What to do when EVERYTHING goes wrong and problems abound

Posted by Robin Robins on Sep 28, 2015 12:00:00 PM

Earlier this year Starbucks CEO Howard Schultz was harpooned by the media and customers for the poorly conceived “Race Together” campaign that encouraged baristas and store managers to engage customers in conversations about racial tension and inequality by writing #RaceTogether on coffee cups. The backlash was so bad that Starbucks’ head of communications was forced to temporarily suspend his Twitter account, which threw more gas on the fire, and several “town hall” meetings were called with employees and shareholders to deal with the shitstorm it kicked off. In an interview with FastCompany magazine, he commented, “[This mistake] reminds me every day that we’re not invincible. It was my idea, and it was a complete fu**-up.”

Reading about this reminded me of a recent coaching call with a very successful, long-term member running a multimillion-dollar MSP. I listened as he shared his own shitstorm of problems that had all cropped up in a relatively short period of time. They ran the gamut from losing one really key employee to operational nightmares, having to fire a handful of rogue employees only to then have a number of good clients leave within a short period of time, some to “natural causes” such as acquisition but others due to service failures resulting from the employee turnover.

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Topics: Growing Your MSP Business, Business Development

4 Ways MSPs can build more recurring revenue

Posted by Gary Pica on Jun 17, 2015 8:00:00 AM

Recurring revenue is the Holy Grail for managed service providers. Unfortunately, it is the area of the business that most MSPs struggle with. They either can’t sell enough new clients, don’t attract the right types of clients, or can’t command the right price.

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Topics: Business Development, Events and Webinars

Simple MSP sales tips from top strategists

Posted by Marie Rourke on May 20, 2015 10:03:00 AM

The past three weeks have been exciting and exhausting, jam-packed with a busy schedule of IT channel events. With so many events, it has been tough to take it all in, but the interesting conversations I had and lessons I learned made it worth all the planes, taxis, valets, and hotel hiccups along the way. Here are a handful of simple sales tips for MSPs I picked up from some of the industry’s best teachers, big thinkers, and talented professionals currently touring the IT circuit.  

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Topics: Business Development, Selling Cloud Backup

Cold calling tips for MSPs: Should I focus on a specific offering?

Posted by Carrie Simpson on May 13, 2015 8:30:00 AM

One of the first questions a client usually asks me is whether or not they should focus on a particular offering when they are looking for new business via cold calling. The answer is a very definitive “Sometimes!”

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Topics: Business Development, Lead Generation, Selling Cloud Backup

5 Ways MSPs can make the most of National Small Business Week

Posted by Anne Campbell on May 4, 2015 2:23:00 PM

As an MSP, you know that small businesses can be a big opportunity, but this week, there’s even more reason to celebrate SMBs. The U.S. Small Business Administration has declared May 4 to 8 to be National Small Business Week, and it’s a great opportunity for IT service providers to both learn from fellow business owners and engage with current and prospective customers.

Here are a few ways you can make the most of the week:

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Topics: MSP Marketing, Business Development

Four challenges issued to IT service providers at ChannelNEXT East

Posted by Achmad Chadran on May 1, 2015 4:22:00 PM

The scenic mountain town of Saint-Sauveur, Quebec, provided a refreshing backdrop to this year’s ChannelNEXT East, and the opening panel discussion, “VAR MasterMind,” set the tone for the event. The program billed the panel discussion as an exploration of challenges facing VARs and MSPs, but I felt the focus was more on solutions than on challenges. Julian Lee, president of ChannelNEXT organizer TechnoPlanet Productions, held court with three other eloquent professionals on vital topics facing IT service providers: social media, CRM, and the becoming better business owners.

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Topics: Business Development, Cloud Industry and Technology, Events and Webinars

5 Types of problem customers that every MSP should avoid

Posted by Stuart Crawford on Apr 29, 2015 9:00:00 AM

When times are tough, you might feel like you need to take on any customer you can get. However, this is can be a risky move. Some clients can actually be detrimental to your success—and your bottom line.

Here are five problem customers you need to watch out for when booking new business as an MSP:

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Topics: Business Development, Buyer Targeting, Customer Management

Recipes for Success: Learn how to simplify the way you package your MSP offering

Posted by Anne Campbell on Apr 28, 2015 8:30:00 AM

Recipes for Success is a monthly series of step-by-step guides designed to help managed services providers improve and grow their businesses. Each month we’ll introduce a different recipe that will walk you thorough how to tackle a specific improvement. Stay tuned for the companion video series Remix, where you’ll get expert advice on how to take the recipe to the next level. 

Let’s face it. As a managed service provider, your life can be complicated. Between keeping up with help desk tickets, managing routine backups and maintenance, and fielding other customer requests—not to mention trying to sell your services to new prospects—you have an impressive amount of tasks to juggle.

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Topics: Growing Your MSP Business, Business Development, Differentiation, Recipes for Success

4 news aggregators that help MSPs save time

Posted by Garry Dumas on Apr 2, 2015 9:00:00 AM

As an MSP, you know it’s important to stay up to date on the latest tech trends and best practices, but you’re busy. You don’t have the time to search through a bunch of different websites to get the information you need.

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Topics: Business Development

Why MSPs need to create a business plan template to achieve success

Posted by Gary Pica on Apr 1, 2015 1:00:00 PM

Over the past five years I have coached more than 1,000 MSPs on how to increase recurring revenue and profitability. In every case, the business owner wanted their future results to be dramatically different than their current situation. This means that something (usually a long list of things) will need to change. It may be a change in people, process, or focus.

I have found that discipline around the business planning process is the leading indicator of success. Let me explain a few reasons why time spent on business planning will change your business and change your life.

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Topics: Growing Your MSP Business, Business Development

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