Ask Intronis: How to maintain a healthy database as an MSP

Posted by Lauren Beliveau on Jan 16, 2017 8:30:00 AM

Q: We have a lot of names in our database of customers and prospects, but most of the information is outdated, wrong, or missing. To grow our MSP, we really need to get this problem under control. How can we clean up this data as we continue to add new leads?

Maintaining a lead database with updated information can be tough. People leave companies, emails get updated, and phone numbers change. So staying in contact with potential prospects can be a challenge for MSPs. Whenever you generate new leads, you should consider collecting accurate contact information for future communications, because the truth is that most leads aren’t ready to buy on the first contact. With more contact information, you can nurture leads over time, but also have a better chance of staying in contact and making that sale over the long run.

To help set your team on the path for success, we consulted Richard Delahaye, the senior director of marketing at Intronis MSP Solutions by Barracuda. Building a great database won’t happen overnight, but little improvements can help restore the integrity of the data in your system. Richard shared his advice on how to strengthen your current data and tips on how to collect better contact information as your database continues to grow.   

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Topics: Growing Your MSP Business

Carrie Simpson: Obstacles MSPs need to overcome for a successful 2017

Posted by Carrie Simpson on Jan 4, 2017 11:30:00 AM

Welcome, 2017! But before we get too far into the new year, let’s talk about 2016. How did it go? Did you achieve the growth you were hoping for? If not, I challenge you to consider the following: “If you want something you’ve never had, you have to do something you’ve never done.”

Every year in January I challenge business owners to create a marketing plan and stick to it for the year. Obviously, I'm heavily invested in the idea of you choosing cold call prospecting. However, I honestly don’t care what you choose to do as long as you make a choice and execute.

So what's stopping you from doing that? Here are the things standing in between you and a successful and prosperous 2017 — and my unsolicited advice on how to overcome these obstacles.

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Topics: Growing Your MSP Business

Interactive MSP Health Check: What's holding you back?

Posted by Anne Campbell on Dec 19, 2016 3:58:18 PM

It's that time of year again. That time when people start making resolutions to eat better, cut back on caffiene, exercise more, or break bad habits. But are you making any resolutions that will help improve your MSP? Are there any pain points have you been ignoring that you need to address in the new year to help grow your business?

Figuring out what's holding your MSP back just got easier, thanks to our MSP health check. Answer six questions in the interactive assessment below to quickly diagnose your MSP's biggest pain point and get a prescription for how to make improvements in the year ahead. 

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Topics: Growing Your MSP Business

Gary Pica: 4 ways to supercharge how you're selling managed services

Posted by Gary Pica on Nov 22, 2016 4:05:07 PM

Are you exerting a ton of effort to increase sales, yet seeing few results? MSP business owners share one goal: generate new monthly recurring revenue. While nearly every owner agrees on this goal, few achieve it. You need key metrics, the right focus, and solutions for improving how you’re selling managed services. 

We want to help you skip over failures, avoid exerting so much effort, and move right to increasing sales. On Wednesday, Nov. 30 at 2 p.m. ET, I'll be joining Intronis for a free webinar. In this session, I’ll be giving advice and strategic direction on how to improve your sales and increase monthly recurring revenue.

Register for the webinar

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Topics: Growing Your MSP Business

4 ways to improve your customer service as an MSP

Posted by Anne Campbell on Nov 2, 2016 9:26:00 AM

Be honest. Does your MSP provide exceptional customer service? Odds are you don’t. Jay Baer, author of Hug Your Haters, explained at Content Marketing World last month that 80 percent of businesses say they deliver exceptional customer service, but only 8 percent of customers agree. That’s a major disconnect.

MSPs should see this as an opportunity. Jay pointed out that exceptional customer service is so rare it’s memorable, and that can work in your favor. By delivering memorable MSP customer service experiences, you can differentiate your MSP from the competition and grow your business by attracting — and retaining — more customers.

How to you make that happen? Here are a few ways to get started:

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Topics: Growing Your MSP Business, Differentiation

Robin Robins: What to do when you suddenly find yourself in a dark room in a commodity business

Posted by Robin Robins on Oct 26, 2016 10:00:00 AM

First off, if you find yourself selling a commodity product or service, you only have yourself to blame. YOU chose your business and your customers; so if you truly are selling a commodity where margins are thin and clients are only loyal to the person giving them the cheapest price, GET OUT. I’m not trying to be hurtful, but the reality is you can choose. Sometimes you have to identify the big, stinking pile of dung in the middle of the room instead of throwing a rug over it and spraying some perfume to try and hide it. 

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Topics: Growing Your MSP Business

The MSP’s Bookshelf: Content Inc.

Posted by Lauren Beliveau on Sep 7, 2016 1:15:11 PM

Data breaches are on the rise, malware is running rampant, and phishing scams are popping up in customers’ inboxes, so it’s easy to see why search engine optimization (SEO) isn’t at the top of your to-do list as an MSP. But, getting perspective customers to your website is essential to moving your business forward.

A great way to maximize your time investment is to ramp up your SEO strategy. Recently we read Content Inc., by Joe Pulizzi and picked up some great insights on best practices MSPs can use to get more traffic for their website and content marketing.

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Topics: Growing Your MSP Business

Robin Robins: MSPs need to make “the second effort”

Posted by Robin Robins on Aug 3, 2016 11:30:00 AM

Vince Lombardi loved to talk about the concept of the second effort. In fact, it’s the basis of a short sales training movie created in 1968 that is still showed to sales teams in training programs today. Lombardi is famous for showing his players football clips of receivers who almost caught the ball but let it slip through their fingers. Then he’d show clips of players who made the second effort; same situation, but when they realized the ball was slipping through their fingers, they dove and caught the ball just before it hit the ground. Other clips were of running backs who were almost crushed but managed to somehow wiggle free and made the touchdown.

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Topics: Growing Your MSP Business

3 Things to consider before hiring a telemarketer for your MSP

Posted by Carrie Simpson on Jul 26, 2016 4:58:40 PM

Many managed service companies choose to hire in-house instead of outsourcing their sales appointment setting. There are pros and cons, and I’m going to share with you some things you should consider before you make your choice.

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Topics: Growing Your MSP Business

3 Ways to leverage your MSP processes for higher profits

Posted by Gary Pica on Jul 20, 2016 12:00:00 PM

When you’re an MSP, you’re constantly struggling to differentiate yourself from the competition, close deals, and manage your IT tickets — all while increasing your profitability. Unfortunately, many MSPs are unable to set themselves apart, and they end up falling into a state of perpetual averageness.

But, no one wants that. We all want to be world-class service providers. So, what’s the one area you should tackle today to get on track with becoming a top MSP? Your processes.

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Topics: Growing Your MSP Business

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