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Empowering Your MSP Business to Grow and Prosper—One Post at a Time

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Featured Post

The Ultimate Guide to Success in Managed IT Services

What are the fundamentals to building a profitable managed IT services business? Keep reading to discover the four key ingredients for success.

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Introducing Continuum’s Global Cyber Security Roadshow

Posted by Lily Teplow on October 18, 2018

Introducing Continuum’s Global Cyber Security Roadshow

Dealing with today’s threat landscape can put a burden on most IT and security service providers. There are serious, complex issues you need to solve for your SMB clients—including phishing, brute-force attacks, the dark web, and much more. Without the proper knowledge, technology, and enablement materials, the promise of building an enduring security line of business could be shattered. 

To provide MSP with everything they need to emerge as cyber security leaders, Continuum is introducing its Global Cyber Security Roadshow! Keep reading to discover what you’ll learn, where we’re heading and why you’ll want to be there.

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Topics: Cybersecurity and Threat Management, Events

Bridging the Chasm Between Lead Acquisition and the MSP Sale

Posted by Joseph Tavano on October 17, 2018

Bridging the Chasm Between Lead Acquisition and the MSP Sale

When asked about the lifecycle of a sale, it is common for many businesses to discuss a clear and strict division between the duties of marketing and of sales—marketing is responsible for attracting and acquiring leads, and sales is responsible for contacting those leads, qualifying them as interested prospects, and converting them into customers.

But what happens between the initial interaction and the close? How many prospects go cold or fall off the radar? How many hours are invested into prospects who inevitably walk away?

There’s a clear gap here, and there’s only so much that a pure sales approach can do to close it. And, with finite human resources in sales, there’s only so many calls that can be made. What’s needed to bridge that gap between lead acquisition and the sale is what’s known as lead nurturing.

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Topics: Sales and Marketing, Lead Generation, Inbound Marketing

The Technical Aspects of Your Services DO Have a Place in Your Content

Posted by Nate Freedman on October 16, 2018

The Technical Aspects of Your Services DO Have a Place in Your Content

Earlier this year, I wrote a piece about the value of using content to generate leads instead of using sales to chase them—and I'll be honest, the response was overwhelming. Out of everything that I've written up to this point—and I've published over 25,000 words, including one eBook, this year alone—that was the piece of content that received the most amount of feedback.

But at the same time, a lot of the questions I received all came from the same place—and it gave me a bit of a pause.

Most of the questions I got were some variation of "if you're supposed to sell value and not technical specifications in your content marketing, when do you introduce the technical aspects of your MSP services?"

The answer to that question, of course, requires you to keep a few key things in mind.

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Topics: Sales and Marketing, Content Marketing

6 Things You Should Never Leave On Your Desk at the Office: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on October 15, 2018

Six Things You Should Never Leave On Your Desk at the Office

There’s no denying the importance of having the right security software and tools in place to protect your customers—but what about physical workplace security? In honor of National Cyber Security Awareness Month, this Weekly Byte episode gives you six things you should never leave out on your desk at the office!

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Topics: The Weekly Byte, Cybersecurity and Threat Management

Partner Spotlight: Why MSPs Should Go to Industry Events

Posted by Mark Matthews on October 11, 2018

Partner Spotlight: Why MSPs Should Go to Industry Events

It can seem on the face of it that industry events are expensive to go to, especially if you have to fly to get there, add the hotel costs and the event themselves are normally chargeable, it can all add up. Sometimes the costs can run into the thousands, particularly if you take other members of your team with you. The key to an industry event is finding the greater value for your company. There may be things at the event that you wouldn’t know about otherwise but have potential to bring a new source of revenue to your company, or a method of doing something that would increase productivity tenfold!

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Topics: Events, Business Development and Growth

Which Managed Services Pricing Strategy Is Right for You?

Posted by Ray Vrabel on October 10, 2018

Which Managed Services Pricing Strategy Is Right for You?

Pricing is something many businesses struggle with, and MSPs are no exception. Price your offerings too high, and you might not find a great market for you. Price too low, and you might be hurting your own margins. Right now, the industry still offers enough flexibility that there are a number of different managed services pricing strategies that work. However, it’s important for MSPs to be aware of the benefits and drawbacks to each. Which pricing model is best for you? Let’s discuss.

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Topics: Revenue Growth and Profitability, Pricing and Packaging

Making Money with Layered Security: Challenges and Opportunities in a Shifting Threat Landscape

Posted by George Anderson on October 9, 2018

Making Money with Layered Security: Challenges and Opportunities in a Shifting Threat Landscape

A shifting cyber threat landscape is putting increased pressure on MSPs entrusted with security services. In addition to protecting clients from an ever-diversifying range of threats, it’s often falling on MSPs to explain to their customers why simple endpoint security solutions alone are no longer a sufficient cyber security stack.

User error is quickly turning into one of the most promising avenues of attack for cybercriminals, something no endpoint solution can remedy. Additionally, attacks based on outbound web traffic—preventable at the network-level and often enabled by irresponsible browsing habits—continue to endanger businesses, especially at the network level. 

Rather than viewing these shifting circumstances as a net negative, MSP owners should recognize that the increased need for effective security offers real opportunities in terms of their offerings. Layering the cyber security protection MSPs provide their clients is the way to efficient protection and increased profitability. It simply makes sense that, as threats diversify, MSPs should expect greater compensation by offering greater protection.

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Topics: Cybersecurity and Threat Management, Security Awareness Training

Explaining "Phishing" to Your Clients [VIDEO]

Posted by Meaghan Moraes on October 8, 2018

Explaining Phishing to Your Clients

It’s National Cyber Security Awareness Month, and this week’s theme is all about security knowledge and education. Security education is key to keeping businesses and employees safe from cyber threats. In honor of this, our next video in our Explaining IT to Your Clients series will help you approach conversations with clients around one of the most pervasive threats facing their business: phishing. Tune in now to learn how to explain phishing to your clients and help keep them protected.

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Topics: Cybersecurity and Threat Management, Video, Explaining IT Series

Breaking News: Advanced Persistent Threat Activity Exploiting MSPs

Posted by Brian Downey on October 4, 2018

Breaking News: Advanced Persistent Threat Activity Exploiting MSPs

On Wednesday, October 3, the U.S. Department of Homeland Security (DHS) issued a warning to managed services providers (MSPs) and cloud services providers (CSPs) that hackers are exploiting MSP and CSP systems to reach end-client networks.

This alert from the DHS confirms that small businesses, and their managed service providers, are the new attack vector for cybercriminals, and the risks are severe. In this post, we’ll explain the threat MSPs and their clients are facing, and provide our advice to help mitigate these threats.

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Topics: Industry News, Cybersecurity and Threat Management

How to Boost Business with Network Assessments

Posted by Mark Winter on October 4, 2018

How to Boost Business with Network Assessments

Our team occasionally encounters questions from Continuum partners about the difference between our network assessment tools that are available to them from Continuum, and the reports available through Continuum’s RMM software. While both systems are looking at a wide array of network and machine data and activity, the way they collect and report on that information is very different.

In this post, we’ll cover how network assessments work, and how you can leverage them as a tool for prospecting new clients and retaining your existing ones.

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Topics: Remote Monitoring and Management, Network Management

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