PSA Managed Services Committee: The Managed Services Challenge

  • Room: GS 12
Wednesday,May 18, 2022:3:30 PM -4:30 PM


James Gallagher
Manager of Integrator Services
The PSA Network
John Nemerofsky
Chief Operating Officer
SAGE Integration
Ken Whelan
ESSI LLC dba Engineered Security Systems


Selling managed services can be challenging.  Most systems integrators are finding challenges in three main areas: manufacturers, end users and their internal teams.  Many manufacturers have different ways of selling the offerings.  End users often times are looking at operational expenses, cloud solutions and want to buy something they see value in.  Amongst integration teams, many organizations are seeing generational differences in employees and a different mentality when selling and offering subscription-based services.  In this PSA Managed Services Committee session, a panel of industry peers will share with attendees how they approach each of these stakeholders when faced with the challenges.


Super Track(s)

Learning Objectives

1. Investigate different selling models offered by manufacturers
2. Identify a problem an end user is facing and show the value of a managed service offering
3. Train internal staff on effective methods to sell managed services