Enterprise clients offer bigger contracts, longer retainers, and more predictable revenue. So why don’t more MSPs go after them?
Because it’s hard. But it doesn’t have to be.
At Support Fusion, we speak to MSPs every week who are close to closing enterprise deals - until the buyer says, “We need you to work in our platform.”
Whether that’s ServiceNow, Jira Service Management, or another enterprise-grade ITSM, the message is the same: if you want to win enterprise work, you need to make integration easy.
Here’s what slows things down, and how smart MSPs are using that friction to create an unfair advantage.
Enterprise IT environments are messy. MSPs aren’t just spinning up agents; they're entering an ecosystem of tools, processes, and security protocols.
Common onboarding blockers include:
Multiple systems in use: ServiceNow, Jira, Zendesk, or even custom-built tools
Security reviews: Strict standards, minimal flexibility
Custom workflows: Every enterprise handles tickets, escalations, and approvals differently
Opportunity: Standardise your onboarding approach. Show enterprise prospects that you expect complexity, and are ready for it. Tools like Support Fusion help you map their systems to yours without asking either side to switch platforms.
Your clients don’t want to swivel between tools, and your engineers don’t either. But many MSPs still rely on inboxes, spreadsheets, or manual rekeying as their integration method.
That may fly for mid-market deals. It won’t cut it with the enterprise.
This approach leads to:
Missed SLAs due to delays or errors
Ticket ownership confusion
Visible inefficiencies that harm trust
Opportunity: Bi-directional sync between your PSA and the client’s ITSM avoids duplication and delays. Support Fusion connects tools like ServiceNow or Jira to ConnectWise, Autotask, or HaloPSA without developer involvement.
Regulated industries demand evidence, not excuses. If your client works in finance, energy, or healthcare, you’ll be expected to show exactly what happened, when, and by whom.
You’ll need to demonstrate:
Data flow and access logging
User actions and timestamps
Role-based permissions and segregation of duties
Opportunity: Automating ticket sync and audit trails reduces your exposure. Support Fusion tracks every change, so you’re ready for audits without the scramble.
Landing one enterprise is exciting. But if each new client needs:
Custom integration code
Manual monthly reporting
New workaround processes
...you don’t have a scalable business. You have growing technical debt.
Opportunity: Use a flexible integration layer like Support Fusion to create reusable configurations, accelerate setup, and maintain high service quality as you grow your enterprise client base.
Large clients want more than break-fix services. They expect you to bring them insights.
What they’re looking for:
Meaningful QBRs, not just ticket stats
Business-aligned recommendations
Visibility into utilisation and SLA performance
That’s hard to deliver if your account managers are up at midnight prepping slides and chasing timesheets.
Opportunity: Support Fusion turns your ticket data into actionable reports, highlighting service gaps, compliance trends, and upsell opportunities - automatically.
You don’t need to rebuild your business. You just need to remove the blockers that stop enterprise deals in their tracks.
Start by:
Reducing friction in onboarding
Making integration a non-issue
Automating compliance reporting
Scaling without adding overhead
Delivering insights from day one
Support Fusion helps you do all of that.
If you're working on enterprise deals, let’s talk. We’ll show you how other MSPs are using Support Fusion to close faster, deliver more, and grow smarter.