Ask Intronis: How can I convert break-fix customers to a managed service 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: I’m ready to expand my MSP business. How do I 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

What IT Sales and Marketing Boot Camp taught me about hiring best practices

Posted by Lindsay Faria on Apr 28, 2015 2:30:00 PM

I just returned from the 2015 IT Sales and Marketing Boot Camp, with no voice and lots of new contacts and insights. At the event, hundreds of managed service providers gathered to hear from industry leaders on business growth strategies. We met with a mix of existing Partners, heard of some recent successes, and were able to meet service providers who we hadn’t yet been in touch with.

One of the key highlights of our participation in the event was our book sponsorship, which meant offering free copies of Geoff Smart and Randy Street’s book, “Who?” from our sponsor table, and we even hosted a book signing with the authors. The book focuses on hiring best practices, and, wow, did it generate some buzz.

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Topics: Growing Your MSP Business, Events and Webinars

Recipes for Success: Learn how to simplify the way you package your MSP offering

Posted by Anne Campbell on Apr 28, 2015 8:30:00 AM

Recipes for Success is a monthly series of step-by-step guides designed to help managed services providers improve and grow their businesses. Each month we’ll introduce a different recipe that will walk you thorough how to tackle a specific improvement. Stay tuned for the companion video series Remix, where you’ll get expert advice on how to take the recipe to the next level. 

Let’s face it. As a managed service provider, your life can be complicated. Between keeping up with help desk tickets, managing routine backups and maintenance, and fielding other customer requests—not to mention trying to sell your services to new prospects—you have an impressive amount of tasks to juggle.

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Topics: Growing Your MSP Business, Business Development, Differentiation, Recipes for Success

Ask Intronis: How can I use email in my MSP marketing efforts?

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

Q: I’m trying to expand my sales and marketing strategy for my managed services business, and I’m not sure what to do next. I want to try email marketing as a way to reach my prospect list and get them interested in my company. But, I’m worried that I might become a pest and just be adding another unopened email to a prospect’s spam folder. What can you tell me about email marketing and how to do it the right way? How can I use email to actually bring in new business?

When it’s done right, email can be a really effective way to reach prospects and bring in new business. But, when it’s done wrong, it can do just the opposite. So, you’re right to be cautious. It’s smart to make sure you’re prepared before hitting “send.”

When we got this question, we knew exactly who to talk to. So we asked Jeff Dale, our email marketing manager, to explain best practices, do’s and don’ts, and everything in between. Here’s his advice.  

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

Cold calling tips for MSPs: What to do when you can’t get through

Posted by Carrie Simpson on Apr 15, 2015 8:00:00 AM

If everyone picked up their own phone every time it rang, cold calling would be the easiest job in the world. If you’re cold calling regularly, you’ve likely been shut down by a few of these choice statements:

  • “We’re not interested.”
  • “We don’t take unsolicited calls.”
  • “You can email us something at info@ ....”

And worst of all, the click of a hang-up.

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Topics: Growing Your MSP Business, Sales Process, Lead Generation

Why MSPs need to create a business plan today to achieve success

Posted by Gary Pica on Apr 1, 2015 1:00:00 PM

Over the past five years I have coached more than 1,000 MSPs on how to increase recurring revenue and profitability. In every case, the business owner wanted their future results to be dramatically different than their current situation. This means that something (usually a long list of things) will need to change. It may be a change in people, process, or focus.

I have found that discipline around the business planning process is the leading indicator of success. Let me explain a few reasons why time spent on business planning will change your business and change your life.

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Topics: Growing Your MSP Business, Business Development

How to write a one-page business plan

Posted by Rick Faulk on Apr 1, 2015 9:00:00 AM

Whether you’re a new MSP or an established service provider, you should take the time to create a business plan. It’s critical to ensuring the success and survival of your company.

Having a few general goals in mind isn’t enough. You need to carefully analyze each of your objectives, break down what you need to do to achieve those goals, and then get it all down on paper—and I suggest just ONE sheet of paper!

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Topics: Growing Your MSP Business, Business Development

Managing the pace of Windows 10 upgrades

Posted by Mike Vizard on Mar 31, 2015 2:30:00 PM

One of the major challenges with delivering any type of software as a service is the fact that not every customer wants to upgrade software being delivered via the cloud at the same time. While there are plenty of organizations using software-as-a-service (SaaS) applications that get updated once a quarter, it’s clear there are many other organizations that don’t embrace these applications because they feel they will lose control over the IT environment.

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Topics: Growing Your MSP Business, Microsoft Windows

10 IT channel experts who MSPs should follow on Twitter

Posted by Anne Campbell on Mar 25, 2015 9:00:00 AM

Most managed service providers know that social media is something they should pay attention to and start using to market their business. (Or at least you keep hearing us talk about why social media marketing is a good thing to do.) But you’re busy and aren’t sure where to get started, so it keeps getting put off.

Well, it’s time to stop making excuses. If you don’t have a Twitter account for your business, sign up for one today. Once you do that, get started by following any of your SMB customers who are using Twitter, as well as channel vendors that you work with regularly.

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Topics: Growing Your MSP Business, Social Media, Content Marketing


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