The growing SaaS and Cloud trends are making the IT services market more competitive. In some spaces, like UCaaS or cybersecurity, where there used to be three or four major players, there are now literally dozens of them. Most of the vendors claim to sell through MSP partners and agent channels, but many still keep their direct sales groups active in the market.
These changes push MSPs to be more aggressive with their sales, although we see the trend of losing more deals than winning them among our MSP partners. What causes this situation and how can an MSP fix it?
For over the last 20 years in my career, I have realized one thing that agents and programs I worked with had in common. When they brought up a sale for the customer, they barely cared about the solutions but only asked one simple question, “What is the SPIFF?”
"LANtelligence is a company which has proven to be a thought leader in terms of understanding the changes taking place throughout the industry from technology, sales, and services perspectives. What is particularly exciting is to me is the incredible focus on the customer," says Jerry McCorkle, TAC Manager of LANtelligence, Inc.
Annual Guide Recognizes the IT Channel’s Top Partner Programs
“As a Master Solutions Provider, LANtelligence, Inc. fills a gap for solutions delivery in the channel for UCaaS and CCaaS sales. Since its inception in 2017, our partner program proved to be an essential addition to the evolving channel and we are very excited to be recognized in the CRN 2019 Partner Program Guide”, says Marty Tracey, CEO of LANtelligence, Inc.
As an HTG Gold Member, we were honored to attend their November meeting in Orlando. This year’s event was especially significant for several reasons. Firstly, the HTG peer groups are now officially a part of ConnectWise events for MSPs all over the world - IT Nation Evolve. Secondly, this event highlighted some new trends and dramatic transitions most Managed Service Providers have to go through in order to preserve and grow their business.
Finding Your Place in the UCaaS Space
As we at LANtelligence were preparing for our second annual UCaaS as Part of Managed IT Services Business survey, we've got a call from CompTIA's Managed Services Community manager Lisa Person. Lisa wanted to discuss the findings from the first survey we have conducted at the end of 2017 and learn about the changes we have seen happening in the MSP community throughout the year.
Activate Your Sales Team to Drive New Business
In this article, we’ll be continuing to explore executive vision and the strategic acquirement of new business by Managed IT Services Providers. We’d like to share some more advice on distributing this vision down to the sales teams as they are a moving power for any new business for their companies.
Trade Show Action Plan For MSP
Do the trade shows still serve the same purpose for your sales department as they did 10 years ago? Certainly, in IT and Telecom, there have been a lot of changes in how the biggest industry trade shows perform, what audience they target and even their formats and names. Some of these shows evolved into purely vendor-to-vendor shows, while others focus on education and hands-on training. For most, the cost of attending has skyrocketed due to high fees for the full-access passes and the travel and accommodation expenses associated with “destination events.” This has made it more difficult for MSPs to send multiple attendees from sales and supporting departments.
Share Your Vision With Your Team
As someone whose main job is to develop a good solid channel, I’m dedicated to our Partners’ success. My goal is to meet with the CEOs or Presidents of our MSP Partners and help them define a vision or goal for their companies and share it with their employees. I do this successfully, because I am usually sitting in front of someone who is more concerned with working ON their company’s future than IN their company’s day-to-day activities.
Find your Vertical Market
Rarely do I find a Managed Service Provider (MSP) that does not know the vertical market in which they excel. If you don’t know yours, then you need to assess what you are good at, decide which deals were enjoyable and profitable, and set a plan in motion to own that market in your area.