5 Marketing Habits That Keep Your MSP Business from Growing

5 Marketing Habits That Keep Your MSP Business from Growing

In our last blog, we share how you can combat the idea that MSPs won’t give you the support you need when you need it . In other series blogs, we also covered the common myth that MSPs are determined to replace your existing team, and the myth that MSPs are too expensive. Now let’s take a look at a major concern: security.

Are your clients still on the fence when it comes to relying on an MSP vs internal IT? Do they worry that it will mean a serious risk to their security? They’re not alone, but we’re here to dispel that myth with some serious facts to help you ease their concerns and earn their business.

70% of businesses would prefer to pay for support in matters of cybersecurity, rather than do it themselves.
Your clients are likely among those businesses, focused on keeping security strong but not armed with the right staff, resources or expertise to take it on in-house. So now they’re worried about how to staff up or working on understanding managed services and how they might be able to help.

 

What Do MSPs Do?MSP vs internal IT – busting MSP myths

Well, when it comes to security, a lot. Security is one of the top five concerns for businesses all over the world right now, which means your clients are just as worried about it as you are. But handing over access to their most important data and systems makes your clients understandably nervous about security risks. It’s up to you to help them understand that you’re on their side, an expert in locking down their security and ready to make security simpler.

Your clients need to hear that you have their security top of mind. Help reassure them by reinforcing your focus on being ahead of new attacks, and recommit to your position as their cloud guru, ready and able to help them move everything to the cloud without risking their vital information.

 

Advanced Security Protection

Just like the rest of the managed service provider industry, you are devoting time and resources to making sure your clients can work on-site or migrate to the cloud with minimal downtime and maximum protection. As you speak to current and potential clients, let them know that security is one of the main reasons a company will choose to work with an MSP, and help them see that you’re the one who will armor their businesses against threats, allowing them to focus on growing faster thanks to your proactive protection.

If you’re talking to companies looking for IT managed services, leverage security as a foot in the door instead of a roadblock. Counter their concerns with your expertise, dedication and focus, and you’ll start seeing the benefits as new and existing clients turn to you for their security needs.

It’s time to get the information you need to combat MSP myths and get down to the business of helping your clients succeed. Download our guide to Busting MSP Myths today.

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Sales & marketing strategy: Tips for MSP partners

Sales & marketing strategy: Tips for MSP partners

MSPs need sales and marketing in order to grow a company beyond the startup stage. Industry executives provide their views on how to build such capabilities.

Every managed service provider wants a competitive edge.

However, to achieve this goal MSPs know they must have a clear picture of the market they want to serve, recognize what specific IT skills they are best at delivering and tailor a sales and marketing strategy that calms customers’ fears and builds a relationship of trust.

No one doubts that developing a comprehensive sales and marketing strategy has been a struggle for many MSPs, particularly smaller companies founded by engineers that have tended to emphasize technical skills and rely strictly on word of mouth to win clients to their business.

“Most MSPs are led by individuals with strong technical skills but little formal training in, or understanding of, sales and the sales process,” said Peter Kujawa, president of Locknet Managed IT Services, an MSP based in Onalaska, Wis., and a division of EO Johnson Business Technologies. “I find that many of these MSPs look at sales as a low-skill occupation and something that anyone should be able to do, and this is not correct. Great salespeople and sales managers are every bit as skilled as great technical employees.”

As MSPs find a way to transition from a customer referrals-based business to a more formalized sales and marketing practice, they also have to keep up with customer demands for new technology. With the rise of cloud computing, the elevated concern over cyber-attacks and the emergence of other technologies such as mobile devices and big data analytics, MSPs are finding that customers are more tech savvy and their IT demands are constantly changing.

Selling IT to customers has also changed. In recent years there’s been a shift from selling products to selling services which requires a different sales and marketing model from the one used by other channel businesses such as value-added resellers (VARs).

Read the rest of the story at https://searchitchannel.techtarget.com/feature/Sales-and-marketing-strategy-Tips-for-MSP-partners.

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Build Your MSP Business with Co-Managed IT Solutions: Start the Conversation with Clients

Build Your MSP Business with Co-Managed IT Solutions: Start the Conversation with Clients

Marketopia CEO Terry Hedden (@thedden03) left the sunshine state last week and braved the cold of the Midwest. He did receive a warm reception, though, speaking at the IP Pathways’ 2016 IT Trends Event during three days in Des Moines, Iowa, Kansas City, Missouri and Omaha, Nebraska.

At each presentation, midmarket CIOs in attendance were able to learn about:

  • The changes in the IT business
  • How IT is delivered
  • Ways clients adapt to IT approaches to remain relevant

 

Terry’s presentation included CompTIA research that gave insight to how mid-markets and enterprises view and use managed service providers (MSPs) for IT services.

MSPs can also benefit from this intelligence. You can gain a better understanding of your prospective clients, enabling you to better position your business for success. Here’s a summary of Terry’s presentation entitled “Trends in Mid-Market & Enterprise Use of Managed Service Providers.”

 

Challenges Midmarket & Enterprise Firms Face with MSPs

More than 90% of end-user businesses are “very familiar” or “somewhat familiar” with the managed services model. However, 51% of those businesses don’t outsource any of their IT functions. The reason is that many have concerns about outsourcing business functions.

 

Top Inhibitors of Managed Services Adoptions:

  • Skepticism over cost savings/return on investment (ROI)
  • General lack of need
  • Reluctance to outsource to an outside company
  • Perceived loss of control by IT or operations staff
  • Concern over disruptions during transition
  • Difficulty finding a qualified MSP
  • Concerns about pulling IT back in house if things go wrong
  • Lack of understanding of how an MSP works in a real-world setting
  • Overcoming a negative experience with an MSP or IT outsourcing

 

How Midmarket & Enterprise Firms Are Using MSPs

Even though these concerns exist, a CompTIA study shows that 50% of businesses not currently using managed services will consider using an outside IT firm in the future. Already, 15% are now evaluating an outside IT firm.

Businesses are beginning to realize that with an MSP, they have the ability to offload work that they can’t do or that they don’t want to do. The benefits are outweighing businesses’ concerns, and many are moving towards outsourcing IT services.

 

Primary Factors Driving End-User Managed Services:

  • Improved efficiency
  • Enhanced security
  • Proactive approach to maintenance
  • Better ROI
  • Access to new technologies
  • Lack in-house IT for certain functions
  • Predictable pricing

 

Many businesses that already have an in-house IT team recognize that they cannot manage IT by themselves. They don’t have the resources or they simply don’t have enough time in the day. Essentially, they need more hands. In those cases, co-managed IT services makes sense.

By understanding the concerns and the primary factors that drive end-user managed services, MSPs can start the right conversations with prospective clients. You can easily give them peace of mind by settling their concerns.

Three phrases that should always resonate the most when it comes to sharing the benefits of co-managing and collaborating between an MSP and client are:

  • Reduce costs
  • Do more with less
  • Decrease, or even eliminate, downtime

 

At the end of the day, the more businesses know about your MSP business, the more likely they are to understand the full spectrum of benefits and see the necessity of co-managed IT services.

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Marketopia Wins Best of Show at ITEXPO Florida 2016: TMC selects The Lead Machine as a top innovator on the ITEXPO show floor

Marketopia Wins Best of Show at ITEXPO Florida 2016: TMC selects The Lead Machine as a top innovator on the ITEXPO show floor

NORWALK, Conn., February 4, 2016 (Newswire.com) – Marketopia, an IT marketing agency specializing in innovative and powerful demand generation, marketing and sales solutions as well as team training for IT service companies, announced today that The Lead Machine marketing services platform was selected as a winner of the Best of Show Award for Most Innovative Product at ITEXPO, held January 25-28, 2016, at the Greater Ft. Lauderdale/Broward County Convention Center in Fort Lauderdale, Florida. Winners of the prestigious Best of Show Award program are reserved for products or services that demonstrate raw creativity and technological innovation.

Marketopia’s The Lead Machine is a marketing services platform uniquely positioned to deliver expertise throughout the entire IT channel from software, hardware and cloud vendors to distributors, managed service providers (MSPs) and resellers (VARs). The company’s system is based on real-world knowledge. Marketopia uses an enterprise-class technology platform, channel marketing experience and deep industry relationships to create a revolutionary approach to outsourced marketing and sales empowerment for IT service companies seeking to grow leads, sales and profit.

“We are thrilled to be recognized and rewarded for the Most Innovative Product award,” said TerryHedden @thedden03, CEO, Marketopia. “Our team has been putting forth great effort to rev up The Lead Machine, empowering MSPs and IT service companies to quickly grow their businesses.”

“The products and solutions nominated for the ITEXPO Best in Show Awards are a true reflection of the industry’s most innovative companies. It’s exciting to see what new technological developments the ITEXPO exhibitors have for us each year,” said Rich Tehrani, TMC CEO and conference chairman. “We are pleased to honor Marketopia for their efforts and creativity in developing advanced, powerful solutions for the business technology marketplace.”

ITEXPO delivers programming that focuses on the latest technologies, regulations, essential issues and trends within the communications industry, including wireless and mobility, unified communication and collaboration solutions, VoIP solutions, cloud computing, customer experience and interaction, and much more. For the latest ITEXPO news, updates and information, follow on Twitter at @ITEXPO.

To read the entire press release, click here.

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And the 2016 ITEXPO Best of Show Award Winner Is …

And the 2016 ITEXPO Best of Show Award Winner Is …

As we’re just getting done shaking off the dust from our fun and successful road trip last week back from ITEXPO in Fort Lauderdale, we checked out our Twitter feeds and guess what we read?

“Congrats to Best in Show winners! … @MarketopiaTLM”

That’s right! #Marketopia won a 2016 ITEXPO Best in Show Award for Most Innovative Product.

An email from the marketing director at Technology Marketing Corporation (TMC)—the expo organizer—hit our inboxes soon after reading the tweet. After congratulating us for this prestigious honor, it read that “Our judges were very impressed with your entry.” Excitement coursed through Marketopia headquarters!

The annual industry award recognizes ITEXPO exhibitors who demonstrate creativity and technological innovation. It places a great emphasis on product feature sets, as well as innovative qualities and the degree to which it contributes to the development of future industry products and services. Needless to say, the judges had a tough job of selecting the winners during the event held January 25-28, 2016, at the Greater Ft. Lauderdale/Broward County Convention Center.

While at ITEXPO, our CEO Terry Hedden was part of a panel discussion about “Leveraging Cloud Services,” and he also led a session entitled “Sales & Marketing: Lessons Learned from the Trenches.” All week, you could find our team at the Marketopia booth talking shop with managed service providers and IT channel companies, having a great time.

“We are thrilled to be recognized and rewarded for the Most Innovative Product award,” Terry says. “Our team has been putting forth great effort to rev up The Lead Machine, empowering MSPs and IT service companies to quickly grow their businesses with more leads, more sales and more profit.”

Rich Tehrani, TMC CEO and conference chairman, said: “The products and solutions nominated for the ITEXPO Best in Show Awards are a true reflection of the industry’s most innovative companies. We are pleased to honor Marketopia for their efforts and creativity in developing advanced, powerful solutions for the business technology marketplace.”

Of course, we were just one amongst many amazing businesses that came out to ITEXPO this year. Here’s the full list of all the 2016 ITEXPO Best in Show Award winners.

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