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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
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
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
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
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

Start vCIO with Quick Productized Projects

By Denes Purnhauser on Mar 2, 2017

Starting vCIO services can be a struggle not just for you and your people, but for the clients too. There are some established expectations of vCIO services, which sets a hurdle right at their kickoff of these services. There is, however, a natural way of solving this problem: use easy to sell and easy to deliver productized vCIO projects.

Of course, developing such effective and elegant solutions does take time, so we’ve set up a shortcut to start, and let you build up vCIO Project products instead. Don’t worry - this isn’t taking on new work - just solve problems you’re expected to already, but start getting paid for all you do.

Let's see seven examples of typical vCIO products:

Topics: vCIO IT management Virtual CIO consultative sales Account Management Pricing
4 min read

My 7 Ah-ha! moments on the first MSP 2.0 boot-camp

By Denes Purnhauser on Feb 9, 2017

We just finished our first ever live 3 day Managed Service Productization boot-camp in Banff, Canada. With 25 participants we worked to crack the code in scaling up the managed services. Jam-packed with real work, the workshop groups created amazing content and generated ideas that have been sparkling. I wanted to capture some of the more intriguing ideas the MSPs came up with.

I’ll be elaborating on these topics in upcoming weeks, since I see each topic as worthy of more than a blog post, but here are the main ideas. These are my personal Ah-ha! moments.

Topics: vCIO MSP best practices MSP Business Building Account Management Pricing
6 min read

ROI Calculation of the Account Management role

By Denes Purnhauser on Feb 2, 2017

If you’re running a successful, growing and modern MSP practice, you either have solid Account Management / Technical Account Management practice in place, or you’re still doing it ad-hoc, and plan to develop a clear structure as soon as possible. In both cases calculating the ROI of the new role is critical, as well as setting goals and realistic expectations for the employees. Check out this ROI calculation and the huge potential of proper Account Management to growing your business.

Topics: vCIO MSP best practices IT management Account Management
4 min read

Where the MSP serving software industry is going

By Denes Purnhauser on Sep 2, 2016

All our accolades to the development people in the Connectwise Team and the super beta users; after three months of development we’re happy to announce the Connectwise integration is live.

I know integration is a boring subject and I don’t intend to explain the details of the features here. But the development process and the results have been prompting many to wonder where the software industry and specifically the MSP servicing software industry is going.

Ours was not just a simple data based integration. Our tool is actually running inside Connectwise with customized screens. One doesn’t even need to log in to our native tool to use all the features inside Connectwise, like execute Account Management, vCIO activities and running discovery workshops with prospects.

The question I am raising is: are we actually heading to where we have only one application that runs our MSP, and all the vendors create “modules” for that application?

Topics: vCIO MSP best practices MSP CIO Account Management
6 min read

5 false Myths of Managed Services

By Denes Purnhauser on Aug 26, 2016

As we have been talking with hundreds of Managed Services around the world we have been able to identify several common beliefs, and even myths shaping their thoughts.

The biggest problem here is that these beliefs were valid in the past. The times when the MSP model founded and spread across the world, these concepts were helping people to sell and execute services. However as the market went forward with the tectonic shift of consumerization, cloud, mobile and the overall maturity of IT, these beliefs are no longer valid.

Topics: vCIO Sales MSP best practices MSP Virtual CIO CIO Account Management
4 min read

Managing "unrealistic" expectations

By Denes Purnhauser on Jul 25, 2016

I just watched a hilarious 2 minute Youtube video where a comedian recounted the tale of someone righteously indignant over the atrocious inconvenience of the wi-fi breaking up during his trans-Atlantic flight. It made me ponder the trend of setting unrealistic expectations when it comes to technology. We have a short memory for problems fixed, take progress for granted and miss the chance to revel in our achievements.

Then I was thinking that perhaps this reminds you of a type of client of yours who is spoiled by all the progress and never satisfied. Who set these unrealistic expectations? How can we make sure we're not creating the problem ourselves? Check out this quick video and see what we can do to prevent it happening.

Topics: vCIO Sales MSP best practices IT management MSP CIO Account Management