Mark Paine

Research Director at Gartner , Inc.

Location:
56 TOP GALLANT RD, Stamford, Connecticut, United States
Company:
Gartner , Inc.
HQ Phone:
(203) 316-1111
Wrong Mark Paine?

Last Updated 12/5/2017

General Information

Employment History

Account Director  - ResourceiT Consulting Ltd

Principal Software Eng Manager  - Microsoft Corporation

Director  - MPartial Ltd

Web References  

Managed Service Providers become the new engine of IT Growth

Mark Paine, Gartner Research Director told the conference that service providers had to take account of the changing attitudes of buyers by focusing on the business outcomes and the raised expectations among buyers now that IT has had to become a productivity asset for the business.
And they need not try to do it all themselves - partners can co-operate to address the wider market requirements, he said. MSPs had to carefully choose go-to-market partners that can talk both technology and business; and they had to start with a vision; look at use cases; and consider processes, challenges and outcomes for their customers. Customer acquisition costs (CAC) versus lifetime value (LTV) also had to be brought into the equation, considering margins, partnering agreements and questions as to who owns the invoice, plus the on-going up-selling/cross-selling opportunities. The rewards were there through continuing revenues and repeatable business, as successful MSPs have shown. The rewards for getting it right are substantial, Mark Paine says, including valuable access to customers' ecosystems, becoming a pivotal part of customers' success stories, and benefiting from lead sharing with technology partners.

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Managed Services Providers fuel industry growth | Comms Dealer

Hosted by Comms Dealer sister company IT Europa, the conference provided a platform for Gartner Research Director Mark Paine to put a spotlight on the evolving attitudes of IT buyers who now prioritise outcomes versus single point solutions, with IT as a productivity asset also top of the end user agenda.
In facing the challenges of meeting these more demanding requirements MSPs need not struggle as lone rangers, advised Paine, who believes that the opportunity for MSPs to collaborate with suitable counterparts is not one to be missed, providing they choose their partners with great care. "MSPs must start with a vision," stated Paine.

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Managed Service Providers become the new engine of IT Growth | IT Reseller Magazine

Mark Paine, Gartner Research Director told the conference that service providers had to take account of the changing attitudes of buyers by focusing on the business outcomes and the raised expectations among buyers now that IT has had to become a productivity asset for the business.
And they need not try to do it all themselves - partners can co-operate to address the wider market requirements, he said. MSPs had to carefully choose go-to-market partners that can talk both technology and business; and they had to start with a vision; look at use cases; and consider processes, challenges and outcomes for their customers. Customer acquisition costs (CAC) versus lifetime value (LTV) also had to be brought into the equation, considering margins, partnering agreements and questions as to who owns the invoice, plus the on-going up-selling/cross-selling opportunities. The rewards were there through continuing revenues and repeatable business, as successful MSPs have shown. The rewards for getting it right are substantial, Mark Paine says, including valuable access to customers' ecosystems, becoming a pivotal part of customers' success stories, and benefiting from lead sharing with technology partners.

Read More

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