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3 min read

The Value of Authenticity

By Adam Walter on Nov 7, 2022

There are two types of people that we run into in the business world: the people that are easy to talk to and have a conversation with, and the people that you can legitimately form a connection and relate with. The latter offer real, genuine interactions. These interactions typically won’t add much to the conversation in terms of business opportunities, but they’re a chance for the participating individuals to be real and not so robotic. It humanizes the conversation.

When the client doesn’t know you, you’re just a faceless technician to them. It’s easier to be unforgiving when a mistake is made. However, when you share that you’re someone who likes to play board games, has four kids, enjoys traveling and camping, etc., you become a real person to that client. You will have created a relationship with them that matters, and they will think about your connection any time you interact together. The faceless person can be replaced, but the genuine person is far more difficult to let go of.

Topics: vCIO Win New Clients Client Success
2 min read

Automated Pentesting and Profit: Part 1

By Adam Walter on Aug 22, 2022

Vulnerability assessments and penetration testing - more commonly known as pen testing - play a huge role in cyber security, something that is more important than ever. According to a report by Dark Reading, businesses suffered a 50% increase in cyberattack attempts per week in 2021. This huge increase should alert all business owners to ensure their networks are adequately protected.

To more efficiently help business owners do just that, there have been some drastic changes in the world of vulnerability assessments and pen testing. Here are some of those key changes, and why you should care.

Topics: vCIO Win New Clients IT Security
2 min read

Fix your Webinars

By Adam Walter on Jun 13, 2022

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

Topics: IT Sales Person Marketing for IT Companies Win New Clients
1 min read

Market Your MSP (Part 1)

By Adam Walter on Oct 18, 2021

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

Topics: Inbound Marketing for IT Companies Marketing for IT Companies IT Consultative Sales Win New Clients
6 min read

The 6 Steps of the IT Consultative Sales Process

By Denes Purnhauser on Jun 25, 2020

The currently dominant sales processes aren’t able to generate enough leads nor provide proper differentiation for MSPs. This undermines any chance for predictable growth. When they aren’t able to win new business in a predictable way, managed services providers can’t grow, develop new services, hire the ‘A’ players, develop internal processes or scale. The root problem is that the current transactional (the client is looking for an IT provider) and solution (IT Infrastructure or NIST Cybersecurity Assessments) sales models are reactionary. These methods assume that the client understands the problem and has a pretty good idea of the solution they’re looking for. These models don’t enable the managed services provider to elevate the message, educate the client about what’s important, differentiate the MSP’s offering, set proper expectations, or start a conversation without a buying intent. The IT consultative sales process does all of that and thus provides far more predictability.

Topics: Managed Services Providers IT Sales MSP IT Consultative Sales Win New Clients
9 min read

5 reasons MSPs do not have predictable IT sales

By Denes Purnhauser on Jun 18, 2020

If you are reading this blog, it’s likely that you’re the best managed IT service provider in town, you have the most mature offering, hire and train the best people, and have the best internal processes an MSP can imagine. However, it’s also probable that your sales are just not at the level you want them to be. You are not alone. Even the best MSPs have issues with sales. But underperformance in sales is only one symptom of the problem. The root cause is that your sales are not predictable, and this leads to all sorts of issues. Let's dig into the cause, then see what you can do, then develop a plan to make this happen!

Topics: IT Sales Person Managed Services Providers IT Consultative Sales Win New Clients
3 min read

How to transition to High-Value Business Partners during the recession

By Denes Purnhauser on Mar 25, 2020

The narrative is about to change now. With the recession coming only high-value and proven partnerships are going to last. All fat is going to be on the chopping block. High-value strategic relationships with technology providers will be critical for all organizations. In this blog I teamed up with Rich Anderson to probe some thoughts on the opportunities and conduct a practical walkthrough with inspiration on how to actually do it.

Topics: IT Client Engagement Strategic Leadership Win New Clients Technical Account Manager
2 min read

Remote Work Readiness Insights from MSPs

By Myles Olson on Mar 18, 2020

Thoughts from our Covid-19 Remote Work Readiness Webinars

We're certainly living in unprecedented times right now. With many businesses looking to stay productive while sending staff home to work, there's never been a time when technology has been so crucial to the economy. Now is the time for MSPs and IT Solutions Providers to leadership with technology solutions that will save their clients

Topics: IT Client Engagement Win New Clients
4 min read

Managed Services Platform Account Manager Report 2019

By Dr Peter Torbagyi on Dec 13, 2019

In our previous blog post, we reviewed how we typically see our vCIO community members from 2019, so now let’s look at another report regarding our other active community of more than 700 account managers that are working with us today.

Topics: IT Account Management Win New Clients Technical Account Manager Managed Services Platform
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: IT Sales Person IT Sales MSP IT Consultative Sales Win New Clients
9 min read

Accelerate Your Growth with the new features just released

By Denes Purnhauser on Oct 18, 2019

I am happy to introduce the sets of software features, updated templates, expert guide content and super specific programs to accelerate your growth! If your Account Management is not producing project revenues, your vCIO is not getting paid for advice, your Sales people are not getting leads or your cyber security services are not being sold then this release is for you! This is what we are going to cover:

  1. New Software Features for Growth
  2. Expert Guides for Growth
  3. Role Specific Programs for Growth
  4. Quarterly Sprints for Growth
Topics: vCIO IT Sales Person Business Building for IT Companies IT Account Management IT Client Engagement NIST Cyber Security Implement New IT Services Win New Clients Profitable Operations Technical Account Manager Skip Ziegler
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, IT Sales, Cyber Security 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 IT Sales Person Managed Services Providers MSP IT Account Management IT Client Engagement Implement New IT Services Win New Clients Profitable Operations Managed Services Platform
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