Douglass Miller is the CEO of Straightedge Technologies. Like many MSPs, he was frustrated with his sales results. He had very few net new clients and sales to existing clients was uneven. In two-three years, he has doubled the size of his MSP; attracting one net new MRR client a month and growing his sales to existing clients by 3-4X. What changed? Douglass did.
The managed services market got its start as early as the 1990s as the recurring revenue business model sparked a new era of change in the technology industry. As managed service providers (MSPs) emerged, the market for their offerings grew, and it is expected to reach $193 billion by 2019, at a Compound Annual Growth Rate (CAGR) of 12.5%, according to Markets and Markets.
Have you ever been frustrated with your service provider or wondered why they aren't making your life any easier? As a service provider, there are things I would like every IT team to know so we can work better together.
Advances in technology have armed companies with more resources and power than ever before. Technology offers companies the ability to connect with customers and prospects whenever and wherever they want.
As most MSPs can attest to, building and maintaining a successful business means establishing your expertise and authority as a business partner. Doing that involves constantly showing the customer the value of the services you provide, communicating with them on a regular basis about the health of their IT assets, and not being afraid to have difficult conversations when they are warranted.
Establishing a sound sales model is one of the most important decisions a business leader makes. In large part, it determines the reach of your product or service and ultimately the success of your brand.
If we’re being honest, completely removing security threats would probably take a return to pen and paper. However, you’d be losing out on a ridiculous amount of efficiency and visibility would be a thing of the past. Since your customers rely on mobile devices, cloud services, and automation, it’s up to you to find ways to reduce risks and minimize impact.
You may have heard — or even said yourself — your IT solutions company’s most important asset is its people. But that’s only part of the story. In fact, your people have little to do with why companies choose your firm over another.
Airlines don’t buy engines to fly their planes. They buy engine operating time, in hours, to fly their planes. Oil companies, which need pipelines to transport their oil, don’t buy leak-detection equipment to guard against leaks. They buy the service from a company that specializes in providing that service to oil companies that have pipelines to run.
This is the third of a four-part series; click here for part one and click here for part two. By Dede Haas, CA-AM, Channel Sales Strategist, DLH Services, LLC
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