Going green can have bottom line benefits

Posted by Alan Earls on Nov 20, 2014 8:30:00 AM

For most people in IT – including MSPs – energy efficiency is not at the top of their list of concerns. After all, there are so many other things to worry about!  Still, even generally efficient technology, such as blade servers (which have long since replaced the bulky and energy hogging machines of the past), combined with cooling and other operational activities, require a significant amount of electricity. This in turn remains an important budget line item.

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Topics: Growing Your MSP Business

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

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

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

Don’t let today’s tech dream be tomorrow’s security nightmare

Posted by 2112Group Reports on Mar 12, 2014 11:05:00 AM

It’s hard to find a disparaging word for business technologies like cloud computing and mobility that promise better functionality, improved productivity and lower costs. However, the benefits of cloud and BYOD initiatives come with security and compliance challenges that need to be addressed before implementation can be successful.

Unfortunately, due diligence doesn’t always come bundled with irrational exuberance. New research shows businesses are diving headlong into cloud and mobility while ignoring risks and leaving themselves open to fraud, theft and privacy breaches.

That’s a problem and an opportunity for partners with an interest in the adoption of trending technology sets and a responsibility to upsell clients on the appropriate measures to safeguard their wares and capabilities.

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Topics: Customer Management

Evolving your managed services sales strategy

Posted by Manny Veiga on Mar 10, 2014 11:05:00 AM

Whether you're new to the new channel or an experience managed services provider, selling in today's market is a challenge. That's partly because businesses are better informed of their options for IT services, and solutions providers need to do more to set themselves apart.

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Topics: Sales Process

Managed services gains momentum in financial services industry

Posted by Manny Veiga on Feb 20, 2014 11:10:00 AM

We wrote recently about trends that suggest small banks are adopting IT at a faster rate than their larger counterparts, and explained why increasing tech adoption in the banking sector is only a good thing for the IT channel.

Now, a new report published in Wall Street and Technology suggests that the financial industry as a whole is making a shift toward managed services out of a need for predictable IT expenses and tighter security, among other factors. 

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Topics: Buyer Targeting

Back to work? 3 MSP sales tasks to kick off 2014 strong

Posted by Rob Merklinger on Jan 3, 2014 11:10:00 AM

With 2013 in the rear view mirror, many us are back to work today and looking forward to an exciting 2014. Everyone wants to start the New Year off on the right foot, especially your sales team. A strong performance in the first quarter of the year can build the momentum you need to hit – or exceed – your sales targets for 2014.

So what’s the best way to hit the ground running and sell more managed services in 2014? Take some time today to follow these three steps, and it will put you in better shape to succeed in the New Year.


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Topics: Sales Management