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5 min read

How to turn an unknown visitor into a lead easier than you thought

By Denes Purnhauser on Sep 4, 2015

We’ve been talking about the 4+1 Website Sins Preventing MSPs from getting more MSP leads. Many of you are asking, "Okay. I know our MSP website doesn’t generate leads like we wish it did, but we don’t have the money and time to re-work it, so what do you suggest?" 

Here we describe a process to add elements to your current MSP website in under 60 minutes and generate leads.

Topics: Managed Services Providers Inbound Marketing for IT Companies MSP Demand Generation for IT Companies Marketing for IT Companies Win New Clients
5 min read

MSP Game Changer IT Sales Ideas From The Book - The Challenger Sale

By Denes Purnhauser on Aug 13, 2014

I have been dancing around the intention to read a book called "The Challenger Sale" but kept not having the chance. There’s no shortage of titles to choose from regarding sales, and it can be know where to put one’s limited reading time, but last week Steve Rutkovitz a peer MSP CEO, said that this is a must read. He’s a smart guy and I gave it a try....
 
To be honest, that was one of the greatest books I have ever read in years especially in B2B sales. It was so refreshing, straight to the point, and so aligned with what we’re trying to do. So I decided to share my takeaways from the book by implementing them into the MSP sales process.
 
This book is not just ideas, concepts, or opinions. These are battle-tested facts supported thorough research with 6,500 samples. So enough of my accolades - let’s check out some thought-provoking concepts - in three big things:

Topics: IT Sales Person Managed Services Providers IT Sales IT Consultative Sales 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 IT Sales Person Business Building for IT Companies MSP IT 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: Business Building for IT Companies IT 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: IT Sales Person MSP IT 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: IT Sales Business Building for IT Companies Win New Clients
6 min read

Why are MSPs struggling with IT 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 IT 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: IT Sales Person Managed Services Providers IT 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 Virtual Chief Information Officer IT Sales QBR Win New Clients
6 min read

The 3 building blocks of a remarkable MSP sales process

By Denes Purnhauser on May 12, 2014

I’ve been talking with a fellow MSP entrepreneur recently about sales. He’s been suffering the inability to find the right someone for MSP contract sales, so he or the other directors are saddled with the sales work.

This is actually the usual situation among IT managed services providers... I see it all the time. The directors, CEOs and company presidents, are doing the sales for MSP services and neglecting their bailiwicks...developing the business.

The problem however is not HR, but the nature of the operation. Usually, when you find yourself unable to hire someone, and the high level staff are stuck doing it, you only see that symptom and not the root cause. In this case, the operational problem is causing the HR problem. The process is so complex that it narrows your field of potential hires. Only those with the most experience can manage it, and those people are most needed in other roles.

Topics: IT Sales Person Managed Services Providers IT Sales MSP Win New Clients
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