Category: Better Business
Before adding new solutions, ask current vendors for advice
The MSP ecosystem is a relatively small and collegial space – and I’ve long believed that the most successful companies within the MSP ecosystem are typically among the most collegial. Many of us know one another from the industry events...
Overcoming obstacles with selling security
From “Insecure platforms are a threat to your business!” and “There are millions of malicious people trying to break into your systems!” to “State-sponsored security attacks are a threat to you!”, the “Chicken Little” approaches to selling security never seem...
Eliminating IT services competition through differentiation
How many times have you lost an opportunity to a competitor? It’s happened to me countless times over the years, and it never feels good. It’s even worse when I’ve invested hours—sometimes way too many—into crafting the perfect proposal, sometimes...
Public speaking and selling basics for MSPs
Selling from the stage is one of the most potent revenue generation strategies that your MSP can embrace. Because many MSPs are engineering-types, there can be a great deal of reluctance in our industry to public speaking. Even for those...
Ask an MSP Expert: How can we expand our IT service business internationally?
Q: The managed service business is very competitive and sometimes the United States feels saturated with IT providers. My business is strong and I’m primed to grow it. Are there any options for expanding internationally? Good question! For insights on...
Clive Longbottom: When selling MSP services is like selling a house
I’ll start with a bold statement: being an MSP salesperson is like being a real estate agent. Hold on – don’t stop reading: there is a reason for such a statement. Any real estate agent will tell you what a...
Block-time billing as a stepping stone to managed services
In my previous two articles, I’ve shared my thoughts on why should you move to the managed services model and also written on how to understand which of your existing clients will move to managed services. But for many IT...
Ask an MSP Expert: Navigating the bid process for government clients
Q: My MSP has never gone after government business, I have wanted to, but I keep getting scared away by the whole bidding process. How complicated is it? An excellent MSP opportunity may be hiding in plain sight. Many MSPs...
Four ways to distinguish a good MSP from a great one
What sets apart the most outstanding MSPs goes beyond just business acumen, customer empathy, and technology expertise. As important as these factors are, what I’ve observed – now from many years in the channel – to be even more valuable...
Richard Tubb: How to understand which of your existing clients will move to managed services
Using the managed service model instead of the traditional break/fix model of selling time for money is a no-brainer. But what is more challenging is working out *how* to sell this new model to existing clients. We’re going to look...
