During this 60 minute webinar, MSP marketing expert Erick Simpson of MSP University/SPC International will share marketing tips and best practices that will help you engage your ideal prospects to win more MSP business.
The 5 MSP marketing principles Erick will discuss include:
Strategy - what are the essential elements of a sound, effective MSP marketing plan
Process - how to build a scalable MSP marketing process that runs the gamut of tactics
Targeting - how to identify the “right” prospects and how to target them properly
Positioning - what are the most effective messages to attract new clients
Enablement - how to create content in ways that engage your prospects AND empower your sales team
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.
Learn about the key steps to a world class lead generation program in this previously recorded webinar by Sales Benchmark Index. A presentation by Sales Benchmark Index.
Marketing automation is software and tactics that allow companies to automate their marketing content and customer intelligence gathering processes to gain digital mindshare. It is key to nurture prospects with personalized, content that helps convert these inquires into customers' and repeat customers. Learn the basics...
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.
Learn about the key steps to a world class lead generation program in this previously recorded webinar by Sales Benchmark Index. A presentation by Sales Benchmark Index.
Marketing automation is software and tactics that allow companies to automate their marketing content and customer intelligence gathering processes to gain digital mindshare. It is key to nurture prospects with personalized, content that helps convert these inquires into customers' and repeat customers. Learn the basics...
CRM Assessment eBook
CRM is a mixture of people, processes and technology, and if these three areas are not in alignment the CRM tool may not be as effective as it could be, and may not be leveraged by the individuals who could find vast benefits of such a tool. This tool can be used to help you understand who, what, where, when and how improvements to CRM processes, people and technology could be leveraged to improve any business.
How to write a CRM scope document - the key to a successful solutionGill Walker
Scoping your CRM project is key if your implementation is to be successful. And yet this phase is often omitted.
This document will step you through the process of capturing your requirements for your CRM solution.
Case study presentation on how to conduct a needs analysis assessment when determining whether a firm is ready to implement a CRM system. Presented at the Legal Marketing Association annual conference.
Readiness for CRM - 11 Steps to Plan & Prepare for CRMPreact Ltd
Presentation demonstrating 11 key steps to help businesses plan and prepare for Customer Relationship Management readiness.
Preact are a UK based consultancy partner helping organisations achieve outstanding success from their CRM strategy.
Visit http://www.preact.co.uk to learn more.
Creating a CRM Strategy for your BusinessTshepo Thlaku
Having a Customer Relationship Management (CRM) software will not magically make your business magically attract and retain customers. It is estimated that more than 50% of CRM implementation fails and one of the major factors cited is the lack of initial strategy. In this session we're going to look at how your business can create a strategy for a successful CRM implementation.
The average person’s inbox is full of emails. What can you do to break through the clutter and get your message heard? In this edition of Training Series Live!, Liz Ryan, CEO of Relish Tray Media, shared tips for using email marketing to successfully reach renters.
In this webinar, Leslie Vickrey, CEO & Founder of ClearEdge Marketing, shares 3 marketing strategies for driving your growth. She focuses on website optimization, target account programs (sales campaigns) and social media marketing.
CRM Assessment eBook
CRM is a mixture of people, processes and technology, and if these three areas are not in alignment the CRM tool may not be as effective as it could be, and may not be leveraged by the individuals who could find vast benefits of such a tool. This tool can be used to help you understand who, what, where, when and how improvements to CRM processes, people and technology could be leveraged to improve any business.
How to write a CRM scope document - the key to a successful solutionGill Walker
Scoping your CRM project is key if your implementation is to be successful. And yet this phase is often omitted.
This document will step you through the process of capturing your requirements for your CRM solution.
Case study presentation on how to conduct a needs analysis assessment when determining whether a firm is ready to implement a CRM system. Presented at the Legal Marketing Association annual conference.
Readiness for CRM - 11 Steps to Plan & Prepare for CRMPreact Ltd
Presentation demonstrating 11 key steps to help businesses plan and prepare for Customer Relationship Management readiness.
Preact are a UK based consultancy partner helping organisations achieve outstanding success from their CRM strategy.
Visit http://www.preact.co.uk to learn more.
Creating a CRM Strategy for your BusinessTshepo Thlaku
Having a Customer Relationship Management (CRM) software will not magically make your business magically attract and retain customers. It is estimated that more than 50% of CRM implementation fails and one of the major factors cited is the lack of initial strategy. In this session we're going to look at how your business can create a strategy for a successful CRM implementation.
The average person’s inbox is full of emails. What can you do to break through the clutter and get your message heard? In this edition of Training Series Live!, Liz Ryan, CEO of Relish Tray Media, shared tips for using email marketing to successfully reach renters.
In this webinar, Leslie Vickrey, CEO & Founder of ClearEdge Marketing, shares 3 marketing strategies for driving your growth. She focuses on website optimization, target account programs (sales campaigns) and social media marketing.
Practical marketing automation from BMANEO eventBMANEO
Rick Neiman presents Avery Dennison’s road map to Marketing Automation--one that took them to the intersection of content management and lead generation.
#FlipMyFunnel Austin - Maria Pergolino - Account Based Marketing & Predictive...#FlipMyFunnel
Maria Pergolino, VP of Marketing at Apttus, recently presented “Account Based Marketing & Predictive Marketing— Beyond the Bullshit” at the #FlipMyFunnel Austin.
Join Mindmatrix's Kevin Hospodar and SiriusDecision's Kathy Freeman Contreras, as they discuss-
-The most effective means for delivering lead generating programs that achieve the highest adoption rates and ROI
-How you can drive better engagement and marketing performance with partners
-The 4 phases of the SiriusDecisions Fast-Tracking Channel Demand Model
-How you can prepare for a successful sales enablement project
Dscoop8 Presentation: How Marketing Automation is Changing the Printing Industrymindfire.agency
Marketing has evolved and it directly impacts your print business. Learn from your peers as they share their real-life examples on how they have used marketing automation technology to offer a new, highly in-demand service to their customers. See how marketing automation empowers your marketing team to generate quality leads, and helps your sales people close more deals—faster.
You’ll learn how to:
· Leverage marketing automation as a new service, and as a tool to grow your business
· Build multi-channel campaigns leveraging print, email, mobile and social media
· Create drip marketing campaigns with lead nurturing and lead scoring
Presentation shared at Three Deeps marketing and baseball event on June 30, 2016. Our presentation shares how your multi-location business can attract, engage and optimize customers at every location by sharing success stories from brands who have anointed themselves as successful examples for the rest of us to follow.
Your Global Sales Playbook: How to Take on International ExpansionSales Hacker
DocSA company can only be as big as its global ambitions.
International sales bring new markets, fresh revenue streams, unique talent, and a higher return on investment. But a methodical go-to-market plan is critical in ensuring that your organization is set up for success.
When appropriately composed, these strategies mitigate expansion risk and encourage efficient use of resources, timelines, and capital for global expansion. How can you avoid the most common international expansion mistakes?
Globalization Partners' Chief Revenue Officer, Diane Albano, joined us to share expert insight into building a global sales strategy that can dramatically improve the long-term outlook of your company.
Measuring engagement and revenue throughout the customer lifecycle by SilverpopSilverpop
In this presentation, Silverpop highlights several steps marketers should be taking in order to ensure engagement levels and the bottom line continue to rise, including the following:
Connecting revenue to the specific marketing channels and campaigns driving it
Integrating digital marketing and ecommerce systems
Developing campaigns targeted at crucial points in the buyer journey, such as first purchase, repeat customer and win back
Measuring and tracking customer engagement levels in order to target communications and understand resulting impact on engagement
How to implement an Integrated Lead EngineVanillaSoft
This presentation is a case study, presented at the SiriusDecisions Summit 2018, that shows how VanillaSoft and Virtual Causeway worked together to implement a scalable lead engine built upon the Demand Center and Demand Waterfall frameworks.
Marketing Operations: An Insider's Story of Implementing ABM Successfully usi...Cecile Thirion
Organized and moderated MOCCA webinar on how to measure Account-Based Marketing (ABM) impact on Sales and Revenue quickly.
- How to scope an ideal customer profile for ABM (and stick to it!)
- The best practices to coordinate account-targeting engagements between marketing and sales teams
- How to measure ABM effectiveness and then optimize your tactics and campaigns over time
We are a single source providing true collaboration, 100% accountability, and a suite of marketing services for market leaders – from small business to large enterprise.
Join Kaseya and guest cybersecurity expert from Kaspersky, Cynthia James, to hear how companies like Target, eBay, and Home Depot are losing data, and how you can protect your company from suffering the same fate.
• The latest cybersecurity threats and vectors putting organizations at risk
• How your organization can avoid falling victim to a data breach
• Additional strategies to secure your organization and its data
Enterprise Mobility Management I: What's Next for Management (MDM)Kaseya
Mobility is an ever-changing target for organizations, forcing them to continually advance their capabilities in order to secure and manage corporate data. In this session we will preview the enhancements coming up in Kaseya’s May 2014 release. Focusing on application management and how to best use it, we will cover this new capability in depth. Along with details on additional policy and agent enhancements, we will share the direction we are taking for Enterprise Mobility Management in 2014 so you can plan your adoption strategy for mobile.
Enterprise Mobility Management II: BYOD Tips, Tricks and TechniquesKaseya
The BYOD phenomenon is impacting all organizations. It is no longer a choice whether to ‘allow’ BYOD within the organization – it is happening, and organizations need to figure out how to manage it – fast. With the recent release of Kaseya BYOD Suite, we want to share with you the many ways organizations can harness BYOD to not only secure and manage corporate data, but to drive new value for the organization. We will cover many ways to use the full power of this using examples from actual customer deployments. Come to learn how you can get up and running in minutes and solving this critical IT service need.
Remote Control Architecture: How We Are Building The World’s Fastest Remote C...Kaseya
Signaling, encryption, messaging, video codec, dynamic buffering, P2P, PsuedoTCP and Relay are all various pieces of technology needed to create a remote control session. We have rebuilt the entire remote control solution from the ground up with a focus on speed, performance, and reliability. Come listen as we talk about the next generation of Kaseya remote control and why it will be the fastest in the world.
Reporting and Dashboards: The Present and Future Direction of VSA ReportingKaseya
Analytics and data visualization is becoming a pivotal part of our lives. Good data visualization can showcase never before seen patterns, drive process change, or identify problem areas across organizations. Come hear our vision for the next generation of analytics and data visualization in VSA for servers, computers, applications, users, and more.
365 Command: Managing SharePoint in Office 365Kaseya
In this session you’ll learn how to use 365 Command to maximize your Office 365 SharePoint Online capabilities. From running reports on inactive sites, determining the sizes of sites, and running other common administrative reports, you can do it all with 365 Command. We’ll also spend some time going over the how to find the most active users in your SharePoint Online environment.
365 Command: Managing Exchange in Office 365Kaseya
In this session you’ll learn how to use 365 Command to maximize your Office 365 Exchange Online capabilities. From creating mailbox templates, enabling reporting, and performing other common administrative tasks, we’ve got you covered. Additionally, we’ll spend extra time going over the features that are most valuable for MSPs.
Advanced Administration: Mobile Device ManagementKaseya
Enhance the management of your corporate mobile assets with increased visibility and control across device types, applications and configuration. In this session, you will learn about new ways to leverage the MDM capabilities in Kaseya to provide multiple layers of security for the mobile context. From advanced OS-specific profiles, to strategies for managing applications and network settings, you will gain insights into how to get the most out of the MDM services at your disposal in Kaseya Virtual System Administrator (VSA).
Kaseya Traverse is a new addition to Kaseya's IT management suite and focuses on advanced cloud and network monitoring capabilities. In this session we will cover advanced topics for managing your Kaseya Traverse instance. You will learn how to setup SLA measurements for business critical services, perform baseline analysis to automatically adjust alarm thresholds, effectively use templates to facilitate faster rollout, and utilize the query tool for common administrative tasks. While geared towards administrators responsible for day-to-day management of Kaseya Traverse instances, this session will also highlight advanced capabilities that regular users can take advantage of. For attendees not familiar with Kaseya Traverse, the "Kaseya Monitoring Suite Overview" session is a recommended pre-requisite.
It is a fact of life for companies large and small today – employees are using their personal devices to access corporate resources. Addressing BYOD enterprise mobile access is no longer a nice to have, it is an imperative. This session will cover the advanced capabilities available in the Kaseya BYOD suite, including support for multiple document data sources, partitioning access based on AD group membership and other advanced administration topics. With a focus on addressing real-world needs, you will learn how to extract the maximum value from this innovative solution.
The MSP of the Future: Key Trends and Opportunities for Growing Your Revenue ...Kaseya
The market for today’s MSPs is rapidly changing. Attend this session to learn how CodeBlue, a successful MSP that has grown to 125 staff members and over $25m in revenue, is thinking strategically about the future for MSPs. During this session, Founder and CEO of CodeBlue, Ken Davis, will share an analysis of the key trends affecting MSPs today, some of the real world lessons CodeBlue has learned, and how they are building new annuity based revenue streams that will take their company into a successful future.
Boost Your Managed Services and Profits by Adding Disaster Recovery to any Ac...Kaseya
Adding cloud backup and disaster recovery capabilities to your Acronis installed base gives you powerful new ways to ensure uptime and resiliency for your clients and their critical infrastructure. Cloud based DR is also a big money maker, driving recurring revenue and cash flow for partners focused on managed services. eFolder is pleased to announce the general availability of eFolder BDR for Acronis, a new cloud disaster recovery service that marries the power of Acronis software with the massive storage and recovery capabilities of the eFolder Cloud. Join Ted Hulsy as he reviews the features, benefits, uses cases and special partner pricing for this exciting new service.
Security and Backup II: Vision and DirectionKaseya
Backup and Security solutions are critical for today's IT environments. Having a robust and easily managed data protection tool can ensure the recoverability of your IT infrastructure. Complete, reliable endpoint security is key to protect your IT systems against dangerous attacks and malicious software. This session will provide you with an opportunity to learn about Kaseya‘s vision for its Security and Backup solutions: future developments, improvements to the existing solutions, and long-term strategy.
What sets Kaseya’s software platform apart from stand-alone solutions is the embedded integration approach. Kaseya’s VSA embeds industry-leading Security and Backup solutions from OEM partners, providing complete endpoint protection from malicious software and easy data protection and recovery, all managed from the central Kaseya web-based console. This session will provide you with a thorough understanding of the OEM architecture design and the integration of these key elements in Kaseya’s single-pane of glass.
Monitoring and alerting is an important aspect of IT operations management and Kaseya provides comprehensive coverage across the infrastructure. In this session, we will explore how Kaseya’s solution provides end-to-end monitoring using both agent-based as well as agentless technology. We will walk through common use cases and highlight how proactive monitoring and alerting can reduce downtime and ensure user satisfaction. You will learn about the differences between monitoring capabilities in Kaseya Virtual System Administrator (VSA) and Kaseya Traverse. We will also highlight the recently integrated capabilities of Kaseya Network Monitor into Kaseya VSA.
Accurate and efficient asset discovery is an integral part of IT operations management. Key concepts of successful asset discovery, either by scanning the network or Active Directory, will be the key topic of discussion in this session. You will also learn about advanced fingerprinting techniques used within Kaseya Virtual System Administrator (VSA) and Kaseya Traverse to present key performance indicators for monitoring. Finally, we will explore how asset discovery is not only limited to servers and workstations, but expanding into mobile devices and applications in the highly distributed and cloud-enabled networks.
Automation Desk II: Policy-Driven Automation and a Glimpse into the Future of...Kaseya
Do you spend a lot of time manually on-boarding new devices? As devices move, and assume new roles, are you chasing behind making manual settings to reflect the changes? Are you often left wondering if all of these manual settings were made consistently and completely? Let Policy Management do the work for you. Policy Management is tightly woven into your existing Kaseya solution, and if you have not yet unleashed its power to drive automation, then attend this session to see what is possible. We will also share a big-picture glimpse of the future of Kaseya automation, and how Policy Management, Service Desk, and Procedures will evolve to make IT service automation easier, and more powerful than ever before.
Automation Desk I: Leveraging Service Desk as a Hub for Advanced AutomationKaseya
Kaseya’s automation is a hallmark of the platform, and Service Desk was designed to take service automation to the next level. Don’t take our word for it - hear it straight from one of your peers and see concrete examples of how he has used Service Desk to drive automated remediation, automated ticket processing, event-based escalations, and more. Already using a 3rd party PSA solution? No problem -- learn how Service Desk can be leveraged as a powerful service automation engine and see how it can be fully integrated to your existing PSA. Don’t have an existing solution and want an embedded Service Desk solution via Kaseya’s single pane of glass? Service Desk can deliver that as well. Come to this session and learn how you can tap into the power of Service Desk to take automation to the next level.
Getting the most out of Kaseya means using it as a true platform, leveraging rich integrations that take advantage of our extensive Web Service APIs and modules that are fully incorporated into the Kaseya management interface. This session will give you an overview of the Technology Alliance Program, reviewing solutions available to you today and sharing how you can encourage your favorite vendors to deliver their own Kaseya integrations in the future.
Get the most out of your Kaseya implementation! Kaseya Virtual System Administrator -- It’s what you live and breathe -- the core set of functionality commonly called the “VSA.” This session will focus on sharing tips and tricks from several areas of the product that will drive new value for both new Kaseya users and veterans alike.
Transcript: Selling digital books in 2024: Insights from industry leaders - T...BookNet Canada
The publishing industry has been selling digital audiobooks and ebooks for over a decade and has found its groove. What’s changed? What has stayed the same? Where do we go from here? Join a group of leading sales peers from across the industry for a conversation about the lessons learned since the popularization of digital books, best practices, digital book supply chain management, and more.
Link to video recording: https://bnctechforum.ca/sessions/selling-digital-books-in-2024-insights-from-industry-leaders/
Presented by BookNet Canada on May 28, 2024, with support from the Department of Canadian Heritage.
Encryption in Microsoft 365 - ExpertsLive Netherlands 2024Albert Hoitingh
In this session I delve into the encryption technology used in Microsoft 365 and Microsoft Purview. Including the concepts of Customer Key and Double Key Encryption.
Accelerate your Kubernetes clusters with Varnish CachingThijs Feryn
A presentation about the usage and availability of Varnish on Kubernetes. This talk explores the capabilities of Varnish caching and shows how to use the Varnish Helm chart to deploy it to Kubernetes.
This presentation was delivered at K8SUG Singapore. See https://feryn.eu/presentations/accelerate-your-kubernetes-clusters-with-varnish-caching-k8sug-singapore-28-2024 for more details.
Software Delivery At the Speed of AI: Inflectra Invests In AI-Powered QualityInflectra
In this insightful webinar, Inflectra explores how artificial intelligence (AI) is transforming software development and testing. Discover how AI-powered tools are revolutionizing every stage of the software development lifecycle (SDLC), from design and prototyping to testing, deployment, and monitoring.
Learn about:
• The Future of Testing: How AI is shifting testing towards verification, analysis, and higher-level skills, while reducing repetitive tasks.
• Test Automation: How AI-powered test case generation, optimization, and self-healing tests are making testing more efficient and effective.
• Visual Testing: Explore the emerging capabilities of AI in visual testing and how it's set to revolutionize UI verification.
• Inflectra's AI Solutions: See demonstrations of Inflectra's cutting-edge AI tools like the ChatGPT plugin and Azure Open AI platform, designed to streamline your testing process.
Whether you're a developer, tester, or QA professional, this webinar will give you valuable insights into how AI is shaping the future of software delivery.
DevOps and Testing slides at DASA ConnectKari Kakkonen
My and Rik Marselis slides at 30.5.2024 DASA Connect conference. We discuss about what is testing, then what is agile testing and finally what is Testing in DevOps. Finally we had lovely workshop with the participants trying to find out different ways to think about quality and testing in different parts of the DevOps infinity loop.
Securing your Kubernetes cluster_ a step-by-step guide to success !KatiaHIMEUR1
Today, after several years of existence, an extremely active community and an ultra-dynamic ecosystem, Kubernetes has established itself as the de facto standard in container orchestration. Thanks to a wide range of managed services, it has never been so easy to set up a ready-to-use Kubernetes cluster.
However, this ease of use means that the subject of security in Kubernetes is often left for later, or even neglected. This exposes companies to significant risks.
In this talk, I'll show you step-by-step how to secure your Kubernetes cluster for greater peace of mind and reliability.
Connector Corner: Automate dynamic content and events by pushing a buttonDianaGray10
Here is something new! In our next Connector Corner webinar, we will demonstrate how you can use a single workflow to:
Create a campaign using Mailchimp with merge tags/fields
Send an interactive Slack channel message (using buttons)
Have the message received by managers and peers along with a test email for review
But there’s more:
In a second workflow supporting the same use case, you’ll see:
Your campaign sent to target colleagues for approval
If the “Approve” button is clicked, a Jira/Zendesk ticket is created for the marketing design team
But—if the “Reject” button is pushed, colleagues will be alerted via Slack message
Join us to learn more about this new, human-in-the-loop capability, brought to you by Integration Service connectors.
And...
Speakers:
Akshay Agnihotri, Product Manager
Charlie Greenberg, Host
Key Trends Shaping the Future of Infrastructure.pdfCheryl Hung
Keynote at DIGIT West Expo, Glasgow on 29 May 2024.
Cheryl Hung, ochery.com
Sr Director, Infrastructure Ecosystem, Arm.
The key trends across hardware, cloud and open-source; exploring how these areas are likely to mature and develop over the short and long-term, and then considering how organisations can position themselves to adapt and thrive.
Generating a custom Ruby SDK for your web service or Rails API using Smithyg2nightmarescribd
Have you ever wanted a Ruby client API to communicate with your web service? Smithy is a protocol-agnostic language for defining services and SDKs. Smithy Ruby is an implementation of Smithy that generates a Ruby SDK using a Smithy model. In this talk, we will explore Smithy and Smithy Ruby to learn how to generate custom feature-rich SDKs that can communicate with any web service, such as a Rails JSON API.
UiPath Test Automation using UiPath Test Suite series, part 4DianaGray10
Welcome to UiPath Test Automation using UiPath Test Suite series part 4. In this session, we will cover Test Manager overview along with SAP heatmap.
The UiPath Test Manager overview with SAP heatmap webinar offers a concise yet comprehensive exploration of the role of a Test Manager within SAP environments, coupled with the utilization of heatmaps for effective testing strategies.
Participants will gain insights into the responsibilities, challenges, and best practices associated with test management in SAP projects. Additionally, the webinar delves into the significance of heatmaps as a visual aid for identifying testing priorities, areas of risk, and resource allocation within SAP landscapes. Through this session, attendees can expect to enhance their understanding of test management principles while learning practical approaches to optimize testing processes in SAP environments using heatmap visualization techniques
What will you get from this session?
1. Insights into SAP testing best practices
2. Heatmap utilization for testing
3. Optimization of testing processes
4. Demo
Topics covered:
Execution from the test manager
Orchestrator execution result
Defect reporting
SAP heatmap example with demo
Speaker:
Deepak Rai, Automation Practice Lead, Boundaryless Group and UiPath MVP
State of ICS and IoT Cyber Threat Landscape Report 2024 previewPrayukth K V
The IoT and OT threat landscape report has been prepared by the Threat Research Team at Sectrio using data from Sectrio, cyber threat intelligence farming facilities spread across over 85 cities around the world. In addition, Sectrio also runs AI-based advanced threat and payload engagement facilities that serve as sinks to attract and engage sophisticated threat actors, and newer malware including new variants and latent threats that are at an earlier stage of development.
The latest edition of the OT/ICS and IoT security Threat Landscape Report 2024 also covers:
State of global ICS asset and network exposure
Sectoral targets and attacks as well as the cost of ransom
Global APT activity, AI usage, actor and tactic profiles, and implications
Rise in volumes of AI-powered cyberattacks
Major cyber events in 2024
Malware and malicious payload trends
Cyberattack types and targets
Vulnerability exploit attempts on CVEs
Attacks on counties – USA
Expansion of bot farms – how, where, and why
In-depth analysis of the cyber threat landscape across North America, South America, Europe, APAC, and the Middle East
Why are attacks on smart factories rising?
Cyber risk predictions
Axis of attacks – Europe
Systemic attacks in the Middle East
Download the full report from here:
https://sectrio.com/resources/ot-threat-landscape-reports/sectrio-releases-ot-ics-and-iot-security-threat-landscape-report-2024/
4. About Kaseya
• Enterprise-class IT systems
management for everybody
• Key Facts
– Founded 2000
– Privately held, no debt, no external
capital requirements
– 33 offices worldwide in 23
countries with 450+ employees
• 12,000+ customers
• Millions of assets managed
– Patented IT service delivery process
& remote IT management process
• 24 patents pending
– Common Criteria (EAL2+) certified
and FIPS 140-2 security compliant
– ITIL v2 and v3 compatible
4
5. The Leading IT Managed Services Solution
Open API
Virtual System Administrator
Device & Network Management
Unified Management
Platform
Event Management
• Alerts / Notifications
• System Events
• Logs
Automation
• Scheduling
• Procedures
• API / Messaging
Visualization
• Reporting
• Dashboards
• Interactive Data Views
• Image Deployment
• Desktop Migration
• Mobile Device Management
• Data Availability
• System Availability
• Site Availability
Other Third Party
Integrations
CRM & PSA Integrations
6. Why MSPs Choose Kaseya
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
7. How would you describe the current
state of your marketing?
A. Weak, and I don’t really know what – or
how – to improve
B. Moderate, I get results, but I don’t
think they are optimal
C. Strong, I get lots of qualified leads from
all types of sources via a wide variety of
campaigns
D. Expert, I have too many qualified leads
to effectively manage!
8. SPC International
• We provide IT Business Operations, Sales
& Marketing and Technical Service
Delivery Improvement Education &
TRAINING Internationally
–Live Boot Camps
–Training Platforms and Tools
–Business Improvement SWOT Engagements
–PSA and RMM Audit and Optimization
–Extended Consulting Services
9. What We Will Cover in this Webinar
• The Difference Between Marketing
and Sales
• Effective Marketing Tools
• Identifying Your Target Audience
• Developing Powerful Messaging
• Designing and conducting an effective
Marketing Campaign Strategy
• Tracking Marketing Outcomes and
ROI
10. Marketing vs. Sales
• Marketing is all activity that is
conducted prior to the sales
appointment to reach and interest
prospects and includes messaging
that prepares prospects for the
sales process (lead generation)
– Direct mail
– Telemarketing
– Events
– Website
– Marketing activity identifies
SUSPECTS…
11. Sales vs. Marketing
• Sales encompasses all
engagements that
require interaction with
prospects on a
personal level (qualifying)
– One-on-one meetings
– Cold calls
– Networking
– Sales activity identifies
PROSPECTS…
12. Tools for Effective Marketing
• Marketing Message
• Website
• Marketing List
• Marketing Letter to Prospects and Existing Clients
• Introductory Email and Postcard
• Case Studies, White Papers
• Newsletters
• Social Media
• Call-Downs and Appointment Setting Activities
• Appointment Confirmation Emails and Postcards
• Thank-You Emails and Postcards
13. First Things First
• Get vertical – pick one you are familiar with and
– Contains numerous prospects within your service area
– Has sufficient desktop and server counts
– Can afford your services
– You can create compelling enough messaging in order
to establish appointments with prospects
– You can leverage strong existing customer testimonials
in your marketing efforts
– You can afford to maintain a long-term marketing
effort to
– You receive an equitable and timely return on your
marketing investment from 13
14. Next things next
• Source your marketing list
Your vertical-specific marketing efforts will either be
tremendously successful, validating your marketing
expertise
…Or
Fail miserably - all based heavily upon the quality of your
marketing list…
14
15. Your Marketing List
• Identify Your Target Market
• Obtain a Good Mailing List
• Scrub and Add Email Addresses
• According to the Postal Service,
about 20% of the country moves
every year
• >60% of business info changes
• Bad addresses = wasted mail
and wasted money
16. Marketing List Criteria
• Vertical marketing list criteria:
• Australian and New Zealand Standard Industrial
Classification (ANZSIC) Codes: 6931, 2421, 8511, 3019
• Geography: Postcode Range 2000—2029
• Number of Desktops: 25 – 100
• Gross Yearly Revenue: $2MM+
• Years in Business: 5+
• Contact Info: CEO/President, Full
Name, Phone Number/Ext.,
• Email Address
16
17. Marketing Message
• Develop compelling vertical-specific messaging
– Marketing message is key
– Identify Pain, Alternatives and the Solution (PAS)
• Create an emotional message in query form
• Add a customer testimonial or two
• Add a call to action
• Never use:
– Technical specifications
– Pricing
– Industry jargon
– Solution, Pain, Alternatives (SPA)
18. Passive Marketing - Website
• All marketing activity must reference your Website
• Website must:
– Be visually appealing and easy to navigate
– Reinforce your message
– Track traffic
– Integrate Social Media
• Key Website Components:
– Free newsletters,
white papers and case
studies (after registration)
– News releases
– Customer testimonials
– Contact form on every page
18
19. Passive Marketing – Case Studies
• One of the most compelling and effective
methods of marketing a product or service
– Provide real-life stories prospects can
identify with
– Help generate leads and close sales –
add credibility to your services and
solutions
– Identify specific problems or pains your
customers experienced
– Describe what you did to address these
issues
– Highlight results and benefits to the
customer of the services you provided
• 3 components to a case study
– The problem or challenge
– The solution
– The results
19
20. Passive Marketing – Newsletters
• “Stealthy marketing” (customers opt-
in) – leads prospects to your website
• Subscription methods:
– Website
– Email signature
– Other marketing
• Less likely to be perceived as spam
than standard email marketing
– Visually appealing
– Pictures
– Graphics
– Even embedded video
– Informational and instructional
• Builds prospect and customer trust
and loyalty and demonstrates stability
of your organization through
consistent delivery
20
Courtesy Marco Alcala
AlcalaConsulting.com
21. Passive Marketing – News Releases
• Highlight newsworthy events
about your organization
– Can be written by anyone, and
directed specifically for
readers on the web
– Can be submitted to hundreds
of online services/news
outlets
– Write, distribute and post
news releases announcing
every new solution delivered,
and customer signed to a
Managed Services Agreement
21
22. Passive Marketing – Social Media
• Branding/Awareness
• Recognition
• Reputation
• Influence
• Buzz
23. Direct Marketing – Letter
• Create Marketing
Letter
• General introduction
• Mail Merge
• Mail Out
• EFFECTIVE because it
speaks the language
of business
24. Direct Marketing – Postcard
• Contains your marketing message
– Identifies pain points
– Creates an emotional message in query form
– May feature a testimonial
– Includes a call to action
• EFFECTIVE because it
reinforces your
message and
provides another
marketing touch
Courtesy Mark Perez
TechMD.com
25. Direct Marketing – Win-Wires
• A micro case study in a small, visually
appealing announcement
– Can be delivered via email or
postcard
– Announces business wins
• Sent to prospects as well as existing
customers
– Builds credibility
– Provides additional marketing
“touches”
• Also sent to
vendors, distributors, manufacturers
whose solutions are profiled
– Increases your profile and visibility as
a “go-to” partner, opening the door
to opportunities such as marketing
development funds, leads and other
benefits 25
Courtesy Dan Hay
Isoutsource.com
26. Direct Marketing – Telemarketing
• Create Scripts
– Perform call-downs
• Follow-up to marketing activity
– Qualify leads
– Set appointments for meeting
– Invite to events
• Lunch & Learn
– Leverage vendor resources
• Offices
• Contests/giveaways
• MDF funds
26
29. Recommended Marketing Schedule
• Day 1: Postcard 1
• Day 3: Email 1/Social Media
• Day 4: Call-down 1
• Day 7: Direct Mail Letter 1
• Day 9: Email 2/Social Media
• Day 10: Call-down 2
• Day 13: Newsletter/Social Media
• Day 16: Case Study
• Day 17: Call-down 3
• Day 20: Post Card 3 or Case Study
• Day 23: Win-Wire/Social Media
• Day 24: Call-down 4
30. Track Your Results and ROI
March April May June July Aug
Direct Mail - $1.44 per piece $330 $350 $350 $350 $350 $350
Follow Up Calls $1,000 $1,000 $1,000 $1,000 $1,000 $1,000
Email Marketing Costs $15 $15 $15 $15 $15 $15
Total Monthly Marketing Cost $1,345 $1,345 $1,345 $1,345 $1,345 $1,345
# of Appointment Presentations 1 2 3 4 2 2
Tentative Deals (Hot) 1 5 3 2 1 1
# of deals closed 1 2 1 2 3 1
Gross monthly revenue $2,000 $2,000 $2,000 $2,000 $2,000 $2,000
Gross profit $655 $655 $655 $655 $655 $655
31. 51 Step Marketing & Sales Process
communitysupport@spc-intl.com
Subject: Kaseya 51 Step Mktg Process
32. Do you share these RMM Challenges?
• Lack of expertise in initial RMM configuration
and optimization
• Lack of a standardized deployment process
• Integration between RMM and PSA Solution
not optimized
• Too many alerts flooding RMM and PSA
service boards and queues
• Failure to utilize patch management and
update function properly
• Lack of confidence in auditing and inventory
configuration
• Default device polling, threshold and alerting
settings not optimized
• Failure to optimize reporting to help
strengthen service value
and improve QBRs
• Failure to deploy all of your agents
33. Kaseya Optimization Services
• Complete Audit
– Business Set Up
– Patch Management Policies
– Accounts and Asset Inventory
– Hardware
Monitoring, Threshold and
Alerting Policies
– Operating System
Monitoring, Threshold and
Alerting Policies
– Application Software
Monitoring, Threshold and
Alerting Policies
– Service Monitoring, Threshold
and Alerting Policies
– Onboarding and Deployment
– PSA Integration and
Optimization
– Incident Management (round-
robin/closed loop)
– SLA Management and Alerting
– Escalation Workflows and
Alerting
– Summary Reports and
Measurements
– Dashboard setup and use
SPC International’s Kaseya Optimization Services: http://s.spc-intl.com/kaseyarmm
Save $100!: http://s.spc-intl.com/kaseyarmmsvc
34. Next Steps
• Learn more about SPC International
www.spc-intl.com
• Learn more about Kaseya for MSPs
www.kaseya.com.au/msp
• For a free live product demo
Email: sales-aus@kaseya.com
• For a free trial
www.kaseya.com.au/freetrial
• To speak with us
www.kaseya.com.au/contactme
34
@kaseyacorp/company/kaseya/KaseyaFan community.kaseya.com
Editor's Notes
Mark does System Backup
Effective Cloud Services Marketing tools include a provider’s Website; when designed to generate interest and build credibility and trust with visitors, an accurate, properly filtered and qualified marketing list, and compelling direct-mail marketing letters, email templates and postcards. Additionally, an effective appointment-setting script and process, and appointment confirmation and thank-you email templates and postcards tremendously strengthen a provider’s marketing campaign results. Other influential marketing tools include newsletters and Cloud solution case studies and white papers that can be made available via Website download and email marketing activities.
In many cases, the success or failure of a list-driven marketing campaign can be attributed to the quality of the list itself. It is imperative to obtain a fresh, updated and accurate marketing list that is filtered by specific criteria in order to avoid wasting printing, postage and labor on inaccurate or stale data. The provider will need to work with a list broker or service in order to obtain a good quality list, which will be filtered to provide the following data: the provider’s target vertical market and desired geographic territory, the prospect’s number of employees, their gross yearly revenue and years in business and the decision maker’s contact information and email address.
The first step for the provider in developing an effective Cloud Computing Services marketing campaign is to determine their marketing message, based upon the pain points they will be able to exploit for their target vertical or market. In order for the provider’s message to be effective, it must contain the following elements: a description of the target prospect’s pain points, an emotional message in query form, a client testimonial and a call to action. In addition to elements to include in the marketing message, there are also items that should never be part of a compelling marketing message. These items include technical specifications, pricing and industry jargon. In order to maximize success, an effective marketing message must identify the prospect’s pain points in a manner that evokes emotion and illustrates how the provider has alleviated these pains for clients just like them, and include a client testimonial and a call to action. All of this must be accomplished without documenting the how, but instead the benefits of the Cloud services or solutions the provider is marketing, and in plain English – the simpler, the better.Once the provider has crafted their marketing message, it can be used throughout the vehicles selected for the Cloud Computing Services marketing campaign.
The provider’s marketing letter should be designed to reflect and expand upon their marketing message, providing an introduction of their organization and enough information to influence their prospects to execute the desired call to action, or persuade them to accept a follow-on sales call to set an appointment.
Postcards are another marketing vehicle that may be employed by the prospect to great effect in their marketing campaign. When executed in a consistent manner, delivering an additional marketing touch through postcard marketing continues to promote the provider’s message and keep them at the top of mind of their prospects, while building trust and credibility. The more marketing touches the provider delivers to their prospects, the more likely they are to do business with them.
The true measure of success for the provider is the revenue that is generated as a result of their marketing activities, and how quickly they realize their ROI. The provider should develop a cost analysis to track their marketing investment month over month, including the cost of printing, postage, email and telemarketing, as well as overhead and other labor, against the revenue generated.Since Cloud Computing Services are sold on a subscription basis; as the provider continues to refine their marketing process over time, the resulting sales will build exponential annuity revenues for them month over month.
In order to maximize your efficiencies and profits, your RMM solution is equally important as your PSA solution, but requires specific expertise in its optimization to provide you the greatest ROI from your investment in it. When your RMM solution is not configured effectively, it impairs efficient, profitable business operations - but more than that, it negatively impacts future growth and revenue opportunities. If you have un-deployed RMM agents, you are losing both your investment in them and the potential revenue they can bring. And if you are not using customized reports during your strategic client meetings, you are hurting customer retention and future sales opportunities.In extreme cases, we have seen partners turn off or ignore their RMM solution, or disable it from creating tickets in their PSA solution because they create so much noise that they hide critical issues from their technicians.These challenges reflect an investment in an RMM solution that actually costs you more than it saves.How many of these RMM challenges do you face?