Fix your Webinars

Apple Podcasts: https://apple.co/2NHRRDl
Spotify: https://spoti.fi/3AyHCUd
Youtube:

Are you tired of boring webinars? Well, we are here to help! This week, we are discussing how to have more engaging webinars that will be more helpful for the audience.

When you watch a webinar, it was most likely an hour of listening to someone talk, right? Maybe there was a 10-minute Q & A at the very end that let a few questions get answered, but that isn’t truly engaging with the audience. When you’re just using a slide, people tend to lose focus because they know that the slides will most likely be shared to let them go through the information on their own time. When the whole webinar could be sent out as a video and people receive the same experience, you will most likely lose people’s attention.

Engagement is the goal when it comes to webinars. The sad thing is, we’ve been taught that learning looks like sitting in a big room and being talked at. Think about school. There is one teacher who stands at the front of the room and speaks to the class. Some teachers have it figured out and include engaging lessons or hands-on learning, but most students are stuck being lectured. The best students will come in after class for a one-on-one time where they can talk directly to the teacher regarding their confusion.

You should think about your webinar like that: a space for people to learn. How do people best learn? By engaging!

Here are some tips for having the best possible outcome for your next webinar:

1. Only have 20 minutes of material to present

Only have the goal of getting through about 20 minutes of your own content. This will allow you more time to answer questions and feel less pressure to rush through tons of different topics. Spend the necessary time on each item; don’t give people whiplash by trying to get through too much content in a short amount of time.

2. Have a second speaker

Bring another person up with you to have a more conversation-style presentation. This will allow you to bounce topics and ideas off of each other and will give the audience the sense of being part of the presentation and the conversation. Also, allow the conversation to be focused on what the audience wants to hear. Keep the topic relevant and on track, but use the questions and flow of conversation to dive deeper into the areas people most want to hear about.

3. Have one person monitor the chat box

The best webinars will have one person watching the chat box constantly, keeping track of questions and interrupting the speaker when necessary. This person can also comment and communicate with the audience while the speaker is presenting to keep everything flowing smoothly.

Ultimately, you don’t want to take your audience on a forced march. You want them to accompany you to the topics and conversations that will keep them engaged and focused. Pay attention to the number of questions coming in during your presentation. If there are too many than can be answered, then you have completed a successful webinar. Happy presenting!

Pick an MSP

Apple Podcasts: https://apple.co/2NHRRDl
Spotify: https://spoti.fi/3AyHCUd

Making the right choice on an MSP could be a make-or-break decision for your company or organization. We’re here to help you find the perfect MSP that will help accelerate your business’s growth. 

There is a right choice and a definite wrong choice as far as MSPs go, but it might not always be easy to decipher between the two. People don’t set out to be bad MSPs, but bad habits can develop bad traits and cause a lot of problems for someone looking for real solutions. 

A good MSP should be a great resource and help you understand how technology can benefit your company. That’s the first big bracket to look at: education. Your potential MSP should have a good grasp of technical things. They also have to work with a company to educate on solutions and tactics they offer. 

With that being said, education in technical solutions can not be the only thing an MSP has going for them. Some MSPs are striving to be the best technical support possible, but that isn’t going to fully help your business. As a business owner, if you’re only looking for an MSP that knows your area of work, you might be missing out on the full range of possibilities in the technology industry. 

Knowledge is important, but it is not everything. Some MSPs offer the world, but can’t deliver on their promises. These MSPs are ultimately salespeople trying to sell the services that they wished they offered. 

You are the expert in your field, so you shouldn’t need someone else to tell you how to run your business. You need an MSP that is going to look at your company and its goals and come up with the best solution for you based on that technical knowledge. It shouldn’t even matter what type of technology you have; your MSP should be able to dive into that technology and come back with results-driven specifically for you, not just for their own personal product offering. 

But, how do they get to the point where they can implement their technology skills? Asking you, the business owner, questions!

The second bracket to look at when deciding what MSP to go with is their ability to talk, ask questions and understand your business. You want to find someone that cares about your business, understands your needs and then displays their abilities. It is good to have someone that understands your technology, but it’s even better to have someone that aligns with your growth. 

Look at the difference between a good and bad MSP like the difference between jiffy lube and a mechanic. Jiffy Lube is all about process and quick fixes and getting people in and out as quickly as possible. A mechanic will assess your whole car and see what has gone wrong in the past and what has to be fixed versus what could be a potential fix for the future. 

Ultimately, if a prospective MSP is not trying to hear you out and learn about your company, they probably won’t be a great fit for you. Find the solution that has your company’s best interests and you won’t go wrong!

Marketing Your MSP Part 2

Apple Podcasts: https://apple.co/2NHRRDl
Spotify: https://spoti.fi/3AyHCUd

In our continued chat with Paul Green, we learned even more about marketing your MSPs through a three-step process. Here’s how it works.

Step one: Build multiple audiences. 

Ultimately, you need people to talk to. The more people you have listening, the more likely your company will do well. Your basic audiences are your email and LinkedIn, meaning that those platforms should be given the most attention. 

Other audiences could include podcasts, social media platforms and a direct mailing list — all things that you should be implementing in order to have the biggest audience and the biggest impact.

Step two: Create a relationship with your audience. 

This relationship-building aspect is all about content. This content should include both education and entertainment in order to fully engage people. When we talk about educating people, it’s best to not get too technical — more low-level stuff that you can explain so any normal person can understand. This will help your audience view you as a helpful resource. 

In order to build up your audience, engage with them daily, weekly and monthly. Put out relevant social media content daily. Curate this content from the mindset and eyes of the consumer. Send out a weekly email to teach your audience something that they do not know that will help them learn. Create and send out a monthly newsletter, giving your audience something to physically hold, read and pass along. 

Another fun tip is to keep a dream 100 list. This list is the top 100 people you dream of working with that you actively engage and maintain relationships with. 

Step three: Commercialize your audience.

This step is mostly done over the phone. It can be done by either you or someone that you know who is warm, friendly and great with people. Pick up the phone and call all of the people who you engage with, either by email, social media, direct mail and more. This isn’t a sales tactic — it’s a chance to talk to people about what they love to chat about most: themselves. 

Human relationships are very important so using this three-step process will ensure you create and maintain great relationships with your audience and ensure success for your MSP. 

Market Your MSP (Part 1)

Apple Podcasts: https://apple.co/2NHRRDl
Spotify: https://spoti.fi/3AyHCUd

MSPs can easily talk to each other about the latest gadgets and gizmos, but talking to other people about that same technology can be more of a struggle. It is the same with MSPs and their conversations with businesses. 

Watching someone try to sell their services to people can be like watching a slow-moving train wreck — there is enthusiasm when MSPs talk to business owners, but it can be hard to translate that excitement to the client. 

That is where the importance of conversations comes into play.

If you’re an MSP, then your entire training for becoming an MSP has been technical. You learned the tips and tricks and workarounds for all things technology. Now, all of a sudden, you are being asked to work with people and explain your services and abilities to them. You most likely do not have the training or knowledge to have conversations that will enable those business professionals to fully understand what it is that you do and what you can do for them. 

When entering those conversations, it is important to approach them as people and not as machines. You cannot simply throw solutions their way expecting them to grasp what it is that you are trying to tell them. You have to listen — find common ground and really understand what it is that they care about. 

If you are only talking about technology, it will most likely make their eyes glaze over and feel impersonal. At the selling stage, business professionals do not care about the technology — they care about whether they like you or not. Look at the technology solution through their eyes. See how this technology can truly help them, not from an IT standpoint, but from a personal perspective. 

Here’s an example. An MSP makes a business’s internet speed much faster and its bandwidth much better. The MSP will look at this solution as a complete technical solution. But, the business professional is excited about having extra time due to not having to actually drive into the office, letting them attend their daughter’s softball game. Both people had totally different standards to measure success, but both situations were using the same technology. 

Ultimately, people make most decisions with their hearts, not their heads. If you are great at connecting with the person before talking business, then selling to them will be much better for both parties. 

How Do I Get Visitors to Engage with My Website?

How to Do I Get Visitors to Engage with My Website?

I mentioned this in my last Blog post. We live in a very “noisy” world and we need to grab their attention in less than a couple of seconds.

This is true for our website too. People don’t read website content any longer. When someone lands on your homepage they will start skimming the page very quickly to decide if they want to spend more time diving deeper.

“But, they went to my page because we met at a networking event!”

It doesn’t matter.

You have 5-8 seconds to capture their attention. Studies have shown that on a computer web browser people scan the webpage in a Z pattern. Left to right across the top, then down to the lower left and across the bottom of the page before they start scrolling down. We call this area before they scroll down “above the fold” which is an old newspaper term.

So, how do we grab their attention?

When they land on the homepage we have to instantly answer three questions…

1. What is the big problem you solve?
2. What will my life look like after I buy your product or service?
3. How do I buy? or What is the first step in the sales process.

Once we have them hooked and our visitor decides to scroll down we need to tell a story.

Not our story or the story of our company. We need to invite them into their story. A story of transformation.

One of the best ways to create your customer’s story of transformation is to use the StoryBrand methodology as described in Donald Miller’s book “Building a StoryBrand: Clarify Your Message So Customers Will Listen”. As a StoryBrand Guide I help MSPs implement the StoryBrand methodology to attract their ideal clients, get more meetings, and grow their business.

During this session I will provide a blueprint for creating a highly converting website homepage. He will share best practices on how to implement the recommendations from the great book, “Building a StoryBrand”. 

I will also provide live feedback and improvement recommendations for attendee’s websites during the webinar.

So, make sure you register here and be ready to get feedback on your website.

How to Make Managed Service Provider Marketing Better

Here are two ways to make your making better.

Managed Service Providers (MSPs) most often have really complex solutions. One challenge most people in the IT industry suffer is the “curse of knowledge”. The term was coined by Chip and Dan Heath back in 2006 and then they wrote about it in their 2007 book, “Made to Stick: Why Some Ideas Survive and Others Die”. Later, Lee Lefever described practical ways to combat the “curse of knowledge” in his book “The Art of Explanation: Making your Ideas, Products, and Services Easier to Understand”. I highly recommend both of these books to anyone who is marketing and selling IT solutions.

With the curse of knowledge, we know our product or service so well we have a difficult time imagining what it is like to not know it. This seems to be especially true with technical fields and IT professionals. Our technical and inside knowledge interferes with our ability to see the world from another person’s perspective. We wind up talking over the heads of our customers.

Remember we live in a very “noisy” world and we need to grab their attention in less than a couple of seconds. This is an area that many of my clients struggle with.

On a scale of 1 to 10, where 10 is the complexity we as MSPs live day in and day out, and where 1 is super simple, we need to be at a 2 or 3. Most of my clients have their marketing “dumbed down” to a 7 or 8 and our customers will be attracted to and understand messages that are at a 2 or 3. The good news is that after you work on simplifying the way you talk about your solution to your customer’s problem, customers will listen.

We live in a very distracting world. One of the other ways to cut through the noise is through story. Think about it. Until the printing press and the proliferation of books, story was the primary method of communication and passing on information. Story helps cut through the noise by organizing information in a way people will listen. Facts, figures, and features are boring.

Neuroscientists estimate humans spend more than 30% of their time daydreaming. Think about the last time you watched a great movie with a great story – were you daydreaming? We can use story to help our customers see how we can solve their problem and what their life will look like after they buy our product or service.

A list of features or benefits by themselves will not sell your services. Use a story of a customer’s journey from frustration and challenge to success with your solution and services. Every person intuitively understands a good story and is working at living her own story. If your business could understand the story your customers are living in relationship to your brand, you can stop selling products and services and instead invite customers into a story. Their Story. By positioning your company as the guide in your customer’s story, you can more easily speak to your customer’s needs.

One of the best ways to create your customer’s story is to use the StoryBrand methodology as described in Donald Miller’s book “Building a StoryBrand: Clarify Your Message So Customers Will Listen”. As a StoryBrand Guide I help MSPs implement the StoryBrand methodology to attract their ideal clients, get more meetings, and grow their business.

Make Your MSP Blog a IT Sales Tool

Okay, you just exchanged business cards with the owner of an accounting firm during a chamber event. 

He said, “Sure, let’s plan on meeting some time over the next 2 weeks.”

Awesome! You left the event with a qualified lead! Plus, he agreed to meet and he already shook your hand. 

The problem, because we all know it’s never that easy, is that there’s a delay. You couldn’t ask him much of anything, and nevermind describing what makes your MSP unique.

There’s no set date for the appointment, and who knows, he may bump into a competitor or research online in the next 10 days!

So, what do we do now?

You need to activate the EPSA campaign

EPSA is an acronym for education, professionalism, story-telling and authenticity, and together, these are the qualities you want your prospect to understand, because if they grasp what makes you and your company unique, your chances of winning will go up.

The full implementation of EPSA is what I’ll cover in the seminar, but for this blog, I’ll share just two examples of how MSPs are doing the “E for education” part of the EPSA methodology.

E is for Education

Let’s get back to the story above.

The CEO of that accounting firm may have asked you a question about security, or maybe they told you they were using O365 but not getting much out of it, or perhaps he didn’t say a thing aside from “we need help with IT.”

The goal with the E part, or “education,” is to teach your qualified opportunity two things. First, to teach him something he didn’t know, and second, to show him that your company is a thought-leader.

Example by NSI

NSI is an MSP in Naugatuck, CT, that my agency helps with sales and marketing. A blog called, “In the Trenches of a Real Breach” is an audio interview we did with Tom McDonald, the CEO, about some ransomware attacks. It goes into what a SOC is and the importance of having an incident response plan. By having Tom’s voice and real story, we are showing his unique expertise.

Example by Casserly Consulting

Casserly Consulting is an MSP in Boston. A blog called, “The State of Cyber Security in the Commonwealth” we took the publicly available breach data from Mass.gov and we analyzed it. By doing a deep dive into the nature of breaches in Massachusetts, we’re making Peter’s MSP a thought-leader.

Scaling up your MSP with Verne Harnish

We are continuing the “MSP 2.0 bestseller” series in March, as well. No question, one of my all time personal favorite books is Mastering the Rockefeller Habits from Verne Harnish. It helped me to apply the paradigm of “work on your business instead of in your business”. For many Managed Services Provider leaders this book has been a foundation to building their businesses. He’s followed this with his new book Scaling Up - Mastering the Rockefeller Habits 2.0. I had a chat with him about the required steps for Managed Services Providers to stay on top of their business and to start Scaling Up!

Verne is straight to the point, so put on your seat belts and get your notepad open, this is going to be a high-paced trip!

Differentiate yourself from your competition and

become sales ready in 30 days

My take-aways from the video:

1. Focus on marketing - start with a weekly meeting and make marketing a priority. The most successful tech companies always have a non-tech member in the team with a strong marketing focus. If you would like to excel with velocity, check the least obvious of the 4P (product, place, price, promotion) - the pricing. This is the most undervalued aspect but has the most impact on your differentiation and bottom line than the rest.
2. Hyper Specialise - differentiate yourself by specializing in an industry, vertical, or specific problem and become the number one IT service firm in that specialty. It gives you the differentiation power while lowering your marketing expenses dramatically, and gives your clients a huge competitive advantage from working with you.
3. Strategy also includes saying no - saying yes to every opportunity is great if you’re finding your place in the market; after that it’s going to hinder you in scaling up. Once you reach 3-5 years experience, you should have a firm scope of what you do and for whom, and how integral that focus of your expertise is to your and your clients’ success.  Stick to that.
4. Get into the Executive Suite - getting to the executive suite and being included in the client’s strategy is not an option anymore. Everything outside of that conversation is a commodity. If a service provider wants to be in the high margin arena, they have to take on a strategic role with their clients, period. Becoming a trusted advisor or a consultant is not difficult is you follow the next point.
5. Leaders are readers - “read the freaking manual about business” not just technologic manuals. Or listen with Audible, read some Kindle, watch YouTube, whatever. Learn, learn, learn and make it a policy for your team too. Pick 40 books, get others to read some, report on the great ideas found in them and get implementing. Start checking out Verne’s reviews of the best business books every year on Fortune.com: 5 Best Business Books in 2015.
6. Use Demand Driven Pricing - The hidden gem here is in Confessions of the Pricing Man: How Price Affects Everything by Hermann Simon. Demand-based pricing (or customer-based pricing) is a powerful shift, turning low and non-profit industries into revenue successes. In the US airline industry alone this shift brought $22 billion in increased revenue. The "all in one" pricing strategies were successful for MSPs in the past when execution was the bottleneck. Now, however, those who don’t accommodate the customer’s requirements and adopt some sort of customer-based pricing can suffer. 
7. Be agile working on your business - use sprints, agile methodologies (Scrum for example) like software developers do. Set your bi-weekly goals and work on them every single day. If you want to move faster you need a faster pulse. Use daily huddles and focus on the one or two things you’re going to do that day to close on your goal. For more advanced Service Providers, set goals for your clients - quarterly and monthly - and keep on top of them together in your weekly huddles.
8. Have a peer coach - and hold yourself accountable. First have a quick chat with him/her and detail those things you commit to every single day. It has the effect of making you accountable, and choose wiser goals in your personal and corporate life. Verne has had his peer coach for years now! (We should organize something like that internally, come to think of it).
9. Productize your services - product based companies are adding services and service companies try to productize their services. It’s the trend. Service providers who deliver defined, “tangible” products offer more choice to their clients and give a better buying experience. This is part of demand driven pricing - implement a service catalog with service bundles and balance your productized services with the customer's demand.

Verne is a generous teacher: check his site for all the goodies:

1. Sign up for Verne’s weekly insights and join the 75,000+ business leaders every Thursday for a handful of easy to digest business ideas.
2. Check out all the free goodies in the Scaling Up website. You can find many one pagers, templates resources to Scaling up your MSP.
3. Grab his books in Amazon - Master the Rockefeller Habits, The Greatest Business Decisions of All time and Scaling up (with all the downloadable templates) and work on these ideas right away.
4. Join in the movement and get the equivalent experience of 1000 books at the Scale Up Summit, May 24-25 in Atlanta. Meet other purposeful business leaders like yourself and get inspired!

Thanks to Verne for taking time to share his wisdom!  

4 Disciplines of MSP Service Development

One of the most under-appreciated success factors of an MSP is its capacity to develop services. We’re the purveyors of Managed Services; there are hundreds in the repertoire of any given MSP. This keeps us busy - going from concept to a product that can be sold and delivered is a long road. While product based companies have a process for product development, we service companies too often overlook the value in this powerful business practice, where all our innovation, differentiation, profitability and growth can be formulated in advance.

The trend of fragmentation in services - into verticals, delivery tools, integrations - just multiplies the need for planned process.

The usual development process for managed services providers is to do a project - develop something that solves a problem for (and with) a specific client and standardize it later. This can lead to long term future revenue, but without a clear process mixing up service development and the real revenue generating activity of the company will not only kill our internal productivity, but likely our relationship with the client, if everything they see is always in beta testing.

Let’s identify some basics to ensure our process is better than the average and pull ahead of the competition.

1. Value Proposition

The first important aspect of the service development process is the proper Value Proposition. We’re always ready to sell gadgets, tools and things we can use to solve something. Finding the problem it can solve usually comes second - “Hey, we have a Mobile Device Management feature in the RMM tool! Great, let’s sell it to clients.”

This is the approach of the average and uninspired MSP. If we instead use the Value Proposition Canvas, we start by understanding the client’s problem before designing the service itself.

We seek to discover things the client wants to get done, the obstacles in their way, and the results or gains they hope to get. This is the right hand side of the canvas. Then we can design the service value proposition on the left to solve the problems and the deliver their requested results. We build a bridge connecting their issues with the benefits of our services. Lastly we craft the service description itself.

Let’s see a Value Proposition canvas for the Slack and vCIO services to see how it works in real life. We even have a complete blog post for that one.

In that sense we know in advance precisely the mission of the service - why the client needs that - so if we develop it further all marketing, sales and delivery efforts will be aligned.

Development will also be made more agile. For example we’ll be deploying different maturity versions of the service. The first instance of Mobile Device Management may only cover basic functions like wipe and remote deployment, but later will be covered with BYOD policies and internal compliance.

We may even find we cannot solve the problem, or the problem isn’t actually worth the effort and expense, and we can drop the service development fairly early, so we and the client can both invest our time in better pursuits.

2. Demand Generation

The second step is to create some Demand Generation materials. I know...how can anyone not want to pay for our obvious expertise? We have the skills, but the customer inevitably makes the buying decision. If we can’t explain the service and its benefits clearly, we can’t drive demand and there’s no reason to proceed or invest further.

We have to learn fast, and active materials are best at getting quick feedback on our thoughts. Sending a one pager is not interactive - it won’t have the specifics - which feature is the most important, for example. Graders are great tools for asking questions about the problems clients have with a particular issue and actually measuring our marketing effort, the copy, the delivered benefits and interest.

Demand Generation is part of the Service Development process, not something marketing folks do after we finish. It gives us real-time feedback and clear understanding of what really needs to be solved, a crucial objectivity to the process to make sure we develop the service for the client and not for the engineer.

3. Sales 

Pricing and packaging is a big deal for services too. 

• Is the service included in an MSP package or stand alone? 
• Does the service have tiers, or should we scale it with GB, user, device?
• Does the service has a definitive process such that we can price based on the resources we put into it?
• Is it an open, listed price or customized per proposal?
• Do we sell it directly or through the account manager?

Again this is can’t wait until after the development process; it is part of it. We have to go out and test our assumptions. We can take a little advantage of our “early adopter” companies to go through experiments. We need the clearest understanding possible of all aspects before we scale.

Sell the service to the early adopters without a price tag. The goal is to find out whether they see the value without any price attached. Once we confirm the need we can find the price they will pay for the solution. In this case we can measure the value and the price independently. If the value isn’t compelling it won’t need to proceed to a price conversation. If it is a value, then we specify everything, and then create the perfect solution that both works and fits their actual budget.

To early adopters we can always offer a discount in exchange for their participation. We can get marketing contributions like testimonials, interviews etc. We can ask for contribution - content samples, real life data for presentations, and we for a flexible delivery schedule. We’ll only help ourselves if we state the discount clearly up front.

4. Delivery Processes

The last piece of the service development process is the Delivery Process definition. Usually we don’t consider this part from the beginning, but rather on an ad-hoc basis.

We start services sometimes as one time projects. A client needs something and we bring it to them as a project - making the common mistake of failing to look forward. We do so much to make one individual project come true, when we should treat every project as though it will become a repetitive service, so we generate service delivery process prototypes during our project work.

Therefore we’re going to need a quick service delivery prototyping tool. We’re going to use it to create service processes in real life and be able to reuse the materials later. Many people use Project Management or Process Management planning tools to create a project plan, or a process description. These are good for when we create documentation, but aren’t flexible enough and lack the feedback from real life as discussed above.

The best way is to fire up lightweight project management tools like Basecamp, Asana, Teamwork, etc. These have the flexibility for a prototyping situation (for instance your PSA’s project management is too robust, not flexible, lacks collaboration), and allow testing in the real world. You can open a workspace and quickly input the process deliverable items. Templates, Excels, Word docs, notes, todo lists, and everything else you think you need. As you start working on the project you’ll see a refinement of your efforts. Later of course, as we finish the project we can reverse the process, moving those todos and templates and deploying to a robust professional services automation when our goal is no longer flexibility but performance and efficiency.

Let’s put it together

To recap, create the Value Proposition, and test it internally first with broad (vague) definitions, then move forward with interactive Demand Generation materials to define the ideas more clearly, create Sales materials and scenarios of the Pricing and Packaging, then create agile Service Delivery processes.

We’re going to separate Production from Development. The development folks are going to hand hand off their work to the production team to deliver it. In the case of a small MSP we can at least separate the process virtually, if not physically.

As we need to be developing more and more services it will become harder to keep ahead of the curve without a solid Service Development process. Consider the services you’ve put together already, and how they’ve developed in terms of these four stages. It’s never too late to implement proven techniques.

MSP 2.0 Podcast

We have been producing interviews with MSP Thought Leaders and with our clients for more than a year now. We started this as an ad-hoc practice to usher great MSP 2.0 insights into the community. People seem to be enjoying the free interview format without presentation, special offers and other sales tactics.

Now with over 16 interviews we’ve received a ton of feedback and the message we’re getting most often is to make the content available in a podcast format. Many people like listening to these inspiring talks during their commute, or just in the background.

So we have transferred all videos to a Podcast format and it’s available here. What we started as a fun exercise to get people talking had a great impact. We’ve seen that many people:

• started to work on the execution skills after the interview with Chris Day - IT Glue.
• were inspired by the way Greg Tanner restarted his MSP with virtual CIO.
• got started selling vCIO after Rich Anderson explained the model of transition.
• started to think about the cold calling as a strategic lead generation effort after the inspiring talk from Carrie Simpson.
• started implementing high level services after Colin Knox from Passportal told us stories about his managed services provider's vCIO services
• started to work on Process Management initiatives after a talk with Ryan Williams.

I could go on with examples, but these are the people who inspire, educate and share their thoughts and dilemmas.

That is why we are going to take this to the next level: to get ad-hoc interviews as well as more organized talks with more background information. For example next week I have an interview with a bestselling author about sales transformation, and we’ll share more collaterals, and practical information after the interview.

So stay tuned! In 2016 we will have more great content from more smart people who have compelling things to say and will help to push the MSP 2.0 movement forward!