Become a Trusted Advisor with Strategic Client Meetings
Become a Trusted Advisor with Strategic Client Meetings
2 min read

How to build client rapport under pressure & limited time

By Denes Purnhauser on Feb 19, 2020

A new customer of Managed Services Platform called us the other day: “Guys, I have a concerned client and risk going into a meeting completely unprepared. I want to do it professionally so they see I am fully organized on their needs, that I can get my ideas across and have an engaging meeting with them. Oh.. did I say I have only one hour?”. We helped this client shift from being reactive, defensive and unorganized to professional, confident and prepared by assembling their personal committed overview ready for the meeting in 30 minutes using our pre-built templates and software. This is how the risk was turned into opportunity.

Topics: Client Engagement
6 min read

Why Growing an MSP is so hard?

By Denes Purnhauser on Feb 7, 2020

The Managed Service Provider business model is a complex one and comes loaded with all sorts of challenges. One of the biggest issues is being able to drive predictable growth for the company and to build an operational maturity that can manage that growth at the same time. You’re beset from both sides: MSPs will suffer from their growth being slow and all effort will go into desperate tactical marketing and sales efforts. They’ll also struggle if growth is too fast and all efforts are spent on a tactical fix of their service delivery. 

Progressive MSPs have deserved a strategic answer to move from the reactive firefighting mode to a proactive business building model. Let’s review how to solve this problem once and for all.

Topics: MSP Business Building Implement New Services
4 min read

Debate on All In vs. Modular MSP pricing

By Denes Purnhauser on Jan 30, 2020

The Managed Services business was created from the traditional suite of desktop management, backup, network and server support. Most MSPs now are offering various services outside the traditional managed infrastructure scope: application management, additional security or virtual CIO services. This is the evolution of managed services, and the right way, however many MSPs have just reactively added some of these services to stay relevant to their customers and protect the core MSP services. They might call themselves "your IT department." Let's check out why it’s a problem and what to do about it.

Topics: MSP Business Building Pricing Implement New Services
5 min read

5 Questions that will make your Client Meetings Strategic

By Denes Purnhauser on Jan 23, 2020

What would it feel like not just having great and engaging meetings with clients but being able to become true business partners? Progressive MSPs has been started because when the Quarterly Business Review meetings aren’t focused on the “Client’s Business Review” but the “MSP’s Business Review” then engagement drops and the relationship gets mired in the technology partnership level. Although it raises a concern about the scalability of the process - as account manager employees seem to have trouble engaging executives with real business discussions - there are best practices that can be applied to empower employees to elevate the conversation.

In this blog we collected five great conversation starters that will generate huge engagement among high-value client business owners and executives. Your growth need not stagnate just because you as a business owner are the only one who can deliver these meetings.

Topics: Client Engagement
5 min read

How to get out of your “Client Engagement Debt”

By Denes Purnhauser on Jan 17, 2020

As a Technology Provider, you’ve undoubtedly encountered the symptoms of your clients' "Technology Debt." This is the manifestation of the inherent costs of perpetual support for less-than-optimal technology. This is a drain on both you and the client. Client Engagement Debt is a similar concept that encompasses the implied cost of not having enough quality Account Management, Technical Account Management, vCIO or IT Consulting activities with your clients. This costs you money, erodes trust, loses opportunities and even lowers the value your clients see in your services. Let’s take a look at how much debt you have and how to get rid of it this year.

Topics: Client Engagement
6 min read

2019 / 2020

By Denes Purnhauser on Dec 20, 2019

Good news for you as a Managed Services Platform member! Unlike you, the majority of your MSP competitors are still

  • Not delivering consistent high impact QBRs to their clients, and let them wonder what they’re paying for
  • Not delivering visible business value, only trying to look like it
  • Not adopting new services such as cybersecurity, vCIO or Application Management
  • Not winning deals with profitable clients, only growing with low margins with a demanding client base

As a member of the Managed Services Platform, you’re way ahead. Let’s quickly review how you’ve been ahead of the curve in 2019 and how you’re going to be even more competitive next year.

Check out this quick summary of the updates in 2019 and what is coming in 2020!

4 min read

Managed Services Platform Account Manager Report 2019

By Adam Mihaly on Dec 13, 2019

In our previous blog post, we reviewed how we typically see our vCIO community members from 2019, so now let’s look at another report regarding our other active community of more than 700 account managers that are working with us today.

Topics: Account Management Win New Clients Technical Account Manager Managed Services Platform
8 min read

How to Become a Trusted Advisor With Strategic Client Meetings

By Denes Purnhauser on Dec 12, 2019

Most MSPs are facing the commoditization trap. Competition is getting fierce, price pressure is constant, it’s hard to get in front of prospects and selling additional services like cybersecurity or IT consultation is tough.

There is one telltale sign each MSP should look for of declining client engagement which leads to the downward spiral of less connection, less stickiness (retention) and eventually less profitability.

In this blogpost we are going to learn about this telltale sign, how you can identify whether your MSP is affected and what to do to overcome the problem.

Topics: vCIO Client Engagement
3 min read

Managed Services Platform vCIO Report 2019

By Adam Mihaly on Dec 6, 2019

Managed Services Platform's vCIO community has been growing year by year since 2014. In fact, we are most likely now the largest active vCIO community in the world with more than 600 members. With this news, we have decided to create a short report regarding how we typically see our vCIO members across the globe.

Topics: vCIO Client Engagement
2 min read

5 Reasons You Lose Deals to Your Competitors

By Mark Woldman on Oct 18, 2019

Are you struggling to sell Managed Services?

If you are struggling to sell services, don't worry, you are not alone. MSPs of all sizes are feeling the pinch when it comes to sales, so this struggle is not exclusive to you. 

Factors such as increases in competition, frugal clients, poor product positioning, diminishing referrals and lack of overall strategy, cumulatively contribute to a continual decline in sales.

Leads are at an all time low and the cost of generating leads is at an all time high. In light of this, it is more important than ever to utilize ways to set yourself apart from the crowd, secure your role as an industry expert and thus, gain credibility from existing and future clients.

Topics: Sales MSP Sales MSP consultative sales Win New Clients
9 min read

Accelerate Your Growth with the new features just released

By Denes Purnhauser on Oct 18, 2019

I am happy to introduce the sets of software features, updated templates, expert guide content and super specific programs to accelerate your growth! If your Account Management is not producing project revenues, your vCIO is not getting paid for advice, your Sales people are not getting leads or your Cybersecurity services are not being sold then this release is for you! This is what we are going to cover:

  1. New Software Features for Growth
  2. Expert Guides for Growth
  3. Role Specific Programs for Growth
  4. Quarterly Sprints for Growth
Topics: vCIO Sales MSP Business Building Account Management Client Engagement Cybersecurity Implement New Services Win New Clients Profitable Operations Technical Account Manager Skip Ziegler
4 min read

Unleash Your Growth Potential

By Denes Purnhauser on Oct 11, 2019

Whether you’re a “one-man-band”, an emerging MSP with a handful of people, a team about to reach the 20 people mark or even a large 50+ organization you have one thing in common: you may have reached a growth plateau and want to unleash your potential to get to the next level. In hindsight you can recognize that it all comes back to bottlenecks in your organization’s capabilities to unleash those potentials role by role: Account Management, vCIO, Technical Account Management, Sales, Cybersecurity and even the owners. All of them have low-hanging-fruit opportunities and by snagging those you can get to the next level in a smooth, predictable way.

Topics: vCIO Sales MSP best practices MSP Account Management Client Engagement Implement New Services Win New Clients Profitable Operations
2 min read

How Do I Get Visitors to Engage with My Website?

By Russell Stalters on Oct 8, 2019

How to Do I Get Visitors to Engage with My Website?

I mentioned this in my last Blog post. We live in a very “noisy” world and we need to grab their attention in less than a couple of seconds.

This is true for our website too. People don’t read website content any longer. When someone lands on your homepage they will start skimming the page very quickly to decide if they want to spend more time diving deeper.

Topics: Inbound Marketing MSP MSP Marketing Win New Clients StoryBrand
5 min read

How you steal money from your own MSP and how to stop doing it

By Denes Purnhauser on Oct 4, 2019


Unfortunately this is not a cheap cliffhanger title just to grab your attention. You’re reading it on your mobile so I’ll be brief like a bumper sticker: you steal money from your own MSP because you address the symptoms of problems with tactical Bursts of effort. That only generates more work and expends resources to generate tiny bits of unsustainable value. Sure, you feel busy and productive, but you don’t solve the problems in the long run. Sound familiar? Let's take an example and see how to fix it with Smart Goals and an action plan.

Topics: MSP Account Management Client Engagement QBR
5 min read

7 Smart Tips to Maximize Your Continuum Help Desk Partnership

By Josh Weiss on Sep 18, 2019

After my business grew from a break/fix it tech provider to a full fledged MSP, it was clear that I needed to offer 24/7 Help Desk service. I weighed the options and decided to outsource this role, choosing specifically to partner with Continuum’s Pittsburgh team. This partnership has thrived for the last 4+ years, expanding to encompass our Server Management, Security Operations, Network Management roles and more.

But, even though Continuum is an excellent partner, I learned the hard way that outsourcing a core operational process, like a Help Desk, can not be treated like ‘set it and forget it’. There are instances where it will not fulfil your needs... where you have to tailor it to fit your business. I also learned that the only way to take advantage of all that it offers is by first understanding how it works. It took me years and many mishaps to figure that out.

Topics: MSP Profitable Operations Help Desk Continuum
Become a Trusted Advisor with Strategic Client Meetings

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