Lauren Beliveau

Recent Posts

Ask Intronis: How can employee advocacy help my MSP?

Posted by Lauren Beliveau on Jun 19, 2017 7:25:00 AM

Q: We want to get our employees more involved with the company. We do a lot internally to create a good company culture, but we keep hearing about employee advocacy and how it can help you grow your audience on social media. How can we take advantage of this as an MSP?

No matter how big your or small your MSP is, employee advocacy is a great way for your employees to talk about your MSP services, brand, and culture—while reaching followers outside your network. In fact, 92 percent of employees’ followers are new to your brand. It can be a little difficult to get employees started, though, because you want employees to genuinely be authentic and excited about your IT services.

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Topics: Ask Intronis

Survey: Are you ready to support the public cloud?

Posted by Lauren Beliveau on Jun 14, 2017 9:30:00 AM

Many businesses are moving toward the cloud, but cloud adoption drastically varies from one business to the next. Some organizations only have one application running in the cloud, while others have adopted a cloud-first mentality. In a recent survey conducted by Osterman Research, 92 percent of end-users admitted they have sensitive information stored in the cloud. As an MSP, it’s your job to protect these environments for your customers—the question is, are you ready to do so?

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Topics: Cloud Trends

Lessons from the MSP community: Customer Interactions

Posted by Lauren Beliveau on Jun 12, 2017 12:01:00 PM

Communication is vital to any successful partnership, and thankfully technology has made it more efficient to communicate than ever before. But, we’re all slowly losing valuable facetime with prospects and partners thanks to phone conversations, emails, and other tools that make our lives easier. Technology has even made IT providers so efficient that often you don’t need to go onsite to fix a customer’s problem. While this is great for keeping your customers’ businesses up and running, it comes as no surprise that everyone is spending less and less time in front of customers each day. 

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Topics: Customer Management

Ask Intronis: How can I successfully move into the midsized market?

Posted by Lauren Beliveau on Jun 12, 2017 8:30:00 AM

Q:  Our MSP has always focused on small businesses in the area. As we continue to grow as a company, we’re looking to cast a wider net and move into the midsized-business market. How can we successfully make this transition, and what are some things we should consider beforehand?

Making the transition from small businesses to medium-sized businesses can be difficult if you don’t have enough resources to dedicate to the account. However, there is a tremendous opportunity for MSPs to step into this space.

With limited technical talent available in the market, more midsized businesses are looking to outsource their IT department to MSPs and reduce their in-house IT infrastructure. In Deloitte’s 2016 Survey of Middle Market Companies, the data shows that midsized businesses are no longer playing catch up with technology solutions. Instead, they’re looking for solutions that can save them time and strengthen their business overall.

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Topics: Ask Intronis

Ask Intronis: What discovery questions should I ask to gain interest?

Posted by Lauren Beliveau on Jun 5, 2017 9:25:00 AM

Q: Our sales team is struggling to hit their numbers. We recently established a marketing team at my MSP, and they’re bringing in a ton of new leads. The problem is that we don’t see these leads converting into sales. Our sales team has one or two conversations with a prospect, but somewhere after the second call we lose them. What can my sales team do to gain interest on a discovery call?

Congratulations on adding a marketing team at your MSP. We know growing your team can be challenging, though, as everyone adjusts to the changes. The new leads your marketing is bringing in will certainly help keep your pipeline full, but your sales team needs to ask the right questions to make the most of those leads. The discovery call can help you understand where your prospects are coming from and what services they might need, which should help your sales team close more deals.

To find out how to ask discovery questions that will give you great insights on potential customers, we consulted one of our Partner Development Managers, Rob Badger. Although Rob told us there is more than one way to run an effective discovery process, he did give us some tips and tricks that will help you and your sales team get more insight into prospects’ day-to-day activities and their pain points.

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Topics: Ask Intronis

Ask Intronis: How can I increase my MSP profitability?

Posted by Lauren Beliveau on May 29, 2017 7:45:00 AM

Q: We are continually adding new clients to our managed service offering, but we aren’t seeing an increase in our profitability. How can we increase our profitability without bringing on more customers?

Every MSP business owner wants to increase their profitability. Unfortunately, adding new clients to your services won’t necessarily make that happen. Instead, it can add more strain to your techs and in-house resources, which can have some adverse effects down the road. In theory, bringing on new customers could increase your profitability, but that’s usually not the case because you need resources and technical staff to dedicate to that account to keep them up and running. To truly increase profitability in your organization, you need to find ways to increase efficiency within your MSP. 

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Topics: Ask Intronis

Ask Intronis: How can I give my MSP a technical edge?

Posted by Lauren Beliveau on May 22, 2017 8:27:23 AM

Q: We’re looking to differentiate our MSP, but there are a few other IT service businesses in the area that focus on the same vertical. We like to think of ourselves as having more industry knowledge and being very tech savvy. How can we give our MSP the reputation of having a technical edge over our competition?

Differentiating your MSP from the competition can help you charge a premium price for your services. Despite what some MSPs may believe, the IT service industry is not a commoditized market—if you ask one IT provider what they charge for an hour of labor, it can be drastically different from the next. Knowing your strengths as a business can help you differentiate your services and ultimately help you position yourself for success.

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Topics: Ask Intronis

Navigating conversations with customers about WannaCry ransomware

Posted by Lauren Beliveau on May 18, 2017 9:35:00 AM

By now, you’ve probably heard all the buzz around the most recent ransomware attack called WannaCry. So far, a reported 150 countries have been affected, and according to BBC news, the fast-spreading ransomware is finally starting to slow down. While no one is certain how long this attack will last, the importance of having conversations about cyber security with your customers is at an all-time high.

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Topics: Cyber Security

Email, the primary vector for cyber attacks

Posted by Lauren Beliveau on May 17, 2017 10:05:00 AM

In in the wake of last week’s attacks, new facts are still surfacing about WannaCry ransomware. The ransomware leverages a known vulnerability called EternalBlue that is widespread in older Windows operating systems and was patched in a security update Microsoft released in early March. This vulnerability allows the malware to travel from system to system, which makes systems that were left unpatched easy to attack with just one malicious email.

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Topics: Cyber Security

Ask Intronis: What should I consider before transitioning into managed services?

Posted by Lauren Beliveau on May 15, 2017 7:27:00 AM

Q: We consider our business to be a VAR (value added reseller), but we also provide break-fix services to small business clients. We’re starting to see a shift in the industry, and we’re considering expanding our offering to include managed IT services. What should I think about before making the transition to a managed service model?

The managed service market is growing rapidly, and with limited technical talent, the demand for IT technicians is at an all-time high. This is driving up salaries, making it hard for SMBs to hold onto their technical staff, which in turn makes them more likely to consider hiring a managed service provider.

According to a recent study conducted by Markets and Markets, the managed service market will be worth $242.45 billion by 2021. This creates a tremendous opportunity in the market, so many small reactive IT service businesses are looking to transition at least part of their business to a managed service model.

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