This slide deck was presented at the 2013 Channel Partners Conference by MSP Coach / Consultant, Stuart Selbst. The presentation was how to build a successful managed IT services practice and the tools that you need.

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Secrets to Success for Managed IT
Services Providers
Channel Partners Spring Conference
Las Vegas, NV
February 26, 2013

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Today’s Agenda
 Your facilitator
 What are managed services?
 Why managed services?
 Choosing the right tools for higher profits.
 Business Acumen
 MSP Success Stories
 Panel + Q & A (including questions that were emailed to me)
 Special offer from Stuart Selbst Consulting

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Stuart Selbst - President
Stuart Selbst Consulting, LLC
I’m like you…
Over 22 years in IT industry
15 years as a Enterprise Network Engineer
Started a MSP firm in Phoenix, AZ in 2002, and sold in 2007
Consulted with MSPs and VARs globally since 2007
Typical client grows an average of 37% yearly in new recurring
revenue.
Top 3 clients named to the 2012 MSP Mentor 501
MSP Mentor 250 - 2009, 2010, 2011, 2012
SMB 150 – 2011, 2012
Channel Partners Advisory Board Member, 2012-14
Expert speaker and trainer for industry leading vendors and at
key industry conferences including CompTIA, Tigerpaw,
Autotask, SMB Nation and now Channel Partners Conference

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What are Managed Services?
Anything you can sell your client once…
Bill monthly…and
The delivery of the services are backed by a
service level agreement.
PERIOD!

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Why Managed Services?
Reduce
New “Current” Improve
Incremental
Recurring Service Customer
Sales
Revenue Delivery Retention
Costs

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Why Managed Services

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Why Managed Services

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Why Managed Services

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What do you need to be successful
as a managed service provider?
 Business Acumen
 Service Contract and SLA (Service Level Agreement)
 Professional Services Automation (PSA) Tool
 The RIGHT Remote Monitoring and Management Tool
 Business Continuity Solution
 Support Service Offering
 Cloud Services
 Excellent Technical Support Staff

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The Right Tool = Higher Profits

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Business Acumen
 Managed services is not a product, but a business model.
 Must have a business plan.
 Must understand the client’s business.
 Staff Costs
 Cost of Downtime
 How to increase staff productivity
 Business owners care about 2 things.
 Productivity and Profitability
 Must be consultative, not just the “guy” who fixes the computer
or phone system.
 Must be able to measure results

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MSP Success Stories
 Steve Noel
 Doug Mead
 Steve Ricketts
 Mark Wadnizak

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Panel Discussion + Q & A
Making the transition to the MSP model
without alienating your current clients.
 James Riley
 Mark Wadnizak
 Doug Mead
 Steve Noel
 Steve Ricketts

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Special Offer
Did you enjoy our presentation today?
Would you like to learn more about what it takes to become a “best
in class” MSP?
Would you like some help with your MSP transition?
Sign up today at www.stuartselbst.com/cpc for a free 45 minute
consultation.
Engage in a NEW consulting contract and receive a 1-month FREE.
Stuart Selbst
stuart@stuartselbst.com
www.stuartselbst.com
480-389-5481
www.facebook.com/stuartselbstconsulting
www.twitter.com/mspcoach

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Thank you to the sponsors,
panelists and Channel Partners
www.axcient.com www.continuum.net

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www.stuartselbst.com
www.mspcoaching.com
480-389-5481