Download the entire webinar for free: http://info.brightgauge.com/7-lessons-webinar
After growing our MSP business 10x in 5 years, we often get questions about how to set up a company for growth. Learn more from our co-Founder & CEO, Eric Dosal, as he shares his top advice from the process of scaling and selling his MSP.
Some of the topics Eric covers:
- How to standardize your sales process
- How investing in customer success impacted our growth
- A practical way to identify your ideal customer
- How to simplify your contracts
6. Tips: Sales Process
¨ Document what works for your best sales person(s)
¨ Break out the process into clearly defined steps
¨ Don’t get too complicated with v1
¨ Match your Opportunity Stages to each step
¨ Identify the right tasks to move to the next step
¨ Review regularly to identify bottlenecks
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7. #2 – Invest In Customer Success
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12. Tips: Customer Success
¨ Focus on EXCEEDING Customer Expectations
¨ Buy in for this role must be top down
¨ They are your farmers & account managers
¨ They keep your accounts from churning
¨ Should be compensated on Account Growth
¨ Give them the KPIs to monitor
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13. #3 – Identifying Your Ideal Customer
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Banks
1. Security Concerns
2. Valued Reputation
3. Required IT Audits
SMB Services Firms
1. 40 +/- Users
2. Multiple Offices
3. Services Firm
Big Boys
1. 200+ Employees
2. Technology Based
3. Needing Flexibility
Analyze Your Current Customers & Specifically Your “BEST” Customers…
Then Ask Where They’re Friends Hang Out
14. Break Them Down Into 4 Buckets
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A - Customers
B - Customers
C - Customers
D - Customers
15. Objective Characteristics of Each
¨ Total Revenue Contribution
¨ Total Profit Contribution
¨ Types of Services They Leverage
¨ Referral Business Opportunity
¨ Perception Amongst Your Team
¨ Personality of the Client
¨ Payment History
¨ Soft Benefits (Logo, Market Importance, etc.)
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16. Game Plan For Each Group
¨ Group A
¤ What are the top 2 or 3 themes of this list
¤ Where do their friends hang out?
¨ Group B
¤ What qualities are they missing from Group A?
¤ Can you upsell / change relationship?
¨ Group C
¤ Do they bring enough incremental margin?
¨ Group D
¤ FIRE THEM TOMORROW
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17. #4 – Holding My Team Accountable
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21. Real Time or Manual Updating
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22. Benefits of Accountability via Scorecards
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¨ Provides transparency of what to focus on
¨ Creates alignment with your team
¨ Holds each team member accountable
¨ Identifies problem areas quickly
¨ Keeps your team on track with your goals
24. Driving Competition the Right Way
Pros
¨ Increase employee engagement
¨ Almost immediate improvement
¨ Top dogs will shine
Cons
¨ Mandated play isn’t really “playing”
¨ Increase in cheating & cutting corners
¨ Novelty will wear off
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25. Driving Competition the Right Way
¨ Set team goals
¨ Must be transparent
¨ Get everyone’s buy in
¨ Explain each person’s impact
¨ Encourage teamwork
¨ Change them up
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27. Tips: Simplifying Contracts
¨ Make the Contract a Marketing document
¨ Explain the VALUE they will get, not the techie work
¨ Simplify the T&Cs, they are just a hurdle
¨ 3 Year deals with 6 month termination clauses
¨ Don’t forget the annual increase 3% - 5%
To Learn More Watch: https://youtu.be/oqTG3O7WfSE
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32. Onsite Customer Breakfast (every 120 days)
¨ Prescheduled in advanced
¨ Confirmed with 24 hours before
¨ Must include food (bagels or donuts)
¨ Must be in the morning
¨ Must review currently open issues (bring the list)
+ =
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33. Tips: Connecting With Your Customers
¨ Visit your customers regularly
¨ Client Satisfaction surveys are a MUST
¨ Give your customers a channel to communicate
¨ Share the positive with the team
¨ Address the negatives quickly and transparently
¨ Communicate the way they want to hear from you
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34. 7 Lessons From Scaling My MSP
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1. Standardize Your Sales Process
2. Invest in Customer Success
3. Identify Your Ideal Customer
4. Hold Your Team Accountable
5. Create Healthy Competition
6. Simplify Your Contracts
7. Connect With Customers
36. BrightGauge by the Numbers – Jan ‘17
¨ 1,000+ Partners
¨ 11,000+ Active Users
¨ 15,000+ Active Dashboards
¨ 19,000+ Client Viewers
¨ Over-The-Top Support
¨ Dedicated Success Team
¨ Built by a MSP for MSPs
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38. Resources to Learn More
1. Service Management Best Practices from Netrix IT
2. Sales Best Practices: How we grew our MSP 10x in 5 Years
3. How Investing in Customer Success Drove Our MSP Growth
4. Tips On Structuring Your Long Term Contracts
5. Sample Compuquip Managed Services Contract
6. How to Identify Your Ideal Customer to Grow Your MSP
7. Improving Your Business with KPIs
8. Best Practices on Designing & Using Dashboards
email me at edosal@brightgauge.com
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39. Resources to Learn More (Links)
1. http://info.brightgauge.com/customer-best-practices-webinar-service-management
2. http://info.brightgauge.com/sales-best-practices-webinar
3. http://info.brightgauge.com/how-investing-in-customer-success-drove-our-msp-growth
4. https://www.youtube.com/watch?v=oqTG3O7WfSE&feature=youtu.be
5. http://info.brightgauge.com/hubfs/Files/BrightGauge_ManagedServAgreement.pdf
6. https://www.youtube.com/watch?v=rpO4_3bjqIE&feature=youtu.be
7. http://info.brightgauge.com/kpi-101
8. http://info.brightgauge.com/dashboard-best-practices-webinar
Note: These links match up to the prior slide in case the others aren’t clickable
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