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It was a really engaging talk with Steve Rutkovitz CEO of Choice Technologies. He is a very successful MSP practitioner specializing in IT Security and Compliance.

We were talking about MSP challenges, strategies, MSP sales processes, IT security and compliance opportunities and partnerships, and I learned the following:

  • there are surprising similarities between the mainframe to PC era shift and the PC to Cloud era shift
  • To become a successful MSP one of the most important traits is having best-in-class partners
  • When you move up streams, you have to make sure you are able to manage management type people
  • You have to develop a solid marketing / sales engine to teach your clients and prospects
  • The Challenger sales is a great way to leverage the natural teacher inside IT managed services providers
  • You can sell Security and Compliance solutions without doing the delivery side
  • The business model of selling IT security solutions through a partner
  • The best foot-in-the-door tips and tricks to get front of CEOs
  • The complete MSP sales process from “access to address” that maintains the IT security issues
  • The natural advisory mindset of IT companies and the potential contained within

 

Thanks to Steve Rutkovitz for the wisdom and the honest, straightforward answers. I believe his thoughts could help IT managed services providers in any size and any maturity. You can bet this won’t be our last discussion with him.

 

Denes Purnhauser

Written by Denes Purnhauser

Denes has grown his MSP from 5 people to 17 staff in less than a year by implementing business problem focused sales processes with vCIO. He has transformed the client engagement processes of hundreds of MSPs.