GO2

Challenges

• Offering SMBs only one technology choice led to skepticism and extended the sales cycle
• SMBs were working with numerous providers to meet their IT needs before coming to GO2, making it difficult for technicians to smoothly transition their services

Solutions

In 2014, the company changed its name from Computer and Network Paramedics to GO2, representing a shift from selling break-fix and point solutions to becoming a “go-to” managed services provider operating as its customers’ single technology source and advocate. Soon after, GO2:

• Became a Barracuda MSP partner, adding Barracuda Backup, Intronis Backup, and Barracuda Essentials for Office 365 to its business continuity portfolio
• Started a consultative approach with clients by giving them multiple options in each technology category, by highlighting the strengths of each product and allowing customers to select the best option
• Expanded into new technology disciplines such as video surveillance, carrier services, access control, and web development, and began selling bundled solutions

Results

• 60 percent of GO2’s revenue now comes from managed services, a 40-percent increase from two years ago
• Ranked on the Philadelphia 100 list of fastest growing privately held companies for the past two consecutive years

Managed Services prove to be a major growth catalyst

“Our shift to selling comprehensive managed services has been a major growth catalyst for us. Our message resonates with SMB business owners when we ask, ‘Would you rather work with five technology and business systems vendors or one who can bring it all together?’ Often, when we’re helping solve a client’s business challenges, we’ll show them several choices of business continuity solutions, for instance. After getting a better understanding of their recovery point objectives and recovery time objectives, we’ll present them with backup systems and show how they match up to their needs. Without telling them they need Barracuda, many customers came to this realization on their own after seeing a few options. I commend Barracuda MSP for focusing on the channel and creating products that are competitively priced and meet the needs of a wide range of customers.” — Ethan Millrood, Chief Marketing Officer, GO2