Sales And Marketing Efforts

Sales and marketing have traditionally been weak spots for IT firms since most solution providers start businesses out of a love of technology rather than a love of sales, CompTIA found.

Specifically, MSPs are far more critical of their sales and marketing efforts than solution providers, CompTIA found.

Just six percent of them deemed their sales efforts "highly effective," as compared with 31 percent of solution providers. And twice as many MSPs characterized these operations as "hit or miss."

In addition, twice as many channel firms with 500 or more employees consider their sales and marketing efforts "highly effective" as compared with smaller companies, CompTIA found.