The COVID-19 pandemic has permanently impacted businesses’ technology needs across everything from IT security to voice service. This, in turn, has affected the ways MSPs have to conduct business. According to a recent IT Glue report, 51% of MSPs saw monthly revenue decreases as a result of pandemic-related shutdowns. The report further stated that 36% of MSPs consider customer churn a top concern – both during and beyond the coronavirus pandemic. All of these shifts mean one thing: to stay … [Read more...]
Selling Unified Communications: It’s Easier Than You Think
Even the most successful MSPs might hesitate to add voice – specifically, unified communications – to their portfolios. While it’s tempting to believe leaving well enough alone is good enough for the long term, the projected numbers for the UCaaS market say otherwise. According to Grand View Research, the global UCaaS market is projected to be worth $143.49 billion by 2024. If you don’t start selling unified communications now, your competitors are guaranteed to beat you to it. So what’s the … [Read more...]
[Infographic] Why MSPs Need to Sell UCaaS Right Now
The UCaaS market has been growing for years. This growth was augmented by the sudden shift to remote work that occurred early in the pandemic, and continues to hold steady as businesses plan for extended – or even indefinite – work-from-home arrangements. Growth-minded MSPs are seizing this opportunity by adding UCaaS to their portfolios and positioning themselves as a comprehensive technology resource for their customers – and earning monthly recurring revenues in the process. … [Read more...]
5 Misconceptions Your Competitors Want You to Believe About Selling UCaaS
As an MSP, the smartest strategy you can take in 2020 is to lead your sales conversations with voice. Even though unified communications as a service (UCaaS) is a gold mine this year (and we don’t see this slowing down any time soon), we’ve heard some hesitation from MSPs when it comes to adding UCaaS to their portfolios. This voice skepticism arises from a few false claims that are floating around among your competitors. Here are five untruths you’ve probably heard about selling UCaaS and the … [Read more...]
Looking to Make Free Money Selling Something Customers Need? (Hint: The Answer Is White-Labeled UCaaS)
Seasoned MSPs remember the old way of selling to potential customers: lead with IT! Are you still starting conversations that way and noticing it doesn’t always lead to success? It’s time for a different strategy. As MSPs shift their sales focus to very small businesses (VSBs), the general strategy behind the sales conversation is shifting as well. We’ve witnessed the most successful MSPs starting their conversations with potential customers by leading with voice. Why? Because every … [Read more...]
MSPs: Here’s How to Tackle Resistance to VoIP Adoption
Despite the fact that the global VoIP market share is expected to grow at a CAGR of 3.1% between now and 2024, MSPs may still be met with resistance when bringing internet-based voice systems to customers – hosted or not. For many small businesses, the big concern is having their phones tied to the internet. If an internet outage takes down both their connectivity and their phone system, it’s a huge blow to any business trying to keep up with larger competitors. The MSP’s job is to … [Read more...]
Get Inside the Mind of Martin on Main Street and Start Selling to VSBs
It’s abundantly clear that in order for an MSP to stay ahead in 2020, you have to focus on selling to very small businesses (VSBs). Make no mistake, though – this isn’t a “Ready? Go!” kind of task. To effectively sell to VSBs, you must know the buyer’s persona. You’re aware of the basic differences between SMBs and VSBs, but you’re not marketing to a business without a face. Your customer is a VSB decision maker who we’ll refer to as Martin on Main Street from here on out. If you want to get … [Read more...]
The MSP Website: Golden Key to Better Leads
Get busy living, or get busy dying. It's a pithy but all-too-real assessment of life as expressed in the film The Shawshank Redemption. One of the best ways to generate leads is through the effective use of a website, and the MSP website has the potential to drive leads as nothing else can. Not just any MSP website can draw leads, though, and that's why it's important to make sure it's got all the right elements in it to have the best chance. What Your MSP Website Needs to Draw … [Read more...]
Understanding the SMB Buyer’s Journey and How MSPs Should Market to It
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...]
