How to escape the rat race one step at a time
The business rather than technology focused MSP model (MSP 2.0) is a huge opportunity for you to differentiate your MSP. You can build a scalable, modern marketing system to generate more demand and implement a very concise sales process.
Problems you need to solve
Lack of differentiation
Convincing the prospect that you are the distinctly superior choice is one of your biggest challenges. Essentially every Managed Services Provider makes the same claims and offers similar solutions. This makes differentiating yourself difficult.
The low end of MSP services is a total commodity now. A graduate can start an "MSP" without a high barrier of entry and leveraging the tools you leverage. Clients are more educated now about prices and you face harder negotiations on price if you want to close deals.
The majority of your clients are small
Budgets for 10-20 user companies are quite limited. Your processes, thinking and offerings have been focused on that segment. To grow you’ll need to be able to acquire clients from a more profitable 35-75 user client segment as well.
Many small clients are stuck in the T&M model
You still have a handful of smaller clients who are stuck in the break/fix model. It seems impossible to upgrade them to the MSP model while they continue to devour resources and sap profitability.
Time consuming and ad-hoc sales
The sales process can no longer be simply pouncing on a hot referral and sending a proposal. It requires more farming, dealing with competition, follow-up and negotiation on price. For a constant growth a rock solid sales process is mandatory.
Generating qualified leads can be tricky
People occasionally come to us via our website, but are often too focused on price or otherwise unqualified. Even if we do a blog and SEO, we won’t avoid this.
Become a trusted advisor
Communicating in the language of your clients as it relates to their goals will make you a part of their business, instead of just another vendor to avoid. The Needs Assessment tool helps you redefine your role to become a business advisor.
Implement new and innovative services quickly
To avoid price pressure you have to bundle commodity services (which your competition is offering) together with services through which you can differentiate yourself. This way you can present your offering in a way the price is seen as fair and close the deal because of the superior range of services you can offer.
Go after larger clients
To reach larger prospects you have to be able to market, sell and deliver services they need. The vCIO or Security offerings are perfect examples of such opportunity. The tools can help you not just define these services but to package and price them too.
Transfer everybody to the MSP package
There is a process with appropriate communication ready to move smaller clients from their legacy IT support model to a MSP program. That makes you profitable and them more happy. It is a true win-win.
Business oriented consultative sales
You have to start a business conversation upfront: deliver a consultative sales process, business IT assessments and collaterals to help qualify and engage prospects faster. That leads you to more qualified leads and a higher close ratio.
Generate more leads predictably
Your prospects maybe checking your website but have no reason to sit down with you. Use your current website to implement some lead magnets, create interest with mini self-assessments and give detailed information with embedded service catalogues. Create more motivation to them to engage.
See what our members have to say about ReframeYourClients
How to turn around the erosion of revenue from our core business of servers and support due to the influx of cloud, more commoditization of the industry and tech savvy end users. The one thing that all business owners find difficult is to be committed to following business processes for IT like they do for finance or their core business delivery. This is mostly due to lack of knowledge and industry experience. MSP 2.0 allows the reseller to help their clients manage the day-to-day through to strategy and make money at the same time.
IT Intellect (AU)