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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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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Marketopia CEO Terry Hedden to Deliver Cloud Services Presentation for Resellers at MSPEXPO

Marketopia CEO Terry Hedden to Deliver Cloud Services Presentation for Resellers at MSPEXPO

“Leveraging Cloud Services in the SMB” session to help identify new cloud service opportunities for managed service providers; presented during January 25 – 28 ITEXPO conference in Fort Lauderdale

January 21, 2016—ST. PETERSBURG, Fla.—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, today announced that Chief Executive Officer Terry Hedden is presenting a session entitled “Leveraging Cloud Services in the SMB.” The hour-long presentation will be delivered at MSPEXPO—a part of ITEXPO, the only event dedicated to communications solutions for the enterprise mid-market, resellers and service providers.

 

ITEXPO and MSPEXPO attendees can also visit Marketopia at booth #241.

Hedden’s presentation is targeted at managed service providers and resellers seeking new opportunities to sell cloud services and ways cloud services can increase their IT sales and revenues, as well as grow their business. Hedden is scheduled to begin at 2PM, Tuesday, January 26, 2016, at the Greater Ft. Lauderdale/Broward County Convention Center in Fort Lauderdale, Florida. To register for the event and attend Hedden’s presentation, click here.

 

Hedden’s session focuses on:

  • Key business trends driving the use of cloud services
  • New opportunities for MSP and reseller businesses
  • Ways to leverage the proliferation of cloud-based UCC and PBXs
  • Creating a revenue model by delivering business apps in the cloud
  • The evolution of on-premises to cloud and what it mean for resellers and their end users

 

To read the press release online at PRNewswire, click here.

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Marketopia CEO Terry Hedden Offers MSP Sales & Marketing Training at 11th Annual IT Nation 2015

Marketopia CEO Terry Hedden Offers MSP Sales & Marketing Training at 11th Annual IT Nation 2015

St. Petersburg, Fla., November 9, 2015 (Newswire) – Marketopia, a marketing agency specializing in innovative and powerful demand generation, marketing and sales solutions and team training for IT service companies, today announced that Chief Executive Officer Terry Hedden is offering a training course entitled “Secrets to Creating an MSP Sales Machine” at the 11th annual IT Nation 2015, considered the largest event in the technology solution provider industry.

The sales and marketing presentation—targeted at IT management to increase IT sales and improve IT marketing for boosting IT business growth—is scheduled to begin at 1PM, Wednesday, November 11, 2015, at the Hyatt Regency in Orlando, Florida. To register for the training course, click here.

IT Nation attendees can visit Marketopia—an event partner with ConnectWise and also an exhibitor at IT Nation—at booth #1017.

Hedden’s training course is designed for IT sales and business leaders to learn a proven IT marketing and sales methodology they can immediately implement in their MSP business. They will discover the essentials of marketing and how to develop marketing, public relations and referral program strategies customized for their business using a templated approach. IT management leaders will also be taught during the course the best way to hire a salesperson that will efficiently close deals.

Finally, attendees will leave the presentation understanding how to create a proposal that improves their close ratio and gets more business signed. Essentially, participants will be able to:

  • Effectively sell and close managed IT services deals
  • Find, grow and develop successful sales professionals
  • Generate proposals and quotes that get signed
  • Create a Marketing Lead Machine

 

For more information and details about Hedden’spresentation, click here.

“Sales and marketing methods for managed IT services continue to progress and grow,” Hedden said. “The objective is to educate IT leadership about the strategies needed to quickly develop their MSP business. We will teach them to better understand the value of sales strategies and marketing campaigns.”

To register for the four-hour event and get more details about the session, go to theITnation.com/agenda/conference-agenda. The cost for enrolling in this course is $199.

To read the press release online, click here.

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Cheers to Us! The Marketopia Family Celebrates a Special Milestone

Cheers to Us! The Marketopia Family Celebrates a Special Milestone

Last week marked the first-year anniversary of Marketopia!

August 26, 2014. It’s the day we opened our doors for business near downtown St. Petersburg, Florida. It’s the day we brought together our many years of channel IT expertise, channel sales and marketing experience and deep industry relationships. It’s the day we set out to improve – no, catapult to the stars – the businesses of resellers, MSPs, VARs, distributors and technology vendors.

A year later, we are proud of what we’ve accomplished. We’re exuberant about the growth of our clients. We’re excited about the notches in our belt as we’ve tightened our focus to enable us to grow and grow for years to come by helping make a difference for technology companies.

One year is a big milestone for any company. That goes doubly for us, a unique business focused on igniting and launching sales and marketing solutions for IT services firms.

So, we want to share a bit of perspective on what we’ve accomplished during the past 12 months:

  • We were selected and honored as a Worldwide Top Channel Influencer in 2015 by Penton Technology Group’s TheVARGuy.com.
  • We were recognized as a prominent Vendor to Watch by The ChannelPro Network.
  • We have appeared and spoken at nearly 60 industry events, reaching more than 25,000 resellers.
  • We have contributed, and continue to do so, to Penton’s IdeaXchange at MSPmentor.net, TalkinCloud.com and TheVARGuy.com.
  • We have launched the 4u2grow international roadshow dedicated to helping MSPs grow.
  • We have added Appointment Setting and Prospect Engagement Consultant teams as part of our sales and marketing services for clients.
  • We have staffed our company team with more than 20 members committed to client success.
  • We have reported 100% company growth during each fiscal quarter.

 

A whirlwind of a year down the road, we now look back with gratitude to the many that have put their faith in Marketopia. We are proud of what we have been able to do together so far, and are excited about the tremendous growth and change that 2015 has brought for us, our clients and our partners.

 

Looking Forward to Year #2

It has been a great year, and we have even bigger plans for next year. Enlarging our team to handle even more clients. Expanding our sales and marketing services to keep our reseller and MSP clients growing. Working with technology vendors to develop their channel sales in ways they have never thought of before us. And, much more.

We have learned a lot, heard great feedback from our communities, and remain hard at work every day on fulfilling our mission to become the most trusted sales and marketing IT services agency. We believe now, more than ever, that Marketopia can help transform and evolve IT services firms for the better.

Let’s make this next year even more than last year. Cheers, and happy anniversary to us!

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