MSP discounts?

I have a bunch of MSP's that are bringing us business which we haven't typically given a discount for. We discount for deal reg on resellers and preferred partners. Should we be giving a discount to MSP's? If anyone is giving any now, can you provide examples?

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4
Tres
Politicker
1
Account Executive
If they are already bringing you business, why the need for a discount? Or do you think the discount will incentivize them to bring even more? 
posercloser
Valued Contributor
1
VP Sales
I think it will entice them to come to us first, plus we have one who's really strategic with us.
Tres
Politicker
2
Account Executive
Sounds like you might have just answered your question then. Can you do something on a trial basis with your strategic MSP? 
posercloser
Valued Contributor
1
VP Sales
thanks for bringing that up, I'm going to give them something in writing soon, I pitched the idea to my main point of contact yesterday and he ate it up. Brought me to more deals today. If it's consistent then I guess I should standardize.

Thank you for helping me talk it through!
MCP
Valued Contributor
1
Sales Director
These are channel deals, treat them as such. You wouldn’t have them otherwise as the MSP owns the relationship with the end user.
posercloser
Valued Contributor
0
VP Sales
Thanks, @chadilac I hear you and I'm also realizing these are probably better than channel bc we don't own much of the support for day-to-day interactions. Well worth it IMO.
youKNOW
Politicker
0
Sales Manager
Question...what's an MSP? I'm not in software.
posercloser
Valued Contributor
2
VP Sales
A managed service provider, they basically buy software and use it to perform services for a company. As an example if a company needs help with some sort of engineering or a security service like monitoring devices, they might hire a company instead of hiring employees. That company then buys the software to complete the job and usually charges the customer for the software (at least a portion of it).
youKNOW
Politicker
1
Sales Manager
Got it, so, just to make sure I understand. Your question is asking if you should give a discount to an MSP...similar to how you are for a reseller or a preferred partner? 

If that's the case, are any of these MSPs coming back to you more than once for other jobs they are working on? How similar would an MSP be to a typical reseller?
posercloser
Valued Contributor
1
VP Sales
Yep that's exactly right. We have MSP's using us to scope new statements of work, and also to complete those SoW's. Typically it's still an annual contract, and they renew, but I think giving a discount will reduce some friction and get it into more new companies. Just not sure what the discount should be...5%, 20%, etc.?

CuriousFox
WR Officer
0
🦊
You could 🤔
3

Discounts - To use or not to use?

Question
8
To discount or not to discount?
74% Hell yeah discounts all the way!
26% Nah, discounts devalue the product.
23 people voted
16
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+8
11

Competitively offer discounts.

Question
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