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

6 tips for selling data backups

Posted by Lindsay Faria on Mar 3, 2015 9:50:00 AM

Here at Intronis helping MSPs market and sell their data backup services is a high priority, and lately, we’ve put a lot of energy into developing programs and materials geared toward this. Recently, we partnered with IT marketing author Raj Khera to provide actionable advice on how to locate potential customers and win data backup business. More than 400 MSPs registered for the “How to Sell Your Data Backup Services,” and the feedback has been great. Here’s a quick list of highlights I took from the presentation.

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Topics: Growing Your MSP Business, Buyer Targeting, Events and Webinars

MSPs Beware: Do your research before signing that new prospect

Posted by Stuart Crawford on Feb 4, 2015 9:00:00 AM

Who is your ideal client? As an MSP, you probably have some standards about the kind of companies you want to work with—say, SMBs with 50+ users, from one of four or five industries, in a period of growth, etc., etc. Most MSPs won’t turn away business that doesn’t match their ideal, but that doesn’t mean you should work with everyone who comes knocking at your door.

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Topics: Buyer Targeting, Customer Management

MSP reinvention: Why you shouldn’t settle for success

Posted by Achmad Chadran on Jan 20, 2015 10:54:13 AM

You’ve built up a healthy business helping entrepreneurs get the most of their IT. Your clients find solid value in your services and pay their bills on time (for the most part). Your people are diligent, creative, and thrive on collaboration.

Congratulations. You’re a star.

Still an opportunity exists for you to pursue new levels of customer enthusiasm and company growth.

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Topics: Innovation and Ideas, Business Development, Cloud Industry and Technology, Buyer Targeting, Differentiation

Managed services gains momentum in financial services industry

Posted by Manny Veiga on Feb 20, 2014 11:10:00 AM

We wrote recently about trends that suggest small banks are adopting IT at a faster rate than their larger counterparts, and explained why increasing tech adoption in the banking sector is only a good thing for the IT channel.

Now, a new report published in Wall Street and Technology suggests that the financial industry as a whole is making a shift toward managed services out of a need for predictable IT expenses and tighter security, among other factors. 

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Topics: Buyer Targeting

Why small and big banks need MSPs to help with IT

Posted by Manny Veiga on Jan 29, 2014 11:10:00 AM

An interesting IT trend has cropped up in the field of financial services: big banks, once regarded as ahead of the curve when it comes to technology adoption, now lag behind smaller financial firms that are bringing in new tech faster. It presents an interesting chance for managed services providers to help both small and large banks manage these investments better.

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Topics: Buyer Targeting

Infographic: Profiling the managed services buyer types

Posted by Intronis Staff on Jan 22, 2014 11:10:00 AM

What's the best way for IT managed services providers to stand out from the pack in a croweded market? A strong sales and marketing approach is crucial, but it helps to know exactly who you're marketing to. TechTarget recently released an infographic that breaks down potential IT buyers and decision makers within a variety of organizations. 

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Topics: Buyer Targeting

Managed services buying: Spotlight on CIOs

Posted by Intronis Staff on Nov 25, 2013 11:10:00 AM

To grow their business, IT managed services providers must understand who they are selling to, what their priorities are and how this is changing with the advent of new technology. In a recent Channel Expert Hour webinar we talked about the growing influence of the chief marketing officer in IT purchasing decisions. At the same time, experts say chief information officers still have a voice in IT buying, and it's one MSPs need to acknowledge.

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Topics: Buyer Targeting

MSPs: The government wants you!

Posted by Manny Veiga on Oct 24, 2013 11:10:00 AM

We've talked about the lucrative opportunities the government offers MSPs before, but now a new study is reinforcing this idea and the need for channel partners to differentiate based on verticals. 

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Topics: Buyer Targeting

Your most unpredictable, yet valuable client - the federal government

Posted by Intronis Staff on Oct 10, 2013 11:10:00 AM

Many MSPs and VARs eschew the chance to work with the United States government, and as the federal shutdown continues, it's really not that hard to imagine why. As a vertical target, the constant back-and-forth over the budget and agency funding can understandably make channel firms uneasy about depending on federal and state governments as clients.

However, there are many reasons why IT managed services providers may want to stick it out with the government, despite their frustrations. And certain service offerings - including secure cloud backup - can be the products MSPs need to appeal to these high-potential clients. 

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Topics: Buyer Targeting

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