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.
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.
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.
Contact Centers Carry a Business Opportunity for MSPs
If you haven’t seen lately, more and more requests are coming through for Call Centers that want to go to the cloud. These can be very lucrative on a recurring revenue basis. Currently, most are operating the premise-based older technology with robust reporting capabilities.
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.
Breaking The Glass Ceiling
During my travels, I’ve met with literally hundreds of MSPs across the country, and I always ask them the same question: “How long did it take you to become successful, and what was the pivotal point in your business that was the breakthrough?”