The current MSP sales model has evolved from the demise of the capital expenditure model and is dependent on generating recurring revenue. Initial sales are essential for building a customer base, but customer retention is arguably much more difficult and vital for success. So, what do MSPs need to do to build long lasting relationships with SMBs? To answer this question, MSPs need to understand the entire buyer’s journey—which doesn’t end after making the sale. This customer-centric inquiry … [Read more...]
Attracting and Capturing the SMB Buyer
As an MSP, you are doubtlessly invested in the many benefits of your services. When trying to reach potential customers, you likely highlight many aspects of your managed services that increase efficiency. While communicating these features and benefits is a crucial component of sales and marketing, the MSP focus has shifted from describing services to illustrating end user results. That shift is critical to attracting and capturing an SMB buyer. Relevant and affordable technology solutions … [Read more...]
Why is Voice a Low-Maintenance, High-Profit Avenue For More Revenue?
It’s never been easier — or more lucrative — to start selling voice solutions. For MSPs interested in growing their business, cash flow can pose a serious issue. One avenue many providers overlook is voice service, which offers a low-maintenance, high-profit means to an end. Just Set It and Forget It In most cases, MSPs have great relationships with their customers and are already familiar with the infrastructure at their respective sites. Adding voice services to your offerings makes … [Read more...]
Never Sold a Voice Service Before? Here’s What You Need to Know.
If you’re considering selling voice, overcome inner objections with this invaluable advice. In the modern workplace, voice solutions are a must for enterprises of all sizes. Over the years we’ve heard lots of stories related to selling voice services, and most of them sound like the plot of a horror show! Fortunately, there’s a simple way for MSPs to provide top-tier voice solutions – without the recurring nightmares. When most MSPs consider selling voice services, fear often prevents them … [Read more...]
MSPWorld Fall 2016
Hope to see you in Vegas at the MSPWorld Conference! Chuck will be presenting on October 8th. Buy, Build, Partner: 3 Paths to New Managed Services Offerings. … [Read more...]