Archive for the ‘managed services marketing’ Category

Managed Services Must Test Backup for Marketing Success!

Tuesday, April 25th, 2017

IT MarketingWhy Test?

Before a managed services provider can have marketing success they should have an actionable backup and data recovery solution. Before they provide that solution to clients, they’ve got to test it. A backup and data recovery plan is basically a digital parachute in the event your data aircraft is shot down by hackers. Now, even a parachute has an additional backup chute in case something goes awry. And chutes are specifically folded and tested beforehand to ensure that everything is in order. If you’ve never been skydiving, in most cases before you actually jump out of an airplane, you’re going to take a class which helps familiarize you with what will happen, how it will feel, and how to react when the moment of truth comes. (more…)

Artificial Intelligence is Your New Primary Healthcare Professional

Thursday, November 10th, 2016

IT Support San JoseThe healthcare industry, just like all industries out there, is constantly evolving. As a managed service provider, you are going to have clients that focus on healthcare, specifically. One of the biggest advances being seen most recently in this area is that of the growth of artificial intelligence. Healthcare and having a primary healthcare professional may no longer mean going to see a doctor— it may mean just talking to a computer of sorts. (more…)

Should You Give Instant Access to Your Managed Services Proposals?

Saturday, October 22nd, 2016

Managed ServicesTetris with the Numbers

Managed services providers are going to have differing costs as they depend on client needs and client budgets. A lot of clients who may purchase the services your MSP offers have a number in mind when they go into negotiations. They want to keep from transgressing a certain threshold of cost. (more…)

Does Trade Show Marketing Work?

Sunday, November 4th, 2012

istock_000015648801xsmall1This seems like the riddle of the ages but I find that many MSP vendors and managed services providers fall into two camps.

There are those that deeply believe in trade show marketing and the rest are just doubting Toms.

Just about every type of marketing technique works, the question is how? (more…)

Attitude Is Everything When Selling Managed Services!

Monday, October 8th, 2012

Sophisticated mature business manThere are tons of articles written with sage advice that are preferred daily by MSP Guru’s  discussing the sales tactics that managed services providers should employ in their marketing.

However, there is an underlying factor that if overlooked, could in fact undermine all the good intentions of the world.  This is the attitude of the IT professional.

Are we advocating for every MSP to become a super outgoing cheerleader that’s positive all the time? the answer is no.

However, we do recommend that one particular character trait should be avoided like the plague… (more…)

Prospects Are Quick To Throw Telemarketers Under The Bus!

Thursday, September 13th, 2012


“I am sorry but I never agreed to the appointment!”, if you’re a managed services provider that has used appointment setting then you have probably heard this before.

Of course, just about every computer consultant has a knee jerk reaction that causes them to immediately blame the telemarketer.

However, you might surprised to learn that many times the prospects themselves are quick to throw the marketing agent under the Bus! (more…)

New Marketing Event Helps You Sell Without Selling!

Wednesday, April 11th, 2012

istock_000017680471xsmall2Most managed services providers will run the first appointment and try to set up a network assessment as their next step in the sales process and finally have one last meeting to close.

Unfortunately, the average business is so slow about making changes that these three marketing steps usually fall painfully short.

The only card left to play in the IT sales cycle for most providers is simply calling back and asking if the prospect is ready to switch.  I don’t have to tell you that this gets stale after a while and turns prospects away. (more…)

What’s The Marketing Difference Between IT Needs vs Wants?

Tuesday, September 6th, 2011

Wants Vs Needs - Balance

In Economics 101 we learned that people have unlimited wants whereas there are really on a few basic needs such as food, shelter, clothing, etc…  The reason I am bringing this up is because the term ‘need’ has become a buzz word among many managed services providers, which refers to a lead that has some problem or pain points with their current IT services provider or in-house tech.  Of course any opportunity for marketing to a prospect that already has some issues would be considered premium.  However, these leads are by their very nature few and far between because most companies feel their basic IT needs are being meet!  We have consistently advocated for marketing to ‘wants’; yet it seems these two opposite concepts have become confused.  What is the difference between marketing to technology wants vs needs? (more…)

Interview With MSP Sales & Marketing Guru Daniel Matalon!

Wednesday, August 24th, 2011

555997_12036983I was excited to hear from a new IT sales & marketing guru that specializes with managed services providers to help them increase revenue and profits.  I meet Daniel Matalon on Linked-in and was impressed with his experience in the IT industry that lead him to his current position.

The training that he offiers for computer business owners ranges from designing your IT model, technology planning, e marketing strategy, branding strategy, customer service engineering.  In fact he can even help with Cash Flow, Franchising and Licensing!

If you’re looking to improve your managed services processes in any of these areas then tune into our show to find out more about Daniel’s experience and what solutions he offers.  Listen to our Blog Talk Radio Show at 1:00PM western/2:00PM mountain/3:00PM Central/ 4:00PM Eastern and click here to start the player! (more…)

Don’t Commoditize Your Managed Services Offering, Why?

Thursday, July 28th, 2011

istock_000012879352xsmall21The most common advice that is given to most managed service providers is that you never want to commoditize your pricing.  Of course, this sounds very appealing because most IT business don’t want to compete on price and have all their marketing hinge around pricing. What does turning your offer into a commodity really mean and why are we advised to avoid this at all cost?  Essentially it means that you turn your offer into a plain brown cardboard box that you can’t tell apart from any other IT services offering.  In other words it becomes similar to an actual commodity like gas, oil, milk, fruit etc…  Generally speaking one vendor selling bananas can’t say his are any better than the banana vendor across the street.  Therefore they must both compete on price alone.  The main concern is that you can’t extract the most money from your prospect if you’re competing just on price.  (more…)