While many MSPs understand where the presentation falls within the sales process, they struggle with — believe it or not —identifying when they’re presenting to clients; delivering presentations; and guiding prospects through essential decisions. Now, thereare two main parts of the sales process: before you present(where prospects are willing to share pain)and after...
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MSPs are using more software tools now than ever before. This could be viewed as good thing — especially if MSPs are using these solutions and services together effectivelyhep their customers andimprovetheirbottom lines. I’ve spoken with quite a fewTruMethodsmembers using numerous tools and services to improve the offerings they’re delivering to...
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The April 15 filing deadline is looming, and so far, the 2019 tax season has been a lively one. Businesses and individual filers alike have been struggling to understand the full ramifications of the significant changes made to the tax code in 2018 under the Tax Cuts and Jobs Act...
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A few weeks ago, I published a blog post on the rise of private equity money in the channel. Recently, Thoma Bravo, a private equity investment firm, which also owns Continuum and is a major investor in both SolarWinds and Barracuda, acquired ConnectWise (a deal estimated to be worth...
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If your monthly recurring revenue (MRR) is down, it might be time to re-evaluate your sales process. In fact, even if your MSP’s MRR is increasing every month, you should still gauge your progress in the sales process on an ongoing basis. Then, every couple of months, re-evaluate your...
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Now, I’ve spoken about private equity entering the MSP space before, but since then, a lot has happened, much of which is good news for MSPs. Think about it this way: PE firms only chase expanding addressable markets. The fact PE firms have been investing in the channel means...
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With cybersecurity top of mind for business owners, MSPs have an extraordinary opportunity to become more than just IT providers in 2019. When executives review security vulnerability reports for their organizations, they’re forced to look at how breaches would impact overall business risk. This is where MSPs can insert...
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Shadow IT isn’t going away anytime soon, so be sure to hold on tight. As managing shadow IT becomes a greater concern among business leaders at all levels, solutions to overcome challenges arising from this unfortunate phenomenon are accelerating. Those businesses already geared up to combat increased security threats...
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To be able to successfully execute your MSP sales plan for the year, your sales engine needs to be running at peak performance. If it’s not, it’s probably time for a sales engine tune-up — and just like any tune-up, there’s a sales checklist to follow to ensure everything...
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Like a wheel, life goes round and round. Holding it all together is your framework, which you’ve been building up your entire life. If one spoke breaks, you weaken as a result. To keep the ride — your life journey — from getting thrown out of whack, strengthen your...
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