Utilizing MSP Sales Strategies Which Complement Operations

MSP sales techniques will vary among salespeople. Following, three kinds will be explored to help give you an idea where your MSP falls, where you might like to be, and whether combining methods makes any sense:  

 

Those Who Hunt for Sales 

MSP sales teams that hunt usually have greater ebb and flow between times of plenty and times where little profit defines operations. This may not always be the case. Sometimes, a salesperson hunts for a “big fish”, catches that “fish”, and everybody on the “vessel” of your MSP eats well for a few operational seasons. 

The thing is, no score is so effective as to require a cease of further selling endeavors. So, sellers that hunt, only seeking “big fish” may not serve you best. Then again, get enough of them producing prospect conversions at regular intervals, and you may retain perpetual profitability. Some businesses do better with hunters. 

 

Those Who Farm for Sales 

Generally, those sellers who farm for sales will yield a more sustainable business model over time. Larger businesses sometimes transition from hunter to farmer sellers. 

Farmers will upsell existing customers, and they’ll carefully cultivate leads such that they have regular conversion rates. Sellers who farm often don’t get “catches” as big as those who hunt. However, they do tend to be more reliable in terms of regular metrics over time. 

 

Those Who Engage Both Strategies 

Some sales teams hunt and farm simultaneously. Those who manage them will categorize teams such that hunters are in one group, farmers in another. A twofold strategy employing both extremes will have necessary overlap, covering seasons throughout the year where sales slump. 

 

Finding Your Balance 

What sort of MSP sales strategy defines your operation will depend on management preference and your local region. Hunters, farmers, and hybridized teams employing both can be successful to different MSPs at different levels. Figure out where you are and whether a change in operational strategies is appropriate. 

Scott Anderton

Scott Anderton

Mr. Anderton is the managing partner of an IT Support & Managed IT Services provider based in Orlando, ION247. ION247 is also one of the best IT Companies in Orlando that focuses on providing state-of-the-art and the surrounding area. Prior to starting ION247, Mr. Anderton held the position of Vice President for NTT Data Inc. the 6th Largest Information Technology (IT) service provider in the world with operations in 35 countries and over $16B in revenues. Mr. Anderton managed relationships and client engagements in Financial Services, Healthcare and Public Sector verticals in the Southeast US. Prior to NTT Data, Mr Anderton was a Vice President for the Revere Group. The Revere Group is a business management and information technology consulting company with headquarters in Chicago, Illinois. In this position, Scott partnered with client CxOs, primarily in the Southeast market, to maximize investments in technology. Mr. Anderton has more than 25 years of business and Managed IT Services experience in Orlando. He has led multiple IT Strategy engagements and served as an interim CIO for several NTT Data and Revere Group clients. The first 10 years of his career were with Fortune 500 companies AT&T and Sprint. His positions included Manager of many like Advanced Network Services and Director of Systems Engineering. Prior to his role with the Revere Group, Mr. Anderton was President and founder of Technology Management Solutions (TMSI), a technology management consulting firm providing outsourced information technology services in the small and medium business markets. TMSI was acquired by the Revere Group in 2006, when Mr. Anderton joined as a principal. In addition to his technical background, Mr. Anderton has expertise in strategic planning, mergers and acquisitions, business process design, IT due diligence, and IT Organizational Change Management, and Transition Services Agreement execution. Mr. Anderton received a Bachelor of Science in Electrical Engineering with a specialization in Computer Information Systems from the University of Florida in 1990. He also has completed the Executive Management program at the Crummer Graduate School of Business, Rollins College. He resides in Orlando Florida with his wife Lisa and 3 children. You can click here to visit the website.