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Business Management and Growth

Overcoming Cybersecurity Challenges with Managed IT Services

Posted by Lily Teplow on March 16, 2017

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If there is one thing we can be certain about when it comes to cybersecurity, it’s that the landscape will remain dynamic and turbulent over the coming years. Today, news headlines are dominated by cyberattacks and breaches that span across all industries – causing security to be top of mind for almost all businesses. However, these headlines don’t seem to be slowing down, which means that businesses are still struggling to keep up with the rapidly evolving threat landscape.

So, what are the biggest obstacles businesses face in achieving a stronger cybersecurity posture, and how are MSPs best-suited to help clients and prospects overcome these obstacles?

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Topics: Business Development and Growth, Cybersecurity and Threat Management, Managed Security Services

A Look at Today’s Changing Managed IT Services Landscape

Posted by Brandon Garcin on March 15, 2017

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The managed IT services market today is experiencing significant change. Businesses across all industries are becoming increasingly dependent on technology, and the skills gap in this industry continues to widen. What’s more, we’re beginning to see the potential for new legislation or policy that may impact how IT outsourcing services are delivered and consumed.

As these trends converge, MSPs must take a tactical approach to ensure that they’re aligning the right internal and external resources, putting the right processes in place and placing themselves on a path toward long-term success and stability.

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Topics: Business Development and Growth, Industry News

How to Write an Elevator Pitch for Your MSP Business

Posted by Frank Bauer on March 14, 2017

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If there is an Achilles Heel of MSPs, it’s the role of sales and marketing. MSPs, by their very nature, are technology driven. They are comfortable in the realm of tech and can do things that others simply can’t fathom – it’s exactly why they exist! Although sales and marketing are essential in sustaining a profitable business, many MSP owners are often so immersed in the day-to-day of their business that they don’t have the time to market or sell.

But let me tell you something that MSP owners often don’t realize: you’re actually selling at all times. Think about it, you’re in a front-facing role where you’re frequently networking with other business owners. The trouble is, though, that you’re not always in “sales mode.” So, how can you better incorporate sales into your day-to-day in a way that feels natural?

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Topics: Business Development and Growth, Sales and Marketing

8 Ways to Reduce Your Technician Turnover Rate

Posted by Mary McCoy on March 3, 2017

Did you know that today is National Employee Appreciation Day? It’s a day for companies to thank and recognize their employees for their hard work throughout the year. In honor of this, we wanted to know what MSP business owners could do to appreciate their techs and reduce their turnover rate. We all know that employee turnover is a business killer in the IT industry, but why is that? Bottom line: there’s a shortage of IT talent and a widening skills gap.  

In fact, there are about 593,500 IT jobs in the United States that have remained open for 90 days or longer. That equates to 50,000,000 days of lost IT productivity each quarter! So, what can be done about this? We turned to Spiceworks, a community of online IT professionals, to ask: What is one thing your boss could do to make your job more enjoyable? The influx of responses was astounding! After scanning the 64 (and counting) comments for common themes, we picked these eight ways to cut down on employee churn!

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Topics: Business Development and Growth, IT Community, Workforce Optimization and Employee Retention

The Top 5 MSP Blog Posts of February 2017

Posted by Lily Teplow on March 1, 2017

The-Top-5-MSP-Blog-Posts-of-February-2017.pngCan you believe it’s already March? With only one month left in the quarter, it’s time to focus on maximizing your client relationships, closing those deals and ending this month on a high note. Now, if only there were some blog posts out there that would help you do just that... Oh wait!

Although February is a month shorter in days, there was no shortage of valuable posts on the MSP Blog. A lot was covered this past month, including how to strengthen your MSP sales strategies for 2017, how to align your IT services with your clients’ and prospects’ business priorities, tools and tips for greater workplace productivity and much more! So without further ado, here are the top five blog posts our readers couldn’t get enough of this February.

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Topics: Business Development and Growth, Sales and Marketing

2017 Cybersecurity Trends and How MSPs Can Capitalize

Posted by Scott Spiro on March 1, 2017

2017 Cybersecurity Trends and How MSPs Can Capitalize.pngOver the last several years, cybersecurity has become one of the most vexing problems for companies of all sizes. Today, business owners know hackers are out to steal information from their networks and endpoints, but few have IT experts with the right experience to fight off cybercriminals. However, this situation creates a ripe opportunity for your MSP.

Before you can meet the needs of existing and potential clients, though, you'll need to understand the emerging cybersecurity trends and how to capitalize on them.

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Topics: Business Development and Growth, Cybersecurity and Threat Management, Managed Security Services

How to Build a Successful BDR Line of Business

Posted by Nate Teplow on February 28, 2017

How to Build a Successful BDR Line of Business.pngThe backup and disaster recovery (BDR) market has seen tremendous growth over the last five years and presents a big opportunity for managed IT services providers. The small- and medium-sized businesses (SMBs) you serve now require effective disaster recovery and continuity planning as part of their daily operations, and MSPs are best-suited to deliver these services. However, many IT providers still struggle with developing a BDR line of business and profitably servicing their clients. So, what are some strategies MSPs can use to build, strengthen and deliver a successful BDR offering?

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Topics: Business Development and Growth, Backup and Disaster Recovery, Podcast

6 Tips and 8 Tools for Greater Workplace Productivity

Posted by Mary McCoy on February 22, 2017

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Do you ever struggle with work piling on and on that you feel like you’re playing an endless game of catch-up? Our frustration peaks as productivity plummets and we're left with only one thought: "Where did the day go?"

We've all been there, right? We stare at our list of to-do items for the day knowing full well we can't cross them off until we buckle down and eliminate distractions. But let's face it, sometimes this works better in theory than in practice.

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Topics: Business Development and Growth, Workforce Optimization and Employee Retention

Scalability, Cybersecurity & Cloud Services: Three eBooks to Support MSP Growth in 2017

Posted by Brandon Garcin on February 21, 2017

Three-eBooks-to-Support-MSP-Growth-in-2017.pngThe managed IT services industry is constantly changing, and it can be difficult to stay up-to-date on the latest changes, trends and best practices. Today, things like cloud computing, an increasingly-complex cybersecurity landscape and other pressures are forcing MSPs to rethink their approach to service delivery, sales and marketing, and other key aspects of the business.

To help you stay ahead of the curve and set yourself up for success in 2017, we’ve compiled three of our most popular eBooks. Check them out below!

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Topics: Business Development and Growth, Cloud Computing, Cybersecurity and Threat Management

5 Tips to Make Your MSP Social Media Savvy

Posted by Lily Teplow on February 20, 2017

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We regularly hear our partners grumble about using social media, and it’s no wonder. Some managed services providers (MSPs) simply don’t have the time to support it, some might not see the ROI in it, and others just don’t quite “get” it. However, social media is an essential aspect of marketing and selling your managed services and it can act as an MSP’s differentiator. For starters, it can raise awareness for your company and boost your reputation as a leader in your field. It can also encourage your leads to reach out, look at your website and get to know your business. So, whether you’re looking to better align social media to your sales and marketing strategy, learn how to boost your current efforts, or you’re just starting out, you can use these five tips to make your MSP much savvier in the social media sphere.

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Topics: Business Development and Growth, Sales and Marketing

What Is the Sales Process for an MSP?

Posted by Frank Bauer on February 17, 2017

What is the Sales Process for an MSP?

You can spin up a server with your eyes closed, but one of the real challenges of being a managed services provider (MSP) is acquiring and retaining new business. Sales doesn't always come easily to people with technical backgrounds, and IT solutions providers often think you have to be born with sales skills to be successful. However, with the right strategies and training, all MSPs can master the art of the close.

One of the questions myself and my colleagues hear all the time is “how do I sell managed services?" So, to help you reach more competitive levels of revenue and profitability, we’ll go over the client acquisition process for an MSP and analyze the sales and marketing funnel from the moment a lead is generated to the customer onboarding period. Are you ready to get started?

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Topics: Business Development and Growth, Sales and Marketing

3 Tips for Unleashing Your Managed Services Sales Potential

Posted by Lane Smith on February 15, 2017

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We’re already well into the first quarter of 2017, and I bet you’re thinking about how you can amplify the sales of your managed IT services. Many MSPs still struggle with selling their services because there are countless variables to consider. For example, who are your ideal clients and what is your target market? What should your sales force look like and what should your sales cycle look like? The list can go on and on. While you’re figuring these factors out, it’s likely that you’re out selling your managed services already. To help you get started and maximize the effectiveness of your sales team, here are three steps you can take to accelerate your sales cycle and increase your close rates.

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Topics: Revenue Growth and Profitability, Sales and Marketing

Client Retention Best Practices for Managed Services Providers

Posted by Lily Teplow on February 14, 2017

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Happy Valentine’s Day, folks! It’s that time of year when love is in the air and certain relationships are at the forefront of everyone’s mind. But before you start considering buying roses by the dozen or stopping by the chocolate store on your way home, there are some relationships you should attend to before leaving the office – your client relationships. Client retention is something that you should be focused on throughout the entire year. Making your clients happy is all about aligning the value of your products and services to your clients’ business priorities and ensuring that you’re delivering on – and even exceeding – your promises. But how exactly can you “show the love” to your clients this year?

On a recent episode of MSP Radio, our hosts sat down with Dee Zepf, VP of Partner Success at Continuum, to chat about how MSPs can implement strategies and processes that ensure you're keeping clients happy, uncovering their issues and improving client retention rates.

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Topics: Business Development and Growth, Customer Service, Podcast

How Continuum’s NOC Can Resolve up to 90% of Issues for You

Posted by Lily Teplow on February 10, 2017

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Wouldn’t it be nice to wake up in the morning to find out that a major client issue was proactively identified—and resolved—while you were counting sheep? Or if your technicians were able to spend less time monitoring alerts and focus on more strategic, revenue-driving projects? Fortunately, this isn’t a fantasy scenario—it’s all possible when you leverage Continuum's Network Operations Center (NOC) technicians in conjunction with our IT management platform.

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Topics: Business Development and Growth, Network Operations Center, Service Delivery and Operational Efficiency

How to Build a Championship-Winning Team

Posted by Nate Teplow on February 9, 2017

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News is still buzzing about Super Bowl LI. Whether you’re a Patriots fan, a Falcons fan or just watched for the commercials, you can’t deny that it was an outstanding game. A large part of what made it so great was the two prominent teams that faced off. Building a great team is critical to success, both in the sports world and when it comes to your MSP business. While we couldn’t book Belichick for our most recent MSP Radio episode, we did get to sit down with Mike Barnes, Director of Partner Engagement at Continuum, to chat about what it takes to build a great team and how it leads to business success.

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Topics: Business Development and Growth, Podcast

5 Simple Ways to Break the $1M Revenue Barrier

Posted by Frank Bauer on February 8, 2017

Who Wants to be an MSP Millionaire

Who wants to be an MSP millionaire? OK, so we’re really talking about annual revenue for your business, but still impressive, no? Isn’t the dream of achieving those financial goals part of the reason you started your practice in the first place? Maybe you haven’t reached this important milestone yet. You used up all of your lifelines, and the pressure of the “hot seat” got to you. That’s OK! Chris Harrison might judge you, but we won’t. Instead, let’s put two minutes on the clock as we demonstrate five simple steps you can take to hit your $1 million revenue mark!

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Topics: Business Development and Growth, Revenue Growth and Profitability

Align Your Business for Success: An Organizational Chart Built to Scale

Posted by Ben Barker on February 8, 2017

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By now, you have heard all about the benefits of partnering with a third-party NOC and Help Desk. You know that offloading day-to-day tasks frees up your technicians to be more proactive and focus on the big picture. But once you make that move and get to a place where your team no longer needs to work reactively, you need to adjust your organizational structure. It won't happen automatically, it won't happen overnight, but it needs to happen if you want to grow and scale your MSP business.

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Topics: Business Development and Growth, Revenue Growth and Profitability, Webinar Highlights

How to Choose the Best RMM Solution for Your Business in 2017

Posted by Nate Teplow on February 7, 2017

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No matter what the size, structure or specialties of your MSP business, you should always be evaluating the solutions you use to ensure they’re helping you achieve success. Your RMM solution is a key technology that you build your business around and can directly impact your profitability. Consider your growth goals for the year ahead and ask yourself, “Am I using the right RMM solution for my business?"

Here are some things to consider when looking for the best RMM software in 2017.

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Topics: Business Development and Growth, Remote Monitoring and Management

4 Steps to Ensure Interest in Your IT Sales and Marketing Presentations

Posted by Johannes Beekman on February 5, 2017

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As a managed services provider, you may not realize how important it is to attract the interest of your prospects. IT marketing is a crucial part of any tech service and can ensure your long-term success, yet it isn’t always an MSPs strong suit.

The key to landing new clients and closing more deals is fully communicating the services and features you have to offer. The same, fly-by-the-seat-of-your-pants approach to a sales presentation doesn’t work with these clients. If you are ready to see how to create an effective presentation that helps you close more deals, then just keep reading.

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Topics: Business Development and Growth, Sales and Marketing, Client Acquisition and Management

Reasons to Use Managed IT Services in 2017

Posted by Mary McCoy on February 3, 2017

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As cited in CompTIA's 5th Annual Trends in Managed Services report, "the global managed-services market is predicted to grow to $193B by 2019, at a Compound Annual Growth Rate (CAGR) of 12.5%." What is fueling this impressive level of adoption? Why are so many business owners fans of your business model? We dug into this report and more to examine the top reasons small-to-medium-sized businesses (SMBs) list for working with MSPs and IT solutions providers. As you build your 2017 sales strategy, pay attention to these main market drivers.

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Topics: Business Development and Growth, Revenue Growth and Profitability

Scaling Your MSP Business in 2017

Posted by Nate Teplow on January 25, 2017

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2017 is officially upon us, and as we settle into this new year, you’ve probably had some time to think about the growth goals you’ve set for your MSP business. So how do you make sure you achieve these goals and scale your business in a profitable way? On a recent episode of MSP Radio, we chatted about challenges MSPs face when growing their business, shared some specific strategies MSPs can leverage in 2017 and discussed details on a new eBook that Continuum has made available to help MSPs accelerate growth in the year ahead.

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Topics: Business Development and Growth, Podcast

What to Look For in Your First Full-Time Marketing Hire: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on January 23, 2017

The Weekly Byte Episode 39

The right resources, messaging and marketing strategy can transform just about any MSP website into a lead-generating engine—but who’s going to actually create the content? If you’re preparing to hire your first full-time marketer, what are the key characteristics and background you should look for?

This episode of The Weekly Byte provides a high-level overview of the types of candidates you should seek out when beginning to build out your own marketing team. Tune in now to learn more!

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Topics: Sales and Marketing, Hiring and Recruiting, The Weekly Byte

4 Reasons MSPs Can Benefit from Email Marketing

Posted by Lily Teplow on January 19, 2017

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In this era of social media, shorter attention spans and flashy marketing techniques, email marketing often gets lost in the crowd. For some, email marketing is considered overwhelming, time-consuming and can teeter on the edge of spam – causing them to push it to the side. On the upside, that neglect represents a big opportunity for managed services providers (MSPs) who are savvy enough to view email marketing for what it really is: highly effective.

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Topics: Business Development and Growth, Sales and Marketing

3 Strategies for Achieving Operational Efficiency

Posted by Jaq Baldwin on January 19, 2017

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As a managed services provider in the SMB market, the challenge of growing your operational maturity, bringing on more clients and simultaneously caring for existing accounts can be daunting. From the moment that first contract is signed, tickets begin to come at your team at 1000 mph from all directions – all with the same level of urgency. Your support staff gets stretched too thin, yet all the while your sales team is out looking for new clients that will also need support!

So, the questions begin to pile on. Do you invest in a bigger support team so you’re ready for newly acquired business? Or do you hire an outside sales rep to generate the revenue to pay for your team? Do you hire an internal account manager to offload the customer service requests? Or do you invest in more specialized training for your current team? The list goes on and on. But as the old adage goes, the key is to "work smarter, not harder."

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Topics: Business Development and Growth, Revenue Growth and Profitability, Service Delivery and Operational Efficiency

How to Reduce Operational Expenses and Increase Revenue

Posted by Ben Barker on January 18, 2017

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Where has the IT industry been and where is it going? When Eric Townsend, Director of MSP and SMB Marketing for Intel Corporation, joined us for last week’s webinar titled “The Top 5 Ways to Reduce Operational Expenses and Increase Revenue in 2017,” this is the question we began with. “Where have we been and where are we going?" For many of us in the IT industry, we’re probably familiar with the answer to the first part of this question. However the second part, "where are we going?," has a more surprising answer. According to Townsend, we are heading toward the world of managing all devices.

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Topics: Business Development and Growth, Revenue Growth and Profitability, Webinar Highlights

Creating a Career Path for Your Technical Team

Posted by Lane Smith on January 17, 2017

Creating a Career Path for your Technical Team.pngWith the unemployment rate for the technology sector hovering around 2 percent, finding and retaining top talent needs to be a priority for any MSP business. While there are many factors that contribute to a successful MSP business, I have found that developing a clear career path for employees is one of the core foundations for success.

When owning and or running a small business, you start out with a specific vision for the company, which often incorporates your personal career path. It’s extremely easy to get caught up in this vision because you see the future of the company and how you fit into it. But can you say the same about your employees?

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Topics: Business Development and Growth, Hiring and Recruiting, Workforce Optimization and Employee Retention

4 Common Pitfalls to Avoid When Growing Your Managed Services Business

Posted by Matt Waters on January 12, 2017

If there’s one constant in the IT industry, it’s change. For many managed services providers, this change presents a significant opportunity in the market to expand. Being poised for growth is a key component to your profitability, yet scaling your MSP effectively can be a lot trickier than it sounds. Whether it be struggling to meet your current demand or securing your IT platform, there are a handful of barriers to face when seeking to take your business to new heights. To capitalize on this opportunity, though, you’ll need to be sure your own organization is prepared to face the challenges that exist when growing your business. Here are four common mistakes you should avoid when scaling your MSP business.

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Topics: Business Development and Growth, Revenue Growth and Profitability

Scaling for Success: The MSP Guide to Operational Efficiency [eBook]

Posted by Joseph Tavano on January 11, 2017

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"My technology is much too 'noisy,' which amounts to costlier, inefficient service delivery."
"My staff can't support additional new clients and I can't afford (or find) qualified talent." 
"I'm not sure how to organize my team if I partner with a third-party Network Operations Center (NOC)."

No matter the size or scope of their business, MSPs' inner monologues typically center around any or all of these three legitimate financial and operational concerns. Frustratingly enough, there hasn't been one go-to piece of content designed to guide you through the staffing and profitability dilemma that's holding you back from achieving real, manageable growth. Until now. 

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Topics: Business Development and Growth, Remote Monitoring and Management, Service Delivery and Operational Efficiency

How to Incentivize Your Employees Towards the Right Behavior

Posted by Matt Waters on January 10, 2017

How-to-Incentivize-Your-Employees-Towards-the-Right-Behavior.pngBeing a successful MSP today means going beyond traditional project-based work and support for your clients. The business landscape is changing every day, and as a business owner you need to be constantly improving to stay competitive, or better yet, to lead the charge. Whether it be providing annual IT budget advice, vCIO support or rolling full IT management into your contracts – your number one focus should be on developing strategic partnerships with your clients. In order to do so, you must first ensure that your internal team is all working in the same direction. 

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Topics: Business Development and Growth, Revenue Growth and Profitability

Is Remote IT Damaging Your Client Relationships?

Posted by Joel Kennedy on January 4, 2017

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The advent of remote monitoring and management (RMM) software has transformed the way we deliver IT, paving the way for the managed IT services industry. Indeed, the market is projected to be worth $242.5 billion by 2021!

But while RMM helps MSPs enjoy enterprise-level automation and monitoring, collect monthly recurring revenue (MRR), optimize end-user uptime without disruption during servicing, increase technician utilization and productivity and more, the technology often creates one unintended side effect. Has your proactive IT service delivery left you out of sight and out of mind with your clients? 

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Topics: Business Development and Growth, Revenue Growth and Profitability

Note to MSPs: Be a Car Manufacturer, Not a Parts Dealer

Posted by Ray Vrabel on January 3, 2017

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Is the whole greater than the sum of its parts? In managed IT services, absolutely.

Let’s say I just started my own business as a traveling salesman. In order to power my business, I need to invest in a mode of transportation. Assuming I’m staying local, to travel from point A to point B, I decide to buy a car. Now, rather than purchase wheels, an engine, pedals and all other parts required to assemble an automobile, wouldn't it just be smarter to leave that to the professionals and drive the fully-built car off the lot hassle-free? 

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Topics: Business Development and Growth, Revenue Growth and Profitability, Sales and Marketing

The Top 5 MSP Blog Posts of December 2016

Posted by Lily Teplow on December 30, 2016

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What are some of your New Year’s resolutions? Are you hoping to devote more time to growing your managed services business, or even to reading more? Well lucky for you, you can do both because we’ve rounded up the best of our December blog content just in time for 2017! A lot was covered on the MSPblog this past year, but last month we focused on business management and growth, including important topics like which IT support mistakes to avoid, how to improve your SLAs, how to sell your services and much more. Here’s what you found most valuable on the blog this December.  

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Topics: Business Development and Growth, Sales and Marketing

5 Ways to Demonstrate the Value of Your MSP

Posted by Lily Teplow on December 28, 2016

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Demonstrating the value of your MSP business to prospects is essential in driving growth and profitability. This often requires a combination of attention-grabbing, explaining why MSPs are important and telling your clients exactly what you do and how you do it differently from the competition. Here are five strategies that can help you meet all those metrics so clients have no doubt of your unique value.

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Topics: Business Development and Growth, Sales and Marketing

8 Strategies for Cross-Selling and Upselling Your Current Clients

Posted by Nate Teplow on December 27, 2016

upsell-cross-sell-strategies

One of the most effective ways to grow your business is by expanding your services with your current clients. They know you, so the cost of upselling or cross-selling an existing client is much lower than acquiring net new business. In adopting this strategy, you can expect a much higher response rate because you've already established a relationship with these decision makers. And since they already understand and buy into the value of your managed IT services, it’s a much shorter sales cycle! 

If you're looking for quick wins and easy growth, here are some strategies that will help you cross-sell and upsell your clients.

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Topics: Business Development and Growth, Revenue Growth and Profitability

Why MRR Should Be Every MSP's End Game

Posted by Scott Spiro on December 21, 2016

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Is your cash flow all over the place? Perhaps you accept too many big-ticket IT projects that help you get by in the short-term, but funds run out before landing your next large contract. Solely targeting these one-off projects places tremendous pressure on your business—not to mention your margins—especially if too much time passes in between clients.

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Topics: Business Development and Growth, Revenue Growth and Profitability

Transitioning from Referral Only to an MSP Sales Powerhouse: Part 3

Posted by Mike Barnes on December 20, 2016

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In part one of this series, we addressed transitioning out of a “referral only" sales mindset. In part two, we began to explore criteria for building a successful sales team, examining the advantages and disadvantages of part-time and full-time labor, “hunters" versus “farmers" and various compensation plans.

To be certain, there is no perfect, out-of-box, this-is-right-every-time scenario when it comes to building a sales team. In fact, compared with building a technical team, it might be even more difficult. Technical talent can be measured, or at least vetted, based on certifications and actual hard skills. Sales, on the other hand, is very much a soft-skills profession. There are countless sales programs and techniques that any given salesperson may have been trained in, but there is literally no way to predict how well a salesperson will perform for your business — especially if there is no existing system in place.

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Topics: Revenue Growth and Profitability, Sales and Marketing

Is Your Managed Services Business Running Into These 5 Problems?

Posted by Ray Vrabel on December 13, 2016

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The managed services market is predicted to grow from $145.33 billion in 2016 to $242.45 billion by 2021 at a 10.8 percent CAGR! With such an outlook, it's no wonder so many MSPs are seizing this opportunity.

Whether proactive IT management has been your primary business model for years or you're exploring the managed IT services advantage for the first time, the potential for revenue growth is significant. Yet, maybe you've struggled to capitalize on this growing market. You're not alone. Here are five of the most common problems MSPs encounter and how you can avoid these pitfalls in your own business.

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Topics: Business Development and Growth, Revenue Growth and Profitability, Sales and Marketing

How to Find the Perfect Appliance for a BDR Client

Posted by Lily Teplow on December 8, 2016

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So, you’ve just gained a new client that wants to leverage your business continuity services. That’s great! But what’s the next step? As their MSP, you’re promising to ensure continuous uptime and complete data protection, so you need to be backed with the right technology. An essential component to your BDR offering is the appliance itself – but the challenge is that these machines can come in many different shapes and sizes.

Finding the right BDR appliance isn’t an easy task, and it means putting in the time to evaluate exactly what your client’s needs are. You need to understand the benefits of each solution and their requirements before settling on the best choice for you and your client. So what exactly should you consider when searching for a new BDR appliance?

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Topics: Revenue Growth and Profitability, Backup and Disaster Recovery

Selling Managed Services: What Sales Roles Will You Need?

Posted by Lane Smith on December 8, 2016

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As you close out the year and finalize annual revenue targets going forward, consider whether you have the right internal resources needed to hit these goals. And by this, I don't just mean bodies available to answer and make sales calls. Have you established a sales super team? Perhaps you already have dedicated sales personnel or plan to hire more sales reps in the future. No matter where you fall along this spectrum, to grow revenue and profitability for your managed IT services business, it is vital that you build your team along the following guidelines.  

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Topics: Revenue Growth and Profitability, Sales and Marketing

How to Decrease Your RMM Support Costs

Posted by Nate Teplow on December 7, 2016

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If you want to increase your margins, there are two main ways to do so. Option 1: you can increase your prices, which may lead to tough conversations and/or client churn. Option 2: you can decrease your costs, which can be much more effective because it gives you more control over your margins and isn’t client-facing.

In this blog post, we’ll outline some key considerations and strategies to decrease your remote monitoring and management (RMM) support costs to help you optimize your profitability and grow your business.

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Topics: Revenue Growth and Profitability, Remote Monitoring and Management

6 Simple Mistakes That Cost IT Support Companies Business

Posted by Scott Spiro on December 1, 2016

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Your IT support company offers an excellent set of managed services for potential clients, but you can't seem to land as much new business as you'd expect. Why is that?

You could be unintentionally driving prospects away or missing lucrative opportunities. Whether you're looking to speed up your sales process, drive more qualified leads or develop a more profitable, loyal client base, growth in the new year is possible. You just have to get out of your own way. 

Here are 6 IT support mistakes MSPs make that push clients into the arms of their competitors. 

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Topics: Revenue Growth and Profitability, Sales and Marketing

The Top 5 MSP Blog Posts of November 2016

Posted by Mary McCoy on November 30, 2016

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If you're reading this, it means you were not trampled to death at your local Best Buy last Friday.

Does this whole month seem like a blur? Are you feeling behind at work? Catch up with the latest helpful content! In addition to season's greetings, we're bringing you November's top 5 MSP Blog posts, a platter of material your MSP peers and fellow IT professionals absolutely devoured! OS hardening tips, ways of working with millennials, managed IT services pricing strategies, we're sharing it all. Pile on your plate! 

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Topics: Sales and Marketing, Hiring and Recruiting, Pricing and Packaging, Workforce Optimization and Employee Retention

Transitioning from Referral Only to an MSP Sales Powerhouse: Part 2

Posted by Mike Barnes on November 22, 2016

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In the first part of this series, we discussed the time in every MSP’s development where a decision needs to be made: Do we take the business from a referral-only operation to a sales operation?

This is a seminal moment in the life of a growing MSP, and the choice should not be made lightly. There are many angles to consider in putting together a legitimate sales effort in the MSP space. In this installment, we are going to examine a few elements that move an MSP from a referral business to a sales machine.

This is, admittedly, a lot of ground to cover, but here we go.

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Topics: Revenue Growth and Profitability, Sales and Marketing

Managing Millennials: Clarifying Job Expectations to Retain More Talent 

Posted by Mary McCoy on November 17, 2016

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Entitled. Self-absorbed. Lazy. These are a few of many unflattering words used to describe my generation, the Millennials. We're the population of smartphone-clutching, selfie-snapping trophy winners born between 1982 and 2000, and we represent the largest share of the U.S. labor market.

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Topics: Business Development and Growth, Hiring and Recruiting, Workforce Optimization and Employee Retention

Is Your RMM Solution Holding You Back?

Posted by Joseph Tavano on November 16, 2016

There’s only a few weeks left in 2016, which makes it a great time to start reevaluating the products, subscriptions, services and contracts for your technology, to decide if they are still the best fit for you business. Often, it becomes apparently clear over time when your technology is not aligned to meet the current needs of your business. However, when forecasting for greater growth in the future, the outlook can become murkier.

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Topics: Revenue Growth and Profitability, Remote Monitoring and Management

The IT Skills Gap is Real, But Not Impossible to Overcome

Posted by Ben Barker on November 16, 2016

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What is a skills gap? According to Gary Beach, best-selling author of "The U.S. Technology Skills Gap" and former publisher at CIO Magazine, a skills gap exists when a company is no longer able to execute its strategies or grow its revenue because it cannot hire and retain the talent needed.

Recently, Gary joined Continuum partner and President of Greystone Technology Group, Peter Melby, on a webinar to discuss how MSPs can effectively avoid this gap by hiring, retaining and growing top IT talent. Here are some of the main takeaways! 

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Topics: Hiring and Recruiting, Workforce Optimization and Employee Retention

How We Generate and Retain Business Through Wine Mixers

Posted by Megan Augustine on November 8, 2016

How-We-Generate-and-Retain-Business-through-Wine-Mixers-Micro-Doctor-IT.jpgDid you know that 69 percent of B2B marketers consider in-person events effective (Sensible Marketing)? In-person events allow you to break down barriers, make eye contact with someone and shake their hand.

As Marketing Manager of Micro Doctor IT, I’ve discovered the value of face-to-face interactions after three years of holding Joint Venture Marketing events. Originally inspired by premier IT marketing consultant, Robin Robin’s Technology Marketing Toolkit, we mix it up by capitalizing on the growing popularity of wine tastings. With all the new wineries and micro-breweries popping up, wouldn’t an event that brings in high-end wines for decision makers to taste be a success?

That’s what we’ve found with our Wine Down Wednesday Business Mixers. Since starting these events in 2014, Micro Doctor has landed two to five new monthly recurring revenue (MRR) clients per year. We are still working seven leads from our last event on October 19th alone, and I would expect to close at least half of those. Besides landing new MRR managed services clients, these events have helped us strengthen relationships with existing clients and build market awareness. Want to know our secret?

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Topics: Revenue Growth and Profitability, Sales and Marketing

Growing Revenue by Adding New Clients: Paul Chisholm Keynote Part 2

Posted by Lily Teplow on November 3, 2016

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Recently, Paul Chisholm, retired CEO of mindSHIFT Technologies, led an illuminating keynote about revenue growth at Navigate 2016. If you didn't get the chance to attend, we're continuing our two-part recap of his session. In part 1, we established the need for MSPs to defend, protect and grow their existing client base in order to generate additional revenue for their business. Client satisfaction, retention, upsells and cross-sells are all needle-movers, but how can you take this a step further and seek out new opportunities for expansion?

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Topics: Business Development and Growth, Revenue Growth and Profitability, Navigate 2016

11 Ongoing, Tedious Backup Tasks Your Techs Are Sick of

Posted by Mary McCoy on November 2, 2016

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How much time do your technicians spend managing backups for each client?

It's easily a full-time job, and yet, maybe only represents a small fraction of their responsibilities. For most MSPs, backup and disaster recovery (BDR) is just one of many offerings in their service portfolios. Clients rely on your round-the-clock technical support to power their businesses. You provide the peace of mind that the entirety of their IT environment remains secure, efficient and online. Understandably, this level of service can result in long hours and overworked technicians.

But what tasks actually consume so much of their time and effort and how much of it is avoidable? With a booming BDR market and the need for constant data accessibility, you certainly don't want technician bandwidth to be a hindrance to the growth of your business continuity services. Instead, think about how you can more efficiently support this offering internally. You should ask yourself if any of your techs are forced to carry out these 11 times, and more importantly, what this could mean for your business.

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Topics: Backup and Disaster Recovery, Hiring and Recruiting, Continuity247, Workforce Optimization and Employee Retention

Pricing Managed Services the Right Way

Posted by Tim Busa on November 1, 2016

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Developing an effective and complete marketing strategy for your business is never a simple task. The first place to start is with the Marketing Mix, otherwise known as The Four P’s of Marketing: Product, Promotion, Place and Price.

As the term "mix" would suggest, these elements are meant to work in concert with one another, however, most marketers spend very little time thinking about the price of their products and services. Fewer than 5 percent of Fortune 500 companies have a full-time function dedicated to pricing, according to data from the Professional Pricing Society, the world’s largest organization dedicated to pricing. McKinsey & Company has estimated that fewer than 15 percent of companies do systematic research on this subject [source].

So this means that you are spending hours developing and fine-tuning your product offering. You are coming up with innovative and creative promotions in order to drive demand. You’ve carefully selected your location and are taking advantage of all of your local channels and connections. But what about your price? How did you come up with it? Have you ever revisited what you’re charging?

Here are a few considerations when pricing managed IT services:

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Topics: Pricing and Packaging

How to Defend, Protect and Grow Your Client Base: Paul Chisholm Keynote Part 1

Posted by Lily Teplow on October 19, 2016

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Do you struggle with how to grow revenue or add value to your business? This can be a challenge for many MSPs, but it was one that was addressed at Navigate 2016’s highly-attended keynote by Paul Chisholm, retired CEO of mindSHIFT Technologies. In this first part, we’ll discuss how to maintain your existing revenue by becoming more attuned to your current clients' business needs, challenges and opportunities. 

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Topics: Business Development and Growth, Revenue Growth and Profitability, Navigate 2016

How to Calculate the Cost of Downtime for Your Clients

Posted by Mary McCoy on October 11, 2016

How_to_Calculate_the_Cost_of_Downtime_for_Your_Clients.jpgHow can you help your clients truly understand how downtime hurts their business? For companies today, there is only one universal standard by which they will "get it." That standard is money. The impact on the top and/or bottom line is often the deciding factor in any business decision, including the decision to purchase your business continuity services. As your clients' trusted partner and managed IT services provider (MSP), you're responsible for minimizing service disruptions and unplanned downtime. In order to do this, you first have to help your clients understand exactly what a downtime event can cost their business.

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Topics: Revenue Growth and Profitability, Data Protection, Backup and Disaster Recovery

2 Performance Concepts to Add to Your Managed Services Vocab

Posted by Mary McCoy on October 5, 2016

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A few weeks ago I attended HTG's IT Channel Summit, an event designed to help vendors maximize their relationships with HTG peer group partners. The two-day event was eye-opening for me, because I'm always on the lookout for relevant and actionable content for our MSP readers. While there were many sessions and panels of note, I found that the business value creation discussion, led by Paul Dippell, CEO of Service Leadership, Inc. (SLI), was perhaps the most illuminating.

HTG utilizes SLI to track their members' performance according to several benchmarks and then offers recommendations on how to improve it. Here are two performance concepts used by SLI that you can apply when measuring the financial stability of your managed services business.

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Topics: Business Development and Growth, Revenue Growth and Profitability

The Top 5 MSP Blog Posts of September 2016

Posted by Lily Teplow on September 30, 2016

Autumn is officially in full swing! But before we break out the Halloween decorations, let’s take a look back at the MSP blog posts you couldn’t get enough of this past month! We covered a lot in September, including inbound marketing best practices, how to sell your managed IT services, MSP pricing and much more! Here’s a roundup of the top five posts:

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Topics: Business Development and Growth, Sales and Marketing, Help Desk, Pricing and Packaging

How Do You Market, Call & Set an MSP Appointment? [Webinar]

Posted by Mary McCoy on September 28, 2016

It's hard to get your foot in the door when you can't get a date on the calendar. Are you looking to accelerate sales? If you want to grow your MSP business, you can't rely on prospects coming to you or having your phones ring endlessly. That's not how your industry operates. In order to sell managed IT services, you have to arrange a time to meet with prospects. Have you found setting MSP appointments to be challenging? You may be going about it in the completely wrong way...

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Topics: Revenue Growth and Profitability, Sales and Marketing

Navigate 2016 Sponsor and Session Spotlight: Intel Returns to Talk Revenue and Service Ticket Volume

Posted by Tim Lewis on September 26, 2016

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With Navigate 2016 kicking off bright and early tomorrow, we wanted to give Continuum partners an advanced look at Intel's® Connection Track session, Three Ways to Double Your Revenue and Reduce Your Service Ticket Volume in 2017! If you're attending Continuum's SOLD OUT, premiere annual industry event, you should definitely check out their talk on Thursday, 9/29 at 11:00 am ET! What can you expect to learn?

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Topics: Revenue Growth and Profitability, Navigate 2016

Transitioning from Referral Only to an MSP Sales Powerhouse: Part 1

Posted by Mike Barnes on September 26, 2016

Having worked with thousands of MSPs and Continuum partners, there is one area that poses consistent difficulties as these providers attempt to grow their businesses: How to transition from a firm that is built primarily on connections and referrals to a business with a proactive sales model.

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Topics: Business Development and Growth, Revenue Growth and Profitability, Sales and Marketing

How You Can Add $194,276 in Revenue with Business Intelligence

Posted by Eric Dosal on September 22, 2016

$194,276. That’s the amount it could be costing you each year to skip out on or use cheap and ineffective BI tools.

Let’s break down that number and explain why you really can’t afford to be without a good business intelligence solution.

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Topics: Business Development and Growth, Revenue Growth and Profitability, Navigate 2016

Company Culture and Retaining IT Talent: Q&A with Kathy DeShields

Posted by Lily Teplow on September 15, 2016

Do you ever feel like your employees aren’t excited about coming into work, or that employee engagement is lower than it should be? Today, retaining quality IT talent has become a critical issue that many MSPs struggle with. What they don’t know, though, is that culture plays an important part in employee retention.

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Topics: Business Development and Growth, Workforce Optimization and Employee Retention

Marketing for Nonmarketers: Mapping Content to the New Buyer's Journey

Posted by Mary McCoy on September 14, 2016

Attention: Every year, three in five businesses suffer from what is known as Leaky Funnel Syndrome (LFS). If you or a loved one have been affected by this sales and marketing illness, your content marketing strategy may be in need of immediate treatment.

Ok, so that statistic is bogus, but the lead generation challenge is anything but! Last week, Jeanne Hopkins led a lively webinar called Inbound Marketing 101: An Easier, Cheaper and More Effective Guide to Marketing. During the panel discussion, Jeanne addressed common MSP concerns about marketing, stressing that it is not as easy as it looks and providing a deeper understanding on how you can create meaningful content for people in all stages of the new buyer's journey. What is this new buyer behavior and how can you align your sales and marketing funnel around it so that the right leads close in to clients and don't leak out? 

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Topics: Business Development and Growth, Revenue Growth and Profitability, Sales and Marketing

Three Factors that Influence MSP Pricing & Profitability: The Weekly Byte [VIDEO]

Posted by Brandon Garcin on September 5, 2016

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There are a number of important factors to consider when pricing and packaging managed IT services—especially when it comes to understanding margins and profitability. In this episode of The Weekly Byte, we explore three factors that can influence your MSP pricing strategy. Tune in to learn more!

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Topics: Business Development and Growth, Pricing and Packaging, The Weekly Byte

4 Overlooked But Proven Methods for Nailing Your Next Quarterly Business Review (QBR)

Posted by Jaq Baldwin on September 1, 2016

When done right, quarterly business reviews (QBRs) provide you the opportunity to demonstrate the value of your managed IT services, advise and upsell clients on new or unused technology and support, assess overall client satisfaction and more. But before you even meet with clients, you need to put together a game plan for how you'll conduct your QBRs. Otherwise, this sometimes rare opportunity to reconnect with customers and strengthen existing relationships can deteriorate into the kind of "kicking the tires" conversation that's a waste of everyone's time. To prevent this and get the most out of your next round of business reviews, here are four often overlooked essentials that I've had success with in my own experience as an MSP.

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Topics: Business Development and Growth, Revenue Growth and Profitability, Customer Service

The Top 5 MSP Blog Posts of August 2016

Posted by Lily Teplow on August 31, 2016

Are you sick of seeing back to school commercials already? It’s hard to believe another month of managed IT services blog posts has flown by, but to prevent those end-of-summer blues we’ve rounded up our top posts of August! Have you ever wondered how to price your managed services? Do you have the right onboarding strategy when taking on new clients? We’ve answered these questions and more in this month’s roundup!

Without further ado, here are the MSP blog posts our readers couldn’t get enough of this August!

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Topics: Business Development and Growth, Hiring and Recruiting, Client Quick Tips, Pricing and Packaging

How Do I Price Managed Services?

Posted by Brandon Garcin on August 9, 2016

“Do you have any managed services pricing strategies or tips?” That’s the single most common question I get asked by business owners trying to evolve from a break/fix model to a managed IT services model. Ultimately, you understand the need to evolve your product portfolio and expand into offering more proactive IT support. As a business model, managed IT services provides monthly reoccurring revenue and aligns your interests with those of your clients, thereby making those clients stickier. But still, MSPs with varying levels of maturity often lack confidence in your current pricing strategy. So what is there to consider when pricing managed services, and what are some of the most popular pricing approaches today?

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Topics: Business Development and Growth, Sales and Marketing, Pricing and Packaging

The Top 5 MSP Blog Posts of July 2016

Posted by Lily Teplow on August 4, 2016

The heavily anticipated Olympic Games opening ceremony premiers tomorrow night – where the best athletes from all around the world will come together and compete for the gold. To celebrate, we’ve rounded up the best of our MSP blog content this past month! We covered a variety of topics, including how managed services differs from break/fix, tips for enhancing your service delivery and SLAs, how to create and host successful webinars, and more. So before you tune into the Olympic games, be sure to go for the gold by following these best practices highlighted in our top blog posts of July!

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Topics: Business Development and Growth, Sales and Marketing, Workforce Optimization and Employee Retention

3 Major Pitfalls & Profits When Promoting from Within

Posted by David Russell on August 2, 2016


People debate about whether it is best to promote employees or hire seasoned talent. It really depends on your company culture.

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Topics: Business Development and Growth, Hiring and Recruiting

12 Driving Forces to Maximize Employee Productivity

Posted by David Russell on July 19, 2016

I am often asked how to motivate employees. The answer may surprise you: You can't. Your only option is to provide an environment where they motivate themselves.

Yes, this is hard work, even with employees who are naturally self-motivated. It is a discipline of systematic power to engage them in work that is individually meaningful to them, and communicate your value to them in ways they prefer. But how do you identify specifically what motivates each employee in your organization?

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Topics: Business Development and Growth, Revenue Growth and Profitability, Workforce Optimization and Employee Retention

Which 3 Critical Leadership Habits Will Transform Your MSP Operation?

Posted by David Russell on July 5, 2016

Lately Inc. Magazine has gone into hyperdrive with article headlines stating the number of best practices you must practice to be a great leader and save time. This is our bread and butter at Dave's Charm School, because we believe it's fundamentally important that every MSP business owner knows what separates a manager from a leader. To give you a taste of our training program, here are three leadership habits every IT solutions provider needs to adopt. In doing so, I guarantee you'll be a better leader than 98 percent of the people in management positions across the globe.

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Topics: Business Development and Growth, Hiring and Recruiting, Workforce Optimization and Employee Retention

Creating Equity Compensation Plans to Retain Your Rock Star Employees

Posted by Joseph Tavano on June 8, 2016

Losing key employees can have a significant impact on your business. Most MSPs have trouble finding and retaining their top talent, however, equity compensation plans are a great way to incentivize employees to stay with your company. There’s a lot to consider when building equity compensation plans, so how do you ensure you’re building effective plans that will help you keep your rocks tar employees?

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Topics: Business Development and Growth, Podcast, Workforce Optimization and Employee Retention

Why You Should Attend Navigate 2016

Posted by Joseph Tavano on June 1, 2016

Conferences are a great way for MSPs to network, learn, connect with their vendors and focus on growing their businesses. That’s why we created Navigate, Continuum’s Annual User Conference, to help our partners grow their business--and Navigate 2016 is sure to be one of the highlights of the year.

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Topics: Business Development and Growth, Navigate 2016, Vendor Management, Podcast

How to Get More out of Your Vendor Relationships

Posted by Joseph Tavano on May 25, 2016

The IT channel has evolved quite a bit over the past decade. No longer are IT companies described as VARs, resellers or distributors to their vendors, but rather, they are partners. So how do you get more value out of your vendor relationships?

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Topics: Business Development and Growth, Revenue Growth and Profitability, Sales and Marketing, Vendor Management, Podcast

Staffing up: Who and How to Hire for a Scaling MSP Business

Posted by Joseph Tavano on May 24, 2016

Congratulations! You’ve done well. You started your MSP business from the ground up, and it’s grown over time. Your forecasts are up and to the right, and clients are beating down your door. All good things, right?

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Topics: Business Development and Growth, Hiring and Recruiting

Robin Robins Boot Camp Takeaways

Posted by Joseph Tavano on May 18, 2016

Nate is back from the Robin Robins Boot Camp, and he brought back some important takeaways from talking to numerous MSPs.

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Topics: Business Development and Growth, Revenue Growth and Profitability, Pricing and Packaging, Podcast

Managed IT Services Pricing Strategies to Maximize Margins [White Paper]

Posted by Brandon Garcin on May 17, 2016

As managed IT services technology and best practices continue to evolve, understanding how to effectively price and package solutions has become increasingly complex. And while there’s no one-size-fits-all approach to MSP pricing that can guarantee success, it’s important to have a strong foundational understanding of today’s popular approaches in order to determine which is best for your business.

To provide an overview of today’s pricing landscape, we’ve published a new white paper: Pricing Profitably: Managed IT Services Pricing Strategies to Maximize Margins.

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Topics: Pricing and Packaging

MSP Pricing Model Tips and Strategies

Posted by Joseph Tavano on May 11, 2016

Effectively pricing and packaging your services can be one of the most difficult challenges to tackle as an MSP. How do you know you’re maximizing your profits while not scaring away prospects with prices that are too high?

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Topics: Business Development and Growth, Revenue Growth and Profitability, Pricing and Packaging, Podcast

5 Ways to Hire the IT Best & Avoid the Rest

Posted by David Russell on April 26, 2016

Have you ever wished you could go back in time and un-hire an applicant? They seemed like the perfect choice at first, but you quickly realized they weren't right for the position. The time to discover this is not after extending the full time position, but before!

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Topics: Business Development and Growth, Hiring and Recruiting

7 Actions You Must Take to Retain Top IT Employees

Posted by David Russell on April 12, 2016

Too often leaders convince great people to join their company and then assume they are happy until the day comes when the superstar resigns.

When you find and hire true IT talent, that is the start of your “selling process,” not the end of it.

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Topics: Business Development and Growth, Hiring and Recruiting

Quick-Start Guide to Pricing & Packaging Managed IT Services [SlideShare]

Posted by Brandon Garcin on April 11, 2016

Quick-Start Guide to Pricing & Packaging Managed IT Services [SlideShare]


As managed IT services technology continues to evolve, pricing and packaging strategies and best practices are becoming more complex. And while there’s no one-size-fits-all method that can guarantee success, it’s important for service providers to have a basic understanding of the pros and cons of various approaches in order to determine which makes the most sense for their business. 

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Topics: Revenue Growth and Profitability, Pricing and Packaging

3 Tips for Finding, Hiring and Managing Super IT Talent

Posted by Lisa J. Crowell on April 8, 2016

Is recruiting skilled technicians a challenge for you? Do you follow traditional HR hiring practices: Write a job description, post it, interview candidates, look for a technical skill match, and then hire subpar IT candidates because you can’t afford top talent and likely are losing them to companies with deeper pockets?

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Topics: Business Development and Growth, Hiring and Recruiting

How MSPs Price & Package IT Services Today [INFOGRAPHIC]

Posted by Mary McCoy on March 10, 2016

How are your MSP peers pricing and packaging their IT services today?

That's a question we aimed to answer when we surveyed over 150 IT providers, all with their own strategies and tactics for service offerings and delivery. As captured in the following infographic, the approaches MSPs are taking to maximize margins are far from uniform. Bundled or A la carte? Flat fee or Tiered? Per Device or Per User? We've got the results, including typical margins per service and leading factors affecting pricing. Where do you fall along the MSP spectrum? We get down to dollars and sense.

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Topics: Business Development and Growth, Sales and Marketing, Pricing and Packaging

Are You Ready to Hire Your First Sales Rep?

Posted by Mike Barnes on January 11, 2016

At Navigate 2015, our annual MSP user conference held last September, I hosted a table topic on “How to Generate More Qualified Leads.” As with all other sessions at the event, each of our partners in the group asked relevant questions and passed along helpful advice to peers. I had hoped my contribution would be to share best practices for acquiring more high-quality prospects through various marketing campaigns and activities, thinking lead generation was the biggest challenge the group needed to overcome. And while finding leads without having to rely on referrals is often a struggle for MSPs, this particular conversation quickly switched gears, with attendees asking:

“Now that I have all these leads, what do I do with them?”

There is no value in having an endless supply of leads that never close into new clients. Your marketing efforts are useless if they don’t grow your customer base. That being said, you can't have all your employees solely focused on making the sale. Have you thought about hiring your first sales representative? If you're like the people at my table topics session, you may not know when the right time to do this is. As you continue to plan your growth and think about what your business will look like in 2016, consider these takeaways from our discussion.

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Topics: Business Development and Growth, Sales and Marketing, Navigate 2015, Hiring and Recruiting

What to Ask and Look for When Interviewing a New IT Hire

Posted by Steve Flanigan on December 30, 2015

Your company has decided to hire a new member for your IT Department, and you have been tasked with the job of advertising the listing and interviewing the applicants. In the job description, you've defined the position, what it entails and the minimum requirements the ideal candidate must meet. But let's take the case of a general IT technical position, one in which there is no specific specialization required. Once you have posted the position both internally and externally and received many, if not hundreds of resumes for this one position, how do you narrow down the selection to find the most qualified applicant? This is where your work really begins!

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Topics: Hiring and Recruiting

Disconnect to Reconnect: How to Build a Healthy Work Life Balance

Posted by Ben Barker on December 8, 2015

If you're like many people these days, work does not end when you head home from the office. The ease of access and connectivity that our devices provide us with makes it increasingly difficult to truly "leave" work at the end of the day. It may seem like being able to stay constantly connected to your work through your personal devices would allow you to operate more efficiently. However, as Scott Spiro, Founder and President of Computer Solutions Group, Inc. communicated at Navigate 2015 in Las Vegas, the exact opposite happens. When you don't have a healthy balance between your work life and your life OUTSIDE of work, there are negative repercussions on both ends. 

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Topics: Business Development and Growth, Workforce Optimization and Employee Retention

Accelerating Your Growth Through Acquisitions: MSPradio 60

Posted by Nate Teplow on August 11, 2015

 

There's a lot of acquisition activity in the managed services industry. There are opportunities to be acquired as an MSP, but there's also opportunities to make an acquisition and accelerate your growth. But how do you know if you're ready to make an acquisition?

On this episode of MSPradio, we welcome back George Sierchio, Vice President & Senior Partner at Cogent Growth Partners, who talks about how you know if you're ready to acquire and how you can be successful in that acquisition.

Tune in now and learn if you're ready to accelerate your growth!

Have any thoughts to share or want to be on an upcoming show? Email us at mspradio@continuum.net

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Topics: Business Development and Growth, Revenue Growth and Profitability, Information Security, Mergers and Acquisitions, Podcast

How to Find and Retain the Best Talent for Your Business: MSPradio 55

Posted by Nate Teplow on July 2, 2015

Finding and retaining good talent is something all small business struggle with. Employee churn is one of the biggest hurdles to growth, so how can you be sure to not just find good talent but keep good talent when it comes to your business?

On this episode of MSPradio, we chat with Wayne Rampey, CEO, and Todd Billiar, Director of Channel Sales & Marketing at VAR Staffing. Wayne and Todd cover some of the key steps in the MSP talent acquisition process and what you need to know to be successful.

Tune in now to learn how to prevent good talent from slipping through your fingers!

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Topics: Business Development and Growth, Revenue Growth and Profitability, Hiring and Recruiting, Podcast

Create "Hire"works to Recruit Top Talent

Posted by Lily Teplow on July 2, 2015

Break out the fireworks - America’s most patriotic holiday is right around the corner! Fourth of July is a day where barbecue tongs circulate tabletops, and there’s never a shortage of hot dogs. It’s a day where people parade around in those American flag shorts they’ve had since college, and get zero judgment for it. This holiday may be a massive display of red, white, and blue, but our nation's birthday is mainly a day you spend surrounded by friends and family. Everybody enjoys good company, especially in the office. Having talented and valuable employees is what makes a company most successful. This brings us to our next July 4th-themed item on our MSP Summer BuckIT List: create “hire”works to ramp up your recruiting efforts!

Keep reading to learn how you can recruit and hire top talent for your business!

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Topics: Business Development and Growth, Hiring and Recruiting

The Top 5 MSP Blog Posts of June 2015

Posted by Alicia Lazzaro on July 1, 2015

With June wrapping up, we have a lot to look forward to in the coming summer months: weekends away at the beach, barbeque's that last all day and roasting marshmallows by a campfire. Even though there is a lot of fun to be had in the summer, there is still work to be done and lots of blog posts to be read. Check out some of these highlights from June, including why break-fix services are bad for your business, ways to stay secure online and the most common types of user error and how to prevent them.

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Topics: Cybersecurity and Threat Management, Data Loss, Workforce Optimization and Employee Retention

Better Call an MSP: Hiring Long-Term, Effective Employee Talent

Posted by Ray Vrabel on March 26, 2015

In previous blog posts, I've discussed various tips on how MSPs can break the cycle of various “bad” business habits. In keeping with that same theme, I would like to welcome you to this year’s new blog series, “Better Call an MSP.” For this new monthly blog series, we are changing how we choose each monthly blog topic for discussion. We would like to hear from you, the MSP community, and discuss what you need to know! Comment below with any questions or challenges you have.

For this first post, we're discussing hiring and recruiting processes. Having personally participated in those that have worked, here are some tips to keep in mind when starting the hiring process to save both time and money – and to ensure that the hire is an appropriate long-term fit.

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Topics: Business Development and Growth, Hiring and Recruiting

What You Should Look for in Mergers and Acquisitions: MSPtv Episode 40

Posted by Tim Lewis on March 24, 2015

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Mergers and Acquisitions can be exciting events for Managed IT Service Providers. Being acquired can provide access to new product lines, clientele, and knowledge on new technology. But before you sign on the dotted line, it's important to see if your business can really mesh well with your new business partner. Sure, there is a big financial reward in M&A's, but having a similarity in culture and intentions can be just as important in the long run. One of our partners, Jay Ryerse, CEO of JTECH Networks, was recently acquired by Digitel Corporation. We decided to sit down to speak with him about the recent acquisition. Tune in!

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Topics: Mergers and Acquisitions, Video

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