Category: Sales & Marketing
Define Your Purpose. Share Your Story.
Purpose-driven marketing is making headlines, differentiating companies and influencing deals daily. Take a look at the “Helpful Honda” campaign, or the “American Express Small Business” campaign. Both deliver a halo-effect around the respective brands and for good reason. What they...
Raj Khera: Stop calling yourself an MSP – Here’s Why
If your target market is other IT firms, then calling yourself an MSP is the right move. IT professionals know what this means. But — and this is really important — most other people don’t know what an MSP is. Whatever you...
5 Critical behaviors of successful managed IT services companies
Yes, it’s true. There are managed IT services companies out there that understand the critical importance marketing and sales play in the success of their business. Regardless of their size, these IT service companies have transitioned from being a technology-focused...
MSP marketing budgeting and planning: Your nightmare and your friend
Why worry about MSP marketing budgeting and planning? Well, things are changing fast in the IT channel. The industry itself is in a constant state of flux. Mergers and acquisitions abound, and giant competitors like Amazon are entering the MSP...
Robin Robins: Marketing not working? Read this…
Before you try to implement any new marketing campaigns, I thought I would give you a brief refresher on REALITY so you can better appreciate the difficulty of the task of acquiring new customers. You are GROSSLY IGNORANT to expect...
Stuart Crawford: Why every managed service provider needs a lifecycle
Marketing continues to be the Achilles’ heel of many managed service providers. Chalk it up to improper investments in marketing efforts. Or perhaps it’s simply a case of not having the right education. As a long-time marketing professional, I believe...
3 Things you can learn from the MSP Marketing Masters Awards winners
After our judges carefully reviewed all the submissions for the MSP Marketing Masters Awards, we’re happy to announce the winners! Congratulations to: A Leap Ahead IT – Sacramento, California Cloudtech 1 – Rochester Hills, Michigan EnKompas Technology Solutions – Pittsburgh,...
Gary Pica: 4 ways to supercharge how you’re selling managed services
Are you exerting a ton of effort to increase sales, yet seeing few results? MSP business owners share one goal: generate new monthly recurring revenue. While nearly every owner agrees on this goal, few achieve it. You need key metrics,...
Objection-handling tips: Keep the sales conversation going
Once in a while when cold calling for your MSP, you’re likely to encounter what we describe as the managed services perfect storm: a company with at least 20 computers (but less than 50), who is unhappy with their current...
Robin Robins: What to do when you suddenly find yourself in a commodity business
First off, if you find yourself selling a commodity product or service, you only have yourself to blame. YOU chose your business and your customers; so if you truly are selling a commodity where margins are thin and clients are...
