Client portal implementation is a critical process that can enhance IT insights and improve the overall client experience. With careful planning, it can offer personalized views, provide high-value marketing collateral through lead gen, and even incorporate mock budgets for added benefits.

There are two types of people that we run into in the business world: the people that are easy to talk to and have a conversation with, and the people that you can legitimately form a connection and relate with. The latter offer real, genuine interactions. These interactions typically won’t add much to the conversation in terms of business opportunities, but they’re a chance for the participating individuals to be real and not so robotic. It humanizes the conversation.

When the client doesn’t know you, you’re just a faceless technician to them. It’s easier to be unforgiving when a mistake is made. However, when you share that you’re someone who likes to play board games, has four kids, enjoys traveling and camping, etc., you become a real person to that client. You will have created a relationship with them that matters, and they will think about your connection any time you interact together. The faceless person can be replaced, but the genuine person is far more difficult to let go of.

Vulnerability assessments and penetration testing - more commonly known as pen testing - play a huge role in cyber security, something that is more important than ever. According to a report by Dark Reading, businesses suffered a 50% increase in cyberattack attempts per week in 2021. This huge increase should alert all business owners to ensure their networks are adequately protected.

To more efficiently help business owners do just that, there have been some drastic changes in the world of vulnerability assessments and pen testing. Here are some of those key changes, and why you should care.

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

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

The currently dominant sales processes aren’t able to generate enough leads nor provide proper differentiation for MSPs. This undermines any chance for predictable growth. When they aren’t able to win new business in a predictable way, managed services providers can’t grow, develop new services, hire the ‘A’ players, develop internal processes or scale. The root problem is that the current transactional (the client is looking for an IT provider) and solution (IT Infrastructure or NIST Cybersecurity Assessments) sales models are reactionary. These methods assume that the client understands the problem and has a pretty good idea of the solution they’re looking for. These models don’t enable the managed services provider to elevate the message, educate the client about what’s important, differentiate the MSP’s offering, set proper expectations, or start a conversation without a buying intent. The IT consultative sales process does all of that and thus provides far more predictability.

If you are reading this blog, it’s likely that you’re the best managed IT service provider in town, you have the most mature offering, hire and train the best people, and have the best internal processes an MSP can imagine. However, it’s also probable that your sales are just not at the level you want them to be. You are not alone. Even the best MSPs have issues with sales. But underperformance in sales is only one symptom of the problem. The root cause is that your sales are not predictable, and this leads to all sorts of issues. Let's dig into the cause, then see what you can do, then develop a plan to make this happen!

The narrative is about to change now. With the recession coming only high-value and proven partnerships are going to last. All fat is going to be on the chopping block. High-value strategic relationships with technology providers will be critical for all organizations. In this blog I teamed up with Rich Anderson to probe some thoughts on the opportunities and conduct a practical walkthrough with inspiration on how to actually do it.

Thoughts from our Covid-19 Remote Work Readiness Webinars

We're certainly living in unprecedented times right now. With many businesses looking to stay productive while sending staff home to work, there's never been a time when technology has been so crucial to the economy. Now is the time for MSPs and IT Solutions Providers to leadership with technology solutions that will save their clients. 

In our previous blog post, we reviewed how we typically see our vCIO community members from 2019, so now let’s look at another report regarding our other active community of more than 700 account managers that are working with us today.

Are you struggling to sell Managed Services?

If you are struggling to sell services, don't worry, you are not alone. MSPs of all sizes are feeling the pinch when it comes to sales, so this struggle is not exclusive to you. 

Factors such as increases in competition, frugal clients, poor product positioning, diminishing referrals and lack of overall strategy, cumulatively contribute to a continual decline in sales.

Leads are at an all time low and the cost of generating leads is at an all time high. In light of this, it is more important than ever to utilize ways to set yourself apart from the crowd, secure your role as an industry expert and thus, gain credibility from existing and future clients.

I am happy to introduce the sets of software features, updated templates, expert guide content and super specific programs to accelerate your growth! If your Account Management is not producing project revenues, your vCIO is not getting paid for advice, your Sales people are not getting leads or your cyber security services are not being sold then this release is for you! This is what we are going to cover:

1. New Software Features for Growth
2. Expert Guides for Growth
3. Role Specific Programs for Growth
4. Quarterly Sprints for Growth