How reframing the conversation can help MSPs and their business clients

Posted by Achmad Chadran on Aug 24, 2015 1:41:00 PM

When we need help, many of us tend to get ahead of ourselves and overlook the true nature of the problem in the process. I recently asked my doctor for a podiatrist referral to fix a sharp pain in my heel, only to have him deduce that the pain was tennis-related, and offer a few hamstring stretches to do before each play. The fix was simple, effective, and affordable.

You might recognize this tendency to self-diagnose in many of your customers, and the mix of challenges and opportunities it can present for IT solution providers. The key to capitalizing on these opportunities is to take a step back and consider the larger business backdrops behind your customers’ problems and challenges.

Here’s why it’s important to reframe the conversation.

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Topics: Growing Your MSP Business, Professional Services, MSP Marketing, Sales Process, Differentiation

SMBs’ top objections to Windows Server 2003 migration

Posted by Anne Campbell on Jul 30, 2015 9:47:00 AM

July 14, the date for Windows Server 2003 end of life, has come and gone. The last-minute rush to try to migrate to a new OS before the deadline is over. But there are still a significant number of SMBs that continue to run Windows Server 2003 despite the risks caused by EOL, and these holdouts represent a big opportunity for IT service providers.

In fact, 61 percent of businesses in Spiceworks’ network are still running at least one instance of Server 2003, according to a report released by Spiceworks in March 2015. That adds up to millions of installations in a mix of physical and virtualized environments.

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Topics: Growing Your MSP Business, Microsoft Windows

7 easy ways for MSPs to improve their business

Posted by Courtney Steinkrauss on Jul 27, 2015 9:00:00 AM

Today’s managed services industry is becoming increasingly crowded with service providers competing for attention and dollars from small business prospects. Some IT service providers cite a lack of sales expertise as their primary obstacle to winning new business, while others struggle with business planning or finding the best way to package their services. MSPs need to change the way they’re looking at these problems and discover new ways to address them.

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Topics: Growing Your MSP Business, MSP Marketing

3 Important Tips from Experienced MSPs

Posted by Lindsay Faria on Jul 13, 2015 3:34:00 PM

At Intronis, we work with IT service providers of all kinds, some established service providers, and some just getting started. One of the best things we can do as we try to drive our Partners’ success is to help them learn from the experiences of their peers.

So, earlier this week, I held a Q&A with some of our Partners to get their insights on key lessons they’ve learned through their years of experience as managed service providers. My goal was to make life easier for MSPs by getting answers to the question: What lessons have you learned that would be helpful to a newer MSP?

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Topics: Growing Your MSP Business

Introducing Remix! With Chef Adam LaRock

Posted by Anne Campbell on Jun 8, 2015 11:30:00 AM

Are you ready to mix things up and take your MSP to the next level?! Then, you need to meet Chef Adam LaRock.

Intronis recently launched “Recipes for Success,” a series of step-by-step guides designed to help MSPs improve their businesses, whether it’s by building a better sales process or improving the way you package your managed services offering.

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Topics: Growing Your MSP Business, Recipes for Success

MSP Marketing tactics that will drive more sales

Posted by Lindsay Faria on Jun 2, 2015 10:40:00 AM

We know that growing your business is a top goal. However, broad goals like this can feel daunting without a plan in place. You can’t rely solely on word of mouth referrals to maintain consistent growth (though they should fit into your overall strategy). A practical place to start is to identify the specific ways you are looking to grow, whether it’s increasing the number of customers, amount of billings, or growing your team.

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Topics: Growing Your MSP Business, MSP Marketing, Events and Webinars

How to turn IT incident response management into an opportunity

Posted by Mike Vizard on May 28, 2015 3:53:00 PM

For all the great things that IT enables, the one inevitably all IT organizations need to contend with is that at some point a crucial piece of software or IT infrastructure is going to fail. The simple truth is that the complexity of most IT environments has reached a level of scale that is impossible for the average IT administrator to comprehend, much less actually manage.

In fact, a recent survey of 100 business and IT professionals conducted by Forrester Consulting on behalf of PagerDuty, a provider of IT incident management software, found that more than half of the respondents said their own organization experiences significant disruption of IT services at least once a week. Worse yet, half the time the IT organization doesn’t discover the issue until they are notified by internal employees or external customers.

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Topics: Growing Your MSP Business, IT Services Trends

Ask Intronis: How to take your MSP marketing strategy to the next level

Posted by Courtney Steinkrauss on May 25, 2015 9:00:00 AM

Ask Intronis is a weekly advice column answering common questions from MSPs and IT service providers. It covers topics ranging from pricing and selling to marketing and communications—and everything in between. Submit your questions by emailing AskIntronis@intronis.com.

Q: My IT services business has always relied on referrals and word of mouth to bring in new customers, and it’s worked well for us. Now it’s time for us to expand our reach to the small to medium-sized businesses in the surrounding metro area. I know we’ll face competition from other service providers in the market, so we need to be strategic about how we approach these new prospects. How can we elevate our marketing efforts to get the attention of these new businesses, and ultimately, beat out the competition?

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Topics: Growing Your MSP Business, MSP Marketing, Ask Intronis

Ask Intronis: How to convert break-fix customers to a managed services contract

Posted by Courtney Steinkrauss on May 18, 2015 1:32:00 PM

Q: As an IT service provider, I have most of my customers on managed service contracts, but I’m having trouble converting my remaining break-fix customers. Based on the recurring revenue I’m bringing in from the majority of my clients, I know how much upside there could be if I could focus just on managed services. What can I do to transition the rest of my customers from break-fix to managed services contracts?

At Intronis, many of our partners are managed service providers, so we understand the value and opportunity in this type of business model compared to break-fix or project-based work. Not only will you experience greater and more predictable revenue, you will also be able to proactively maintain safe and functioning IT environments for your customers instead of being reactive. This will save both you and your customers time and money. 

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Topics: Growing Your MSP Business, Ask Intronis

Ask Intronis: How to hire a new employee

Posted by Courtney Steinkrauss on May 4, 2015 9:00:00 AM

Q: My business is growing, and I need to hire more employees to help manage the increased workload. I’ve always been able to find  employees through word of mouth and referrals when I needed to hire people before. Now we need to get more sophisticated about our hiring process, though, and I don’t know where to get started! Can you help me understand what I can do to attract the right candidates and, ultimately, hire the right people?

First off, congratulations on growing your business! The fact that you’re looking to hire is a sure sign that your business is headed in the right direction. With that said, it’s worth spending the time to make sure you hire the right candidate for the job.

Important things to consider in the hiring process are your outreach strategy, how to tackle interviews with candidates, and most importantly, how to know when to hire someone. All of these things are topics our own corporate recruiter, Tracy Simek, deals with every day. So we asked him to share his tips for how to add valuable members to your team. 

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Topics: Growing Your MSP Business, Ask Intronis

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