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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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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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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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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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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Ask Intronis: How can I see a positive ROI using Facebook ads?

Posted by Lauren Beliveau on May 8, 2017 7:14:00 AM

Q:  I’m looking into different ways to promote our IT services in our area. We already have a social media presence, but we’re thinking about trying to gain more exposure through Facebook ads. How can I get started using Facebook ads, and how can I see a positive return on investment?

Facebook ads are a great way to gain visibility with your target audience—even when you have a minimum social media presence. There are more than 1.86 billion active Facebook users worldwide and more than 16 million local business pages, making it an attractive platform to grab SMBs’ attention.

To give you advice on how to effectively grab your prospects’ attention with these ads and create a positive return on investment, we consulted Sarah Duffy. Sarah is the senior marketing manager of demand generation at Intronis MSP Solutions, and she has found a successful formula for creating Facebook advertisements.

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Ask Intronis: What if my MSP gets hacked?

Posted by Lauren Beliveau on Apr 24, 2017 6:21:00 AM

Q: Lately I’ve been hearing a lot about a group of Chinese hackers called APT10 and how they target MSPs. My MSP work with customers in highly regulated industries, so we have a lot of sensitive data to protect. What should I do if my MSP gets hacked?

Data breaches can certainly be alarming, and many other MSPs have the same fear— especially when they’re helping small businesses protect highly sensitive information. However, implementing best practices and looking for potential vulnerabilities can help protect your SMB customers —and your MSP — from getting breached.

To help you mitigate the risks and protect your MSP, we spoke to Chris Johnson, the director of business development and strategy at Wheelhouse IT. He has been working hands on with managed IT in the healthcare field since 2008, and he has worked in regulated industries in the IT field for 20 years. Chris shared his insight on both mitigation tactics and steps you need to take if your MSP is compromised.

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Ask Intronis: How can we raise our employee satisfaction?

Posted by Lauren Beliveau on Apr 10, 2017 8:09:00 AM

Q: We’ve been getting a lot of positive feedback from our customers, and our MSP business is doing well. I want to make sure things are going just as well internally so we don’t start seeing lots of turnover. How can we keep our employees satisfied and excited to come into work?

Keeping employees engaged with their day-to-day can be difficult, but focusing on company morale is extremely important. Truth is, your employees’ attitudes are transferable, and if employees are unhappy, it’s likely that your SMB customers will have a bad experience, too. Think about it. Wouldn’t you rather be on the phone with a support person who is happy to help than with one who’s just going through the motions? A positive company atmosphere can boost employee morale, create better customer experiences, and keep employees engaged at work.

To give you advice on how to build a positive work culture at your MSP, we consulted Quiana Roy, our HR coordinator at Intronis MSP Solutions by Barracuda. She shared advice on how even the smallest changes in your organization can have a big impact.

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Ask Intronis: How can I leverage my vendors for marketing help?

Posted by Lauren Beliveau on Apr 3, 2017 8:16:00 AM

Q: As a smaller MSP, our MSP marketing budget is tight. We have all these ideas for lead generation campaigns, but not enough funding to tackle them all. How can I leverage my vendors for help with either marketing development funds (MDF) or tools to help us carry out different campaigns? 

You are certainly not alone. Many other IT service providers are trying to balance a tight budget while still trying to drive their lead generation and marketing efforts. Luckily, there are vendors who can help—either with rebrandable campaigns and templates you can use with your customers, or marketing development funds built into their partner enablement program. Truth is, most vendors want you to be successful, and they’re right there waiting to help. You just need to engage them.

To give you tips on how to navigate partner enablement tools and funds, we spoke with Lindsay Faria, the director of partner marketing at Intronis MSP Solutions by Barracuda. Lindsay works tirelessly with our partners to deliver a variety of resources for them to leverage in their own marketing. Here’s her advice on how MSPs can leverage their existing vendor relationships to grow their businesses. 

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Ask Intronis: What should I teach my customers on World Backup Day?

Posted by Lauren Beliveau on Mar 27, 2017 7:23:00 AM

Q: Every month I send a newsletter to my SMB customers to teach them about technology, the latest threats, and things they can do to protect their data. This month, in honor of World Backup Day, I’d like to use our newsletter to highlight backup. What are some of the most important things they should know when it comes to backup?

Backups are essentially an SMB’s lifeline if they ever need to recover data. Whether they get hit by a natural disaster, fall victim to the most recent ransomware scam, or lose all their files through simple human error, the truth is customers rely on their business-critical data more than they think.

World Backup Day is a great opportunity to talk to your customers about backup, but your lessons shouldn’t stop there. Every day is an opportunity to teach your prospects and customers not only why it’s important to implement a hybrid backup approach, but how they can prevent data loss from happening in the first place.

We’re sure you’re already talking to your customers about backup, but you need to keep the message fresh and interesting to get their attention. So, we compiled a list of the four things we believe are the most essential to teach your customers about backup.

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