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Top 5 MSP Sales Practices to Win More Customers

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From Contact to Contract: Top 5 MSP Sales Practices to Win More Customers. Presented by Kaseya and MSP Sales Pros. Jan 2012

From Contact to Contract: Top 5 MSP Sales Practices to Win More Customers. Presented by Kaseya and MSP Sales Pros. Jan 2012

Published in: Technology, Business

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  • 1. From Contact to Contract:Top 5 MSP Sales Practices toWin More CustomersJanuary 24, 2012
  • 2. Agenda • Introductions • Our sponsor • Our MSP sales expert – Designing an effective sales process – Messaging that get prospects to engage with you – Prospecting to open doors like never before – Qualifying (avoid wasting time on bad deals) – Closing like a pro • Recap • Q&A2
  • 3. Our Speakers Mark Woldman Owner & MSP Expert MSP Sales Pros Alex Brandt Director Kaseya3
  • 4. Stay for Q&A and you may win!
  • 5. About Kaseya Patented #7,827,547 #7,620,707 • Enterprise-class IT systems management for everybody • Value Proposition – A single Kaseya user can proactively manage 1,000s of automated IT systems tasks in the same amount of time required by a team of technicians using other techniques • Key Facts – Founded 2000 – Privately held, no debt, no external capital requirements – 33 offices worldwide in 20 countries with 450+ employees – 10,000+ customers – 5,000,000+ assets managed – Patented IT service delivery process & remote IT management process • 7 patents pending – FIPS 140-2 security compliant – ITIL v3 compliant5
  • 6. The Kaseya Solution for Automated Managed Services • Comprehensive – Automates all systems management tasks – Expert RMM via Kaseya Live Connect & ITIL SD – Integration friendly (PSA) – Scalable and flexible • Uncomplicated – Lightweight, 1 agent – Cross platform – Thousands of pre-built scripts – Easy to install & use via a www.kaseya.com/solutions.aspx single pane • Affordable – On-premise or cloud6
  • 7. MSP Benefits via Kaseya 60%+ use Kaseya • Higher revenue – Integration gives you more services to offer • Higher profit – Integration means fewer techs per managed machine and cloud means pay as you go & grow • Better service delivery – Automation provides standardization, which means faster responses with less errors • Better control – Integration means it all ties together so you can actually see everything you need7
  • 8. How would you describe yoursales and marketing strategy?a. What strategy?b. We have quarterly goals but struggle to execute effectivelyc. We have a well documented plan but our results are inconsistentd. We have a solid plan that delivers repeatable, predictable results
  • 9. about MSP Sales Pros • over 10 years experience in IT Services • 15 years creating sales and marketing strategies for B2B • 1 man shop to 500 plus employees • experience with every major RMM/ PSA /CRM9
  • 10. 5 best practices • design your strategy • create your message • improve your prospecting • keys to qualifying • setting up the close10
  • 11. your strategy • define your markets • develop your solution • complete your planning • begin your execution11
  • 12. your focus • know your target market • identify your sweet spot • speak their language12
  • 13. your solution • understand the business drivers • the right service offer • market specific solutions13
  • 14. your planning • assemble target lists • define sales tools • design campaigns14
  • 15. your execution • define goals and metrics • develop your sales process15
  • 16. messaging • tell a compelling story • leverage your service offer • consistency is key • one size does not fit all16
  • 17. everything is connected17
  • 18. prospecting • be prepared • point solution vs. general message • avoid “easy out” questions • eliminate common objections • provide value and credibility • use highly acceptable next steps • email follow up is a must18
  • 19. Email follow up19
  • 20. objections • learn to eliminate objections • happy with current vendor • not interested • no budget • don’t need that • don’t have time to talk20
  • 21. qualifying • why is this so important • the 4 keys decision maker budget requirements timeline • critical tools21
  • 22. closing • early and often • get to NO • meaningful next steps • avoid “just checking in” • know how each deal will close22
  • 23. commitment • must be disciplined • it will get easier • do not give up • look to improve23
  • 24. recap • design a strategy & stick to it • create a compelling message • prospect smarter • qualify, qualify, and qualify • close early and close often24
  • 25. Next Steps • For more information about MSP Sales Pros www.mspsalespros.com • For a free live product demo: www.kaseya.com/demo • For a free trial: www.kaseya.com/freetrial • For a price quote: www.kaseya.com/pricequote • To speak with us: www.kaseya.com/contactme25 /KaseyaFan /kaseya @kaseyacorp