--- title: Build a Better MSP - Blog | IT Consultative Sales (3) description: IT Consultative Sales | Build a Better MSP and Transform From an IT Service Provider to a High-Value Business Partner. Differentiate your MSP from your competition with ease, get in front of potential ideal clients and close higher-value deals. (3) --- - [Login](https://tool.managedservicesplatform.com/) - [Help](https://help.managedservicesplatform.com/) - [Status](https://managedservicesplatform.statuspage.io/) [![HIT white powerd by msppng](https://www.managedservicesplatform.com/hubfs/HIT%20white%20powerd%20by%20msppng.png) ![HIT white powerd by msppng](https://www.managedservicesplatform.com/hubfs/HIT%20white%20powerd%20by%20msppng.png)](https://www.humanizeit.biz) [![Request Demo](https://hubspot-no-cache-na2-prod.s3.amazonaws.com/cta/default/388605/35167528-0a8b-4e13-bc76-41b9dcfa705a.png)](https://hubspot-cta-redirect-na2-prod.s3.amazonaws.com/cta/redirect/388605/35167528-0a8b-4e13-bc76-41b9dcfa705a) - [Pricing](https://www.humanizeit.biz/pricing) - [Education](https://www.humanizeit.biz/events) - Humanize IT Podcast - [Youtube](https://www.youtube.com/playlist?list=PLDUiMI4qjlJGa1zA1pwy6-avqM8D3I4OE) - [Spotify](https://open.spotify.com/show/3HRZBruDAP9oyVnloUHABO) - [Apple](https://podcasts.apple.com/us/podcast/humanize-it/id1511560088) - [2024 Weekly Schedule](https://www.humanizeit.biz/events) - On-Demand Webinars - [3 Award-Winning Technologies to Evolve your MSP](https://info.humanizeit.biz/3-award-winning-technologies-to-evolve-your-msp) - [Compliance for Engineers](https://info.humanizeit.biz/compliance-for-engineers) - [Pentesting and Profits](https://info.humanizeit.biz/pentesting-and-profits) - [Your Website is Rubbish](https://info.humanizeit.biz/webinar-your-website-is-rubbish) - [Youtube Webinar Playlist](https://youtube.com/playlist?list=PLDUiMI4qjlJFkYjXQSPwCtmAnK1hFogHR) - [Automate All Your QBRs](https://info.humanizeit.biz/automate-all-your-qbrs) - Free Tools - [Asset Recycling Program](https://www.humanizeit.biz/eol) - [IT Warranty Lookup (Beta)](https://warranty.humanizeit.biz) - [QBR Toolkit](https://www.humanizeit.biz/qbr) - [Meeting Maker](https://meeting-maker.humanizeit.biz/) - [Resources](https://www.humanizeit.biz/expand-existing-clients-resources) - [Coaching](https://www.humanizeit.biz/coaching) - [Expand Existing Clients](https://www.humanizeit.biz/expand-existing-clients-resources) - [Win New Clients](https://www.humanizeit.biz/win-new-clients-resources) - [Structure AM/vCIO Operation](https://www.humanizeit.biz/structure-account-management-and-vcio-operation) - [Implement New IT Services](https://www.humanizeit.biz/implement-new-it-services-resources) - [HIT Knowledge Base](https://help.humanizeit.biz) - Demo Personas - [The Dispatch](https://app.managedservicesplatform.com/clients/8963/home/public/sc-e6d2ab31-6cab-47c0-a47c-a2cfeb969405) - [Streamlined QBR](https://app.managedservicesplatform.com/clients/8963/home/public/sc-f63143e0-3b3a-479e-91a4-835a18b60516) - [CISO](https://app.managedservicesplatform.com/clients/8963/home/public/sc-8365f6b2-2bf3-4ddf-a80c-1515685af50e) - [Annual Budget](https://app.managedservicesplatform.com/clients/8963/home/public/sc-b59d26eb-c3e3-43c6-94fa-3a4f4bb82432) - [About](https://www.humanizeit.biz/about) - [AI Open Letter](https://www.humanizeit.biz/ai-open-letter) - [Testimonials](https://www.humanizeit.biz/testimonials) - [Terms and Conditions](https://www.humanizeit.biz/terms-conditions) - [Privacy Policy](https://www.humanizeit.biz/privacy-policy) - [Security | SOC2](https://www.humanizeit.biz/security) ###### 2 min read ## [Webinar Takeaways on Selling IT Security and Compliance](https://blog.humanizeit.biz/takeaways-on-selling-it-security-and-compliance) By [Denes Purnhauser](https://blog.humanizeit.biz/author/denes-purnhauser) on Aug 15, 2014 [![](https://www.managedservicesplatform.com/hubfs/social-suggested-images/steve_rutkovitz-7.png)](https://blog.humanizeit.biz/takeaways-on-selling-it-security-and-compliance) It was a really engaging talk with Steve Rutkovitz CEO of [Choice CyberSecurity](https://www.choicecybersecurity.com/about). He is a very successful MSP practitioner specializing in IT Security and Compliance. We were talking about MSP challenges, strategies, [IT consultative sales processes](https://blog.humanizeit.biz/the-6-steps-of-the-it-consultative-sales-process), [IT security and compliance opportunities and partnerships](https://blog.humanizeit.biz/the-4-steps-of-successful-cybersecurity-service-monetization), and I learned the following: ###### Topics: [IT Sales Person](https://blog.humanizeit.biz/topic/it-sales-person) [Managed Services Providers](https://blog.humanizeit.biz/topic/managed-services-providers) [IT Sales](https://blog.humanizeit.biz/topic/it-sales) [Business Building for IT Companies](https://blog.humanizeit.biz/topic/business-building-for-it-companies) [MSP](https://blog.humanizeit.biz/topic/msp) [IT Consultative Sales](https://blog.humanizeit.biz/topic/it-consultative-sales) [NIST Cyber Security](https://blog.humanizeit.biz/topic/nist-cyber-security) [IT Security](https://blog.humanizeit.biz/topic/it-security) ###### 5 min read ## [MSP Game Changer IT Sales Ideas From The Book - The Challenger Sale](https://blog.humanizeit.biz/msp-game-changer-sales-ideas-from-challenger-sales-book) By [Denes Purnhauser](https://blog.humanizeit.biz/author/denes-purnhauser) on Aug 13, 2014 [![](https://www.managedservicesplatform.com/hubfs/challenger-sale.png)](https://blog.humanizeit.biz/msp-game-changer-sales-ideas-from-challenger-sales-book) 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](https://blog.humanizeit.biz/takeaways-on-selling-it-security-and-compliance) 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](https://blog.humanizeit.biz/topic/it-sales-person) [Managed Services Providers](https://blog.humanizeit.biz/topic/managed-services-providers) [IT Sales](https://blog.humanizeit.biz/topic/it-sales) [IT Consultative Sales](https://blog.humanizeit.biz/topic/it-consultative-sales) [Win New Clients](https://blog.humanizeit.biz/topic/win-new-clients) ###### 15 min read ## [The MSP 2.0 service offering in the 7C IT Management Framework](https://blog.humanizeit.biz/7c-service-offering) By [Denes Purnhauser](https://blog.humanizeit.biz/author/denes-purnhauser) on Jul 27, 2014 [![](https://www.managedservicesplatform.com/hubfs/social-suggested-images/file-1443957325-jpg.jpeg)](https://blog.humanizeit.biz/7c-service-offering) 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. ###### Topics: [vCIO](https://blog.humanizeit.biz/topic/vcio) [IT Sales Person](https://blog.humanizeit.biz/topic/it-sales-person) [IT Management](https://blog.humanizeit.biz/topic/it-management) [Virtual Chief Information Officer](https://blog.humanizeit.biz/topic/virtual-chief-information-officer) [IT Sales](https://blog.humanizeit.biz/topic/it-sales) [Business Building for IT Companies](https://blog.humanizeit.biz/topic/business-building-for-it-companies) [MSP](https://blog.humanizeit.biz/topic/msp) [Virtual CIO](https://blog.humanizeit.biz/topic/virtual-cio) [CIO](https://blog.humanizeit.biz/topic/cio) [IT Consultative Sales](https://blog.humanizeit.biz/topic/it-consultative-sales) ###### 4 min read ## [The process of becoming the Trusted Advisor](https://blog.humanizeit.biz/the-7c-reframing-process) By [Denes Purnhauser](https://blog.humanizeit.biz/author/denes-purnhauser) on Jul 8, 2014 [![](https://embed-ssl.wistia.com/deliveries/4f467e22f446129898460281c32fed21c73a7f54.jpg?image_play_button=true&image_play_button_color=7b796ae0&image_crop_resized=600x338)](https://blog.humanizeit.biz/the-7c-reframing-process) 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](https://blog.humanizeit.biz/7c-service-offering) 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](https://blog.humanizeit.biz/topic/it-sales-person) [Virtual Chief Information Officer](https://blog.humanizeit.biz/topic/virtual-chief-information-officer) [IT Sales](https://blog.humanizeit.biz/topic/it-sales) [Business Building for IT Companies](https://blog.humanizeit.biz/topic/business-building-for-it-companies) [Marketing for IT Companies](https://blog.humanizeit.biz/topic/marketing-for-it-companies) [IT Consultative Sales](https://blog.humanizeit.biz/topic/it-consultative-sales) ###### 4 min read ## [Why are clients lately needing more consultative work from MSPs?](https://blog.humanizeit.biz/why-clients-need-more-consultative-work-from-msps-lately) By [Denes Purnhauser](https://blog.humanizeit.biz/author/denes-purnhauser) on Jul 5, 2014 [![](https://blog.humanizeit.biz/hs-fs/file-1006399143-png/Blog/clientcare.png)](https://blog.humanizeit.biz/why-clients-need-more-consultative-work-from-msps-lately) So we all agree that [IT companies are facing challenging times](https://blog.humanizeit.biz/cracking-the-code-of-the-future-of-msp-final), 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.  ###### Topics: [IT Sales Person](https://blog.humanizeit.biz/topic/it-sales-person) [IT Sales](https://blog.humanizeit.biz/topic/it-sales) [Business Building for IT Companies](https://blog.humanizeit.biz/topic/business-building-for-it-companies) [IT Consultative Sales](https://blog.humanizeit.biz/topic/it-consultative-sales) [Prev](https://blog.humanizeit.biz/topic/it-consultative-sales/page/2) [All posts](https://blog.humanizeit.biz/all) [![Sign up for the Client Engagement Excellence Manifesto PDF coming end of January](https://hubspot-no-cache-na2-prod.s3.amazonaws.com/cta/default/388605/91c338c8-f4a5-4b5f-be05-e2a3093ff4c0.png)](https://hubspot-cta-redirect-na2-prod.s3.amazonaws.com/cta/redirect/388605/91c338c8-f4a5-4b5f-be05-e2a3093ff4c0) ### Sign up for updates ### Featured ### Pick a topic, any topic. - [Recent Posts](https://blog.humanizeit.biz) - [QBR](https://blog.managedservicesplatform.com/topic/qbr#topic) - [vCIO](https://blog.managedservicesplatform.com/topic/vcio#topic) - [Client Success](https://blog.managedservicesplatform.com/topic/client-success#topic) - [Technical Account Manager](https://blog.managedservicesplatform.com/topic/technical-account-manager#topic) - [Humanize IT podcast](https://blog.managedservicesplatform.com/topic/humanize-podcast#topic) ##### PRODUCT PRODUCT - [IT Client Engagement](https://www.humanizeit.biz/it-client-engagement) - [IT CRM](https://www.humanizeit.biz/strategic-msp) - [IT Sales](https://www.humanizeit.biz/it-sales) - [Pricing](https://www.humanizeit.biz/pricing-old-877) ##### QBR TOOLKIT QBR TOOLKIT - [QBR Discussion Points Checklist](https://info.humanizeit.biz/qbr-discussion-points-checklist) - [Executive QBR Power Questions](https://info.humanizeit.biz/executive-qbr-power-questions) - [Remote QBR Checklist](https://info.humanizeit.biz/remote-qbr-checklist) - [QBR Annual Playbook](https://info.humanizeit.biz/qbr-annual-playbook) - [QBR Time Calculator](https://info.humanizeit.biz/qbr-time-calculator) ##### RESOURCES RESOURCES - [Peer Groups](http://www.managedservicesplatform.com/peer-groups) - [Upcoming Events](https://www.humanizeit.biz/upcoming-member-events) - [QBR Toolkit](https://www.humanizeit.biz/qbr) - [Win New Clients with IT Audits](https://www.humanizeit.biz/win-new-clients-resources) - [Upsell Clients with QBRs](https://www.humanizeit.biz/expand-existing-clients-resources) - [Implement New IT Services](https://www.humanizeit.biz/implement-new-it-services-resources) - [Structure vCIO Operations](https://www.humanizeit.biz/structure-account-management-and-vcio-operation) ##### BLOG BLOG - [Quarterly Business Review - QBR](https://blog.managedservicesplatform.com/topic/qbr) - [Virtual CIO - vCIO](https://blog.managedservicesplatform.com/topic/vcio) - [IT Account Management](https://blog.managedservicesplatform.com/topic/it-account-management) - [IT Consultative Sales](https://blog.managedservicesplatform.com/topic/it-consultative-sales) - [Cyber Security](https://blog.managedservicesplatform.com/topic/cybersecurity) [![HIT white powerd by msppng](https://www.managedservicesplatform.com/hubfs/HIT%20white%20powerd%20by%20msppng.png "HIT white powerd by msppng")](https://blog.humanizeit.biz/) - [Terms](https://www.humanizeit.biz/terms-conditions) - [Privacy Policy](https://www.humanizeit.biz/privacy-policy) Copyright © 2020 Humanize IT