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2 min read

Internet of Things

By Adam Walter on Oct 11, 2021

Apple Podcasts: https://apple.co/2NHRRDl
Spotify: https://spoti.fi/3uooSU

Topics: vCIO Managed Services Providers Implement New IT Services Adam Walter
2 min read

Travel and Technology

By Adam Walter on Aug 30, 2021

Apple Podcasts: https://apple.co/2NHRRDl
Spotify: https://spoti.fi/3uooSU

Topics: Managed Services Providers CIO Humanize Podcast
2 min read

EpISODE 164: Complexity is the Enemy

By Adam Walter on Aug 23, 2021

Apple Podcasts: https://apple.co/2NHRRDl
Spotify: https://spoti.fi/3uooSUX

Topics: Managed Services Providers IT Management CIO Technical Account Manager
1 min read

Merger meant for you

By Adam Walter on Apr 1, 2021

Virtual C and Managed Services Platform have been working together to create tools to increase customer success since 2017. Together we have created a turnkey product line with all the tools, templates, coaching and resources necessary for success. These all form the battle-tested Humanize IT framework that many of you are familiar with

Topics: Managed Services Providers Managed Services Platform
4 min read

How Salespeople Close IT Projects Faster?

By Myles Olson on Jan 28, 2021

We’re all too well aware of the enormous amount of work that goes into the preparation phase of every client IT project. From the idea stage (we need to replace the server architecture) to actually being able to send a proper quote ($18,500 with labour cost) the MSP spends dozens of hours coming up with the IT project plan and the numbers. The hours are tracked as “sales” hours spending time on those quotes but at the end of the day most of those projects never take off. Everybody is bummed, the client calls off the opportunity, the team writes off the time to a “lost opportunity” category and life goes on. However there is a totally legitimate, battle-tested sales tactic that a few MSPs use to cut this unproductive and morale-draining busy work. Let's get into the details.

Topics: IT Sales Person Managed Services Providers IT Account Management QBR Technical Account Manager Managed Services Platform
5 min read

How to Schedule QBRs for Engagement

By Denes Purnhauser on Jan 14, 2021

Most MSPs have a hard time not only engaging executives in QBRs but even being able to sit down with clients, as they don’t see the value they add to their business. The goal of scheduling a QBR is more about selling them the process, benefits and the results so they see the value and look forward to these events.

We are going to discover the minimum requirements of scheduling an engaging session with the right people in the client’s organization. As a result you are going to get more executive level decision makers in your meetings with higher anticipation.

Topics: Managed Services Providers IT Account Management IT Client Engagement QBR Technical Account Manager Managed Services Platform
3 min read

Client Engagement in 2021 New Features

By Denes Purnhauser on Dec 10, 2020

At Managed Services Platform our vision has always been to turn technically heavy client meetings into engaging value added business conversations. 

2020 has brought new challenges for Account Managers and vCIOs. Client meetings became remote, the duration of sessions shrank, the topics in QBRs steadily increased and clients got very apprehensive about investing in general.

We would like to go through the upcoming new features to make sure you can solve those challenge.

Topics: Managed Services Providers IT Client Engagement NIST Cyber Security Technical Account Manager Managed Services Platform
6 min read

How to bridge the gap between cyber security technologies and business value

By Denes Purnhauser on Dec 3, 2020

The borders of the network have disappeared, and people have moved out of the office with minimal focus on securing their remote environment. Ransomware events are increasing in both frequency and amounts demanded. Compliance and certification is getting more focus as governments move to support cyber security initiatives. The news is full of talk about security concerns. 

Despite all the trends favouring cyber security related services, the gap is still growing between the real value of cyber security Services and their perceived business value. 

In this article we go after why MSPs still seem to be struggling to articulate the business value of higher cyber security standards, creating proper business development plans and capturing the market opportunity. That leads to all kinds of problems for clients, including not being protected. Bad executive decisions mean MSPs cannot monetize cyber security services and end up hurting their bottom lines.

Topics: Managed Services Providers IT Account Management Strategic Leadership NIST Cyber Security IT Business Development
5 min read

Business Relationships cannot be automated...

By Denes Purnhauser on Oct 8, 2020

There are many tools and best practices out there to streamline, and automate technology conversations with RMM integration, ticket reports and asset management functions. The reason is that as most MSPs by starting their QBR processes they simply try to run faster to the wrong direction. The common mistake we see is they try to streamline a technology focused tactical conversation (important for them) rather than elevate themselves with strategic-business focused QBRs (important for clients). Let’s see the 3 reasons why it is the case, 3 impacts taxing these MSPs and the 3 steps to fix this quickly.

Topics: Managed Services Providers Strategic Leadership QBR Quarterly Business Review
3 min read

What to ask from executives on a QBR?

By Denes Purnhauser on Sep 23, 2020

Most MSPs enjoy great personal relationships with office managers and technical contact people because of their regular work together. As executives are not part of the operation it is very important to know them better, understand them better and build strong relationships with them through the only touchpoint you have: Quarterly Business Reviews.

In this article, we check the 8 most important areas you can cover with your executives to get more engagement.

Topics: vCIO Managed Services Providers IT Account Management Strategic Leadership QBR Quarterly Business Review
7 min read

The reason why QBRs are not repeteable

By Denes Purnhauser on Sep 14, 2020

If you’re an MSP doing Quarterly Business Reviews / Business Strategy Reviews / Technology Business Reviews or anything along those lines, you might have noticed a chronic hurdle: it’s impossible to wrap a process around them that has traction for more than a few quarters. Thus it’s hard to make those productive, engaging, and repeatable. The result is either an ever broken process or the owner of the MSP is stuck in these meetings and prevented from focusing on more strategic work.

Topics: Managed Services Providers QBR Quarterly Business Review
3 min read

Lessons Learned: How to thrive during uncertain times

By Adam Walter on Aug 25, 2020

Throughout the pandemic and these times of uncertainty, we’ve seen various industries defaulting to panic mode. They don’t know what to do or what’s coming next, so they hold their breath, make decisions in the moment and hope for the best. Moving from one thing to the next without strategy has left these employees increasingly tired and unmotivated. 

In the technology world, we have a phrase for this practice that we hear multiple times a day: Firefighting. Firefighting means you’re spending your day putting out one fire after, always moving to the next issue with no time to plan ahead or create solid solutions for the future.

Being stuck in this firefighting mode comes with a big problem: burnout.  Always having something to do is fun at first; it feels like you’re coming in as a hero and fixing the problem. Then reality hits. You aren’t getting anything done, you’re just bouncing around from one thing to the next and creating recurring problems.  Fortunately, there’s a way to stop this, and that’s where Lessons Learned comes in.

Topics: vCIO Managed Services Providers Strategic Leadership Adam Walter
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