It was a really engaging talk with Steve Rutkovitz CEO of Choice CyberSecurity. He is a very successful MSP practitioner specializing in IT Security and Compliance.
We were talking about MSP challenges, strategies, IT consultative sales processes, IT security and compliance opportunities and partnerships, and I learned the following:
2 min read
Webinar Takeaways on Selling IT Security and Compliance
Topics: IT Sales Person Managed Services Providers IT Sales Business Building for IT Companies MSP IT Consultative Sales NIST Cyber Security IT Security
5 min read
MSP Game Changer IT Sales Ideas From The Book - The Challenger Sale
I have been dancing around the intention to read a book called "The Challenger Sale" but kept not having the chance. There’s no shortage of titles to choose from regarding sales, and it can be know where to put one’s limited reading time, but last week
Steve Rutkovitz
a peer MSP CEO, said that this is a must read. He’s a smart guy and I gave it a try....
To be honest, that was one of the greatest books I have ever read in years especially in B2B sales. It was so refreshing, straight to the point, and so aligned with what we’re trying to do. So I decided to share my takeaways from the book by implementing them into the MSP sales process.
This book is not just ideas, concepts, or opinions. These are battle-tested facts supported thorough research with 6,500 samples. So enough of my accolades - let’s check out some thought-provoking concepts - in three big things:
Topics: IT Sales Person Managed Services Providers IT Sales IT Consultative Sales Win New Clients
15 min read
The MSP 2.0 service offering in the 7C IT Management Framework
We have been talking about the MSP 1.0 and MSP 2.0 business models recently. Now we are moving to the delivery side. What needs to be true to be able to say we do MSP 2.0?
The theories behind the business models are distinct from those behind the actual delivery. The MSP 2.0 model could be overwhelming as we’ve observed that changing the value proposition and solving the clients' IT management challenges means we must make numerous significant changes in our business approach.
We’ve developed the 7C IT Management Framework to solve this exact problem. It comprises a full suite of processes to enhance the IT management of clients in the 20-300 seat segment.
The theories behind the business models are distinct from those behind the actual delivery. The MSP 2.0 model could be overwhelming as we’ve observed that changing the value proposition and solving the clients' IT management challenges means we must make numerous significant changes in our business approach.
We’ve developed the 7C IT Management Framework to solve this exact problem. It comprises a full suite of processes to enhance the IT management of clients in the 20-300 seat segment.
Topics: vCIO IT Sales Person IT Management Virtual Chief Information Officer IT Sales Business Building for IT Companies MSP Virtual CIO CIO IT Consultative Sales
4 min read
The process of becoming the Trusted Advisor
For Managed Services Providers (MSPs) the ultimate goal is becoming the ‘trusted advisor’ on all things IT.
We’ve created a process which enables MSPs to earn this trusted advisory role as fast as possible. The key is to understand the client, and in turn help them understand their situation and their opportunities.
Looking into the 7C Methodology and processes can be a tad overwhelming at first, we know. It’s so effective because it’s comprehensive, so there is a learning curve. However in our continuous effort to make everything as simple as possible, we’ll start by emphasising a couple of core concepts.
One of the crucial elements is the client reframing process. From the client’s perspective it’s a discovery process, the goal of which is to make the necessary transformation to start working with the client at a new level. The key component of the process is the Reframing 7C canvas workshop, where we ask questions of the client’s business in order to help the client rethink basic assumptions about IT and its management. Normally such a fundamental shift is a tough, very high level process, but if you’re properly prepared to ask the right questions and challenge the client, it can be a very easy and straightforward process.
Topics: IT Sales Person Virtual Chief Information Officer IT Sales Business Building for IT Companies Marketing for IT Companies IT Consultative Sales
4 min read
Why are clients lately needing more consultative work from MSPs?
So we all agree that IT companies are facing challenging times, right? We all need to figure out a new business model in the near future. But what about the clients? Are they facing a similar problem? We have to take a good look at what’s happening on the client side to understand the trend.
We’ll use a chart to make the explanation easier. We’re looking at how things have changed in the last couple years, and where it could go.
