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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Here’s Another Way to Grow Your MSP Business: Transition to Sell Cloud

Here’s Another Way to Grow Your MSP Business: Transition to Sell Cloud

We were on the road again last week. This time on the West Coast in sunny California. Los Angeles to be exact. We were invited by our partner CompTIA to help present a five-module cloud training course for attendees to earn their Executive Certificate in Cloud.

Marketopia CEO Terry Hedden (@thedden03) led the sales module. It was entitled “Selling Your Cloud Solutions.” He spoke directly to those who are new to selling cloud solutions or simply want to improve their results.

In case you weren’t able to make it out to LA last week, we’ve broken down and truncated Terry’s presentation here so you can also rake in the benefits of making a successful transition to selling cloud solutions.

 

Evolve Your Sales Team & Process

When you make the move to selling cloud solutions and cloud management services, you will quickly realize that to be successful, you need to make a few changes to how you sell.

However, if you take in and execute each of the following steps, you’ll be well on your way to joining the best-in-class solution providers who have already successfully embraced the cloud business transformation.

 

New Sales Model: There are two different sales paths you can take.

  • An integrated approach is when an existing sales team represents cloud solutions.
  • A separate approach establishes a separate cloud-focused sales group.

 

Sales Team Makeup & Skills: In order to develop an effective cloud sales team, there are three different types of roles you need to put in place.

Consultative Sales Executives – Focus on finding what’s right for the client. In the integrated model, they will understand when an on-premise solution is a better fit.
Inside Sales Team – This team is well-versed in selecting cloud solution opportunities based on their understanding of their clients.
Account Managers – They help nurture the recurring revenue stream associated with cloud solutions being sold.

 

Updated Sales Messages: After you make the move to cloud, your sales team will be engaging in new conversations with prospective clients. There are four primary messages they must convey:

  • Access to New Solutions
  • Lower Total Costs
  • Operating Expenses (OPEX) vs. Capital Expenditure (CAPEX)
  • Business Growth

 

Stronger Sales Process: You will also need to adjust your sales process. Specifically:

  • Demand Generation – Identify well-qualified leads.
  • Sales Close – Have a sales team that sticks to the script and doesn’t negotiate.
  • Account Management – Renewals are critical for the recurring sales model.

 

Sales Compensation: Opposed to the traditional IT sale, selling cloud delivers its revenue on a steady subscription instead of a one-time payment. This leads to new ways to pay your sales team. Whether it’s annuity payments, up-front disbursements or incentives, you have to discover which one will work best for your team and business.

It’s no secret that nowadays the cloud is affecting all businesses. Current and potential cloud clients can be identified across the entire spectrum from small business to mid-size business to the enterprise. No matter which client segment your managed service provider business serves, there’s plenty of opportunity through offering public, private or hybrid cloud solutions.

Of course, these companies are looking to grow. Access to previously unavailable technologies is allowing them to improve their business efficiency. Because cloud service adaptation is increasing faster than many expected a few years ago, now’s the time for your MSP business to embrace the transformation to selling cloud.

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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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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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