6 min read

vCIO: The Ultimate Guide

By Denes Purnhauser on Jul 10, 2020

The vCIO or Virtual CIO (virtual chief information officer) term was popularized in the managed services industry to initially differentiate one MSP from another by adding higher-level management practices to their services.

The term has been overused and without a lack of an accepted definition, certification or agreement across the industry the term has lost its original meaning. As any MSP could claim to provide vCIO services it is no longer the main differentiator. Meanwhile, the service provided by vCIOs has become more relevant than ever.

That is why most MSPs have their own terminology for the vCIO role such as digital advisor, digital consultant, business technology advisor, and so on. 

Topics: vCIO Managed Services Providers Virtual Chief Information Officer MSP Virtual CIO CIO
4 min read

Managed Services Platform vCIO Report 2019

By Dr Peter Torbagyi on Dec 6, 2019

Managed Services Platform's vCIO community has been growing year by year since 2014. In fact, we are most likely now the largest active vCIO community in the world with more than 600 members. With this news, we have decided to create a short report regarding how we typically see our vCIO members across the globe.

Topics: vCIO Virtual Chief Information Officer Virtual CIO CIO IT Client Engagement
4 min read

Why your QBRs are costing you, customers

By Adam Walter on Sep 2, 2019

For those of us who have been in technology for a while, we have seen some pretty crazy setups from well-meaning people. Largely this is because we have very smart capable people trying to work in environments with limited knowledge.  Most were trying their hardest but just didn’t know any better.  

Some of the crazy things I saw back in the day were “vlans” that were actually just subnets, firewalls with giant holes in the ruleset, and unrestricted VPNs that were completely insecure. These mistakes were not made by lazy admins, they were made by well-intentioned technicians that didn’t know they were doing anything wrong. All they knew was that things were working smoothly.

Topics: vCIO Managed Services Providers Virtual CIO IT Client Engagement QBR Adam Walter Quarterly Business Review
4 min read

Why vCIO Programs Fail

By Adam Walter on Jul 25, 2019

The industry is changing, you need to evolve or be left behind by your clients. The next step to MSPs is vCIO, but how do we get there?

I have spent the last few years coaching MSPs on how to create successful vCIO programs. There is a consistent message across every single MSP:

“We want a vCIO program but have not been able to get it going”

Topics: vCIO Virtual CIO IT Client Engagement Strategic Leadership Disruptive MSP Adam Walter
1 min read

6 Best Practices of Top Performing vCIOs

By Adam Walter on May 31, 2019

If you think technology strategy involves talking to your client about firewalls and server patching levels you are doing it wrong!

Technology is becoming a commodity. Just a few years ago you needed an engineer just to install wireless. Now anybody with a cheque book can order turnkey solutions from amazon and manage their entire technology stack from the cloud. Businesses need partners to help them compete, they don’t need to be more educated on the greatest next generation firewall.

Topics: vCIO Virtual CIO IT Client Engagement Adam Walter
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 IT Consultative Sales IT Account Management MSP Pricing
4 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 Managed Services Providers Virtual Chief Information Officer MSP Virtual CIO MSP 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 Managed Services Providers MSP Virtual CIO IT Account Management QBR Quarterly Business Review
3 min read

Packaging and Delivering Scalable vCIO Services

By Dr 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 Virtual Chief Information Officer MSP Virtual CIO Managed Services Platform
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 IT Sales Person Managed Services Providers MSP Virtual CIO CIO IT Account Management
4 min read

3 Best IT reports for MSPs looking to better communicate with clients

By Denes Purnhauser on Jun 20, 2016

Having been inspired by the business model canvas, we started our own IT Management Canvas almost three years ago. We’re thrilled to see how creatively people adopt the canvas with the related questionnaire and instigate vibrant client engagement. Through our development of vCIO and IT Security related assessments, the new canvases have been born. Let's check out the revision of the original IT management Canvas, the IT Security Canvas and the vCIO Canvas.

Topics: vCIO IT Sales Person MSP Virtual CIO CIO IT Consultative Sales Managed Services Platform
6 min read

4 Disciplines of MSP Service Development

By Denes Purnhauser on Mar 4, 2016

 

One of the most under-appreciated success factors of an MSP is its capacity to develop services. We’re the purveyors of Managed Services; there are hundreds in the repertoire of any given MSP. This keeps us busy - going from concept to a product that can be sold and delivered is a long road. While product based companies have a process for product development, we service companies too often overlook the value in this powerful business practice, where all our innovation, differentiation, profitability and growth can be formulated in advance.

The trend of fragmentation in services - into verticals, delivery tools, integrations - just multiplies the need for planned process.

The usual development process for managed services providers is to do a project - develop something that solves a problem for (and with) a specific client and standardize it later. This can lead to long term future revenue, but without a clear process mixing up service development and the real revenue generating activity of the company will not only kill our internal productivity, but likely our relationship with the client, if everything they see is always in beta testing.

Let’s identify some basics to ensure our process is better than the average and pull ahead of the competition.

Topics: vCIO IT Sales Person IT Management MSP Demand Generation for IT Companies Marketing for IT Companies Virtual CIO IT Consultative Sales
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