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3 min read

Closing 11 Virtual CIO contracts in 3 weeks

By Denes Purnhauser on Nov 20, 2015

Greg Tanner from Denver is a maverick, no question about it. His “Technology Quarterback™” slogan has become a meme among the MSP 2.0 community. We spoke the other day and I am still speechless. He started crafting this vCIO offering back in June, piece by piece, and started selling it in early October. Since then he’s closed 11 virtual CIO contracts with over 20K MRR! In this video, Greg shares the secrets to these amazing results. Be aware, he has very strong opinions about MSP 2.0. (Even stronger than me - Haha!)

Topics: vCIO IT Sales Person Virtual Chief Information Officer IT Sales Business Building for IT Companies MSP Virtual CIO CIO
2 min read

Cold calling best practices with Carrie Simpson

By Denes Purnhauser on Oct 1, 2015

Carrie Simpson, Founder and CEO of Managed Sales Pros is the one and only MSP Cold Calling guru- an expert on what drives tangible results. Though we are very much focused on the inbound marketing side of lead generation, we cannot deny the potential performance of cold calling.

I was really interested in her best practices in getting leads over the phone, and surprised by some of the hints and tips Carrie shared with me. She talks on how to overcome call reluctance, how to build a winning script, and how to best manage the time investment.  

Topics: IT Sales Person Managed Services Providers Inbound Marketing for IT Companies IT Sales MSP Marketing for IT Companies
4 min read

5 ways MSPs can leverage Business Model Canvas 

By Denes Purnhauser on Sep 24, 2015

Business Model Canvas has been a very hot management tool recently. Personally I have created 100+ Business Models over the last couple years for clients and for our companies. One of our companies is even a "Use Case" in the Hungarian edition of the Business Model Generation Book. We have developed different ways for IT managed services providers to use the tool for different reasons. Let's take a look at 5 practical ways to leverage this tool.

Topics: vCIO IT Sales Person IT Sales Business Building for IT Companies MSP Virtual CIO CIO
4 min read

Why do most professionals charge for advice while we MSPs do not?

By Denes Purnhauser on May 25, 2015

Isn't it a bit perplexing that doctors and lawyers can ask for $400 per hour for any and every consultation, but IT service providers are too shy to ask for $200 for their expert advice and often just give it for free? Why is the highest possible value MSPs give to the clients so devalued? Let's investigate this discrepancy and check out a couple quick tips for a solution. We are going to take a cue from Dentists.

Topics: vCIO IT Sales Person Virtual Chief Information Officer IT Sales MSP
3 min read

Convert a business problem to an IT problem with ease

By Denes Purnhauser on May 19, 2015


A basic truth of sales is that you need to associate your services and products with the pain-points of your customers, so that what you offer is thought of when those problems arise. IT managed services providers are selling high-level concepts when the client has manifesting pain-points: slow server, slow internet, outages, severe duty service, etc. But what can an MSP do for a client who doesn’t recognize the snags and hurdles they have? Let’s take a look at an easy 5 minute solution to this problem.

Topics: IT Sales Person Managed Services Providers IT Sales MSP Marketing for IT Companies IT Consultative Sales
4 min read

Proactive Customer Development: Leverage your QBRs

By Denes Purnhauser on May 5, 2015

Most IT managed services providers are quite proud of how proactive they are, especially in terms of technical services like maintenance, antivirus, warranty, etc. However, if we look at their client's IT savvy, operational maturity, and  IT enablement, this is less true. Here are four easy tips to leverage Quarterly Business Reviews and implement the proactive mindset on a higher level.

Topics: vCIO IT Sales Person Virtual Chief Information Officer IT Sales MSP Virtual CIO CIO QBR Quarterly Business Review
6 min read

The 6 Reasons MSPs Tend to Over-Deliver

By Denes Purnhauser on Apr 22, 2015

One of the most common laments we hear from IT managed services providers is over-delivery of too many different services. They feel they serve their clients more than needed and the services go unused by the clients. Account managers end up doing more IT consulting than they should, demands for IT consultation are unlimited, and the IT company invests time on IT projects that never start. Here we delve into the root of the problems and learn what to do about them!

Clients will start with questions like “What is the best application for this problem? Why are people not productive? How do we manage various IT related vendors?”, etc. However most IT companies do not have the right model for IT consultancy, and try to address those needs without a viable revenue model.

The result of over-delivery is diminished return on service investment. Not only do we do too much but at the same time we set unreasonable expectations with the client. We teach them that we do it for free, or that any request is covered already, and that blocks our ability to implement a profit model, if we even have one.

Let's quickly see the six causes of over-delivery and review a solution.

Topics: vCIO IT Sales Person Virtual Chief Information Officer IT Sales MSP Virtual CIO CIO IT Consultative Sales
2 min read

What is the one business skill MSP leaders can teach their clients?

By Denes Purnhauser on Dec 23, 2014

Transitioning into the role of trusted advisor can be difficult even to get started. Most MSP leaders are more comfortable discussing technology rather than business. That’s part of the reason we work in IT in the first place. But it’s time to step out of that technology comfort zone.
 
There must be a way “tech” people can engage in business conversations with non-technical prospects and clients. There is vast opportunity for MSP leaders to leverage their natural business acumen and become trusted advisors, in some specific areas.
 
One of these often overlooked areas is how to ship or deliver their products and services in a profitable way. Imagine that?! One of the most important yet overlooked aspects of a business is one that defines profitability.
 
But why is an MSP leader always better here than most of his clients?
Topics: vCIO IT Sales Person Virtual Chief Information Officer IT Sales MSP Virtual CIO CIO IT Consultative Sales
5 min read

Trusted Advisor or Technician, Which Pays More?

By Denes Purnhauser on Nov 28, 2014

Most IT managed services providers we work with suffer a fundamental problem: the definition of who they are. The lack of a clearly defined definition of the business can be the biggest obstacle they face to success in the MSP 2.0 environment. The statement "I am a tech" needs to change to "I am a IT consultant." Unfortunately people often underrate themselves because they lack an MBA or they’re uncomfortable with so called “sales.” This limits them and their teams in engaging with more clients and prospects in a meaningful business way.

However, being a business consultant is just a role, a mode of operation, a mindset and the subject can be anything technical. Consulting is a behavior, a set of skills and tools that anybody can learn and implement. We are creating a series about being a consultant so you can harness the power and reframe how your clients see you.

Topics: vCIO Managed Services Providers IT Management Virtual Chief Information Officer IT Sales MSP Virtual CIO CIO IT Consultative Sales
7 min read

12 mistakes most MSPs make with their vCIO services

By Denes Purnhauser on Nov 20, 2014

The virtual CIO phenomenon is not new, yet the promises of the role have not been realized across the industry. Some mature IT managed services providers who believe they have a functioning vCIO practice, on closer inspection, still show challenges with delivery, scalability and profitability.

While we could go in depth to identify the root of these problems, instead here we'll highlight the twelve most common mistakes MSPs make with their vCIO. At the end of this article there is a questionnaire where you can measure yourself against other IT companies.

Topics: vCIO IT Sales Person Managed Services Providers Virtual Chief Information Officer IT Sales Business Building for IT Companies MSP Demand Generation for IT Companies Marketing for IT Companies Virtual CIO CIO IT Consultative Sales
5 min read

Monetizing Client Apps and SaaS Solutions the Smart Way

By Denes Purnhauser on Sep 7, 2014

If you’re like me, you’re often evangelizing cool applications, services, and vendors to your clients. You have a cool feature on your Todo application, or you were able to integrate your CRM with LinkedIn, or you just collaborated with your team with an awesome project management tool. We spread the idea because we are advisors by nature. The question is how can we capitalize on this habit? How do we create service offerings around SaaS-based applications?

I hope you have read our monster blog article about the business model changes of the MSP. In this model there is an item called "Marketplace" in the partnership section, there are revenue streams called "Marketplace Commission" and "3rd Party project management," and there is an activity called "Resell Vendors, Applications."

The idea here is quite a common practice among IT managed services providers - finding a problem on the client side and helping them with an application. After deploying, manage the usage, subscription, and processes of the application. IT companies are mostly infrastructure providers, so they do these types of activities but in an ad-hoc way. What’s new here is the proactivity and a defined structure for these types of services.

Topics: IT Sales Person Managed Services Providers IT Sales Business Building for IT Companies MSP Implement New IT Services Cloud Services
2 min read

Webinar Takeaways on Selling IT Security and Compliance

By Denes Purnhauser on Aug 15, 2014

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

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

Topics: IT Sales Person Managed Services Providers IT Sales Business Building for IT Companies MSP IT Consultative Sales NIST Cyber Security IT Security
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