Persistence Pays Off!

By The Business Solutions Network

This MSP’s $60,000-per-month private cloud services deal started with a cold call, providing a list of its top competitors, and a 12-month sales-nurturing process.

If there’s one thing no one needs to convince managed services provider (MSP) and HTG peer group member Cal Net Technology Group of, it’s the importance of persistence — and good timing doesn’t hurt either. This belief was further reaffirmed last year after one of the MSP’s salespersons contacted the CTO of a 70-employee financial services firm. “The CTO was fed up with his incumbent service provider, and he was ready to start looking at other options,” says Luca Jacobellis, president and COO, Cal Net Technology Group. “It would have been tempting for the salesperson to move on to another prospect after being asked to provide the CTO with the names and contact information of our three biggest competitors. But I have to give him credit for seeing the bigger picture and thinking strategically rather than emotionally.”