Mergers and acquisitions seem to be in the news almost every day, especially in the managed service provider (MSP) space. It’s an exciting time for everyone involved, but headline-making changes — even positive ones — can also be unsettling. That’s especially true for smaller organizations. In becoming part of a larger company, your employees are likely to see changes both in day-to-day life and in the trajectory of their entire career.
They aren’t the only ones affected by a merger or acquisition. Clients and potential partners will feel the impact, too, and it’s important to keep that in mind even as you and your staff adjust to the new normal. Clients may well have questions, and even some trepidation, when the organization managing their sensitive data and other technology is undergoing a major change.
Allaying clients’ concerns and ensuring business continuity should be a top priority. So to ease their minds and get them excited about the future, we’ve highlighted the ways they’ll benefit from the enhanced breadth and quality of services that a larger, stronger organization can provide.
One big advantage they’ll enjoy is the opportunity to work with top talent. Any HR department will tell you that the competition for IT professionals is fierce. Bigger companies often have an edge over smaller rivals because they can offer longer-term job stability along with training, education and career development. This helps them attract and retain the best in the business, so clients can expect top-notch service. Having a deep bench of highly qualified professionals also increases the likelihood that someone on your team will have experience with a customer’s specific technology issues or the potential to quickly get up to speed.
Customers will also see access to more services. Mergers or acquisitions usually occur to fill in gaps in provider service portfolios or to gain complementary skills and competencies. That means clients receive specific expertise in a wider range of products — a big plus for enterprises seeking support in new technologies, such as the Internet of Things, artificial intelligence or blockchain technology, to name just a few. Partners also gain some geographic strength, providing these resources in more localized and different locations.
The prospect of dealing with fewer vendors is another benefit clients will appreciate. Many businesses initially turn to MSPs to simplify their operations, and the ability to consolidate more work with one vendor takes that a step further. As businesses are able to fulfill more of their needs, they’ll have fewer accounts to manage, fewer points of contact and less chance of one vendor pointing fingers at another when something goes sideways. Such streamlining takes a managerial burden off clients’ IT departments, which are often leanly staffed.
The trust factor comes into play as well. If a provider establishes itself as a trusted partner, it’s only logical that clients would feel comfortable turning to them for additional services. The realization that they don’t have to search for, and vet, new vendors, especially when they want to scale their business up, provides peace of mind.
As a service provider, we need to make sure client needs and concerns aren’t overlooked in the hectic days following a merger or acquisition. New structure give clients new capabilities on a local and global scale, and they’ll continue grow in parallel.
Senior Marketing Communications Manager
Key Information Systems