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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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7 Common Managed IT Services Mistakes to Avoid

Posted by Jeff Dennis on July 12, 2018

7 Common Managed IT Services Mistakes to Avoid

Managed services are still one of the fastest growing segments of the IT industry. Hiring a managed services provider (MSP) means businesses can focus on core competencies instead of bothering with complex back-end IT processes.

With a range of offerings like cloud computing, data security, network monitoring, systems management and more, MSPs can give businesses IT solutions for a range of issues they might encounter on a daily basis. But, as a managed services provider yourself, you have your own fair share of challenges.

Put simply, both your business and your client’s business can benefit if both parties can come together to achieve a common goal. But mistakes on your part can spell disaster for everyone involved! Don’t let these possible pitfalls stop you from achieving success. Here are seven mistakes you need to avoid to stand out as a reliable service provider.

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Topics: Business Development and Growth, IT Service Delivery

Top 5 Reasons You Should Attend Sales Academy Foundations Training

Posted by Madison Lichtmann on July 6, 2018

Top 5 Reasons You Should Attend Sales Academy Foundations Training

Don’t you wish there was an easier way to master the art of selling managed services?

Continuum is proud to offer all our partners exclusive content and training catering to various roles through Continuum University, and we’re excited to expand Continuum University to provide in-person training opportunities designed specifically for you. Our first live Sales Academy Foundations training occurred in May, with MSPs joining us in our Cranberry Township office for an exclusive two-day training filled with content, learning, networking and entertainment. In this post, I'd like to go over the top five reasons why Sales Academy Foundations is so impactful for you and your MSP business.

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Topics: Business Development and Growth, Sales and Marketing

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

Posted by Brandon Garcin on May 17, 2018

5-ways-to-imrpove-your-msp-service-level-agreement-sla.png

Service Level Agreements (SLAs) are a critical component of any modern MSP business. The goal of these documents is to provide clients with a detailed understanding of the scope of your services, define which parties have ownership over certain functions, and to set proper expectations for things like resolution times and escalation procedures. SLAs also provide both parties with a level of protection against legal action should an issue or misunderstanding arise—so they need to be crafted thoughtfully and carefully.

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Topics: Business Development and Growth, Service Level Agreement

5 Ways to Dominate Your Local IT Market

Posted by Lily Teplow on May 11, 2018

5 Ways to Dominate Your Local IT Market

Are you a managed services provider (MSP) that has most of their clients within a 50-mile radius of their main operation?

If you answered yes, you are part of the majority. This is a natural phenomenon as most businesses get momentum through referrals, which generally occur locally. Information is passed along in conversations in churches, at ball fields, on playgrounds and just about anywhere else that business people may find themselves on any given day.

In an increasingly competitive IT services industry, your goal is to establish yourself as the local IT provider and grow your MSP within your local market. So, how can you successfully beat out your competition and increase market share beyond the realm of referrals?

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Topics: Business Development and Growth, Sales and Marketing

The Top 5 MSP Blog Posts of April 2018

Posted by Lily Teplow on April 27, 2018

Monthly-Blog-Roundup-April-2018

The month of April brought us many things: the start of baseball season, the oncoming of warmer weather (for most of us), and yet another 30 days filled with valuable, business-driving content on the blog! MSP sales and marketing seems to be the theme of this month’s roundup. Our most popular posts cover topics such as the keys to success in managed IT services, how to generate more leads, how to better prepare for sales conversations, and much more.

Read on to discover the top five blog articles our readers couldn’t get enough of this month, with special bonus content at the end of this post!

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Topics: Business Development and Growth, Sales and Marketing, Data Protection, Blogging

MSP Perspective: How to Embrace the Role of CEO

Posted by Brandon Garcin on April 26, 2018

How to Embrace the Role of CEO

CEOs perform a variety of functions for companies in general. In managed IT services especially, executive team members are accustomed to wearing multiple hats and juggling different tasks from their previous technical experience. In a market where, as the leader of the company, you’re expected to be all things to all people, how can you successfully take a step away from your tech role and embrace the role of CEO? 

On a recent episode of MSP Radio, Joe and I were joined by Chris Hoose, CEO of Choose Networks. Chris shared some important advice on how to lead an MSP business as CEO, and how to pull back from other duties to work on the business rather than in it.

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Topics: Business Development and Growth, Sales and Marketing

Turning Executive Business Reviews Into New Revenue Opportunities

Posted by Nicole Hunter Hart on April 25, 2018

Turning Executive Business Reviews Into New Revenue Opportunities

As referenced in my last installment, Executive Business Reviews (EBRs) aid in driving awareness, communication, and reinforcing trust when expansion opportunities arise in your client base. With this foundation of how to deliver a highly effective EBR, it’s time to take things a step further to better engage with your clients and create meaningful relationships and mutually beneficial outcomes.

Executive business reviews should deliver both information and value to your clients in a clear, concise manner. Clients should leave the meeting with a better understanding of the work you’ve been doing to keep their business running efficiently, as well as the areas where you can help them improve. This is a delicate balance, so you must do your research prior to the meeting to be successful at capturing new revenue opportunities that are presented.

Focus on the following key items to help you achieve your goal.

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Topics: Business Development and Growth, Revenue Growth and Profitability

Who Filled Out My Form? Prospect Research 101

Posted by Frank Bauer on April 19, 2018

Who Filled Out My Form? Prospect Research 101

“I got an inbound lead! I’m going to call them right now!”

Whoa there. Let’s hit pause for a second. All of us in business get excited when that hot inbound lead comes in, but you shouldn’t be running full steam ahead as soon as they submit a form. Instead, take a step back and prepare before engaging.

Much like it’s important to understand your managed services competitive landscape, you’ll want to fully understand the end client before reaching out. That due diligence starts on the Internet.

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Topics: Business Development and Growth, Revenue Growth and Profitability, Sales and Marketing

How to Align Your Team Around an Outsourced Model

Posted by Brandon Garcin on April 13, 2018

How to Align Your Team Around an Outsourced Model

For managed services providers (MSPs), support and customer service is just as important as the software and tools you’re using—in fact, it might even be more important. Unfortunately, a growing labor shortage and an expanding skills gap have left many service providers unable to find, hire or retain the technical talent needed to support complex SMB environments. 

For this reason, many MSPs are turning to third-party providers and vendors who offer NOC, SOC, Help Desk and other services that can expand and augment an IT provider’s existing capabilities. When done correctly, these relationships can help MSPs greatly expand the scope of their services, extend coverage hours and refocus their internal teams toward more strategic projects and work.

In a recent episode of MSP Radio, I had the chance to sit down and discuss this topic with Barb Paluszkiewicz, CEO at CDN Technologies. We talked about how her company has successfully adopted an outsourced model, and today relies on Continuum to provide both software and services that help CDN be successful. Keep reading to learn how Barb uses outsourcing to grow her business and get more out of her team.

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Topics: Business Development and Growth, Outsourcing, Service Delivery and Operational Efficiency

What's the Best Way to Reduce Client Churn?

Posted by Lily Teplow on April 5, 2018

tracking-managed-services-satisfaction

Customer satisfaction is the number one way to ensure your continued success as a managed IT services provider (MSP)—and a customer satisfaction survey is one of the best ways to see how you’re performing. The data from a customer survey offers extremely valuable feedback, which you can funnel back into your business to improve your service offering.

However, writing an effective survey that people will actually fill out can be a real challenge. Here are a few tips for getting started.

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Topics: Business Development and Growth, Customer Service, 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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