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ForzaDash Webinar: 5 things MSPs want from Vendors
- 1. A Forza Technology Solutions Offering 6th Generation (2019-12-17) 5 Things MSPs want from vendors Webinar January 16, 2020
- 2. The MSP Industry Numbers…. Percent of Rev Managed Services 79% Mngd Srv. Offering / Customer 3.9 Customer (logo) Churn 8.4% 1 What is ForzaDash? MSP Market Size $190B Global MSPs 140k Employee Avg 17 Profit (Forecast 2020) +21% Sales (Forecast 2020) +24% Jobs Added (Forecast 2020) +20%
- 3. The Story 2008 2 0 0 8 Management demanded BI & dashboarding 2 2016 2 0 1 6 Moved to Free 1999 1 9 9 9 Large Acquisition: Grew 3x Pre Y2k 1993 1 9 9 3 Founded MSP & AppDev firm 2007 2 0 0 7 Onboarded new platforms 2019 2 0 2 0 - Q 1 6,000+ MSPs and 20,000+ MSP Prospects 2009 2 0 0 9 Peers demand bring to market 2010 2 0 1 0 Went to market ConnectWise Manage: Dashboard Platform 2015 2 0 1 5 Vendors asked to advertise 2018 2 0 1 8 3,000+ MSPs 2019 2 0 1 9 MSP portion Forza acquired by Joe Pannone > Bus Dev in CT
- 4. 3 • Mission • 5 Things MSPs want from vendors • Dave Sobel • VML
- 5. 3 Help MSPs Grow: by providing tools and quality partners.Why does this business exist?
- 6. 5 things MSPs want from vendors
- 7. Poll #1 • Are you currently a ForzaDash Partner Sponsor?
- 8. #5: Dependable channel / partner account managers Because they manage all aspects of the vendor partner relationship to ensure it is on track, the most vital member of the partnership is your Channel/Partner account manager. Their priority is to help partners successfully grow their businesses. A good channel/partner manager is a nurturer who focuses on what important to their partners and is their first line of defense when needed.
- 9. #4: Provide straightforward communications that will build trust For MSPs, the critical elements of their vendor-partner relationships are communications and trust. • Communicate • Be transparent with your program and marketing efforts • Keep partners up-to-date with the product, roadmap, and strategies. Tell them what is going on. • Have candid and ongoing dialogs, that does for everybody and every department involved with the partners. • Let your partners know they can always come to you with concerns. Practice active listening.
- 10. #3: To Help Them Build Their Business Once a relationship is established, the essential endeavor is to help your partners build their business. Understanding a partner’s business model and how they make money means that you have spent the time to get to know them, and have shown that you care about the partnership. • How do they go to market with the products and services they sell? • Do they have resources to effectively market your products? • What can you do to help develop and build those resources if needed? • What sales and marketing programs can be put in place to help them increase revenues? • Do incentive programs work for their type of business?
- 11. Poll #2 How many marketing campaigns can an MSP run in a year? 1. 1 to2 2. 3 to 5 4. 6 to 10 5. Greater than 10
- 12. mspradio.com 12 Dave Sobel • Founded HTG Peer Groups in Europe • Founded CompTIA Mobility Community • CompTIA Managed Services Exec Council • CompTIA Vendor Advisory Council • CompTIA Emerging Technology Exec Council • Host, Business of IT podcast • Co-Host, Killing IT Podcast Community • 10 year owner • Sold Business, ~85% revenue retention 3 years later • Finalist, Microsoft WW Partner of the Year, Small Business Specialist • Winner, ConnectWise Best New Idea • Winner, Kaseya Cutting Edge Award Solution Provider • B.S. Computer Science • Microsoft MVP, Virtualization • Author, “Virtualization: Defined” • Channel Partners, Top 20 Tech Thinkers You Should Know • Channel Pro 20/20 Visionary • VAR Guy Top 50 Cloud Influencers • Channelnomics Top Influencer Technologist • Helped sell two vendors • MSP Mentor Top Execs to Watch • CRN Channel Chief • CRN UK A-List • Channel Futures Circle of Excellence Vendor Technologist Solution Provider Community Vendor
- 13. mspradio.com 13 • ~$1.4M revenue • ~50 customers • ~26 endpoints / customer (1300 total endpoints) Typical (regional) MSP
- 14. mspradio.com 14 Top Line Revenue Monthly Recurring Engineering Salaries Technology Tools Costs COGS Sales Compensation Marketing Expenses SG & A Expenses Profit Typical MSP Profit & Loss • $1.4M/annually • $160K/month • 77K/month • 5K/month • 51% (83K in example) • 7K/month. (8% of revenue) • 3K/month (2.5% of revenue) • 28% • 39% • 12% or 19,000K
- 15. mspradio.com 15 Top Line Revenue Monthly Recurring Engineering Salaries Technology Tools Costs COGS Sales Compensation Marketing Expenses SG & A Expenses Profit Typical MSP Profit & Loss • $1.4M/annually • $160K/month • 77K/month • 5K/month • 51% (83K in example) • 7K/month. (8% of revenue) • 3K/month (2.5% of revenue) • 28% • 39% • 12% or 19,000K If your tech can be charged to the customer, you go here
- 16. mspradio.com 16 Top Line Revenue Monthly Recurring Engineering Salaries Technology Tools Costs COGS Sales Compensation Marketing Expenses SG & A Expenses Profit Typical MSP Profit & Loss • $1.4M/annually • $160K/month • 77K/month • 5K/month • 51% (83K in example) • 7K/month. (8% of revenue) • 3K/month (2.5% of revenue) • 28% • 39% • 12% or 19,000K If you can’t, you only go here
- 17. mspradio.com 17 Top Line Revenue Monthly Recurring Engineering Salaries Technology Tools Costs COGS Sales Compensation Marketing Expenses SG & A Expenses Profit Typical MSP Profit & Loss • $1.4M/annually • $160K/month • 77K/month • 5K/month • 51% (83K in example) • 7K/month. (8% of revenue) • 3K/month (2.5% of revenue) • 28% • 39% • 12% or 19,000K / month This is all in. At best, the MSP can do two big campaigns a year.
- 19. Poll #3 Did the MSP P&L surprise you?
- 20. #2: A well planned / managed recruitment & onboarding process • The time to develop your channel relationships is during or even before the partner recruitment process. You can meet potential partners through mutual customers, industry events, and technology based organizations. Help prospective partners see the value and opportunity of working together and be prepared ot answer any questions they may have such as: • Why does your company use the channel to sell their products and services? • What is the best partner profile for your product and services? • How does your company view channel partners? How are they welcomed by your sales, marketing and management teams? • What steps do you take to get to know the partner and their business model? • How do you support the partner? What resources are available to help the partner sell?
- 21. #1: To be treated as your customer An MSP is your customer since they buy and use your technology. And they are also your partner because they are employing that technology for their end customers. If you want a profitable channel organization, a good relationship with your partners is crucial. • Get to know them. Listen more • Develop and build a great partner experience • Be respectful • Produce immediate actions and solutions if something goes wrong with your product or the partnership • Manage expectations • Know why you want this partnership in the first place
- 22. How Sponsors help MSPs grow with ForzaDash 11 What is your Vendor Maturity Level (VML) as related to the MSP channel?
- 23. How Sponsors help MSPs grow with ForzaDash 11 Vendor Maturity Level (VML) Scoring Level 1 to 5 VML is a matchmaking mechanism to see if the vendor is a fit for the MSPs and the MSPs are a fit for the vendor www.forzadash.com/vml
- 24. 6,000 WW MSPs 20,000 MSP Prospects 100+ New MSPs / Mo ForzaDash Community 5 What is ForzaDash?
- 25. What is ForzaDash? Which is a growing part of a $49 Billion IT Spend These MSPs are responsible for 250,000 SMB end users 6,000+ MSP Partners WW Sponsor Spending Impact of the ForzaDash Community 6
- 26. 14 ForzaDash Services: • MQL Generation: Generate “hand raises” from our MSP community for vendors to meet • Partner Council: Create a MSP council to get direct feedback from your program • Focus Group: Gather MSPs for a single topic feedback • API Integration: Connect your platform to ConnectWise and/or Kaseya • Marketing Integration: Direct ForzaDash leads to your marketing platform • POC/Sandbox: Set up MSPs to provide Proof of Concept or Sandbox your product or service
- 27. 14 New Years Special: 50% off first month for Platinum or Diamond sponsorship… Save $4,500 Expires: 1/30/20
- 28. THANKS! Any questions? You can find me at: » joe@forzadash.com » dave@mspradio.com