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3 min read

Integrated and Seamless Solution

By Adam Walter on Apr 12, 2021

Becoming a world class Strategic Technology provider has never been easier. However, to accomplish this you need to have the right tools, mindset and training.  In this video and blog we spend some time talking through how streamlining our products is resulting in a big win for MSPs wanting to take their client engagement to the next level.

1 min read

Merger meant for you

By Adam Walter on Apr 1, 2021

Virtual C and Managed Services Platform have been working together to create tools to increase customer success since 2017. Together we have created a turnkey product line with all the tools, templates, coaching and resources necessary for success. These all form the battle-tested Humanize IT framework that many of you are familiar with

Topics: Managed Services Providers Managed Services Platform
4 min read

How Salespeople Close IT Projects Faster?

By Myles Olson on Jan 28, 2021

We’re all too well aware of the enormous amount of work that goes into the preparation phase of every client IT project. From the idea stage (we need to replace the server architecture) to actually being able to send a proper quote ($18,500 with labour cost) the MSP spends dozens of hours coming up with the IT project plan and the numbers. The hours are tracked as “sales” hours spending time on those quotes but at the end of the day most of those projects never take off. Everybody is bummed, the client calls off the opportunity, the team writes off the time to a “lost opportunity” category and life goes on. However there is a totally legitimate, battle-tested sales tactic that a few MSPs use to cut this unproductive and morale-draining busy work. Let's get into the details.

Topics: IT Sales Person Managed Services Providers IT Account Management QBR Technical Account Manager Managed Services Platform
7 min read

The Complete MSP QBR Process

By Denes Purnhauser on Jan 22, 2021

At Managed Services Platform our goal has always been to make your MSP business more productive to face the ever growing expectations of client engagement activities. 

In this article we've collected all the best practices you can utilize to connect the dots on how to prepare, deliver and follow up client meetings. Use this article as a reference guide and sources of many articles, blog posts and feature highlights that can help you make both you and clients more productive.

We've added new sections based on the the new software features and integrations of Managed Services Platform 2021 February Release. 

5 min read

How to Schedule QBRs for Engagement

By Denes Purnhauser on Jan 14, 2021

Most MSPs have a hard time not only engaging executives in QBRs but even being able to sit down with clients, as they don’t see the value they add to their business. The goal of scheduling a QBR is more about selling them the process, benefits and the results so they see the value and look forward to these events.

We are going to discover the minimum requirements of scheduling an engaging session with the right people in the client’s organization. As a result you are going to get more executive level decision makers in your meetings with higher anticipation.

Topics: Managed Services Providers IT Account Management IT Client Engagement QBR Technical Account Manager Managed Services Platform
6 min read

The State of the vCIO in 2020

By Dr Peter Torbagyi on Jan 7, 2021

Every year Managed Services Platform publishes a report about the state of the vCIO. We summarize the experiences of the largest vCIO community in the world. We’re not just interested in the major trends in the technology space, but how those impacted the vCIO role and responsibilities.

Topics: vCIO Virtual CIO CIO Managed Services Platform
3 min read

Client Engagement in 2021 New Features

By Denes Purnhauser on Dec 10, 2020

At Managed Services Platform our vision has always been to turn technically heavy client meetings into engaging value added business conversations. 

2020 has brought new challenges for Account Managers and vCIOs. Client meetings became remote, the duration of sessions shrank, the topics in QBRs steadily increased and clients got very apprehensive about investing in general.

We would like to go through the upcoming new features to make sure you can solve those challenge.

Topics: Managed Services Providers IT Client Engagement NIST Cyber Security Technical Account Manager Managed Services Platform
6 min read

How to bridge the gap between cyber security technologies and business value

By Denes Purnhauser on Dec 3, 2020

The borders of the network have disappeared, and people have moved out of the office with minimal focus on securing their remote environment. Ransomware events are increasing in both frequency and amounts demanded. Compliance and certification is getting more focus as governments move to support cyber security initiatives. The news is full of talk about security concerns. 

Despite all the trends favouring cyber security related services, the gap is still growing between the real value of cyber security Services and their perceived business value. 

In this article we go after why MSPs still seem to be struggling to articulate the business value of higher cyber security standards, creating proper business development plans and capturing the market opportunity. That leads to all kinds of problems for clients, including not being protected. Bad executive decisions mean MSPs cannot monetize cyber security services and end up hurting their bottom lines.

Topics: Managed Services Providers IT Account Management Strategic Leadership NIST Cyber Security IT Business Development
5 min read

Business Relationships cannot be automated...

By Denes Purnhauser on Oct 8, 2020

There are many tools and best practices out there to streamline, and automate technology conversations with RMM integration, ticket reports and asset management functions. The reason is that as most MSPs by starting their QBR processes they simply try to run faster to the wrong direction. The common mistake we see is they try to streamline a technology focused tactical conversation (important for them) rather than elevate themselves with strategic-business focused QBRs (important for clients). Let’s see the 3 reasons why it is the case, 3 impacts taxing these MSPs and the 3 steps to fix this quickly.

Topics: Managed Services Providers Strategic Leadership QBR Quarterly Business Review
4 min read

Do you have an Annual QBR Playbook?

By Myles Olson on Oct 2, 2020

Although client meetings are getting shorter due to the remote environment, account managers need to pack more into each session. Flooding the client with too much information in a short amount of time leads to an overwhelmed audience, a lack of decisions and countless unorganized follow up meetings. The key is to be able to define all the talking points with the client and spread them out logically over the year. This sets a predictable rhythm for the account manager and the client so they can discuss all salient points and make decisions one step at a time. In this blog we review how to best distribute the topics over the year and the critical points of developing your Annual QBR Playbook.

Your QBR Annual Playbook is your game plan to specify the different topics, decisions and engagement over the year on the different QBRs. This playbook is developed internally and shared with the client to engender alignment.

Different playbooks should be developed for different client segments. If you have only one meeting with a client for a year (as they are small and have no budget for more meetings) you cannot really have a playbook with them. However if they actually have 2 or more meetings a year then a playbook can come in quite handy. We are going to review a 4 meeting QBR formula as this can be applied to medium and larger clients as well.

Topics: vCIO QBR Quarterly Business Review
3 min read

What to ask from executives on a QBR?

By Denes Purnhauser on Sep 23, 2020

Most MSPs enjoy great personal relationships with office managers and technical contact people because of their regular work together. As executives are not part of the operation it is very important to know them better, understand them better and build strong relationships with them through the only touchpoint you have: Quarterly Business Reviews.

In this article, we check the 8 most important areas you can cover with your executives to get more engagement.

Topics: vCIO Managed Services Providers IT Account Management Strategic Leadership QBR Quarterly Business Review
7 min read

The reason why QBRs are not repeteable

By Denes Purnhauser on Sep 14, 2020

If you’re an MSP doing Quarterly Business Reviews / Business Strategy Reviews / Technology Business Reviews or anything along those lines, you might have noticed a chronic hurdle: it’s impossible to wrap a process around them that has traction for more than a few quarters. Thus it’s hard to make those productive, engaging, and repeatable. The result is either an ever broken process or the owner of the MSP is stuck in these meetings and prevented from focusing on more strategic work.

Topics: Managed Services Providers QBR Quarterly Business Review
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