The MSP/consultant fine-tuned its sales pipeline in 2020.
Company Name: Iuvo Technologies
Company MSP 501 Rank: 401
President & CEO: Byron Beilman
Headquartered: Westford, MA
- IT infrastructure
- IT operations
- IT support
- Business continuity
M&A has impacted Iuvo Technologies more than COVID-19 impacted the MSP.
That’s according to Bryon Beilman, president and CEO of the Massachusetts-based company. The MSP has witnessed a significant amount of M&A on the customer side recently. Beilman said his team pursues a customer profile that often appeals to buyers. And for Beilman and Iuvo, this is an opportunity to prove themselves once again.
The company landed on the MSP 501 list this year. That makes two consecutive appearances for Iuvo. The company also earned a spot in this year’s Channel Partners Excellence in Digital Services Awards
Beilman spoke to Channel Futures about the company, its latest initiatives, M&A and his perspective on the MSP channel.
Channel Futures: What is one thing you wish vendors would do that they don’t?
Bryon Beilman: Vendor partnerships are interesting. We make sure we only partner with the products and vendors we believe in. It is extremely important to us that we only promote products that meet a certain standard and are best for our client businesses. Having had many vendor relationships over the years, there is certainly one thing that stands out that I would love to see get more attention. I would love if vendors would do more for their partners than simply provide products to sell.
We have based our business model on seeking out functional two-way partnerships with our clients, and I would love to see the same attention given to vendor relationships for committed MSPs. Instead of sticking to the basics – providing products to sell – provide ample marketing and sales resources, campaigns and ways to integrate our services with their product to maximize the value for MSPs and the clients we serve. Making it easier for us to educate, promote, highlight value and engage our clients on vendor products would save us a lot of time and allow us to meet vendor goals while still having time to provide stellar services to our clients.
CF: What new opportunities and challenges came with the global COVID-19 pandemic?
BB: The effects of the COVID-19 pandemic have been far-reaching. We felt so fortunate to be in the right business at the right time. It was rewarding to see just how many of our clients were already set up to succeed in a remote working model because of the work we have done for them over the years. Though we knew they would be OK, they were not completely ready yet because a lot of our clients simply were not used to working 100% remotely. Hearing the positive remarks about how seamlessly they were able to make the transition and maintain productivity after they were thrust into that model due to the pandemic was also extremely rewarding.
Out of the pandemic came several opportunities for us as well. We were able to quickly put together content and webinars to help those companies or individuals struggling to manage their new realities. While a lot of companies as entities were prepared, many individuals were not. We were able to guide many through the process of converting space in their homes to an “office,” how to use unified communications platforms and other tips and tricks that helped them ease into a work from anywhere model while still being efficient and productive. We also found many businesses had to throw solutions together to make their transition happen quickly. This introduced a lot of technical debt. We worked with companies to find the best long-term solutions, wrote policies and assisted with overhaul and reduced their technical debt, saving them …