Channel Partners Bank On Brands They Sell; Not So For MSPs

While MSPs and small-to-mid-sized solution providers are slightly more likely to emphasize some or all of the security services they offer when they pitch to clients, about three in every five channel partners – 61 percent -- still overwhelmingly rely on the reputation and strength of vendor products.

Meanwhile, about one-third balance vendor reputation and added services, while about 10 percent focus on the value of the services or innovation they bring to the table, CompTIA found.

Also, when it comes to marketing their firms, there appears to be a divide between older and younger solution providers. The older companies are less likely to plan changes in their sales and marketing strategies. Meanwhile, younger firms, especially those in business less than four years, tend to use such techniques as webinars and social media to beat the drum for their brands.