Are you measuring your telemarketing ROI the wrong way?

Posted by Carrie Simpson on Mar 23, 2016 9:30:00 AM

Many of our clients tried hiring a telemarketer before they came to work with us at Managed Sales Pros. Often, when I ask them why they let go of their in-house caller, the response is, “Well, they worked with us for six months, and we didn’t get anything.”

If companies have attempted to do this several times unsuccessfully, the issue is easy to identify. They aren’t being patient enough. After all, the managed services sales cycle is longer than you think it is.  

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Topics: Professional Services

How reframing the conversation can help MSPs and their business clients

Posted by Achmad Chadran on Aug 24, 2015 1:41:00 PM

When we need help, many of us tend to get ahead of ourselves and overlook the true nature of the problem in the process. I recently asked my doctor for a podiatrist referral to fix a sharp pain in my heel, only to have him deduce that the pain was tennis-related, and offer a few hamstring stretches to do before each play. The fix was simple, effective, and affordable.

You might recognize this tendency to self-diagnose in many of your customers, and the mix of challenges and opportunities it can present for IT solution providers. The key to capitalizing on these opportunities is to take a step back and consider the larger business backdrops behind your customers’ problems and challenges.

Here’s why it’s important to reframe the conversation.

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Topics: Growing Your MSP Business, Professional Services, MSP Marketing, Sales Process, Differentiation

Three questions MSPs need to ask about file sharing platforms

Posted by Achmad Chadran on Apr 14, 2015 8:30:00 AM

Business-grade file sharing platforms isn’t just about data security. Yes, that is a critical consideration, but a file-sharing solution needs to serve a variety of business needs to be both effective and successful. That’s why it’s important for managed service providers to look more broadly at these platforms’ architectures, capabilities, and features when evaluating business-grade file-sharing platforms.

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Topics: Professional Services

The strategic value of enterprise file sharing

Posted by Achmad Chadran on Mar 27, 2015 2:30:00 PM

Enterprise file-sharing services have taken off in the past few years, and for good reason. Smartphones and tablets give us new freedom to work whenever and wherever we want, so our ability to access and share our unstructured data—documents, spreadsheets, graphics, and multimedia files—is more important than ever before. Email is fine up to a point but really clunky for sharing multiple revisions, and sending large attachments can quickly swamp company servers.

At the same time, attacks on sensitive data just keep getting bolder.

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Topics: Professional Services

Million-dollar questions: Selling the value of professional services

Posted by Manny Veiga on Jul 11, 2014 1:47:00 PM

Professional services can be a major profit-driver for MSPs, barring that they know how to communicate the value of these services to SMBs. 

In a guest post for MSPmentor this weekIntronis Sales VP Rob Merklinger describes how selling managed services bundles helps you profit on both the technology you resell and the support you provide. 

Rob also touches on the difficulty some services providers encounter when marketing IT support: the perception that it's an offering customers can choose to opt in or out of.

The best way to refine your professional services pitch is to ask yourself "the million-dollar questions" that can help frame the value you can provide to SMBs beyond the technology you sell. Communicating that value effectively makes IT support a "must-have" offering.

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Topics: Professional Services

How much is too much? The growing value of professional services

Posted by 2112Group Reports on Apr 23, 2014 1:00:00 PM

Professional services are undeniably important to the channel. To solution providers, these high-touch, high-value services offer the highest margins and best profits, and can offset the costs and narrow margins of traditional product sales.

Professional services is the central way partners define value to their customers – and therein lies the rub.

In a recent research project by The 2112 Group and technology distributor Ingram Micro, we found that solution providers may be leaning on the formidable merits of the professional services model to a fault.

Our Driving Growth Through Partnership in Professional Services report finds many partners are so intent on the delivery of professional services to reinforce the value customers perceive that they overlook opportunities to expand their engagements, reduce costs and increase revenue.

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Topics: Professional Services

Transitioning to managed services? Read the manual first

Posted by Manny Veiga on Jul 10, 2013 11:26:00 AM

VARs or break/fix solution providers that want to switch their clients to managed services have their work cut out for them. They need to be able to convince these current customers that it’s in their best interest to commit to an IT managed services contract, while navigating the field of price haggling and client skepticism. 

These aren’t easy obstacles to overcome, which is why it’s important to do your homework before becoming an MSP. Failure to do so might mean taking a shot on a losing proposition, writes Jay McCall in a recent piece for Business Solutions Magazine.

While it might be okay to forgo reading the instructions when trying out a new gadget, early-stage MSPs are taking a big risk by “winging it” during their first few months and years.

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Topics: Professional Services

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