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2 min read

5 Reasons You Lose Deals to Your Competitors

By Mark Woldman on Oct 18, 2019

Are you struggling to sell Managed Services?

If you are struggling to sell services, don't worry, you are not alone. MSPs of all sizes are feeling the pinch when it comes to sales, so this struggle is not exclusive to you. 

Factors such as increases in competition, frugal clients, poor product positioning, diminishing referrals and lack of overall strategy, cumulatively contribute to a continual decline in sales.

Leads are at an all time low and the cost of generating leads is at an all time high. In light of this, it is more important than ever to utilize ways to set yourself apart from the crowd, secure your role as an industry expert and thus, gain credibility from existing and future clients.

Topics: Sales MSP Sales MSP consultative sales Win New Clients
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
2 min read

How Do I Get Visitors to Engage with My Website?

By Russell Stalters on Oct 8, 2019

How to Do I Get Visitors to Engage with My Website?

I mentioned this in my last Blog post. We live in a very “noisy” world and we need to grab their attention in less than a couple of seconds.

This is true for our website too. People don’t read website content any longer. When someone lands on your homepage they will start skimming the page very quickly to decide if they want to spend more time diving deeper.

Topics: Inbound Marketing MSP MSP Marketing Win New Clients StoryBrand
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
5 min read

7 Smart Tips to Maximize Your Continuum Help Desk Partnership

By Josh Weiss on Sep 18, 2019

After my business grew from a break/fix it tech provider to a full fledged MSP, it was clear that I needed to offer 24/7 Help Desk service. I weighed the options and decided to outsource this role, choosing specifically to partner with Continuum’s Pittsburgh team. This partnership has thrived for the last 4+ years, expanding to encompass our Server Management, Security Operations, Network Management roles and more.

But, even though Continuum is an excellent partner, I learned the hard way that outsourcing a core operational process, like a Help Desk, can not be treated like ‘set it and forget it’. There are instances where it will not fulfil your needs... where you have to tailor it to fit your business. I also learned that the only way to take advantage of all that it offers is by first understanding how it works. It took me years and many mishaps to figure that out.

Topics: MSP Profitable Operations Help Desk Continuum
2 min read

How to Make Managed Service Provider Marketing Better

By Russell Stalters on Sep 11, 2019

Here are two ways to make your making better.

Managed Service Providers (MSPs) most often have really complex solutions. One challenge most people in the IT industry suffer is the “curse of knowledge”. The term was coined by Chip and Dan Heath back in 2006 and then they wrote about it in their 2007 book, “Made to Stick: Why Some Ideas Survive and Others Die”. Later, Lee Lefever described practical ways to combat the “curse of knowledge” in his book “The Art of Explanation: Making your Ideas, Products, and Services Easier to Understand”. I highly recommend both of these books to anyone who is marketing and selling IT solutions.

Topics: Inbound Marketing MSP MSP Marketing Win New Clients
2 min read

Make Your MSP Blog a Sales Tool

By Derek Marin on Sep 6, 2019

Okay, you just exchanged business cards with the owner of an accounting firm during a chamber event. 

He said, “Sure, let’s plan on meeting some time over the next 2 weeks.

Awesome! You left the event with a qualified lead! Plus, he agreed to meet and he already shook your hand. 

The problem, because we all know it’s never that easy, is that there’s a delay. You couldn’t ask him much of anything, and nevermind describing what makes your MSP unique.

There’s no set date for the appointment, and who knows, he may bump into a competitor or research online in the next 10 days!

So, what do we do now?

Topics: Inbound Marketing MSP Sales MSP Demand Generation MSP Marketing Win New Clients
4 min read

Productized IT Strategy Guidance to clients and prospects

By Denes Purnhauser on Feb 23, 2017

We had a great debate in our Banff Workshop about timing one’s IT Strategy correctly when meeting with new prospects. Some people were adamant the IT Strategy meeting be a requirement to even sending a proposal, while others were more inclined to implementing an IT strategy creation process after the onboarding, after we fix all the client’s technical issues. This is often the case in a workshop, when everybody was right but in conflicting ways. Let's see how to best approach this question.

Topics: MSP best practices MSP Business Building MSP
5 min read

Systematic service development process

By Denes Purnhauser on Feb 17, 2017

One of the hot topics in the bootcamp was a typical MSP issue - managing client agreements. The problem gets verbalized in different ways: "I have many new services I would like to sell to existing clients" or "I have to re-onboard all of our customers because the agreement is very old" or "I want to increase our prices to reflect the improvements and additional tools we introduced" or "I barely make any money and I need to renegotiate our prices". Sound familiar? We’d like to introduce a systematic approach to solve this problem for now and the future.

 

Topics: MSP best practices IT management MSP Business Building MSP
3 min read

20% rule of vCIO pricing

By Denes Purnhauser on Jan 26, 2017

Here’s a mystery you all know all too well - pricing your stand-alone vCIO services so you’re not robbing your clients nor yourself...that trepidation when you’re putting together the proposal, or trying to ballpark a figure in a meeting. It’s always been a gamble. There’s a way to find the proper middle ground, following a simple process to help you to close more deals without risking a critical over or underestimation, of your client’s expectation or your services. Here is the formula...

We just call it a 20% rule....

Topics: vCIO MSP best practices MSP vCIO MSP Virtual CIO Pricing
4 min read

Five principles behind an engaging Quarterly Business Review process

By Denes Purnhauser on Jan 12, 2017

 

In our design of the new Quarterly Business Review tool we wanted to ensure that MSPs can find business opportunities with existing clients, enhance the quality of their engagement, become a business partner and demonstrate the value they provide all at once. Achieving those multiple goals in the midst of commoditization of traditional infrastructure management services requires finding a balance among five different strategies. Let's check those success factors to make sure you deliver timely and engaging QBRs.

Topics: vCIO Sales MSP best practices MSP Virtual CIO
1 min read

Packaging and Delivering Scalable vCIO Services

By Peter Torbagyi on Oct 17, 2016

 Carrie Simpson, Founder and CEO of Managed Sales Pros talked with Denes Purnhauser, CEO of ReframeYourClients, and shared the most common mistakes IT managed services providers make when it comes to building their vCIO offerings, and how you can increase your MRR with the correct approach.

Topics: vCIO MSP Virtual CIO
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