What conversation are you having with your managed services provider?

Unfortunately for the consumer many times they are having the wrong conversation with their IT vendor.  I am completely blown away by how disrespectful many IT companies are toward their customers.  When  I saw the growing offering of cloud services I figured IT companies would up their game and focus on being more consultative and less salesy(made up word).  It seems to be the opposite.  In a mad grab for all the SMB customers, managed services providers seem to be focusing less on the customers and more on the sale.  I'm not complaining.  I love it.  Because our company is different and I'm enjoying having a different conversation.  What I'm talking about the customers business needs and what their goals for their business are.  How do they think IT can impact their goals?  What are the most important technologies to be investing in to impact their business and their customers?  Should they be considering the cloud?  I don't know.  Does it align with their business goals?  Who cares what tools I have in my bag or that I can monitor and patch 24x7 if that has no impact.