Defining What MSPs Do —Sherburne

• Have added data and IT expertise to their staffs;

• Are escaping the "price per piece" question relative to printed components of the project, especially in programmatic environments;

• Begin a sales engagement with a discovery process that does not involve showing sample pitch books or talking about presses; rather, the first sales call is about listening to the customer's business situation, pain points, goals and objectives, and then returning on a second call with some proposed actions;