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Channel Blog

 

The Lost Art Of Closing

Posted by Joe Schiavone on Jul 10, 2019

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?

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Topics: Channel trends, Sales Best Practices, MSP

Selling Saas - Simplified! Webinar recording from 4/18/2019

Posted by lantelligence on Apr 23, 2019

With a current pace of digital transformation, MSPs cannot afford to ignore the exploding SaaS market! 

Host: Chris Poupart, Founder @Crossfire Copy

Guest expert: Peter Radizeski, Founder @RAD-INFO

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Topics: Video, Sales Best Practices, MSP

Mastering MSP sales with monthly forecasts

Posted by Joe Schiavone on Apr 4, 2019

For a managed service provider (MSP), providing the most exceptional IT services to clients takes the first priority. However, sales are just as important as your services, and should not slip to the bottom of your priority list.

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Topics: Sales Best Practices, Tip of the Month, MSP

Should you provide some services just because you can?

Posted by Joe Schiavone on Feb 14, 2019

Get your bottom line up by partnering with specialized solutions providers.

A big part of my job is to interview Managed IT Providers all around the US to understand what drives their decision to bring new services to their portfolio and what those new services do for their business. An interesting fact came up during my recent attendance at the IT Nation Evolve event (formerly known as HTG Peer Groups): Many MSPs add new services, like Cloud Voice, just to keep up with the growing competition.

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Topics: Sales Best Practices, Tip of the Month, MSP

How do your sales reps spend most of their time?

Posted by Joe Schiavone on Jul 2, 2018

How to get the most optimization and efficiency from your sales team.

In the last five weeks, I have attended three National Trade Shows in the US and Canada, during which I spoke with at least 200 Managed Service Providers (MSPs) and found one common thread.

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Topics: Channel trends, Sales Best Practices, Tip of the Month

Step by Step Guide on Choosing the Right Master Solutions Provider for Your Company

Posted by Joe Schiavone on Apr 30, 2018

As managed services become a more desirable business practice for some big players, Managed Service Providers (MSPs) must protect themselves by building valuable partnerships with Master Solutions Providers.

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Topics: How-to, Sales Best Practices, Tip of the Month

MSP’s Grow New Stream Of Recurring Revenue With Cloud Communications

Posted by Ken Zrobok on Nov 7, 2017

In this webinar Marty Tracey helps Channel Partners explore how they can exploit growing Unified Communications-as-a-Service (UCaaS) and Contact Center-as-a-Service (CCaaS) market and create a stable stream of Monthly Recurring Revenue. In the US and Canada demand is growing rapidly and the competition is still relatively low. And, you don't have to be a telephony PRO to sell it!

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Topics: UCaaS, CCaaS, Sales Best Practices

LANtelligence at ChannelNEXT WEST 2017

Posted by Ken Zrobok on Nov 7, 2017

On 17 October 2017, during ChannelNEXT West conference in Alberta, Canada Martin Tracey, CEO of LANtelligence gave an interview to Julian Lee, President of TechnoPlanet.

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Topics: Channel trends, Sales Best Practices