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

5 Ways to Improve Your MSP Service Level Agreement (SLA)

Featured Post

5 Ways to Improve Your MSP Service Level Agreements (SLAs)

SLAs are the foundation of your MSP business. They are essential to building strong client relationships and must be clear, reasonable and well-constructed.

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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

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: Revenue Growth and Profitability, Sales and Marketing

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

RMM 101: Must-haves for Your IT Management Solution
MSP Guide to Managed Services SLAs  [white paper]
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