Summer time and the living is easy! OK, so maybe it's not quite summer yet, but considering how you can get Leinenkugel Summer Shandy now, we're not that far off. As we commemorate May and look forward to June's arrival, we're revisiting the best MSP Blog content this month! No surprise, ransomware continues to be top-of-mind for most MSPs, as it was recently named the number one cyber threat to warn clients about. Also in this month's roundup, learn how to better sell managed IT services with tips for prospecting calls and backup and disaster recovery (BDR) sales strategies!
Posted by Ray Vrabel on May 5, 2016 06:00:00 am EST
Let’s face it, no one likes to cold call anymore. It’s a lost art. In 2016 with Web, social, and inbound marketing, we like when our leads and prospects come to us. But how do we engage with these contacts once we have them? What's that next step?
Welcome back to our MSP Sales Success blog series, a collection of posts that dive deep into the sales journey and answer what you've been asking for some time: "How do I sell managed services?"! In this next post, we review the anatomy of a sales discovery call.
Posted by Mary McCoy on May 12, 2016 6:00 am EST
Ransomware is everywhere right now. Whether it's in the news coverage of latest exploits or in that seemingly harmless attachment sitting in your inbox, malware is running rampant! But beyond the ransomware basics like "email phishing is a major threat vector" and "cybercriminals demand Bitcoin to unlock files," what else do you need to know? What malicious trends are on the rise and how do they impact the way you position your data security services to prospects and clients? We've scoured the Web (well, not the Dark Web) to deliver the latest cybersecurity and ransomware findings!
Posted by Ray Vrabel on May 3, 2016 6:00am EST
In my previous blog post, I discussed how to change how you measure technical staff, sales/marketing and help desk staff benchmarks. However, while it’s important to set measurable benchmarks, that’s not enough. You also need a plan to overcome obstacles that could prevent you from meeting or exceeding your goals. Let’s discuss three best practices to succeed in this new managed IT services business model.
Posted by Ben Austin on May 6, 2016 6:00 am EST
“If you don’t know what you want, you will be unlikely to get it.” -Ben Horowitz-
The first step is determining what “customer success” looks like in your organization. You need to understand who is responsible for customer satisfaction (likely everyone in your organization), what metrics are most indicative of success in your organization, and how you can incentivize those responsible for driving customer growth based on those metrics or goals.
Posted by Brent Whitfield on May 10, 2016 6:00 am EST
A dirty secret in the data backup and disaster recovery business is that most MSPs do not test the data they back up, no matter what type of medium they use. And as a consequence, many companies find out that their backups don't work when they encounter a real IT disaster. Verifying that the data stored on production server volumes is actually being backed up, AND testing that the data is not corrupt, are key actions to take to prevent this issue. Then once you've done this, why not go the extra mile and run a full-blown fire drill? I'll explain...
Well, that'll do it! I hope you've enjoyed these top posts from May. Be sure to subscribe to our MSPblog to get instant updates as we bring you more great content throughout the rest of June and beyond!
By Gretchen Hoffman
By Gretchen Hoffman