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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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Building Your IT Business Throughout the Sales Funnel

Posted by Meaghan Moraes on November 16, 2017

Building Your IT Business Throughout the Sales Funnel

In the managed IT services business, your focus is not only on keeping your clients’ IT environment running smoothly, but also on building a thriving business for years to come. In order to effectively sell your services and achieve scalability, you need to differentiate your business from the rest. What are the unique benefits you can offer? How should your audience think of your brand? Who is your ideal audience and what’s the best way to speak to them?

Utilizing inbound marketing tactics will help you find more opportunities and close clients faster. Follow these proven steps to take full advantage of the sales funnel and, as a result, position your company as the clear solution for future clients.

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Topics: Sales and Marketing, Client Acquisition and Management

Fueling Your Funnel: Navigating 4 Sales and Marketing Phases to Close Clients Faster

Posted by Mary McCoy on November 8, 2017

Fueling Your Funnel: Navigating 4 Sales and Marketing Phases to Close Clients Faster

I've reviewed countless IT service provider websites, but one thing that's abundantly clear is that not enough organizations take the time to clearly map out their sales and marketing funnel. The first warning sign? Home pages that lead with "Contact Us" or "Schedule a Consultation" requests and nothing else. Right off the bat, this tells me that these companies are only marketing to companies that know of and are ready to evaluate their IT services. Sure, this is an important audience to hit and you want your sales representatives to work prospects with the highest level of sales readiness, but what about the rest of the prospect pool who may not be ready to commit—who may not even know who you are or why they need you?

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Topics: Sales and Marketing, Client Acquisition and Management

How to Work More Efficiently with Automation

Posted by Tara Callinan on October 24, 2017

How to Work More Efficiently with Automation

Whether you’re a sole service provider or part of a small team operating within a larger company, you know how hard it can be trying to complete work using disconnected tools. That's why you need Service Operations Automation (or ServOps for short)—a new type of technology that’s going to streamline your daily workflows so that you can operate more efficiently than ever before.

If you’re an IT service provider who continues to waste hours of their working week on inefficient, manual admin tasks—like updating timesheets or responding to client requests—you could end up losing $52,000 in revenue each year! With 2018 just around the corner, it's time to automate your operations in a way that's going to boost profits and productivity so that you can truly focus on doing the work you love. Here’s how:

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Topics: Client Acquisition and Management, Service Delivery and Operational Efficiency

Where's the Achilles Heel in Your Client Onboarding Process? [QUIZ]

Posted by Nicole Hunter Hart on September 27, 2017

Client-Onboarding-Quiz.png

Welcome back to the last installment of my blog series focused on helping you increase your client retention and revenue through onboarding best practices and strategies! Throughout this series, we’ve discussed how to analyze your onboarding journey from the client’s perspective, demonstrate your value from day one, properly set expectations with touchpoints, and overcome common onboarding challenges. If you’ve been following along, you’re well on your way to building long-lasting, profitable relationships with your clients. However, for those of you who still struggle with low client retention rates or decreased client satisfaction, it’s time to uncover where the weak points are in your client onboarding process.

By taking the short quiz below, you’ll be able to better understand where your strengths are in your onboarding process and where there may be some gaps. I will then provide you with the resources you need to start making improvements, optimize your onboarding process, and accelerate your retention and growth rates. Let’s get started!

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Topics: Business Development and Growth, Client Acquisition and Management

3 Steps to Boosting Client Acquisition and Management

Posted by Richard Hatfield on September 22, 2017

3 Steps to Boosting Client Acquisition and Management

As an account executive at a growing IT services business, it can be hard to define a great end-to-end sales process for your business, especially when no client or prospect is ever the same. Acquiring and retaining new clients can help your business achieve higher levels of revenue and profitability, but what happens when you hit a standstill? What can you do when you’re left wondering “how can I better sell my IT services, reduce churn, and grow my business?

These are challenges almost every managed services business has faced, but it’s exactly why I’ve created a four-step plan that helps MSPs sell with ease and streamline their operations for lasting growth. So, without further ado, here is my four-step plan that will help you set the right expectations for clients, optimize your operations and achieve higher levels of client retention and satisfaction.

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Topics: Sales and Marketing, Client Acquisition and Management

How to Increase Your MSP Sales Opportunities by Going for “No”

Posted by Paul O'Donnell on August 29, 2017

How to Increase Your MSP Sales Opportunities by Going for “No”

As a managed services provider (MSP), you’re always looking for ways to gain more leads and drive business growth. All your sales and marketing efforts may be directed towards getting that “yes” from your prospects and adding another number to your potential client tally, but what if I told you that you could have more success with going for the “no” instead.

Although this might sound like a fast track to sales failure, this strategy can help you better understand your prospects’ needs, get to the root of the problem, and increase your sales efficiency. So, whether you have a dedicated MSP sales team or are a one-man-band, here’s how you can increase your sales opportunities by going for the “no.”

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Topics: Business Development and Growth, Sales and Marketing, Client Acquisition and Management

How to Build More Profitable Client Relationships

Posted by Courtney Swift on August 8, 2017

How to Build More Profitable Client Relationships

Relationship building is a key component to any successful business, and this is especially true for managed services providers (MSPs). You’re in a services business, which means that your clients depend on you to maintain and take care of their IT infrastructures. Not only does this put a lot of pressure on you, but your clients need to feel that they can trust you—and properly cultivating client relationships is the only way you can achieve that.

From prospect, to onboarding, to customer, there are a few ways your MSP business can be effective when building profitable customer relationships. Let’s take a look at the top three:

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Topics: Business Development and Growth, Customer Service, Client Acquisition and Management

Common MSP Onboarding Pain Points (and How to Tackle Them)

Posted by Nicole Hunter Hart on August 3, 2017

Common MSP Onboarding Pain Points (and How to Tackle Them)

Welcome back to my blog series, where we’ve been discussing how you can enhance client engagement and increase revenue and retention through onboarding. I hope you’ve enjoyed our journey through onboarding so far and have picked up a few key takeaways throughout the series to aide you in increasing client retention and satisfaction. In a previous post, I talked about the importance of interacting with clients to create a thoughtfully-crafted experience and build the foundation for a long-lasting relationship. To build upon this, let’s dig into some common onboarding pain points and then take a look at how MSPs like you have successfully overcome them.

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Topics: Business Development and Growth, Client Acquisition and Management

The Top 5 MSP Blog Posts of July 2017

Posted by Lily Teplow on August 1, 2017

The Top 5 MSP Blog Posts of July 2017

Is it just me, or is this summer flying by way too fast? I always long for those longer, lazier summer days, but as a managed services provider (MSP), you know that your line of business never gets the day off. So, to make the most of your summer and help you set up your MSP business for long-term success, we’ve gathered our most helpful and valuable blog posts from July.

This past month was full of tips and best practices to help you grow your MSP business, including how to make impactful relationships with clients, what every MSP should include in their LinkedIn profile, which cybersecurity threats you need to look out for and much more. Let’s take a look at what the month of July had to offer on the MSP blog!

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Topics: Business Development and Growth, Cybersecurity and Threat Management, Client Acquisition and Management

Understanding the MSP Sales Process Part 3: The Proposal

Posted by Blake Loughran on July 25, 2017

Understanding the MSP Sales Process Part 3: The Proposal

Welcome back to my series, where we’ve been exploring the four key stages of the MSP sales process in order to help you increase client acquisition. In our previous entries, we talked about how to tackle MSP prospecting and the certain steps you should take before and during your initial meeting. After doing your research and determining how your business can best fit your prospect’s needs, now it’s time to move onto part three: presenting and proposing your solution.

The proposal stage is crucial to the sales process because—when done right—it can ultimately compel your prospect to buy. Many MSPs will have the urge to jump into the proposal stage prematurely. However, it’s imperative that you first understand your prospects’ pain points and business objectives. If you can strategically present your services in a way that aligns with their priorities, solves their problems and helps their business excel, you’ll have a major advantage. Here are some tips on how you can make a successful MSP proposal.

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Topics: Business Development and Growth, Sales and Marketing, Client Acquisition and Management

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