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

The-Ultimate-Guide-to-Success-in-Managed-IT-Services


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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Robert Kocis

Robert Kocis is Continuum's Chief Revenue Officer (CRO). He brings more than 20 years of experience in global sales leadership and business management. Prior to Joining Continuum, Bob served as Worldwide Sales and Customer Excellence at ANSYS for two years, providing leadership for the overall strategy and management of the global activities of the company’s sales and technical support units. Robert spent 16 years with PTC, Inc., a U.S. based software company specializing in 3D design software, product lifecycle management and service management solutions, in progressive sales leadership positions. He also served as Senior Divisional Vice President of Asia Pacific Sales and Distribution, where he oversaw PTC’s operations across Asia. Prior to that, Robert was responsible for creating and leading PTC’s SMB Channel Advantage Program. Robert has a bachelor’s degree in marine engineering systems from the United States Merchant Marine Academy. He is also a graduate of the General Dynamics Nuclear Engineering School.
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Recent Posts

Top Takeaways from Microsoft Inspire 2018

Posted by Robert Kocis on July 25, 2018

Top Takeaways from Microsoft Inspire 2018

Last week, some of the Continuum team and I went down to Las Vegas to attend Microsoft Inspire 2018. It was a great couple of days full of networking and learning opportunities. In this post, I’d like to share my top takeaways and the key themes I noticed while at Microsoft Inspire this year.

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Topics: Events, Cloud Computing

3 Powerful Leadership Lessons from Clint Hurdle

Posted by Robert Kocis on March 2, 2018

3-Powerful-Leadership-Lessons-from-Clint-Hurdle

I recently had the privilege of listening to Clint Hurdle deliver a keynote address at our 2018 Sales Kickoff (SKO) in Pittsburgh, PA. During this motivational speech, Clint took us through his journey of becoming a better person in both his career and his life. I was really moved by his speech, and many of my team members told me it was the best guest keynote speaker that we’ve ever had.

Based on this feedback—and in honor of today being National Employee Appreciation Day—I wanted to share my reflections on his talk and the leadership lessons I learned. So, here are my “Key Lessons from Clint” that will help you motivate your own team and become a better leader.

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Topics: Business Development and Growth, Workforce Optimization and Employee Retention

Your 2018 Business-Wide Success Guide | Part 2: Selling Upstream

Posted by Robert Kocis on December 6, 2017

Your 2018 Business-Wide Success Guide | Part 2: Selling Upstream

As more companies begin to invest in managed services in the year to come, developing the right sales strategy is top of mind for all IT service providers. However, due to longer sales cycles, higher cost of sales and new buyer behavior, selling managed services is quite different than selling any other kind of technology. Providers can no longer take the “same old sales” approach if they’re to generate viable sales leads and grow their business. So, how can you adapt your sales strategy in 2018?

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Topics: Sales and Marketing, Revenue Growth and Profitability

6 Steps to Mastering MSP Sales

Posted by Robert Kocis on September 6, 2017

6 Steps to Mastering MSP Sales

As a managed services provider (MSP), you’re primarily focused on delivering exceptional IT services to clients and optimizing your efficiency. However, this may cause you to let sales and marketing slip to the bottom of your list of priorities. But when you’re busy managing your existing client base, how can you ensure that you’re filling the sales pipeline and growing your MSP business?

Running a business is hard enough without also having to be a sales expert. Follow the following six steps to improve your sales effectiveness.

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Topics: Sales and Marketing, Revenue Growth and Profitability

How to Become an MSP Sales Leader

Posted by Robert Kocis on June 16, 2017

How to Become an MSP Sales Leader

Managed IT services is something the average person could research all day and still not fully understand. Even in the age of the informed consumer, MSP sales teams are typically selling on a different level than other sales teams.

In my 20 years of sales management, I have learned that a structured management operating rhythm is critical to your success as a sales manager. For the average MSP, you’re wearing multiple hats—acting as the business owner, head of sales, client manager and so on. So, it can be easy to get caught up in deals, client issues and all types of other projects. However, you can’t forget that the key to success is driving the right inputs on a consistent basis. To do so, you need to put on that “sales manager” hat and start your journey of becoming a more knowledgeable, experienced sales leader. Here are some tips to get you there.

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Topics: Revenue Growth and Profitability, Sales and Marketing

Unleashing the Power of Social Selling in Your MSP Business

Posted by Robert Kocis on March 21, 2017

Unleashing the Power of Social Selling in Your MSP Business

I hear over and over that a top challenge for managed services providers (MSPs) is effectively acquiring new clients. It’s very difficult to run a business, handle client care, payroll, HR duties, finance and then in your spare try to “sell.” It’s a common challenge for many MSP owners, but I believe that effective social selling can play a key role in helping you effectively acquire more clients and up-sell, cross-sell and retain your existing ones.

I first started to study and implement social selling in 2014 when I met Annie Stankevich, she was my LinkedIn sales rep at the time. Annie helped me transform how we prospected and engaged with clients at my previous company by leveraging social selling techniques Today, I am fully bought into how powerful social selling can be. 

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Topics: Sales and Marketing, Client Acquisition and Management

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