4 min read

The 4 roles that make you a high value business partner

By Denes Purnhauser on Aug 30, 2019

Transforming your Basic IT Service Provider company into a high-value business partner is a study in communication - why you communicate, what you communicate and who is communicating to whom. There are four roles that are critical to your relationship with your clients. The communication from these four critical roles will determine whether your company is becoming a commodity or a differentiated brand. Let’s take a look at these roles and what you can do to make sure their communication will be excellent.

Topics: vCIO MSP Sales Account Management Client Engagement Technical Account Manager
2 min read

Building blocks for Strategic Engagements

By Skip Ziegler on Aug 23, 2019

The Strategic Client Engagement.  It’s a fancy name for a meeting; but it helps set the overall goals of what we are trying to achieve: an opportunity to talk with our clients about how technology can help drive their business to meet their current and future needs.

Topics: Account Management Client Engagement Technical Account Manager
7 min read

The 4 Steps of Successful Cybersecurity Service Monetization

By Caleb Christopher on Aug 15, 2019

In my observation, previously working for an MSP and now with MSPs: for some, monetizing security is an elusive goal that seems to be reserved for those who already have connections, experience, and the right customers. Why?

Topics: Cybersecurity
3 min read

Why MSPs are not closing business enough

By Mark Woldman on Aug 5, 2019

You pro­vide a great ser­vice, the price is right, your mar­ket­ing cam­paign is spot-on, yet very few deals are actu­ally clos­ing? Does this sound like your com­pany? Sadly, a good offer often times isn’t enough to win a client over. Some­times a lower level com­peti­tor gets the busi­ness. Why? Bet­ter sales tech­niques. In order to go from con­tact to con­tract, you need to be one step ahead of your com­peti­tors, espe­cially as it relates to sales processes and tech­niques. Fol­low­ing are some help­ful tips that will help you close the sale faster – and eas­ier – than ever:

Topics: Sales MSP Sales consultative sales
4 min read

Why vCIO Programs Fail

By Adam Walter on Jul 25, 2019

The industry is changing, you need to evolve or be left behind by your clients. The next step to MSPs is vCIO, but how do we get there?

I have spent the last few years coaching MSPs on how to create successful vCIO programs. There is a consistent message across every single MSP:

“We want a vCIO program but have not been able to get it going”

Topics: vCIO Virtual CIO Client Engagement Strategic Leadership Disruptive MSP Adam Walter
2 min read

What does EOS have to do with becoming a CCSP

By Jamison West on Jul 25, 2019

I'm talking to you today because I've been getting a lot of questions about why I've been so focused on EOSTM (Entrepreneurial Operating System) and then other strategic methodologies and all of these teachings that I've been bringing to you regarding shifting from a traditional managed service provider to becoming a Cloud-Centric Solution Provider (CCSP). And what I've realized as I've worked with different clients is that one shoe doesn't fit all...

Topics: Implement New Services Cloud
1 min read

How much time should you spend on account management activities?

By Myles Olson on May 31, 2019


Are you spending all your Account Management resources on your noisiest clients? Does this mean some clients are being overlooked and underserved? What’s the best way to segment your clients and assign the appropriate resources?

1 min read

The IT budget spreadsheet you never find time to build

By Myles Olson on May 31, 2019

Have you always wanted to sit down and design a great budget spreadsheet that clearly explains IT spending? One that your clients will understand, complete with pretty graphs?

Here you go!

3 min read

Client Engagement Excellence Program

By Denes Purnhauser on May 31, 2019

Here is the Problem...

Communicating with your clients at only the technical and tactical level will eventually lead to diminished engagement. Executives are looking for more strategic and business-oriented conversations. Without a clear understanding of the roles for the Account Managers, Technical Account Managers, Technical vCIOs or Business vCIOs it is nearly impossible to leverage any process, best practice or tool to get your critical audience excited.

Topics: Account Management Client Engagement
2 min read

Monetize Microsoft 365 Services

By Denes Purnhauser on May 31, 2019

On this interview Rich Anderson (Imagine IT) and Adam Walter (Virtual C) talk about leveraging Microsoft 365 for business discussions, differentiation and as a platform for growth.

Rich Anderson has been successfully validating the opportunities behind MS365 discovery processes and services. Adam has built a remarkable audit process for turning productivity issues into projects.

Topics: Implement New Services Cloud
1 min read

6 Best Practices of Top Performing vCIOs

By Adam Walter on May 31, 2019

If you think technology strategy involves talking to your client about firewalls and server patching levels you are doing it wrong!

Technology is becoming a commodity. Just a few years ago you needed an engineer just to install wireless. Now anybody with a cheque book can order turnkey solutions from amazon and manage their entire technology stack from the cloud. Businesses need partners to help them compete, they don’t need to be more educated on the greatest next generation firewall.

Topics: vCIO Virtual CIO Client Engagement Adam Walter
2 min read

Get Buy in from Executives on Required Projects

By Denes Purnhauser on May 31, 2019

 

Problem: long decision making process and postponing of urgent/important projects

When projects are vitally important or urgent but the client is hesitant, doesn't make a decision or simply ignores the facts, then they do not see the value that you do.

Your goal is to demonstrate this value, make the decision easy and instill a sense of urgency to move forward.

Because this is a crucial conversation, structured meeting tools can help to:
Use visuals to align the client with the problemGenerate a high level perspectiveMake the deliverables tangibleRationalize the decision with an ROI Calculator.

Topics: Client Engagement
3 min read

Bring your reports to life with embedded applications

By Myles Olson on May 31, 2019

There’s no arguing that interactive experiences are a lot more fun than just being handed a pre-canned report. The best meetings all share 1 inherent quality: They tell a story that the audience wants to participate in. Now you can structure an impressive, engaging client meeting and consolidate lots of great information in a relevant way using 3rd party applications.

3 min read

Stop Dumping on your Clients

By Myles Olson on May 30, 2019

Today let’s investigate how to deliver incredible client experience in your meetings. But first, we have to inspect what we expect from the meeting. 

3 min read

Smart Shoppers Won’t Buy What They Think They Already Have

By Myles Olson on May 29, 2019

There are collectors, like Jamiroquai singer Jay Kay with exotic cars, Imelda Marcos with shoes and Donald Trump with golf courses, but most of us try to economize, and don’t go shopping for something we already own.

Become a Trusted Advisor with Strategic Client Meetings

Test