Courtney Steinkrauss

Courtney is an Editorial Associate at Intronis. In her role, she assists in creating and publishing content that helps IT service providers grow their businesses. Have a specific question about how to grow your MSP business? Email [email protected] to have your question answered in Intronis' weekly advice column.
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Recent Posts

Meet the judges for the MSP Marketing Masters Awards: Stuart Crawford

Posted by Courtney Steinkrauss on Jul 13, 2016 11:00:00 AM

Welcome to Part 3 in our "Meet the Judges" blog series. Check back next week to meet another one of the judges for the MSP Marketing Masters Awards.

Marketing isn’t easy, but MSPs need a strong marketing strategy in order to get their business recognized, beat out the competition, and ultimately win new business. For MSPs who need help with their marketing, there are many tools available to streamline marketing processes, but there are also trusted advisors and marketing services available to help you achieve your goals.

One of these advisors is Stuart Crawford, creative director and MSP marketing coach with Ulistic, a specialty firm focused on IT marketing and business development. Stuart is also a judge for the MSP Marketing Masters Awards, and he’ll be helping to select the winning company. To provide you with some marketing tips before you submit your entry, we asked Stuart for his advice. Here’s what we learned in the Q&A with MSP marketing expert.

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Topics: Events and Webinars

Meet the judges for the MSP Marketing Masters Awards: Brian Babineau

Posted by Courtney Steinkrauss on Jul 7, 2016 3:21:55 PM

Welcome to Part 2 in our "Meet the Judges" blog series. Check back next week to meet another one of the judges for the MSP Marketing Masters Awards.

Here at Intronis we know that MSPs are looking for help with their marketing efforts. We understand that marketing might not necessarily be your area of expertise, but it’s an integral part of growing your business.

To help you learn how to incorporate effective marketing strategies into your business plan, we spoke with another MSP marketing expert, Intronis MSP Solutions General Manager Brian Babineau. Here’s what we learned in our Q&A session with Brian:  

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Topics: Events and Webinars

Meet the judges for the MSP Marketing Masters Awards: Richard Delahaye

Posted by Courtney Steinkrauss on Jun 29, 2016 11:46:50 AM

Welcome to Part 1 in our "Meet the Judges" blog series. Check back next week to meet another one of the judges for the MSP Marketing Masters Awards

In a recent survey we conducted, we found that only 40 percent of MSPs with less than 10 employees feel confident about the effectiveness of their marketing efforts. Whether it’s due to a lack of resources, expertise, or time, MSPs need help optimizing their marketing strategies. So we asked a Marketing expert for their advice. Here’s what we learned in a Q&A session with Richard Delahaye, senior director of marketing here at Intronis MSP Solutions by Barracuda.  

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Topics: Events and Webinars

Ask Intronis: How to effectively manage multiple teams

Posted by Courtney Steinkrauss on Jun 6, 2016 8:30:00 AM

Q: I founded a relatively small MSP business a few years ago, and now we’re growing our team to service more customers. I have multiple teams promoting and selling our services and supporting our customers. I’m overseeing technicians, marketers, and salespeople on a daily basis. I’m a technical engineer myself, and I don’t have much experience managing multiple teams with staff in different roles with varying responsibilities. I want to remain hands on and stay connected to the work, but I’m also only one person. How can I be a good manager in this situation? 

It sounds like there’s a lot on your plate, and you’re feeling a bit overwhelmed. The good news is that you’re scaling your business, and these are the growing pains associated with taking your MSP to the next level. Hang in there; it’ll be worth it in the end. We’re glad you reached out, and we’re here to help you find a way to manage your staff so they’ll be successful.

To provide you with advice for how to overcome this challenge, we spoke with Quiana Roy our HR Coordinator at Intronis MSP Solutions. We asked Quiana about what it takes to be a good manager, and based on her experience in Human Resources, she had a ton of useful tips to share. Here are Quiana’s eight tips for managing your growing staff:

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Topics: Ask Intronis

Ask Intronis: How to use compliance as an MSP sales tool

Posted by Courtney Steinkrauss on May 16, 2016 8:30:00 AM

Q: I’m an MSP business owner, and we service a variety of small business customers in our area, providing IT services to schools, healthcare providers, and other local small businesses like law firms. My salesperson is struggling to bring in new customers since he’s running into the competition on almost every deal. I need to find a way to differentiate my MSP. How can I help my sales guy to win against the competition and close more business?

Given the situation you’re in, we think there’s one clear thing you can do to differentiate your MSP from the competition—focus on supporting compliance. You’re looking for business from healthcare, education, and legal businesses, and they all need to satisfy different compliance regulations. This opens a huge opportunity for you to win their business as an MSP who understands compliance rules, helping them meet requirements and prepare for an audit. You should get your team up to speed on regulations like HIPAA, FINRA, and PCI DSS.  

Some small business prospects you speak with might not understand the value of having a compliance expert managing their IT services. Others don’t care about being compliant; it’s simply not an issue for them. But there are also many small businesses that don't know how to be compliant but need to be especially if they’re in one of these highly regulated industries. In these cases, MSPs offer real value to the business.

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Topics: HIPAA and Healthcare IT, Ask Intronis

What I learned at my first Intronis local lunch

Posted by Courtney Steinkrauss on May 10, 2016 1:56:37 PM

If you’ve visited our blog, followed us on social media, or opened an email from Intronis over the past nine months, you’ve probably heard about our local lunch tour. You might recognize the photos of juicy steaks or even our very own Neal Bradbury riding in a hot air balloon. Since June 2015 we’ve been traveling around the country visiting with MSPs and hosting complimentary luncheons at steakhouses in cities near and far. We’ve enjoyed countless steaks, Intronis partner visits, and conversations with MSPs interested in learning more about the “New Intronis.” Thanks to all of you who have visited with us so far, it’s been a fun journey!

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Topics: Events and Webinars

Ask Intronis: How to overcome challenges with selling Office 365

Posted by Courtney Steinkrauss on May 9, 2016 8:30:00 AM

Q: I'm the dedicated sales person at an IT services company, and we've typically focused on providing break-fix services. Many of our customers need the SaaS productivity tools in Microsoft Office 365, so we are looking to start selling and supporting it as part of our new managed services offering. We've run into challenges, though, specifically around its backup capabilities and pricing and selling the product. Have you heard from other MSPs dealing with similar issues? What advice can you offer to help us sell our Office 365 offerings more effectively?

We're glad to hear you're making the move from break-fix and into the managed services field. Offering managed services will provide your company with a number of different opportunities to bring in more recurring revenue. From a salesperson’s perspective, you'll have a more compelling offer for small businesses, helping to proactively and reactively support their operations and critical data.

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Topics: Ask Intronis

How advocate marketing can help grow your MSP business

Posted by Courtney Steinkrauss on May 3, 2016 1:30:00 PM

Last month I had the pleasure of attending Influitive’s Advocamp conference in San Francisco. If you’re wondering what advocate marketing is, don’t worry, I was, too. The three-day event focused on just that — explaining the purpose and showcasing the value of advocate marketing. Training sessions were offered to those of us new to advocate marketing, and there were a number of keynote speeches from experienced advocate marketers sharing their own insights and lessons learned.

Between the training workshops, AMP Talks, and campfire chats, I was able to absorb a ton of information, and at the end of Advocamp, each of us walked away excited to empower our customers to become advocates.

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Topics: MSP Marketing

Ask Intronis: My sales team is struggling to hit their numbers – how can I help?

Posted by Courtney Steinkrauss on Apr 18, 2016 8:30:00 AM

Q: We have a sizable sales team at my MSP, and we're committed to investing in our sales department to grow our business. We have some great new hires on the team, but we’re struggling to reach our new bookings goals. How can I position my sales team for success? What tips do you have for closing more managed service business?

It's great to hear you're investing in and focusing on your sales efforts. We know some of your MSP peers rely solely on word-of-mouth referrals to bring in their new business, and that’s just not a good idea. In order to scale your business, you need to make decisions like hiring more employees and investing in additional resources that will take your MSP sales to the next level. So, it sounds like you have the right idea and are headed down the right path.

To help your sales team reach their bookings goals, we talked with Eric Winn, our Director of Partner Development MSP Sales here at Intronis. Eric shared his advice for how you can position your team for success in their conversations with prospects. Here are Eric’s four tips for success:

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Topics: Ask Intronis

Ask Intronis: How to get customers to understand the value in IT investment

Posted by Courtney Steinkrauss on Apr 11, 2016 8:30:00 AM

Q: I'm working with a prospect who’s struggling to understand the value in our managed IT services. They definitely need an MSP to manage their backup strategy and help them to protect and support their IT infrastructure. What tips do other MSPs have for showing small business customers the value in IT services? How can I convince this customer it's worth the investment?

You're not the only MSP who’s run into this problem. We've heard it more than once before. Unfortunately, many small businesses would rather save their money and risk losing the critical data that keeps their business running and profitable. In order for SMBs to understand the value of investing in IT, they need to be educated on benefits of managed services.

When we saw your question, we reached out to the experts — our MSP Partners — to find out how they approach reluctant prospects and win their business. We also spoke with Neal Bradbury, our senior director of business development, for his input on how to articulate the value in managed services. Here's their advice for winning over your customer:

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Topics: Ask Intronis

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