MSP sales tactics and best practices. Content includes the following: How to plan and prioritize your efforts using your list of qualified leads; Sample goal-setting techniques to help you get ready for a sales appointment; How to identify your best sales opportunities (and avoid wasting time on deals that will never close); How to prepare for – and how to handle – the 4 or 5 most common sales objections; How to use 3 effective closing techniques that will help you win new business. Presented by Kaseya with MSP Sales Pros. September 2013.
MSP Marketing Tips | Tools and Examples for Differentiating Your Business to ...David Castro
MSP marketing tips and best practices. How to differentiate your business to win more customers. Sample tools, techniques, and real world MSP samples of positioning diagrams, value propositions, differentiated messages, and other tips from Kaseya and Kaseya MSP customers. Presented by Kaseya and MSP Sales Pros. Apr 2013.
MSP Positioning & Messaging | How to differentiate your MSP business to win m...David Castro
MSP positioning and messaging best practices. How to differentiate your MSP business to win more customers. Presented by Kaseya and MSPSalesPros. Feb 2013.
MSP Sales Tactic | Using Kaseya to Perform an IT Network Assessment to Win Ne...David Castro
MSP sales tips and techniques. How to use Kaseya to perform an IT network assessment as an effective sales prospecting tool. Topics include how to create a sales pitch for using IT network assessments, what types of network information to gather, and how to analyze the data. Also discussed are tips on how to use Kaseya as the technology that enables this sales tactic, how to prepare for the client meeting to be ready to answer questions - and objections. See a sample Report of Findings and learn how to use the summary report to convert the prospect to a new MSP client.
Ways to Make Business Intelligence Work for Your Small BusinessSpiceworks
In this first 60-minute webinar in the series, Spiceworks and CDW team up to provide answers to your questions on business intelligence - a subject that's becoming increasingly important to small businesses.
MSP Marketing Tips | Tools and Examples for Differentiating Your Business to ...David Castro
MSP marketing tips and best practices. How to differentiate your business to win more customers. Sample tools, techniques, and real world MSP samples of positioning diagrams, value propositions, differentiated messages, and other tips from Kaseya and Kaseya MSP customers. Presented by Kaseya and MSP Sales Pros. Apr 2013.
MSP Positioning & Messaging | How to differentiate your MSP business to win m...David Castro
MSP positioning and messaging best practices. How to differentiate your MSP business to win more customers. Presented by Kaseya and MSPSalesPros. Feb 2013.
MSP Sales Tactic | Using Kaseya to Perform an IT Network Assessment to Win Ne...David Castro
MSP sales tips and techniques. How to use Kaseya to perform an IT network assessment as an effective sales prospecting tool. Topics include how to create a sales pitch for using IT network assessments, what types of network information to gather, and how to analyze the data. Also discussed are tips on how to use Kaseya as the technology that enables this sales tactic, how to prepare for the client meeting to be ready to answer questions - and objections. See a sample Report of Findings and learn how to use the summary report to convert the prospect to a new MSP client.
Ways to Make Business Intelligence Work for Your Small BusinessSpiceworks
In this first 60-minute webinar in the series, Spiceworks and CDW team up to provide answers to your questions on business intelligence - a subject that's becoming increasingly important to small businesses.
We are pleased to provide our 2018 PRESTO Continuous Improvement partner program for business consultants looking to widen their service offering and expand their market presence.
We are looking for collaboration opportunities with experts who will partner with us brining this highly-innovative (and potentially disruptive) cloud-based performance enhancement solution to market.
In short, PRESTO is a set of “best of breed” Business Intelligence solutions for operational excellence, continuous improvement and performance enhancement reporting based on the core principles of Lean Six Sigma offering the installation of a company-wide sense of urgency, sense of accountability, and sense of purpose at all levels of the company. The product was originally built in a large bank in Europe working with outsourced shared service centres of excellences (in Poland and India) and enriched over time by the vast experiences of our super-talented management team who have now grown in numbers and have since enriched out product together with our clients.
If interested in joining our Kaizen Alliance, contact us at info@toppti.com
Are you looking to double the size of your company? Have your sales been stalled or even declining for the last year and a half?
Then "Building the Big Sale Factory" may be just what you need to kick start your sales and put you on the path to landing your biggest deal ever!
Hunt Big Sales founder and CEO Tom Searcy has helped companies around the world unlock explosive growth through large-account selling. Check out his presentation to learn how!
Sage X3 improves efficiency across your business and provides the insight your employee’s need, when they need it. In the office or on a mobile device, Sage X3 gives you the tools to reduce costs, grow revenue, and win new customers both locally and globally. http://www.frontline-consultancy.com/page/Sage+X3
How to Drive Customer Success Across Your Company Gainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Drive Customer Success Across Your Company - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Marketo, SurveyMonkey, Veeva Systems
Why focus on the customer journey? Because today's digital consumer is engaged and empowered, owns four devices and consumes 60 hours of digital content per week. The majority of this customer engagement happens during a journey.
The difficult task for maketers is to understand how customers interact with their brand and this requires seeing their entire journey and connecting the dots.
IBM is providing solutions to meet these challenges and fully understand the customer journey with Journey Analytics.
Take a look!
How to Track Success and Demonstrate Value to Your CustomersGainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Track Success and Demonstrate Value to Your Customers - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Adobe Echosign, Apttus, Host Analytics
How to Automate Low Touch Customer SuccessGainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Automate Low Touch Customer Success - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Blackbaud, Huddle, New Relic
How PIH Is Using Office 365 to Improve Global CollaborationPerficient, Inc.
Partners In Health (PIH) is a Boston-based nonprofit that delivers high-quality health care and serves impoverished communities around the world. Given its mission, resource allocation at PIH has always prioritized the needs of people over systems.
With communication systems becoming expensive to maintain and increasingly deficient, PIH decided to migrate to Microsoft Office 365, giving them a reliable and secure communication toolbox.
Along with Dave Mayo, CIO at Partners In Health, our experts covered:
-How adopting a consolidated, reliable platform for colleague interactions enables PIH to more effectively improve the quality of health and needs of underserved populations
-The process of moving 1500 users to the cloud, including a transition to Exchange Online for company-wide communication, Azure-hosted ADFS for identity management, and SharePoint Online for document storage and collaboration
-The importance of organizational change management to deploy Office 365
Want to make creating tickets, entering time and adding notes easier? Autotask's new Incoming Email Processing service is the tool you need. Not only can customer emails be parsed neatly and automatically into tickets, it integrates email communications into your day-to-day workflow, improves response times, increases customer satisfaction, and automatically captures ticket updates, task and time entries. This session shows you how you can increase efficiency and communication with the correct configuration of this powerful, new tool.
[Presenter: Guido Frank, Autotask]
We are pleased to provide our 2018 PRESTO Continuous Improvement partner program for business consultants looking to widen their service offering and expand their market presence.
We are looking for collaboration opportunities with experts who will partner with us brining this highly-innovative (and potentially disruptive) cloud-based performance enhancement solution to market.
In short, PRESTO is a set of “best of breed” Business Intelligence solutions for operational excellence, continuous improvement and performance enhancement reporting based on the core principles of Lean Six Sigma offering the installation of a company-wide sense of urgency, sense of accountability, and sense of purpose at all levels of the company. The product was originally built in a large bank in Europe working with outsourced shared service centres of excellences (in Poland and India) and enriched over time by the vast experiences of our super-talented management team who have now grown in numbers and have since enriched out product together with our clients.
If interested in joining our Kaizen Alliance, contact us at info@toppti.com
Are you looking to double the size of your company? Have your sales been stalled or even declining for the last year and a half?
Then "Building the Big Sale Factory" may be just what you need to kick start your sales and put you on the path to landing your biggest deal ever!
Hunt Big Sales founder and CEO Tom Searcy has helped companies around the world unlock explosive growth through large-account selling. Check out his presentation to learn how!
Sage X3 improves efficiency across your business and provides the insight your employee’s need, when they need it. In the office or on a mobile device, Sage X3 gives you the tools to reduce costs, grow revenue, and win new customers both locally and globally. http://www.frontline-consultancy.com/page/Sage+X3
How to Drive Customer Success Across Your Company Gainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Drive Customer Success Across Your Company - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Marketo, SurveyMonkey, Veeva Systems
Why focus on the customer journey? Because today's digital consumer is engaged and empowered, owns four devices and consumes 60 hours of digital content per week. The majority of this customer engagement happens during a journey.
The difficult task for maketers is to understand how customers interact with their brand and this requires seeing their entire journey and connecting the dots.
IBM is providing solutions to meet these challenges and fully understand the customer journey with Journey Analytics.
Take a look!
How to Track Success and Demonstrate Value to Your CustomersGainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Track Success and Demonstrate Value to Your Customers - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Adobe Echosign, Apttus, Host Analytics
How to Automate Low Touch Customer SuccessGainsight
The most successful Enterprise SaaS companies know that growing revenue only through new customer acquisition is the less efficient way to scale. Rather, they understand that growing revenue within your existing customer base - through up-sells, cross-sells, and expanded use - is the most profitable way to scale.
In fact, Enterprise SaaS companies that grow revenue - and company valuation - by expanding revenue within their existing customer base also know the key to making this work is to focus on - and operationalize - Customer Success.
This presentation - How to Automate Low Touch Customer Success - is from Pulse 2014, the biggest Customer Success industry event ever and included panelists from Blackbaud, Huddle, New Relic
How PIH Is Using Office 365 to Improve Global CollaborationPerficient, Inc.
Partners In Health (PIH) is a Boston-based nonprofit that delivers high-quality health care and serves impoverished communities around the world. Given its mission, resource allocation at PIH has always prioritized the needs of people over systems.
With communication systems becoming expensive to maintain and increasingly deficient, PIH decided to migrate to Microsoft Office 365, giving them a reliable and secure communication toolbox.
Along with Dave Mayo, CIO at Partners In Health, our experts covered:
-How adopting a consolidated, reliable platform for colleague interactions enables PIH to more effectively improve the quality of health and needs of underserved populations
-The process of moving 1500 users to the cloud, including a transition to Exchange Online for company-wide communication, Azure-hosted ADFS for identity management, and SharePoint Online for document storage and collaboration
-The importance of organizational change management to deploy Office 365
Want to make creating tickets, entering time and adding notes easier? Autotask's new Incoming Email Processing service is the tool you need. Not only can customer emails be parsed neatly and automatically into tickets, it integrates email communications into your day-to-day workflow, improves response times, increases customer satisfaction, and automatically captures ticket updates, task and time entries. This session shows you how you can increase efficiency and communication with the correct configuration of this powerful, new tool.
[Presenter: Guido Frank, Autotask]
As a reseller, you rely on your vendors not only for products, but for technical, marketing and sales support. If your business is moving to an MSP model, that support goes away, which presents a host of fundamental implications for your business.
For more information, visit www.nimsoft.com.
Umbrella for MSPs: Cloud Security via N-ableOpenDNS
Last week, at N-Able's Global Partner Summit, our Sr. Product Manager for MSPs,Dima Kumets, had a great session on "Cloud Security via N-able". During the presentation, he discussed how easy it was to deploy and monitor OpenDNS Umbrella for MSPs in N-able's Automation Manager. If you missed out on his awesome discussion, here is a recap.
eFolder Partner Chat Webinar — MSP Sales Strategies, Part 4: How to Bait for ...eFolder
Learn how to streamline your sales process and set your MSP apart from the competition by focusing on the opportunities that will make you the most money. Join Dave Johnson, CEO of Portland Managed Services, and Kaitlyn Langer, Community Coordinator at eFolder, as they discuss best practices to reinvent the sales pitch and reel in the big ones.
Webinar: Data warehouse na nuvem da AWS
Amazon Redshift é um serviço de data warehouse (DW), totalmente gerenciado, em escala de petabytes, que torna mais simples e econômica a análise todos os seus dados, utilizando as ferramentas de inteligência de negócios que você já dispõe. Comece aos poucos e aumente a escala até petabytes por menos de $1000 por terabyte por ano, com um décimo do custo das soluções tradicionais de DW.
Infosec 2014 - Considerations when choosing an MSSPHuntsman Security
The considerations organisations should be aware of when selecting managed security service providers (MSSPs) for the management of controls and the monitoring of detected intrusions.
With an often-increased focus on effective and timely response to breaches, many organisations are going down the route of using a third party service to conduct an operational role in their security management processes. However there are things to ask of potential providers at the selection stage, as well as requirements on how services operate once up and running.
It is also important to understand that there will be controls and processes that will still be required for effective management of, and communication with, the MSSP. Both parties play a role in responding to incidents from detection to resolution.
For SMBs using MSPs (and VARs) | How to Save Money with Managed IT ServicesDavid Castro
SMB opportunity to use MSPs to save IT management costs. Content includes the following: Who is Kaseya?; the current state of IT Systems Management; a discussion of why IT automation is key to SMB success; why Kaseya is used by solution providers; how SMBs need to prepare for the next wave in IT, how to get started with a Kaseya solution provider. Presented by Kaseya. March 2014
Opportunity for VARs and MSPs to help SMBs manage services and save IT management costs. Content includes the following: About Kaseya; Why sell/resell Kaseya; Prospecting; Creating opportunities and registering deals; And how to engage. Presented by Kaseya. March 2014
MSP Sales Tactic | Conducting Effective Network Assessments to Win New ContractsDavid Castro
MSP sales best practices. How to conduct a network assessment using Kaseya and how to do so to win new MSP contracts. Presented by MSP University and Kaseya. Apr 2013.
Why do many managed services relationships fail? And fail again? Both organizations need to be aligned up front and hold hands during onboarding. This presentation covers the top five focus areas. Many MSSP relationships are doomed at the onboarding stage when an organization first becomes a customer. Given how critical these early stage activities are to your partnership, it's imperative to understand the top five areas of focus: technology deployment (the easy part, getting the tech running); the call tree (who do I wake up at 3 a.m.?); process sync (the fun part: mutual synchronization on who does what and when); access, access, access (you need access to do something); and the context of technology (the need to understand your shop).
What you’ll take away:
Understand proven success criteria for successful outsourcing of security operations
Learn how to align security technologies to security processes, and the key focus areas of security operations
Access to key checklists and charts to drive onboarding of managed services
An understanding of specific terms and conditions that need to be included in data-related contracts under applicable laws
Discover how other organizations have succeeded and failed in MSSP relations
MSP Best Practice | Optimizing RMM Solutions and Increasing MSP ProfitsDavid Castro
MSP best practice. Content includes the following: Why it’s important to analyze the configuration of your RMM solution against industry best practices (and
where to get those practices and how do to the analysis); How to check thresholds and alerts against user roles and policy settings for maximum effectiveness; How to audit the integration of your RMM solution with your PSA tool, including a review of dashboards and reports – and learn why this is often overlooked; How to implement these changes to increase your profitability by 10% to 20%. Presented by Kaseya with SPC International (fka MSP University). October 2013
AlienVault MSSP Overview - A Different Approach to Security for MSSP'sAlienVault
- Overview of the AlienVault USM Platform
- Differentiation through Delivery "Threat Detection That Works"
- Ways to Engage via Managed Services, Security Device Management and Professional Services
- AlienVault MSSP Program Details
Pitch Deck to SMB End Users | Kaseya Partner Program VAR Onboarding ToolDavid Castro
Sales pitch deck for VAR Rep to use during sales process with SMB end user. Content includes the following: SMB situation analysis, SMB IT management issues, solution alternatives, what is Kaseya, why SMB chooses Kaseya, how VARs can position Kaseya and make money, how VARs can leverage Kaseya resources. Presented by Kaseya. January 2015
MT 70 The New Era of Incident Response PlanningDell EMC World
In this session we will review the new demands on Information Security Teams and how they manifest in their Cyber Incident Response Plans (CIRPs). We will touch upon “actionable” plans, that align with the business while addressing Board of Director concerns; Discuss the new player: Cyber Insurance, and the wide range of external obligations facing organizations today.
SaaStock 2019 - Moving Up Market Bootcamp - Enterprise Sales for SaaS companiesLukas Hertig
In order to engineer a move upmarket, SaaS companies need to tailor both their sales services and people to deploy a more comprehensive or expensive service offering.
Engineering this full-scale pivot includes tackling many challenges; from understanding different service requirements, tackling new processes in departmental selling vs large scale deals, to identifying the right people needed to close such multi-million dollar deals.
This interactive workshop discusses the key challenges involved in cultivating the people and processes needed to smoothen this transition from mid-market to enterprise. Lukas Hertig, SVP Bizdev at Plesk, Investor and Advisor to startups, shares his business development playbook from the last 15 years, including real-life business cases to ensure your sales teams are equipped with the practical strategies needed to sell and succeed.
From Contact to Contract: Top 5 MSP Sales Practices to Win More CustomersKaseya
In this 60 minute webinar, MSP sales expert Mark Woldman will discuss 5 sales best practices to increase the size of your sales pipeline. New MSP sales tips you'll learn: Designing – how to create an effective process that moves deals through your pipeline faster and more often Messaging – how to create compelling, unique messages that get prospects to engage with you Prospecting – how to prospect like a pro and open doors like never before Qualifying – how to identify your best deals (and avoid wasting time on deals that will never close) Closing – how to set up “the close” in your very first meeting Who Should Attend: MSP Owners, MSP Sales Executives, MSP Sales Managers, MSP Sales Representatives, MSP Operations Professionals
Healthcare Enterprise Data Model: The Buy vs. Build DebatePerficient, Inc.
Every mid-to-large-sized healthcare organization will at some point need an enterprise data warehouse to consolidate data from its many source systems. The first question most will ask is, “Do I build it from scratch or buy a model?”
For some organizations, the answer to this question is simple and obvious. For others, it may be the source of internal debate on whether someone else can create a model that will address their nuances. Some will argue that a pre-built model will save time and money and should be explored as an option, while others may curb discussions due to the belief that their electronic medical records vendor already has it figured out.
In this webinar, we explored the pros and cons of building your own data model vs. buying one and looked at real customer use cases to help weigh the pros and cons of this critical enterprise decision. Topics included:
-How experience plays into the equation
-Which solution delivers value more quickly
-Which solution helps reduce the risk to the organization
-How easy is it to integrate other solutions
-How the decision to build vs. buy can impact your internal team
In the first of three presentations, Ali talks about leveraging existing sales and marketing resources and amassing them into a viable Web2Print selling machine. He covers the operational changes necessary to facilitate this pivot and talks about how to manage objections all the way up the hierarchy.
Also included are some top tips on identifying and converting Web2Print sales enquiries and how to address customer objections (because they are always valid!). Lastly, Ali talks about why some Web2Print strategies fail, despite good preparation efforts.
Zero to 100 - Part 2: Building a Repeatable, Scalable Growth ProcessDavid Skok
Zero to 100 is a learning program from David Skok. It is a detailed instruction manual for how to take your startup from zero to $100m, with a particular focus on the area of building a go-to-market machine. So many of today’s founders come from a product or technical background, and have never been involved with sales and marketing. Right after starting their venture, they are hit with the huge problem of how to build their go-to-market organization and processes. It breaks the journey down into 9 steps, and explains why it is crucial not to skip steps in this journey in the rush to get ahead. The major emphasis of the course focuses on building a repeatable, scalable and profitable growth machine. Once you have that in place, you are ready to hit the gas and scale like crazy.
To see videos of the presentations, click here: https://www.forentrepreneurs.com/matrix-growth-academy-zero-to-100-videos/
Selling Solutions Using a Compelling Value PropositionCompTIA
In a webinar presented by Marty Gilbert, president, Growth Initiatives LLC, and Bob Sherlock, president, Marketwerks, learn how to lay the foundation for solution selling, and then execute it. CompTIA’s webinar focuses on how to develop well-targeted value propositions for each customer segment, and bring them to market successfully.
Slides used on October 27th, 2016 during webinar "How to ensure Partner Fit. It's not as simple as it may seem."
http://www.tenegopartnering.com/resource/partner-fit-for-growth
In this webinar, you will learn:
● Five areas for Evaluation
● Key information to look for
● How detailed should your evaluation be
● How to evaluate your existing partners
● Understand underperformers
● What to look for in new partners
MY SALES PEOPLE WON'T USE MY CRM! WHAT YOU CAN DO ABOUT IT.SalesScripter
Join Sales Growth Hub co-founder, Craig Klein, for a presentation on why sales people resist using CRMs, why CRM success is crucial to your business’ future and how to build a CRM your sales people love and your business can thrive with.
SI Alliance Marketing - Insurance Analytics Solution WebinarDavid Castro
Go to market joint webinar presenting digital transformation process and impact using insurance analytics. State Auto insurance customer, Deloitte strategic SI and solution development, and Qlik analytics technology. Presented by Qlik. 2016.
SI Alliance Marketing - GTM Bill of Materials KitDavid Castro
Go to market standard bill of materials kit for use with SI Alliance marketing campaigns. Best practice for organizing assets, such as value propositions, demand generation campaigns, and case study/use case/client references to help build sales pipeline in enterprise accounts. Presented by Qlik. 2018.
Lead Generation Best Practices | Kaseya Partner Program VAR Onboarding ToolDavid Castro
Best practices in lead generation, including 9 proven techniques, to help VARs generate sales demand (in SMB markets). Content includes the following: marketing campaign preparation, content planning, content publishing, lead generation techniques, lead conversion techniques, and analytics & tools. Several templates, many real world examples, and numerous best-practice tools included. Presented by Kaseya. February 2015
MSP State of the Union 2013 | Global Pricing Benchmark Survey and ResultsDavid Castro
Global pricing survey and results. How does your MSP pricing model compare with your peers around the world? Presented with SPC International FKA MSP University. Dec 2013.
MSP Sales Tactics | How to Create Effective Marketing MessagesDavid Castro
MSP sales tactics and marketing best practices. Including the following. An effective framework to help you organize your messaging strategy; Common IT management issues that you can solve using managed services; Common solution areas to help you differentiate your firm; Popular Calls-To-Action that reinforce your capabilities to solve IT management issues; A sample elevator pitch for your MSP firm; and 6-step sample email creative process that helps you get an appointment with a Prospect. Presented by Kaseya with MSP Sales Pros. May 2013.
A Starter Guide to IT Managed ServicesDavid Castro
Making the switch to MSP is worth the time and effort because MSPs are approximately 200-400% more profitable than non-MSPs. And MSPs are 3x to 10x more valuable than traditional VARs. This 21-page guide will help you: --Develop and execute on a solid business strategy for running a managed services company --Choose the right IT systems management solution to help enable your vision --Price your managed services fairly, competitively, and profitably --Understand MSP pricing and profit scenarios including cost, profit, and MRR/project/breakfix calculations and analysis --Avoid some common pitfalls --Understand the benefits that come with implementing managed services correctly --Understand how an IT service provider successfully rolled out managed services for its customers and transformed into one of the largest MSPs in the country. December 2012.
MSP Best Practice | Staffing for Growth and Core KPIs to UseDavid Castro
MSP best practices. How to sfaff your MSP with the right type and quantity of technicians for maximum growth and profitability. Examples of several core KPIs used by best in class MSPs. Presented by Kaseya and Redmond Channel Pro magazine. November 2012.
MSP Best Practice | Using Strategic IT Roadmaps to Get More ContractsDavid Castro
MSP best practices. How to use strategic IT roadmaps to win more business and get larger managed services contracts. Presented by Kaseya and Ant Farm. May 2012.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
Unveiling the Secrets How Does Generative AI Work.pdfSam H
At its core, generative artificial intelligence relies on the concept of generative models, which serve as engines that churn out entirely new data resembling their training data. It is like a sculptor who has studied so many forms found in nature and then uses this knowledge to create sculptures from his imagination that have never been seen before anywhere else. If taken to cyberspace, gans work almost the same way.
Kseniya Leshchenko: Shared development support service model as the way to ma...Lviv Startup Club
Kseniya Leshchenko: Shared development support service model as the way to make small projects with small budgets profitable for the company (UA)
Kyiv PMDay 2024 Summer
Website – www.pmday.org
Youtube – https://www.youtube.com/startuplviv
FB – https://www.facebook.com/pmdayconference
What are the main advantages of using HR recruiter services.pdfHumanResourceDimensi1
HR recruiter services offer top talents to companies according to their specific needs. They handle all recruitment tasks from job posting to onboarding and help companies concentrate on their business growth. With their expertise and years of experience, they streamline the hiring process and save time and resources for the company.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
LA HUG - Video Testimonials with Chynna Morgan - June 2024Lital Barkan
Have you ever heard that user-generated content or video testimonials can take your brand to the next level? We will explore how you can effectively use video testimonials to leverage and boost your sales, content strategy, and increase your CRM data.🤯
We will dig deeper into:
1. How to capture video testimonials that convert from your audience 🎥
2. How to leverage your testimonials to boost your sales 💲
3. How you can capture more CRM data to understand your audience better through video testimonials. 📊
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Sustainability: Balancing the Environment, Equity & Economy
MSP Sales Best Practice | How to Close Sales Leads
1. MSP Sales Best Practices
How to Close Your Qualified Sales
Leads
September 24, 2013
2. Agenda
• Introductions
• How to plan and prioritize your efforts using your list of
qualified leads
• Sample goal-setting techniques to help you get ready for a
sales appointment
• How to identify your best sales opportunities (and avoid
wasting time on deals that will never close)
• How to prepare for – and how to handle – the 4 or 5 most
common sales objections
• How to use 3 effective closing techniques that will help you
win new business
• Q&A
2
4. About Kaseya
• Enterprise-class IT systems
management for everybody
• Key Facts
– Founded 2000
– STILL privately held
• Multi-million dollar R&D
• Bench strength via Insight Partners
– 33 offices worldwide in 23 countries
with 450+ employees
• 12,000+ customers
• Millions of assets managed
– 6 patents issued for IT service
delivery processes & remote IT
management processes
• 37 patents pending
– Common Criteria (EAL2+) certified
and FIPS 140-2 security compliant
– ITIL v2 and v3 compatible (Pink
Elephant cert in progress)4
5. Why MSPs Choose Kaseya Essentials
A single Kaseya user can proactively manage 1,000s of automated
IT systems and network tasks in the same amount of time
required by a team of technicians using other techniques
It’s the industry’s only patented single-server-single-agent
architecture; MSPs get enterprise-class capability that is easy to
use and easy to afford
With 60+% of top MSPs worldwide using Kaseya, they get access
to the most robust community available
And with so many ISVs plugging in to Kaseya via a seamless
integration process, they get an easy way to leverage their
existing strategic technology partnerships
6. About MSP Sales Pros
• 10 years experience in IT Services
• 15 years creating sales and marketing
strategies for B2B
• 1 man shop to 500 plus employees
• Experience and expertise with every
major RMM / PSA / CRM
• Kaseya Industry Expert since 2012
6
8. Why you need a better process
• Highly competitive environment
• Referrals far less common
• 90% of small business owners polled
said they know what “managed
services” are
• SMBs do not recognize their need for
your services
8
10. Understanding the basic principles
Focus Solution Planning Execution
Target Market
Needs
Analysis
Competitive
Analysis
Packaging
Branding
Campaign
Sales
Tools
Target Lists
Sales
Process
Goals
Metrics
Training
Who What How
10
11. Understanding the basic principles
Focus Solution Planning Execution
Target Market
Needs
Analysis
Competitive
Analysis
Packaging
Branding
Campaign
Sales
Tools
Target Lists
Sales
Process
Goals
Metrics
Training
Who What How
11
12. 12
Start with the right list
• Data fuels your sales engine
• Sell to the right prospects
• Wrong companies = wrong answers
• Don’t poison your fishing hole
• Make sure you have all of the data you
need or your sales engine will stall
Hoovers
Info USA
Sales Genie
OneSource
Data.com
List brokers
Partners
Library
13. 13
A little known secret
http://www.hoovers.com/sales-leads/list-building/features-pricing.html
15. 15
All meetings are not created equal
Myth: More meetings will lead to more business.
• Meetings with referred accounts
• Meetings with existing customers
• Meetings with leads you generated
16. 16
Getting in position to close
Preparation is the key to success – Never wing
it
• You must know the goals of a meeting
• You must follow a process
• You must qualify and close often
• You must tell the prospect how to
proceed
17. 17
What is the goal of a meeting?
• Establish trust, credibility and value (TCV)
• Show them you understand their business
• Gather requirements
• Define the purchase process
• Discuss pricing
• Raise objections
• Close and Qualify
• Move to a next step in the sales process
How do I do all of this in one meeting?
18. 18
Learn the “One Meeting Close”
– Introductions
– Company Overview
– Information Gathering
– Solution Presentation
– Price Discussion
– Determine Timeline
– Next Steps
19. 19
Learn the “One Meeting Close”
– Introductions
• Not just small talk and icebreakers
• You need to know each role
– In the organization
– In this meeting
– In the decision process
• What do they want to learn from the meeting
• Transition to the Company Overview
20. 20
Learn the “One Meeting Close”
– Company Overview
• In place of asking about them - tell them about
you
• Brief company overview
• Start building credibility by talking about how you
help similar businesses
• Transition into information gathering phase
– We have been helping schools improve student
achievement and drive down operational costs for
many years. Some of the most common
challenges we see are…
21. 21
Learn the “One Meeting Close”
– Information Gathering
• The prospect is expecting to learn something
• You asked to meet with them so avoid the interrogation
• Frame questions properly to gain credibility
• Most of our customers this size did not have an
Acceptable Use policy in place when we started with them,
is this something you have here?
• Use more statements to gather information
• In most of the law firms this size we typically see…
• Use the “Spectrum” technique
22. 22
Learn the “One Meeting Close”
– Solution Presentation
• This is where you present your service offer
• Show them how:
– Employees can become more productive
– Data can be more secure
– The business can become more agile and more sustainable
– They can become more profitable
• Alert them to other risks they may not be aware of
– Non business applications
– Security breaches
– Improper data access privileges
• This is where you will build value to bridge the price
gap
23. 23
Learn the “One Meeting Close”
– Price Discussion
• Never leave a meeting without discussing
price
• You can’t afford to WOW before providing
a price
• Use a broad range if you have to
Based on what we know today and how similar you are to many of our
legal clients I would expect your cost to be somewhere between $1900
and $2400 per month. Does this align with your current budget?
• Gather feedback – do not guess at how
they feel
• Use to uncover any objections
24. 24
Learn the “One Meeting Close”
– Determine Timeline
• This is where the majority of your objections
will come
• No Happy Ears
• Be prepared to explore every answer further
• Do not ask - What is your purchase process?
• Tell them your onboard process
• Close
25. 25
Learn the “One Meeting Close”
– Next Steps
• “We'll get back to you” is not a next step
• You must control the next step to maintain
control of the sales process
• Avoid “ Just checking in”
• If the prospect cannot agree to a definitive
next step you need to probe further
What other concerns might you have that we have
not discussed?
• Set a time and send a meeting request so
everyone has it on their calendar
27. 27
Closing should not be complicated
• Closing is about setting next steps
• Closing is gaining agreement to take
action – no matter how small
• Closing is part of effective qualifying
• Closing does not happen at the end
• Closing uncovers hidden objections
• Closing sounds like:
– I have an idea if you are open to it…
– Does this sound reasonable to you…
– Would you like…
– Could this work for you…
28. 28
Objections, objections, objections
• Don’t fear objections – You need them
• Objections let you know where you stand
– learn to raise them yourself.
• No matter what you sell the objections are
the same.
– We already have another vendor
– This is more than we are spending today
– Your competition is less expensive
– Your solution is more than we need
– That is outside of our budget
29. Common Objections We Hear
The Objection How We Handle It
I’m not aware of IT managed services (ie, I’m a
VAR)
Managed services provide service standardization, growth and profit
opportunity. Kaseya leads the market in helping MSPs run their
businesses.
Prepare for the close: discuss current network info and costs to
acquire info, review benefits of better service.
I like the flexibility of point solutions (ie, I have
Windows update and I use LogMeIn)
Point solutions don’t provide automated service delivery and by
their design, are not integrated with each other. MSP profits are
impacted. Kaseya’s integrated solution is scalable and creates better
efficiency for less cost.
Prepare for the close: review assets managed, prices of current
maintenance contracts, review cost savings.
I don’t want a framework and it likely will bloat
my network
New frameworks are very lightweight and do not impact network
performance. Kaseya is available via the cloud. It sets up quickly and
is easy to learn and use.
Prepare for the close: review assets managed, prices of current
maintenance contracts, review cost savings.
I can’t afford a MSP solution right now
Actually, if you are delivering services to your clients and you want to
continue doing so, you cant afford NOT to move to an MSP solution.
Prepare for the close: discuss services offered and machines
managed to size the solution and determine the optimal delivery
model and license.
30. Another Common Objection
“I know it’s needed but I can’t SELL MSP”
Instead of the end user IT
team working on routine –
ie, non-value-adding –
tasks, they can be liberated
to work on more strategic
projects while the MSP
handles the routine IT
management tasks.
31. Common Closing Techniques We Use
What We Listen For and How We
Prepare
How We Close
I need to see {feature} – the “pivot” close
For: Any prospect – when a prospect is stuck on a subject that is
not critical to their decision-making process, use this close to
move forward
{Mr. Prospect}, if I can get you that technical information or {feature
datasheet} you’re requesting, would you like to move on to the next
step?
I want/need to think about it some more – the
“attempt-to-delay” close
For: Any prospect – this sales close uses the process of
elimination to see which aspect of the service your prospect is
objecting to. Most of the time your prospects are objecting to
the investment amount.
{Ms. Prospect}, I think I’ve shared with you how managed services can
help you. What is it about the service/feature that you want to think
about? Is it the Remote Control? Or would it happen to be the {other
aspect of our service}? Is it the {other aspect}? We are building a
relationship together, so please be candid with me; is it the investment
amount associated with getting started?
I don’t have budget for this now – the
“attempt-to-undercut-price” close
For: Any prospect – when a prospect attempts to talk pricing
too early or tries to undercut the value of the deal, use this close
to restate the value of your service and move forward
{Mr. Prospect}, would you say that you utilize your budget more as a
guideline to grow and expand business, or as an inflexible anchor to
adhere to? If you don’t mind, I’d like to quickly review what we’ve
discussed here. Do these benefits of managed services create flexibility
in your budget, or is it still an inflexible anchor?
OR
{Ms. Prospect}, wouldn’t you agree that the 24x7 network monitoring,
unlimited help desk, managing all of your vendors, backing up your
critical data and saving you $XXXXX every year is worth the mere $XX
extra dollars per day?
32. 32
How to use objections
• Raise them first
• What we are going to show you is likely to cost
considerably more than you pay today.
• Continue to qualify
• We have to look at 37 other vendors
• Never give the prospect a position to defend
• Always validate the objection
• That is a very valid concern…
• Use other client stories to gain credibility
• In fact, most of our clients had the very same
concern…
33. 33
Managing Opportunities
• 80% of your time is spent on deals that
will never close
• The point of qualifying is to uncover
objections and processes
• The information you need to know
– Decision Maker
– Requirements
– Budget
– Timeline / Process
34. 34
Putting it all together
• Better lists equals better meetings
• Prepare for meetings
• Follow a proven process
• Qualify and close early and often
• Manage you opportunities wisely
35. Next Steps
• More on MSP Sales Pros
www.mspsalespros.com
• Learn more about Kaseya for MSPs
www.kaseya.com/msp
• For a free live product demo
www.kaseya.com/mspdemo
• For a free trial
www.kaseya.com/trynow
• To speak with us
www.kaseya.com/contactme
35
@kaseyacorp/company/kaseya/KaseyaFan community.kaseya.com
Kaseya Industry Expert Webinars
www.kaseya.com/resources/webinars