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Building a successful MSP, the Thomas Duryea way

By Chris Player | July 12, 2016
How focusing on relationships has helped the Melbourne integrator take on the big end of town

“As we see customers increasingly move to public Cloud and Cloud-based solutions, some of those project opportunities diminish.

"As a result, we have been offering to manage some of the workloads in Azure to improve the customer’s experience and that of their end user customers.

Chanter stressed that improving the experience end-users have in their interactions with IT is a big opportunity and thus TD has focused heavily on offering managed services which plug directly into that.

Eyes on the Enterprise

The next big step the integrator has taken is in attacking the enterprise market as Chanter explained

"The key thing for enterprise is the larger the customer environment, the more complex and heterogeneous it is.

“The biggest difficulty customers have in that space are around building a cohesive and clear strategy about how they simplify and make IT environments more manageable and easier to run.

Thomas Duryea’s efforts in building its consulting and advisory capabilities has meant the company has developed deep relationships with some of its enterprise customers.

The company has developed the IT strategy of customers like Brookfield Multiplex and Chanter said that is the real differentiator.

“There are a lot of system integrator out there who can help customers deploy Office 365 or take advantage of Azure, but that is not the same as looking across the whole stack, identifying the customer’s strategy and determining what the end state will look like and how they will get there.

"Enterprise customers struggle with that because it is complex. It is not easy to acquire all that knowledge."

He said that while these organisations may have deep expertise in some areas and not in others but what CIOs are looking for is someone to manage that aspect of the organisation which is critical to operations but not part of their core business.

Chanter added that the company has seen good growth in State and local Government, property and healthcare. IDG Insider


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