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: 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: 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: 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: Sales MSP Sales MSP 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 Cybersecurity 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 Sales MSP Business Building Account Management Client Engagement Cybersecurity Implement New 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, 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
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

The MSP Stories that lead Managed Services Platform projects

By Denes Purnhauser on Jun 23, 2014

Some of you have been asking us about our background, who we are, and why we’re doing Managed Services Platform. 

Our Challenge

One of our companies at first was an IT managed services provider. We’ve since reintegrated it into our holding company, but think telling its history will be illuminating...

We discovered that while our clients always needed consultancy on IT in general, we lacked a viable model to do it both properly and profitably. We’ve tried to incorporate the consultancy into the MSP high-end package, and tried to do T&M. Neither approach was satisfactory.

But the pressure just gets heavier as we’ve been witnessing the evaporating services on our MSP practice, accompanied by ever increasing needs of the clients for IT management, vCIO, and 3rd-party-project management, all while IT gets more complex in terms of organization management.

Topics: vCIO Sales MSP Business Building MSP Client Engagement Win New Clients
9 min read

MSP 1.0 vs. MSP 2.0 [video]

By Denes Purnhauser on Jun 20, 2014

MSP 1.0 is not widespread yet as a business model, and there is already the new 2.0 model.

What are the key differentiators between the two models? The following will refer to an average MSP 1.0 and MSP 2.0 practice.

We are assuming that the MSP 2.0 model is heavily supported by an MSP 2.0 framework, which is crucial. The differentiations may seem simplistic, but our aim is to show the possible limitations and challenges of the MSP 1.0 model, and the opportunities of the MSP 2.0.

Keep in mind that MSP 2.0 is not a substitution of the MSP 1.0 model. It is an expansion. You can move your existing 1.0 services forward, but with 2.0 as a companion the new options are going to be very promising.

Topics: MSP Business Building Client Engagement Disruptive MSP Win New Clients Managed Services Platform
3 min read

3 ways to segment the market for MSP 2.0 services for maximum effect

By Denes Purnhauser on Jun 17, 2014

Many MSPs are not able to well define their target segments. The result can be a huge sales effort with disappointing sales closes. There are three main differentiating factors we could use to fine tune service directed toward the different segments:

  • Industry, verticality
  • Seats
  • Complexity


IT managed services providers could divide their market among three segments described below to benefit from more focused communication and delivery strategies.

The 3 minute video discusses the segmentation based on seats and complexity.

Topics: Sales MSP Client Engagement Win New Clients
4 min read

How to decide whom to transfer from Time and Material to MSP contract?

By Denes Purnhauser on Jun 7, 2014

Every IT managed services provider wants to convert as many Time and Material clients to MSP contracts as possible. However not every client can benefit from the advanced services of the proactive MSP model.
 
Based on our experience, our clients, and our ITCq research, we’ve found there are certain types of companies that could not consume the MSP recurring services.

Identifying these companies is always a struggle, so here are a couple of tips to properly selling the MSP services.
Topics: MSP Sales MSP Business Building Win New Clients
6 min read

Why are MSPs struggling with sales these days?

By Denes Purnhauser on May 29, 2014

Yes, even the MSP industry seems to be growing, and the majority of indicators are positive. While every statistic from analytics has varying reports of industry growth, all of them are very optimistic.
 
However, when we talk to individual IT managed services providers with fewer than 20 people the picture does not seem so rosy. They’re reporting problems with sales, cloud adoption, and transferring time & material (T&M) contracts to IT companies.
 
The IT world has undergone fundamental changes, and clients are not knocking on managed services providers' doors anymore. The most common report is the struggle with sales, 
Topics: Sales MSP Sales MSP Win New Clients
6 min read

The Hard Truth: network assessments can end up as an MSP's worst enemy

By Denes Purnhauser on May 14, 2014

Most IT managed services providers are heavily dependent on some form of network assessment practice during their MSP sales process. They gather information on all the prospect’s devices, identify problems and performance-related issues, and then present a comprehensive report, with an action plan that aims to fix those problems.

Although this practice can surely help win over new clients, it also can be the single most important obstacle they face down the road, in terms of further work with them.

The mistake is that the network assessment puts the MSP into the "techy slot". This is a matter of the client's perspective; executives put potential vendors into this slot to make their busy livese easier and simplify their world. There are slots in the executives' minds for many things: roles as consultant, service provider, software company or industry, HR, IT, or accounting. 

Topics: vCIO MSP vCIO MSP Sales QBR Win New Clients
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