Mary McCoy

Meet Mary! Mary McCoy is Continuum’s resident Inbound Marketing Specialist and social media enthusiast. She recently graduated from the University of Virginia (Wahoowa!) with a BA in Economics and served as digital marketing intern for Citi Performing Arts Center (Citi Center), spearheading the nonprofit’s #GivingTuesday social media campaign. Like her school’s founder, Thomas Jefferson, Mary believes learning never ends. She considers herself a passionate, lifelong student of content creation and inbound marketing.
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Recent Posts

What Your SMB Clients Look for in their MSP [Infographic]

Posted by Mary McCoy on Mar 27, 2015 12:00:00 PM


Only 17% of SMBs say they're where they want to be with technology. How are you addressing the other 83% with IT support needs? First, you have to better understand those needs to see if your MSP business is the right fit. 

Taken from responses from 500 executives with small to medium-sized businesses, CompTIA's recent Enabling SMBs with Technology study looks at how SMBs use technology, providing meaningful statistics MSPs can use to determine opportunities for their outsourced IT expertise. What are your prospective clients' technology insecurities and priorities? We've synthesized them into this shareable infographic. Enjoy!

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Topics: Managed IT Services, How to Grow Your Business, SMB trends

Q&A: How Managed Sales Pros Warms up MSP Lead Generation through Cold Calling

Posted by Mary McCoy on Mar 26, 2015 6:00:00 AM


Ring ring!

Hi yes, this is Mary. Oh yeah, and I'm calling on behalf of Continuum. Are your clients' networks up and running? Well, you better go catch them! K BYE. 

Are you awkward when you answer the phone? You tense up, your palms get sweaty and you wonder why you can't possibly just handle the sale over email. With Managed Sales Pros, you don't have to stress about sales calls. Dedicated to growing the client base and providing new business opportunities for IT companies, their representatives handle the cold-calling and work with you to warm up your lead generation! I recently sat down with Carrie Simpson, the founder of this sales cycle generation firm, to learn more about the Managed Sales Pros experience. Check out my interview!

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Topics: Business & Revenue Growth, Sales & Marketing, How to Grow Your Business

7 Things to Know about (Inbound) Marketing: Navigate 2014 Flashback

Posted by Mary McCoy on Mar 18, 2015 6:00:00 AM


Remember Navigate 2014? If you're a Continuum partner, you know I'm talking about our inaugural user conference event held back in September. If you're not using our services, but clicked on this post because you want to learn more about how time-pressed, budget-constrained MSPs can adopt inbound marketing, don't touch that dial! We're giving you the VIP pass to watch select presentations FREE. Look out for more leading up to Navigate 2015, our second go-at-it in Vegas, baby!

Among the various business and technical managed IT services topics covered at Navigate 2014 - HIPAA Assessments and Service Level Agreements (SLAs) to name a couple - sales and marketing how-to's were a big hit! 

I assure you, embracing inbound marketing is very doable. Just follow this helpful checklist!

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Topics: Business & Revenue Growth, Sales & Marketing, MSP Best Practices, Navigate 2015

Managed IT Services is on the Rise & We've Got the Stats to Prove It!

Posted by Mary McCoy on Mar 17, 2015 6:00:00 AM


2015 is the year of managed IT services. Gone are the days in which hardware reselling and break-fix business models dominated the market. As industry demands adapt and evolve, so too must your MSP operation. We're not just making this up. We've got hard stats that support the impressive growth of the managed IT services industry, suggesting it's only going to penetrate the market more in the coming years. 

By just how much can your revenue and profitability increase when you offer this proactive IT management? What's the state of cloud services compared to traditional IT services? What's the managed IT services landscape look like with respect to backup and disaster recovery (BDR), remote monitoring & management (RMM) and managed network security, and how do verticals like healthcare and financial IT fit into the equation? Answers to this and more in our new 10 minute eGuide: 2015's Key Growth Metrics in Managed IT Services! Keep reading for an excerpt. 

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Topics: Business & Revenue Growth, Managed IT Services

Microsoft Support Scam Recording Exposes Larger Trend of Social Engineering

Posted by Mary McCoy on Mar 16, 2015 6:00:00 AM


The prevalence of hackers makes your job a living nightmare sometimes, especially when you think about how many of your clients could easily fall for their malicious schemes. What if you could catch these cybercriminals in the act? Haven't you ever wanted to scam the scammer, to just tell them "I'm not falling for it, buddy?" One security researcher, Steve Ragan, inadvertently found himself doing just that when he became the target of the latest social engineering attack, receiving a phone call from scammers pretending to be Microsoft tech support.

Just a friendly tip: you may want to block any incoming calls from 999-000-7676.

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Topics: Data Protection, Information Security, MSP Best Practices, Social Engineering

7 Must-Have Managed IT Services Offerings for 2015 [Slideshare]

Posted by Mary McCoy on Mar 12, 2015 12:00:00 PM


Are your 2015 revenue goals baring down on you, seemingly unreachable? How are you tracking for MRR so far? 

If you're not growing as fast as you'd like, take a deep breath. We may already be three months into the new year, but there's still plenty of time to take your MSP business to the next level. The solution may be simpler than you think: expand your portfolio of service offerings! 

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Topics: Business & Revenue Growth, Information Security, Managed IT Services, rmm, Backup & Disaster Recovery, MSP Best Practices, mdm

URGENT: New FREAK Attack Exposes Yet Another SSL/TLS Vulnerability

Posted by Mary McCoy on Mar 5, 2015 1:45:00 PM


Are you FREAKing out about this latest cybersecurity concern? 

Maybe you haven't heard, but a new SSL/TLS vulnerability has surfaced after more than decade of existence, and system administrators everywhere are shaking their heads. This past Tuesday, Factoring Attack on RSA Export Keys - abbreviated FREAK because apparently FAREK isn't as menacing - was discovered by researchers at the French Institute for Research in Computer Science and Automation and Microsoft Research.

Similar to recent security nightmares that exploited SSL backdoors, FREAK allows hackers to weaken the security of HTTPS connections between clients and servers, making it easier to crack the encryption and perform a man-in-the-middle attack.

And now, of course, you're sitting there wondering to yourself, "Which connections are vulnerable and what does it mean for me?"

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Topics: Information Security, BYOD, BYOD & IT Mobility

Don't Hit Send Yet: 12 Words You've Been Getting Wrong

Posted by Mary McCoy on Feb 17, 2015 6:00:00 AM


You're, Your

It's, Its

Their, there. It's alright, we all make mistakes. For the longest time, I thought the expression was "for all intensive purposes," not "for all intents and purposes." Indeed, no one took my misinformed sister seriously when she used to say the "ghost," rather than coast, was clear. 

We're not all Websters. It's easy to mix up certain words, but we look foolish when we do in business communications...especially if it's (not its) with a client or prospective client. Before you create your next seminar presentation or send out that prospect email, make sure you're using these 6 word variations correctly.

Spell check can't do all the work for you.

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Topics: Business Management & Growth, Sales & Marketing, Content, MSP Best Practices

How to Prepare Techs for Their First On-Site Appointment with a Prospective Client: Lessons from Robin Robins

Posted by Mary McCoy on Feb 16, 2015 6:00:00 AM


You never get a second chance to make a first impression. You've probably heard this phrase a million times, but it will always be true. Think about every job interview you've ever conducted or participated in. Did you stroll in unkempt and unapologetically late, wearing a graphic T-shirt or sandals? Of course not! You know you'd never earn the employer's respect because for one, appearing disheveled indicates that you'd be unorganized on the job. Yet, so many of you MSP business owners fail to meet these standards of professionalism when sending your technicians to meet with prospective clients for the first time. Are you putting your company's best face forward?

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Topics: Business & Revenue Growth, Sales & Marketing, How to Grow Your Business, MSP Best Practices, Robin Robins

Always Be Closing: The ABCs of the MSP Sales Process

Posted by Mary McCoy on Feb 10, 2015 6:00:00 AM


If you think great sales talent is born not made, think again! So you're not the MSP equivalent of a used car salesman (no offense to used car salesmen) pawning off rusty old lemons on naive, unsuspecting customers. Does selling intimidate you because you're not a silver-tongued, smooth operator that sees dollar signs whenever you meet new prospects? I have news for you - this isn't what sales is.

Anyone can become an expert closer...even MSPs who come from purely technical backgrounds.

How? By learning the fundamentals of the MSP sales process, outlined below: 

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Topics: Business & Revenue Growth, Sales & Marketing, How to Grow Your Business, MSP Best Practices, Robin Robins

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