Marketing for the MSP: 5 Steps to Building a Great (and measurable) Marketing Program with Derik Belair
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After an MSP has created the programs they need to build a great business, it’s time to start marketing and get the message out. Join SolarWinds N-able VP of Marketing Derek Belair for a discussion about how to build, launch and measure a great marketing program for your MSP business.
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Marketing for the MSP: 5 Steps to Building a Great (and measurable) Marketing Program with Derik Belair
- 1. © 2015 N-able Technologies, Inc. All rights reserved. 1 How to Market your MSP Services
- 2. © 2015 N-able Technologies, Inc. All rights reserved. 2 Webinar details ? REC Length: 40 min Questions welcome any time Recording and slides available next day
- 3. © 2015 N-able Technologies, Inc. All rights reserved. 3 Derik Belair Vice President Marketing and Business Development
- 4. © 2015 N-able Technologies, Inc. All rights reserved. 4 Now That You Have Defined Your Programs and Pricing Model, it’s Time to Generate Some Leads
- 5. © 2015 N-able Technologies, Inc. All rights reserved. 5 Our agenda Follow us onTwitter #Insightsessions ExecutePlanDefine
- 6. © 2015 N-able Technologies, Inc. All rights reserved. 6 #1 Know your audience and their trigger points • Replacing an incumbent vs a net new prospect • A existing customer vs a lead that has been in your database for years Follow us onTwitter #Insightsessions
- 7. © 2015 N-able Technologies, Inc. All rights reserved. 7 #2 Knowing how and where to reach your audience (if you don’t know, it’s time for a survey!) • Social media public groups • Your competitors private forum • Industry associations • Local associations • Etc… Follow us onTwitter #Insightsessions
- 8. © 2015 N-able Technologies, Inc. All rights reserved. 8 #3 Know the competition • What is their key value proposition • What verticals are they going after • Where are winning against them • Where are you loosing against them • What is unique about what you do • *You need to have at least 3 competitive references before you can attack Follow us onTwitter #Insightsessions
- 9. © 2015 N-able Technologies, Inc. All rights reserved. 9 #4 Fine tuning your message • Defining your unique value proposition – Everyone is selling managed services, so why you? • Avoid being generic • If it sounds complicated to you, your prospects will never understand it • Ask yourself: Is it simple, is it valuable, can I make money doing this, will this truly help their businesses Follow us onTwitter #Insightsessions
- 10. © 2015 N-able Technologies, Inc. All rights reserved. 10 #5 Know what you want and define your metrics • Are you looking for net new customers, are you looking to pull prospects out of your database, are you looking to convert existing clients, are you looking to steal clients???? • What is the sales process and what are your conversion rates • Define what a lead is and ensure that everyone agrees • How much are you willing to pay per lead Follow us onTwitter #Insightsessions
- 11. © 2015 N-able Technologies, Inc. All rights reserved. 11 #6 Define your call to action • What do you want these guys to do?Trial? Download an asset? Attend an event/webinar • Assets that drive high-value include: • E-books, infographics, videos, pre-recorded webinars, live webinars, etc… Follow us onTwitter #Insightsessions
- 12. © 2015 N-able Technologies, Inc. All rights reserved. 12 #7 Practical marketing • Social media • List building • Leveraging PR (on the cheap!) • Search Engine optimization and marketing • Industry events • Lunch & learns • Webinars Follow us onTwitter #Insightsessions
- 13. © 2015 N-able Technologies, Inc. All rights reserved. 13 Thank you Derik Belair Derik.Belair@SolarWinds.com
- 14. © 2015 N-able Technologies, Inc. All rights reserved. 14 The N-ABLE TECHNOLOGIES and N-CENTRAL marks are the exclusive property of N-able Technologies, Inc. and its affiliates, are registered with the U.S. Patent and Trademark Office and the Canadian Intellectual Property Office, and may be registered or pending registration in other countries. All other N-able trademarks, service marks, and logos may be common law marks, registered or pending registration in the United States, Canada, or in other countries. All other trademarks mentioned herein are used for identification purposes only and may be or are trademarks or registered trademarks of their respective companies.