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With predictions of an 80% increase in SMB IT spend over the next four years, the role of managed service providers (MSPs) is becoming increasingly important as smaller businesses look to adopt more managed services. But what can MSPs do to ensure they make the most of the SMB opportunity and how prepared are they to support SMBs as they shift spending to managed services? Back in June, Datto CEO and founder, Austin McChord, was arguing at DattoCon that small businesses would “need to turn to managed service providers” as they scrambled to rethink their IT infrastructure. He urged MSPs to “differentiate themselves – just figure out what they are best at and sell that”. Speaking at the same event, David Pence, founder and CEO at AcumenIT, told MSPs to “work in a fishbowl, not an ocean”. Many people agree that when it comes to the SMB market, the first priority is not to fall into the trap of viewing small companies as a homogenous mass of businesses that can be sold the same product or service. “A “one-size” approach is a ...