After talking with dozens of IT managed services providers and analyzing more than 500 MSP websites, we have a pretty clear understanding why the online marketing of MSPs has been broken. If you are reliably and predictably generating the right leads then you can skip this - just check the short MSP website grader at the bottom. Otherwise stay tuned and read this short article.
Before we start, we need to establish one thing: "Clients we desire do not have IT problems anymore."
If they have visible IT problems, they are not good for us. Why? Well, if in 2015 a potential client has not been able to find someone who can take care of their basic IT needs we have to watch out. They either have not been able to or have not wanted to spend on IT.
Our best customers are the ones who understand IT and want more services because they think technology can deliver value to them.
The only way we’ll see qualifying prospects with visible IT problems in a given department is when the IT provider has been dropping the ball continually, and we all know this is happening less and less frequently.
Most potential clients have solved the MSP 1.0 problems: infrastructure, networks, devices, virtualization, and some cloud. We need those people because they want to move forward. These are our "best potential clients." Unfortunately, they have solved the traditional problems with someone else, but that does not dictate that they have to continue to solve their next challenges without us.
If we agree on this, we can now start analyzing why our current websites are not working.