in 2015 came from the IT services sector. Much of that future growth won't just involve MSPs managing IT services; entire processes will increasingly be outsourced to the MSP.

As such, the real challenge going forward is finding a way to make sure that the traditional tensions that have always existed between MSPs and internal IT organizations get reduced in a way that winds up delivering something that is much greater than the sum of the parts.

Michael Vizard has been covering IT issues in the enterprise for more than 25 years as an editor and columnist for publications such as InfoWorld, eWEEK, Baseline, CRN, ComputerWorld and Digital Review.