Why 'upsell' doesn't have to be a dirty word

Posted by Manny Veiga on Aug 21, 2014 11:59:52 AM

Upselling is a fairly common strategy many sales teams use to extend and enhance their relationships with current customers. But lots of businesses - including many MSPs - avoid upselling because it's developed an unfortunate stigma.

Just the word "upsell" can draw negative connotations - think the sleazy used car salesman who wants to push you toward the flashy package you probably don't need. And while that's probably an unfair slight on all the hard-working used car salemen out there, the simple fact is that customers don't want to feel pressured to buy "add-ons". 

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Topics: Customer Management

How to ease SMB data management fears

Posted by Manny Veiga on Aug 11, 2014 11:57:00 AM

What keeps your clients up at night?

A recent survey touched on the data security risks that IT managers fear most, finding that a big point of concern for many businesses is that they don't know where their data is being stored.

That's a key pain point that you could use to frame the conversations you have with prospective clients around data protection.

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Topics: Selling Cloud Backup

What's your game plan? 4 steps to BCDR sales success

Posted by Manny Veiga on Jul 30, 2014 11:18:04 AM

In our 2013 State of Cloud Backup study, we found that 56 percent of IT services providers say backup and recovery is their best-selling service offering.

But considering that a significant percentage of partners sell BCDR reactively rather than proactively, it's clear many IT providers need to re-think their approach so they can experience more success selling backup.

A new Intronis-sponsored whitepaper seeks to help partners make the most of the emerging backup and recovery opportunity. In "Your BCDR Engagement Game Plan," the experts at The 2112 Group examine the findings of our cloud backup study and offers four steps you can follow to build a profitable BCDR offering also delivers customer satisfaction.

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Topics: Selling Cloud Backup

How do your grow your business in a crowded MSP market?

Posted by Manny Veiga on Jul 25, 2014 12:42:25 PM

We've written a lot on this blog about how important - and challenging - it is to stand out in the IT services market. The barrier for entry into the market isn't terribly difficult so there are a lot of IT services providers out there competiting for the same group of clients. How do you grow in a crowded field?

We presented a webinar on this very topic earlier this week. Stuart Crawford of MSP marketing consultant Ulistic was our presenter, and he shared a number of proven strategies to expand your MSP business in a competitive market in a webinar titled "The Competition is Fierce! How Can Your MSP Win New Business?"

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Topics: Differentiation

5 benefits of Twitter marketing for MSPs

Posted by Manny Veiga on Jul 22, 2014 1:18:20 PM

You've no doubt heard of Twitter, and maybe you even use it in your personal life. But if you're not already using this social media network as a marketing channel for your IT services business, now is as good a time as any to consider it.

Why should MSPs market on Twitter? While you might think it's only effective for marketing to consumers, an infographic from Social Media Today revealed that B2B businesses that use Twitter generate twice as many leads as those that do not. That shows just how effective this platform can be for driving new business, even in the B2B world of IT services.

Here are four other reasons you should think about using Twitter for MSP marketing. 

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Topics: Social Media

Webinar: How to win new business in a crowded MSP market

Posted by Manny Veiga on Jul 15, 2014 11:23:14 AM

The managed services market is seemingly becoming more crowded by the day, making it harder for IT services providers to stand out. MSP marketing expert Stuart Crawford of Ulistic will share some of his most effective sales and marketing strategies to help you differentiate in an Intronis webinar July 22 at 2 p.m. ET.boxing-gloves

Stuart - who recently hosted an Intronis webinar all about LinkedIn marketing for MSPs - formerly owned his own MSP and was able to grow it into one of the most successful IT services companies in Alberta, Canada using progressive marketing strategies. 

The tips he willl share next Tuesday will help MSPs achieve top-of-mind exposure with their SMB prospects, and then turn that awareness into sales results. 

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Topics: MSP Marketing

Million-dollar questions: Selling the value of professional services

Posted by Manny Veiga on Jul 11, 2014 1:47:25 PM

Professional services can be a major profit-driver for MSPs, barring that they know how to communicate the value of these services to SMBs. 

In a guest post for MSPmentor this weekIntronis Sales VP Rob Merklinger describes how selling managed services bundles helps you profit on both the technology you resell and the support you provide. 

Rob also touches on the difficulty some services providers encounter when marketing IT support: the perception that it's an offering customers can choose to opt in or out of.

The best way to refine your professional services pitch is to ask yourself "the million-dollar questions" that can help frame the value you can provide to SMBs beyond the technology you sell. Communicating that value effectively makes IT support a "must-have" offering.

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Topics: Professional Services

5 questions to ask potential managed services clients

Posted by Kristen Ciccolini on Jun 26, 2014 10:59:00 AM

The easiest way to close a sale is to really know your buyer well so you can craft your pitch around their needs. And the only way to do that is to find out about what they’re looking for. But do you know the right questions to ask?

HubSpot recently published an interesting list of questions to ask prospective clients for a more effective process, five of which we want to emphasize to help improve your managed services sales.

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Topics: Lead Generation

How to measure, evaluate, and improve your content marketing program

Posted by Kevin Cain on Apr 29, 2014 1:00:00 PM

One of the biggest mistakes that many content marketers make is thinking that once their content is published and promoted their work is done.

In fact, there’s still a very important job for them to tackle after that: They need to measure how each piece of content performed, reflect on what worked and what didn’t, and try to use any insights that they glean from the process to improve the next time.

It’s really important to get into a consistent rhythm of examining how your content performs on a regular — at least weekly, but potentially even daily — basis.

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Topics: Content Marketing

How much is too much? The growing value of professional services

Posted by 2112Group Reports on Apr 23, 2014 1:00:00 PM

Professional services are undeniably important to the channel. To solution providers, these high-touch, high-value services offer the highest margins and best profits, and can offset the costs and narrow margins of traditional product sales.

Professional services is the central way partners define value to their customers – and therein lies the rub.

In a recent research project by The 2112 Group and technology distributor Ingram Micro, we found that solution providers may be leaning on the formidable merits of the professional services model to a fault.

Our Driving Growth Through Partnership in Professional Services report finds many partners are so intent on the delivery of professional services to reinforce the value customers perceive that they overlook opportunities to expand their engagements, reduce costs and increase revenue.

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Topics: Professional Services