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How to Sell Managed IT Services in 2016

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Can Managed Services Bridge the IT Skills Gap for SMBs? [CHART]

Posted by Lily Teplow on Aug 26, 2016 6:00:00 AM


The IT skills gap phenomenon isn’t a new concept, but it has become increasingly evident in the past several years. Most small- and medium-sized businesses (SMBs) have the same IT needs as larger organizations, but unfortunately lack the necessary internal bandwidth and resources. With new IT rules being written every day, complicated by the internet of Things (IoT) and an increasingly mobile workforce, IT professionals need to stay up-to-date and receive the latest certifications to cover their bases. As conditions continue to evolve, how can SMBs deal with the widening skills gap?

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Topics: Sales & Marketing, Managed IT Services, customer acquisition

10 Discovery Questions to Ask When Selling BDR

Posted by Mary McCoy on Aug 25, 2016 12:00:00 PM


Are you looking to capture additional monthly recurring revenue (MRR) by selling your backup and disaster recovery (BDR) solution to more clients? If so, you have to understand the overall sales process and particularly, the Discovery phase, which is meant to help you identify the best candidates for your BDR solution. 

To identify those small-and-medium-sized businesses (SMBs) with the highest probability of adopting your solution, begin by getting to know them. Uncover their needs by asking the following 10 questions. 

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Topics: Business & Revenue Growth, Sales & Marketing, Backup & Disaster Recovery

The Internet of Things and Untapped MSP Opportunities

Posted by Joseph Tavano on Aug 24, 2016 1:14:10 PM



How can MSPs gain traction in new areas of technology, such as the Internet of Things? Intel's Eric Townsend sits down with Nate Teplow and Joe Tavano to talk about this, the MSP channel, and much more.

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Topics: Cloud Computing, Managed IT Services, Cloud Services, Intel, MSP, podcast, channel, cloud, Internet of Things

5 Awesome Windows Features You Never Knew Existed

Posted by Matt Mainhart on Aug 24, 2016 6:00:00 AM


The PC users you serve depend on Windows® for their daily business processes, but they may only be using basic features and functionalities. What about those productivity hacks and secret tricks that make work more bearable? The masterminds over at Microsoft® are constantly thinking up new, innovative ways to optimize their operating system’s user experience. 

Have you shared these five special features, gestures and Easter eggs with your end clients? As their strategic advisor and virtual CIO (vCIO), you’ve been charged with helping them grow their profitability. To alleviate operational inefficiencies and technology time-sucks, include this latest set of technology quick tips in your next newsletter send!

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Topics: Sales & Marketing, Tech Quick Tips, From the Help Desk of Matt: Client Quick Tips, Windows

Why Proper IT Documentation Restores Valuable Time and Sanity

Posted by Chris Day on Aug 23, 2016 6:00:00 AM


To deliver great service and make a profit, you need to focus your energy on people, technology and process. Process is however the most overlooked element of most businesses, why? Largely because it's perceived as a difficult and painful thing to resolve. The truth is there is a huge untapped potential for profitability in working on this area of your business, but why?

It is estimated that IT staff spend 20-30 percent of their time looking for information. This is costing on average of $19,000 per employee per year. This doesn’t even factor in the opportunity cost of the wasted time, which can multiply this cost by two or more.

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Topics: Business & Revenue Growth, Navigate 2016, IT Documentation

Four Essentials When Building Nurture Emails and Drip Campaigns: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on Aug 22, 2016 6:00:00 AM

The Weekly Byte Episode 22

Automated drip campaigns and email nurture are powerful tools that can help convert website visitors and leads into customers—if your content and campaigns are properly set up and regularly optimized. In this episode of The Weekly Byte, we explore four essential components of a successful email nurture program. Tune in now to learn more!

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Topics: Content, The Weekly Byte, Inbound Marketing

Why SMBs Need Business Continuity & Data Management [CHART]

Posted by Lily Teplow on Aug 19, 2016 12:00:00 PM


Have you and your clients grown numb to statistics showing the amount of digital data being generated in today’s IT landscape? The small-and medium-sized businesses (SMBs) you serve rely on 24x7x365 access to a myriad of data for day-to-day operations, customer understanding and essential business metrics. Due to the abundance of business-critical information, protecting and managing big data has become their top priority. However, many SMBs have not fully connected the dots between developing and implementing business continuity as a data preservation strategy and growing business profitability as a result. As an MSP, this presents a perfect opportunity for you to position your business continuity solution. Should clients’ systems go offline, you’ll be able to quickly restore the data they need to continue working. But how can you establish this need for “always-on” capability and backup and disaster recovery (BDR) services? As a virtual CIO (vCIO), you’re responsible for developing and implementing a data strategy that enables constant uptime and employee productivity.

Instead of boring your clients and prospects with another hockey stick-shaped graph showing the exponential explosion of data, show them that you understand their business needs! A major pain point for many SMBs today is that they don’t have the resources to properly manage all their data. Use this chart in your next sales presentation to illustrate why data is becoming more important and how clients can easily protect and manage their data with a business continuity solution!

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Topics: Sales & Marketing, Managed IT Services, Data Backup, Business Continuity

Are You using a Smart RMM Platform?

Posted by Joseph Tavano on Aug 18, 2016 12:16:29 PM


MSPs know a thing or two about alerts; they are a perennial hallmark of remote monitoring platforms. Alerts are what give MSPs insight into the networks they service and inform them on what needs attention.

But as an MSP business grows and the number of endpoints that are covered expands, the number of alerts generated can wind up being overwhelming. Scaling your MSP business also means scaling the amount of data a remote monitoring and management (RMM) platform produces; and parsing through all that data to determine what issues actually require action takes a large amount of time and effort for you and your team.

Therefore, it’s important to make sure your RMM platform is serving its original intended function: to streamline and simplify IT management. If you can’t say your RMM is fulfilling that goal, then it may be time to look for a smarter, more intuitive platform. Let’s have a look at some of the benefits of a smarter RMM platform.

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Topics: Managed IT Services, rmm, NOC, RMM Platform, IntelliMon

Why MSPs Must Regularly Test Backups

Posted by Mary McCoy on Aug 18, 2016 6:00:00 AM


Imagine you’re a trapeze artist for the Ringling Bros. Circus. Your brilliant blue tights shimmer as you mount the fifty-foot platform and prepare to dazzle the crowd with your aerial routine. You see the swinging bar arcing back towards you like a pendulum and crouch, mentally judging the point in time you need to leap to grab hold of it. Almost there…just a little closer…NOW!

But what if you miscalculate the distance? What if your grip slips and you plummet toward the ground, a glittery blur of Spandex and Lycra? You need to know a safety net is there to catch your fall. 

Better yet, you need to know the safety net will support you should you fall. Otherwise, it’s not actually a safety net.

By offering backup and disaster recovery (BDR) as one of your managed IT services, you're selling a safety net to your end clients, but how are you proving to them that the net will actually work? Should a client experience a service disruption or hardware failure, for instance, they’ll need to be able to quickly recover data with an optimal recovery point objective (RPO), so as to restore uptime and profitability. To increase the reliability of your BDR solution, you have to routinely test your backups. 

When it comes to your BDR strategy, are you taking a leap of faith?

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Topics: Business & Revenue Growth, Managed IT Services, Backup & Disaster Recovery, Continuity247TM

How to Discuss (and Sell) Cloud Services to SMBs

Posted by Joseph Tavano on Aug 17, 2016 1:44:50 PM



What are SMBs looking for when they say they're interested in cloud services? Chris Rimer of IBM sits down with Nate Teplow and Joe Tavano to discuss this and much more.

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Topics: Cloud Computing, Managed IT Services, Cloud Services, MSP, podcast, channel, cloud

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