http://www.mspu.us/feeds/videos.aspxen-usCopyright © 2012 Managed Services Provider University, Inc.Erick Simpson, Vice President and CIO, MSP University Rick Nucci, Founder and General Manager, Dell Boomihttp://www.mspu.us/premium/training/on-demand-video/free-training/cloud-mastery-state-of-the-industry-webcast.htmManaged Service Providers face a host of challenges in today's fast-paced environment. There's more innovation, and more competition, than ever before, so simply keeping up with technology while growing and maintaining a solid client base is a big challenge. It's also increasingly difficult to demonstrate that the managed service model provides long-term value to clients. So how do you turn these challenges into opportunities? This session features prominent cloud integration expert, Rick Nucci, who will arm you with the information to make a cloud integration business case - for your company and with your prospects and clients. Rick will also provide you with some useful tips for putting this information into action to jump-start revenue and profitability, and pull your company ahead of the competition in 2012 and beyond. 02/20/2012c264cbbd-ff96-4792-b4a9-d2f3b1dbe256Mike Semel/Business Continuity Technologies/VPhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr144-how-to-make-money.htmEveryone in IT knows about the large financial incentives given to healthcare providers through the 2009 ARRA HITECH Act. It’s a gold mine both for MSP’s who want to dive in and sell Electronic Medical Records (EMR) systems, and for those who just want to support networks for EMR systems sold by others. What you may not know is that the HITECH Act (Section 13401) requires business associates of HIPAA covered entities— including MSP’s —to comply with the HIPAA Security Rule just like doctors and hospitals, and face the same penalties for breaches. While compliance may seem like a big challenge, it also brings profitable opportunities to MSP’s for security assessments, network management services, data protection & recovery, and business continuity planning. Mike Semel, of Business Continuity Technologies, Las Vegas, is a Certified HIPAA Administrator and will explain how MSP’s can work with healthcare providers to help them comply with HIPAA. Mike will also show you ways you can secure your own organization to protect yourself against penalties.01/10/20121ca89ba6-3bd4-4e43-849a-6b8db175eddcDennis Houseknecht/Watsec/ MSM VP Partner Developmenthttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr145-car-crashes-and-security-breaches.htmLIABILITY: It can be about what you did, what you didn’t do, or what you should have done. It can be about a mistake you made, or a mistake someone THINKS you made. What happens if you or one of your clients becomes a victim of a cyber crime? The costs will be high. Who pays these costs? The risks are real and growing – a single incident can destroy a company. The Managed Services value proposition is based on planning, prevention, and being proactive. You are managing servers and firewalls and vendors, but how are managing risk? Successful business owners know that risk management is more cost effective than incident management. 12/16/2011ebb0bac0-faa9-4304-9308-50af7422535eBarbara Dove/Dove Help Desk/CEOhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt985-creating-a-lean-service-operation.htmYou have a working operation, but it’s just too costly. How do I get problems resolved more quickly? How do I eliminate them from happening at all? Why do I have to continually send people to client sites? We’ll explore some of these and how to use data to drive your decisions.12/16/201188553e82-41ef-44bc-9f4b-00c9eb09df3aRose Ryan, J.D./Fortinet/ MSS Business Analyst, Corporate Development and Strategic Allianceshttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr143-how-to-build-an-mssp-offering-with-a-security-appliance.htmInformative webinar discussing how you can build out your business and add a revenue stream by becoming a managed security service provider based upon the building block of a security appliance.12/05/20115e726d60-526a-42f4-85b3-b1b6885b7e49Liza Magcale, eLiaise, Inc.http://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr142-2011-year-end-organization-challenge.htmClear your voicemail, inbox and head in time for the holidays. Let’s identify what’s weighing you down and holding you back so you can start 2012 clear. Get ready for an interactive and solution-based conversation!12/05/20117c4b6371-11b7-4337-8caf-fb761538d400Frank Gurnee/President/Equushttp://www.mspu.us/premium/training/on-demand-video/sales/spt566-why-not-sell-more-managed-services-using-telecom-partnerships.htmSelling managed services can sometimes be tough. Typically end clients are not used to the associated recurring costs that come with this platform. Let us show you a way to close more deals and provide a “no brainer” solution to getting clients on board.This webinar will cover a proven method of selling more managed services utilizing partnerships with Telecom services companies. The fundamentals of providing a cost savings, which helps to justify the associated pricing of managed services, will be outlined. An introduction to a Master Telecom agent that can provide all of the necessary tools and experience will also be provided. This is a webinar that you will not want to miss! 11/21/201198862cf4-b14c-448b-a29e-f5e9a60f97f1Dennis Houseknecht/VP of Partner Development/WatSechttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr141-cyber-liability-protection-for-msps-and-their-clients.htmFind out how you can… 1. save money on your liability insurance and gain far greater insurance coverage… 2. generate ongoing annuity revenue while protecting your clients with the new security-as-a-service The Ultimate Firewall (TUF)™ *program… 3. have one of WatSec’s insurance partners close *TUF *cyber risk management sales business on *your *behalf for *your *clients and prospects… 4. gain an *advantage over your MSP competition by offering a unique and powerful new cyber risk management offering… 11/21/2011267aa7e8-7de5-4396-976b-8ba8d5a05395Frank Coker/Coreconnex/CEO and David Russell/Success With People/CEOhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr140-profitable-employees.htmMost MSPS agree that employee productivity is crucial to running a successful business, but few spend the time necessary to systematically measure employee contribution. Most do not have the systems necessary to track the financial performance of their people, nor the processes to fully engage employees so they think and act like owners. The right systems and processes can make a company much more profitable and a much more satisfying place to work.10/28/2011462aa66b-15c1-433c-9677-fa0f0e0b5b87Stuart Crawford/Ulistic/CEOhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt284-get-your-foot-in-the-door-with-managed-it-security.htmConcerned about clients moving to the cloud? Are your revenues shrinking because you are not selling servers any longer? Managed IT security is the perfect way to attract new business opportunities but how do you market managed IT security services. Do you turn to your vendor partners? Are you figuring out what concerns your clients have when it comes to security? How do you spread the word about your backup services? Register for this interactive webinar on Marketing Managed IT Security Services and get your foot in the door today.10/21/201100006ff4-a660-497f-9123-ce18abe36fddSuvish Viswanathan/ ManageEngine/ Product Consultant- Integrated IT Managementhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt283-best-practices-msps-should-adopt-for-efficient-it-management.htmIs selling new service just what MSPs can do to gain margins? MSP is a tough market to survive, there is a cut throat competition out there. Several best practices are tried out yet withouta significant change in customer acquisition rate and profit margins. Reputation is the single most important thing to success. How do to gain it? How can one ensure highest uptime of customer's IT? How can MSP look into the priorities clearly? How to manage SLAs accurately? This webinar will answer all such thought provoking questions.10/17/2011f15459c0-94f7-430f-91b5-db24462d1d09Thomas Porter, Ph.D. Sr. Analyst/Corporate Development & Strategic Allianceshttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt983-understanding-the-cloud-and-software-as-a-service.htmDr. Thomas Porter – a security industry expert and Senior Analyst in Fortinet’s Corporate Development & Strategic Alliances Group - will discuss the hot service delivery method of Software as a Service (SaaS). Attendees will learn from an industry expert where this suite of services fits into the Cloud architecture, and how this ground breaking service delivery methodology can enable rapid scaling, decreased CapEx, and increased end user capture for your organization.09/29/2011a8ca6282-53b4-4988-844a-36c7727d8c10Anupam Sahai/co-Founder and President, eGestalt Technologies Inc.http://www.mspu.us/premium/training/on-demand-video/marketing/mkt282-security-and-compliance-demystified.htmSecurity and Compliance (PCI/HIPAA/HITECH) is a complex and ever evolving subject affecting millions of SMB’s and large enterprises, including merchants, banks, health care businesses and business associates who sometimes may not know they need to be compliant!Attend this Webinar to learn the secrets and implementation best practices for security and compliance related issues that businesses are looking for to implement HIPAA/HITECH and PCI based security and compliance. 09/29/20115a69cb24-4607-480e-9d5e-a058100ef460Stuart Crawford/Ulistic Inc./CEOhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt278-mdf-funds-version-3a.htmEveryone wants leads and money from our vendors. But, getting money from our strategic vendors is tough work. During this webinar, marketing professional Stuart Crawford from Ulistic will share with you five simple and effective strategies to remove the complexities related to acquiring MDF dollars. Stuart over his 9 years as Vice President of Business Development successful used vendor money to market his MSP in the Calgary, Alberta market. How did he do this? Tune into this webinar and learn how.09/28/20114e7cdeda-2310-4b5b-a81f-1278b104dddcArvind Parthiban/ ManageEngine / Sr.Product Consultant - ITSMhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt981-top-5-itil-best-practices-msps-should-adopt.htmRecent buzz in the MSP world is ITIL. But the ITIL Ocean is filled with numerous Best Practice Tips for all cases and scenarios. Not all processes are relevant in an MSP environment; right processes must be chosen for every team/company. This webinar will talk about the right ITIL Processes & Best Practices that MSPs can adopt to run their business effectively. About the Author: Arvind Parthiban has over 6 years of experience in ITSM and has shown expertise in worldwide service desk implementations and consulting. As a high-skilled trainer and consultant, Arvind has assisted many global companies with their IT needs. In his recent white paper “When Reality Hits ITIL Implementations”, Arvind has insisted that it is very important to understand your environment and get the basics in ITIL right before proceeding any further.09/12/20117f976597-5179-4fc6-8388-1c21b417de4eErick Simpson/MSP University/ Vice President & CIOhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt982-the-role-and-importance-of-the-project-coordinator.pptx.htmWhat is a Project Coordinator, how is this role different from a Project Manager and when should you develop this role within your organization? At a certain point in any IT Practice’s growth, there will come a time when your Project Managers need assistance in procurement, scheduling and coordination of multiple Projects. A good Project Coordinator can help you deliver more Projects with less Project Managers more efficiently and cost-effectively.09/12/2011c7955e0f-1d29-41cc-8332-5b4903026cb5Jim Hare/eGestalthttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt277-guaranteed-ways-to-rapidly-grow-your-healthcare-business.htmAttend this Webinar to learn the secrets of these proven go to market techniques. Be the Business Associate, Be the Business Associate to the Business Associate and Viral selling.No one else has even thought of these concepts, must less perfected them. For the first time outside of eGestalt’s exclusive partner program we will reveal these secrets to MSPU members.09/12/20116d874c80-a3ba-4553-a24e-f76700fe8c2cSteve Elliott, Director of Professional Services – Verio. Meg Kinney, Exchange and SharePoint Product Specialist - Veriohttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr137-saas-and-professional-services-final.htmAre you looking for new ways to increase revenue, expand your solution offerings to fulfill more of your customer’s IT requirements without investing in additional resources or increasing capital expenses? Attend this webinar to learn how you can leverage SaaS and Professional Services to grow revenue without increasing your costs, learn what services are in highest demand and how you can easily offer them to your existing and new customers (it’s all about having the right solution for your customers when they need it!).09/12/201126807bee-5372-4284-9f43-30e273b59b7aStefanie Hammond/N-Able/ Senior Partner Development Specialisthttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr129-best-practices-and-steps-to-becoming-a-managed-services-provider.htmThis webinar will review the ‘Nice to Have’ and ‘The Need to Have’ Skills and Qualities needed to be Successful in the Managed Services Space.09/12/2011d9ff57be-78b3-46fa-adb1-812855dc3d4dErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/dash001-how-to-use-our-basic-training-dashboards-for-maximum-effectiveness.htmWatch this short video to learn how to utilize our training dashboards to make the most of your MSP University membership. Topics covered include a description of each component of the Dashboards including Webcasts, forms, tools, calculators, collateral, Peer Groups and Boot Camps and how to access them via Icon and traditional navigation. 08/29/201138ebf4da-2a03-4970-a2a5-2238b31d52c2Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/dash002-how-to-use-our-marketing-training-dashboards-for-maximum-effectiveness.htmWatch this short video to learn how to utilize our training dashboards to make the most of your MSP University membership. Topics covered include a description of each component of the Dashboards including Webcasts, forms, tools, calculators, collateral, Peer Groups and Boot Camps and how to access them via Icon and traditional navigation. 08/29/2011d2c5525b-138f-44f2-aedc-06b6bbd12eecErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/dash003-how-to-use-our-operations-training-dashboards-for-maximum-effectiveness.htmWatch this short video to learn how to utilize our training dashboards to make the most of your MSP University membership. Topics covered include a description of each component of the Dashboards including Webcasts, forms, tools, calculators, collateral, Peer Groups and Boot Camps and how to access them via Icon and traditional navigation. 08/29/20113d9a16aa-db2c-4e93-8fa3-9fd9da4f0c6fErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/dash004-how-to-use-our-sales-training-dashboards-for-maximum-effectiveness.htmWatch this short video to learn how to utilize our training dashboards to make the most of your MSP University membership. Topics covered include a description of each component of the Dashboards including Webcasts, forms, tools, calculators, collateral, Peer Groups and Boot Camps and how to access them via Icon and traditional navigation. 08/29/20116d383a67-8462-49e7-affc-a9ebe6d494d8Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/dash004-how-to-use-our-service-delivery-training-dashboards-for-maximum-effectiveness.htmWatch this short video to learn how to utilize our training dashboards to make the most of your MSP University membership. Topics covered include a description of each component of the Dashboards including Webcasts, forms, tools, calculators, collateral, Peer Groups and Boot Camps and how to access them via Icon and traditional navigation. 08/29/20113cf36486-7468-4660-99a4-90cd967ebec2Ivan Hurtt/Veriohttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt980-final-it-out-of-closet.htmIf you’re still managing your own server, it’s time to consider a hosted server. Whether you host applications, email or resell packaged solutions, managed servers remove the hassle of day-to-day management and provide a viable, more reliable alternative to doing it yourself. Join this webinar to discover the benefits and cost savings of using a managed server solution as we share real case uses with you.08/26/201160e955d9-5d4e-41dd-9542-b25e1e5d9ae0Rafael Sanguily/ MSPU/ Director of Business Developmenthttp://www.mspu.us/premium/training/on-demand-video/sales/spt560-step-6-closing.htmThis webinar will focus on strategies to close sales opportunities. Utilizing the 7 Step Sales Process and Question Based Selling Methodology the Sales Professional will be able to gain commitment from their clients and increase sales velocity. Learning how to avoid a few simple mistakes many sales professionals make along simple techniques to reduce risk and gain commitment will ensure higher close percentages and happier clients.08/26/2011d2cc3a63-491e-4b32-9c9a-9cf1b3535e64Rafael Sanguily/ MSPU/ Director of Business Developmenthttp://www.mspu.us/premium/training/on-demand-video/sales/spt559-step-5-overcoming-objections.htmThis webinar will focus on strategies to help overcome potential sales objections. Utilizing the 7 Step Sales Process and Question Based Selling Methodology the Sales Professional can overcome most objections. Utilizing a step by step process, you will understand what type of objection you are dealing with and the best methodology to clarify the “misunderstanding”.08/26/2011feda09c3-4617-4471-a1ce-d2a61ae36310Rafael Sanguily/MSP University/Director of Business Developmenthttp://www.mspu.us/premium/training/on-demand-video/sales/spt557-step-4-of-the-7-step-sales-process.htmThis session focuses on teaching attendees how to create powerful presentations for your solutions that follow that help close more opportunities. In this session you will learn how techniques on how to present to a group as well as one on one. We will cover best practices for putting your presentations together and create trial closes along the presentation08/26/20110b975390-aa17-43e0-b5c9-49320dfe9509Liza Magcale, eLiaise, Inc.http://www.mspu.us/premium/training/on-demand-video/sales/spt564-hardware-talk-to-the-end-user.htmYou are a technical genius! Your prospects and clients are not. Do you find that your audience doesn’t always understand what you’re trying to say? Learn tips and techniques that will allow you to explain difficult to understand topics and technical information so the average non-technical person can understand.08/26/2011e5404dc2-422f-42b0-8a85-6f302d6e2208Gary Beechum/MSP University/CEOhttp://www.mspu.us/premium/training/on-demand-video/sales/spt563-sales-professional-swot-2.htmThis session focuses on the mindset, activities, execution and accountability that distinguish a Sales Professional from a Sales Person. Concepts include preparation, training, organization, process, follow-up, cost, profitability and expectations. Attendees to this session will take away a new perspective on their sales teams' efforts and understand why their outcomes are what they are.08/26/2011fe3e677d-3ace-4886-bdb9-35f5dd5aeac9Rose Ryan, MSS Business Analyst and Tom Porter, MSS Technical Analyst at Fortinethttp://www.mspu.us/premium/training/on-demand-video/sales/spt561-how-to-get-explosive-growth-leveraging-managed-security-in-the-cloud.htmFortinet Managed Security experts will present an in-depth review of the mechanics of a cloud deployment and a CPE deployment. Learn the advantages of Cloud vs. CPE for your managed service offering. Fortinet Managed Security experts will walk you through the steps to determine the best path to market for you – cloud or CPE.08/26/201114afdc95-8a2e-4523-8684-cb66aab1c2b8Frank Gurnee, Equus MSP Solutions, Vice President Channel Saleshttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt979-hardware-as-a-service-demystified-deck.htmThe IT sacred code of silence will be broken forever in this webinar. Nowhere else has anyone dared to expose the SECRETS behind Hardware as a Service... This webinar will reveal the SECRETS behind providing Hardware as a Service as a solution to your clients and what it takes to provide this solution internally. 08/26/201111ba1105-a0f1-414a-8d91-302654c78925Jim Hare/eGestalt Technologies Inc./VP of World-Wide Saleshttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt978-learn-how-to-expand-your-business-by-offering-new-security-and-compliance-services.htmThere are over 600,000 small medical practices that need to be HIPAA compliant or face stiff fines and possible criminal penalties. Plus, under the new HITECH act (Feb 2010) all of their Business Associates (BA’s) are also required to be HIPAA compliant. There are millions BA’s in the US who are not HIPAA compliant. This is a huge, untapped market. Plus, if you have Healthcare customers YOU must be HIPAAHITECH compliant and be able to prove it.08/26/201178d4f577-62d1-4f8b-ab4c-5847a547dbb5John Papadopoulos/Allstate Capitalhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr138-growing-a-business.htmThere are a variety of financial products available in today’s marketplace to provide funds for all kinds of purchases including hardware. This presentation will take a look at the different financial products, and show how to take advantage of the different services available to you and your client to have acquisition power to grow your business. Learn how to obtain these products, the cost, tax ramifications, pros, cons and more….08/26/2011fe5575b9-7f1d-4d4a-8115-a4e09b97b696Erick Simpson/MSP University/ Vice President & CIOhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr136-pricing-and-positioning-cloud-computing-services-for-maximum-profits.htmWhat does it cost you to deliver Cloud Services to your clients, and how does this differ from delivering Managed Services? Do you know how to calculate the full burden of each of your billable technicians, along with your facilities and Cloud services burdens? This session will reveal how to determine your true service delivery costs – even for Cloud Services. Knowing how to calculate these costs will help you determine whether or not your bill rate or Cloud Services agreements are really netting you the margins you desire. Discover the secret that Best in Class Cloud and Managed Services Providers already know that helps them achieve 60% margins.08/26/20117f1a7010-54eb-4a35-b742-9e3206dbbf6eTony Lael/Corelyticshttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr135-how-to-manage-your-business-in-30-minutes-per-month.htmFinancial management has changed. Traditional accounting only enabled you to steer your business by looking in the rear-view mirror. Now, more and more partners are seeing out the windshield and practicing “Proactive Financial Management” where they use their accounting data to set goals, forecast performance and compare their performance with companies like them in the same Industry. In this session, we will discuss ways to proactively manage your business, make decisions and achieve goals. 08/26/2011d7333d3a-9699-4eff-88ff-05453fd84c3bGiovanni Sanguily/MSP University/Director of Marketinghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt275-leveraging-media.htmAre you using local or industry media to help you generate leads? Media is the best form of free advertising but it has to be done correctly. In this session, you will learn two tricks of the trade to generate media attention and make you the industry specialist and go to person.08/26/20111afdc2c1-e963-4e42-982f-9d965c071273Erick Simpson/MSP University/ Vice President & CIOhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt977-how-to-configure-your-psa-solution-to-maximize-its-effectiveness-in-portal-ticket-creation-incident-workflow-alerting-and-escalation.htmThis session reveals rock-solid configuration tips to configure your client portal to properly capture ticket type, subtype, impact, user, department, location and all other information needed to automatically assign incidents a priority and SLA, helping influence your clients to use your portal and reduce your labor costs. In addition, attendees will learn how to configure an extremely effective automated workflow and alerting process triggered by internal SLAs tied to ticket status to automate communications with your clients and insure adherence to their external SLAs.08/25/201195c900d4-8fb7-4146-ad7d-a1797518d1caStuart Crawford/Ulistic Inc./CEOhttp://www.mspu.us/premium/training/on-demand-video/sales/spt558-business-networking-101-version-2.htmReferrals and Leads are what drives business! Are you using your personal network of 250 people effectively? Many MSPs don’t but after this webinar you will. Stuart Crawford, MSP business consultant and marketing professional build IT Matters to $5 million in revenue on a shoe string marketing budget. They relied heavily on the business networks created to build their MSP business. Stuart will now share the secrets to effective B2B networking and show you how to avoid the black holes, pitfalls and time suckers that are out there and how to build an army of fans who feed you leads and opportunities. You don’t want to miss this webinar, you will walk away with three things you can put to work IMMEDIATELY.07/29/20119b3d8899-a21f-4d66-bbca-32ffa639120eErick Simpson, Vice President & CIO, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt967-itil-based-incident-management-best-practices-for-service-excellence.htmAs an MSP, your single biggest asset in winning the customer service battle and increased service and solution sales is also your greatest threat - your Service Desk. Establishing and enforcing consistent ITIL-based incident management procedures among every single one of your service desk and technical teams will yield positive improvement in the following areas; increased efficiencies resulting in improved profits, consistent customer experiences resulting in increased sales opportunities, reduction of risk resulting in less re-work and increased client satisfaction and Solid change management resulting in reduced errors.07/27/2011884971fc-e711-4cfc-864c-92a742d43923Rafael Sanguily/MSP University/Director of Business Developmenthttp://www.mspu.us/premium/training/on-demand-video/sales/spt556-qualifying-3-0.htmThis session focuses on teaching attendees how to create powerful presentations for your solutions that follow that help close more opportunities. In this session you will learn how techniques on how to present to a group as well as one on one. We will cover best practices for putting your presentations together and create trial closes along the presentation.07/15/2011691e36ee-202a-4ab7-ae64-4d7497d11bd3Rafael Sanguily/ MSPU/ Director of Business Development http://www.mspu.us/premium/training/on-demand-video/sales/spt554-creating-win-win-sales-comp-plan-3-0.htmThis webinar will focus on strategies to help create best in class compensation plans that help focus the sales professional’s efforts in areas that drive the most revenue for the company and allow for accountability. You will learn how to develop a simple compensation plan that is in line with realistic sales goals and what how set proper sales expectations with sales professionals.07/15/2011ba737c31-d357-4499-a6ae-e6c19ab7e076Rafael Sanguily/ MSPU/ Director of Business Developmenthttp://www.mspu.us/premium/training/on-demand-video/sales/spt553-warm-up-3-0.htmUltimately, people buy from people they like. This Webcast reveals the necessary sales techniques to build a connection with a potential client that is meeting you for the very first time. When you understand how you are perceived in an engagement with a client you can prepare yourself to connect with them more effectively, accelerating the sales process and closing opportunities much more easily.07/15/201151c2f6ea-d2a9-4e27-839c-5da359b854dfFrank E. Coker/CoreConnex, Inc./President and CEOhttp://www.mspu.us/premium/training/on-demand-video/sales/spt555-when-new-sales-can-wreck-your-business.htmNot all sales are good for their business. Some believe that most business problems can be solved simply by generating more sales. While there are companies that have turned on the growth rockets to a successful future, many more have poured rocket fuel on their businesses only to see them blow apart on the launching pad. With a basic understanding of key business principles, many problems can be avoided and business owners can know with certainty when sales and marketing are working. Join us to take a closer look. 07/13/20119afa6a7e-7093-4da7-9fa7-ad49e254f3dcEarle Humphreys/ITEEx/CEOhttp://www.mspu.us/premium/training/on-demand-video/sales/spt549-selling-security-in-smb-market.htmHow to sell high margin security services to SMB clients? Which services are desired/needed & how to close clients? How to build or acquire security services?07/11/20112dd9f501-9dfc-40c4-9cf5-ceb51ab43ce9Rafael Sanguily/MSP University/Director of Business Developmenthttp://www.mspu.us/premium/training/on-demand-video/sales/spt551-strategic-prep-and-prospecting.htmThis session focuses on teaching attendees how to identify and forecast the amount of revenue that can be gained from their existing clients through a systematic process of marketing existing and new solutions to them and through transitioning them to a managed services revenue model. Additionally, we will cover how to develop specific KPIs from the existing client portfolio to ensure successful management of each sales professional.07/05/201178d94ce5-2fbc-48a8-b899-7ceec2a8546aSteve Valentino, Director of Sales & Marketing, Results Softwarehttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt272-warning-effective-marketing-principles-can-be-habit-forming.htmCome explore with us some of the key ideas and strategies that every successful company must address in order to make sure the proper message is targeting the correct audience for the right product. Every successful organization has a defined marketing strategy with measureable value … are you satisfied with yours?07/03/2011aa9ff49b-474a-40c2-a4a2-f6779e3c42c6Liza Magcale, eLiaise, Inc.http://www.mspu.us/premium/training/on-demand-video/marketing/mkt271-who-can-manage-my-marketing-campaign.htmHave you have determined what products and services are of interest to customers? Do you have a strategy to use in sales, communication and business development? Do you have an integrated process through which you build strong customer relationships? Do you have the time to effectively manage a marketing campaign?07/03/20113745580c-248b-4c05-9fc0-a6f103f12feaIvan Hurtt,Verio, Sr. Manager, Product Managementhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr134-create-a-profitable-online-business.htmIn this day and age we are all looking for ways to add new revenue streams to our business, especially ones that add recurring monthly revenue! Attend this webinar to learn how MSPs and solution providers are evolving their business to provide Cloud-based and SaaS solutions to fulfill more of their customers’ IT requirements while increasing their profits and monthly recurring revenue.07/03/20116922ab86-b4b4-47e3-b92c-dd368aa76f4fRafael Sanguily/MSP University/Director of Business Developmenthttp://www.mspu.us/premium/training/on-demand-video/sales/spt552-client-solution-roadmap-profitability-matrix-and-sales-kpi.htmThis session focuses on teaching attendees how to identify and forecast the amount of revenue that can be gained from their existing clients through a systematic process of marketing existing and new solutions to them and through transitioning them to a managed services revenue model. Additionally, we will cover how to develop specific KPIs from the existing client portfolio to ensure successful management of each sales professional.07/03/2011f16df8bb-1333-4d8d-a1c1-af85eb0bf636Stuart Crawford/Ulistic, Inc./CEOhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt270-highly-effective-strategies-to-gather-media-attention.htmThe media is your friend, when you learn about to harness the power of the media as part of your MSP marketing. Gaining media attention and industry recognition will propel you over the competition and make you the industry expert in your target marketing and business community. Stuart Crawford is a MSP marketing consultant with Ulistic and learn the secret of how to gain attention with the media early in his MSP career. Now, media writes about him without pitching. In this webinar, he will show you how and the secrets he gathered over the years.06/30/2011f7451763-1f0f-49c3-b4df-6f90802ca8cfStefanie Hammond/N-Able/ Senior Partner Development Specialisthttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt974-pricing-your-managed-services-programs.htmA discussion around the various items an MSP needs to consider when putting together their managed services quotes and will discuss the pros and cons of ‘packaged pricing’ vs. ‘per device’ pricing.06/24/2011cee0b044-5420-4e3d-889f-2bcf32b6e2c2Peter Caperonis/Altevahttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt269-gain-revenue-and-help-your-customers-by-adding-uc-solutions-to-your-portfolio.htmHosted Unified Communications (UC) services offer a way to increase your commissions and provide a good reason to contact your customers and sub agents. Increase your customers’ efficiency through the use of Instant Messaging, Video Conferencing, Desktop Collaboration, Audio and Web Conferencing, and Voice-Enabled Exchange. Not only will you improve their communications ,but you will also solidify yourself as a trusted partner to them, and gain experience in the next paradigm of cloud-based communications technology. Join our webinar to learn more about these technologies and how you and your customers can benefit from them.06/24/20114cc255c7-9a9d-4163-9a82-dcaeba868a94Stefanie Hammond/N-Able/ Senior Partner Development Specialisthttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt973-program-development-best-practices.htmA discussion focused on the importance of KNOW THY CUSTOMER when developing your managed services programs. It is important to know WHO you are selling to so that you know WHAT to build into your programs. This seminar will also review the different types of Programs that exist on the Program Development spectrum and discuss the typical CORE and OPTIONAL features that MSPs include in their various program packages.06/17/20116b645eae-3509-480b-8949-3ce4af2733ccDrew Savage, Director MSS Strategy and Business Development at Fortinethttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt268-tactical-managed-security-marketing-for-the-small-and-midsized-business.htmWouldn’t it be great if there were ways to have fresh positioning points deliver themselves to your inbox, for FREE? In this session our guest speaker, Drew Savage Director MSS Strategy and Business Development for Fortinet will outline the use of freely available resources in order to create topical and timely messaging for the SMB end user. These technques are ideal for the smaller consumer of services for soluton sellng in a transactional environment. Learn how you can use free tools and free information to create points that will; secure that next meeting, absolutly qualify an opportunity while supporting the proper positioning of your service.06/17/2011b9f53738-ac7a-4a42-84e2-15a64fce4bdaSteve Valentino/Results Software/Director of Sales & Marketinghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt267-effective-marketing-principles-that-every-business-can-use.htmMarketing isn’t just a series of activities that a business does; it is the result of what your business actually is … and it begins with You. If you have a world class product or service but still struggle with messaging, then join our webinar as we explore the What, Why and How of effective marketing strategies that every business owner needs to know.06/17/2011e06c52db-88d0-4810-8bf0-6ab8aee71beeStuart Crawford/Ulistic/CEOhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt266-4-sure-fire-marketing-tips-for-instant-success.htmWhere do you spend your time when you market your business? How many deals have you lost simply because your clients had no idea what you fully offer? In this webinar, you will learn four methods that you can instantly deploy in your MSP business that will net you results. Stuart Crawford built a successful MSP practice on communication and sound marketing strategies. He is now going to share the how he built a $5M MSP with 30 employees in 8 years using marketing that creates an impact. You don’t want to miss this one!06/17/20110ff78c0b-d079-408a-b585-776c83bc970cBarbara Dove/Dove Help Desk/President & CEOhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt262-networking-marketing-and-you.htmHow do you reach out to people at local event, where do you hold your cards, when should you eat, who should you talk with? We’ll discuss how to make the most of networking events to increase your pipeline and market your business.06/02/2011bb238d4d-37b4-42e8-a090-cc5592fb3fcdDrew Savage, Director MSSP, Americas Service Provider and Carrier Group at Fortinethttp://www.mspu.us/premium/training/on-demand-video/sales/spt548-understand-the-critical-role-of-managed-security-for-the-msp.htmBusinesses of all sizes have the same requirements for enterprise-grade security but often lack the in-house expertise and man-power needed to deploy and monitor their security products. This webinar will help you understand today’s complex security risks, the role of unified threat management in a web 2.0 environment and the impact that comprehensive managed security can have for your customers. You will learn how to become a resource for your customers and provide the security knowledge and support they lack. This information will cover all functions of business.06/02/2011bdcd7849-b41e-48ca-a586-f4825dfbcb63Mike Semel, VP, Business Continuity Technologies & Lester Keizer, CEO, XiloCorehttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr130-bigger-sales-better-relationships-thru-business-continuity.htmCompanies make IT decisions at the departmental level, but Business Continuity decisions are made at the Executive level. Learn a few easy steps to getting to the CEOs & CFOs at banks, healthcare institutions, government organizations, and school districts to offer them consulting and technical services that address their high-level compliance and business needs. Your engagements will be more profitable, and your relationships will be stronger when you get the C-level executives to trust you to help them meet their goals. You can sell Business Continuity for more than just data – including VOIP, servers, personnel, etc.06/02/2011415bca62-a139-496c-9b1b-bca734171915Stuart Crawford/Ulistichttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt264-vendors-the-forgotten-part-of-your-marketing-plan.htmOne of the most often overlooked part of any MSP marketing strategy are your vendors. In this webinar, managed services marketing professional Stuart Crawford will share three easy ways to execute strategies on how to create long-lasting relationships with your top vendor partners. Vendors play a crucial role in your success and it is time that you learn how to best nurture these strategic relationships. Learn about strong relationships that provide the building blocks to growth. Stuart will share strategies on how to maximize marketing dollars available to your business and how to obtain MDF. Stuart will also share the importance of vendor awards and how to win the hearts of the CEO.05/23/2011becbdf5d-a904-4f68-9f0c-193a8b84b73cMike Semel, VP, Business Continuity Technologies & Lester Keizer, CEO, XiloCorehttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr132-vertical-markets-you-can-attack-for-profit-and-recurring-part-2.htmAccording to Forrester Research September 2, 2011, Business Continuity and Disaster Recovery are top I.T. priorities for 2010 and 2011. It is the biggest potential recurring revenue stream for MSP’s today. Currently a $2 Billion market. BC/DR is the most important vertical for MSP’s and sadly the most neglected. 05/19/20119f21f5c4-93dd-436e-a0c0-ceb00a38248dEarle Humphreys/Iteex/CEOhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt971-addressing-client-cloud-security-issues.htmAssess how, what & when clients should move to cloud05/19/2011b5340c43-359d-4cd2-a0dc-34aa2c5d8ec4Stefanie Hammond/N-Able/ Senior Partner Development Specialisthttp://www.mspu.us/premium/training/on-demand-video/sales/spt545-how-to-accelerate-your-managed-services-sales-cycle.htmThis session reveals the 6 critical steps of a typical Managed Services Sales Cycle and reveal effective methods to help accelerate and navigate your customers through the process to close more business more quickly.05/19/2011a19a552b-cff2-40da-8884-cd84620b6247Liza Magcale, eLiaise, Inc.http://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt975-when-is-it-time-to-hire-an-assistant.htmAre you overwhelmed? Do you want to do more with your business? Need more time? Find out whether or not you are ready to start the delegation process and how to start.05/19/20114fe56b50-2d20-4f35-9d3d-49443209284eStefanie Hammond/N-Able/ Senior Partner Development Specialisthttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt260-finding-new-customers-through-an-effective-lead-gen-strategy.htmThis seminar will discuss various marketing strategies that an MSP can deploy to help generate new managed services sales. The ‘a la carte services strategy’ will be discussed, along with other promotional ideas that can be used to convert break/fix clients into contract managed services clients for your business.05/19/2011b47d22f6-0de7-45b3-bc03-10f93a62605eGavin Garbutt, Co-Founder and CEO, N-able Technologieshttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt976-based-incident-management-best-practices-for-service-excellence.htmThis informative webinar reveals how MSPs can win new business and build recurring revenues. Gavin will share details on how N-able saves MSPs thousands of dollars while providing all the tools, sales and marketing programs necessary in order to become an Elite MSP. In addition, Robert Grapes; Director of Product Management, shares exciting new features available with N-central 8 and how N-able's Elite partners manage 500 devices per help desk technician.05/19/2011ce32bb36-96b7-4615-8247-fdfa4997ba9fStefanie Hammond/N-Able/ Senior Partner Development Specialisthttp://www.mspu.us/premium/training/on-demand-video/sales/spt544-creating-the-need-and-selling-the-benefits-of-managed-services.htmThis seminar is focused on getting the information you need! This seminar will provide an overview of the key questions an MSP should be asking their customers/prospects during the initial meeting to create interest in their managed services solution and will discuss strategies to overcome any objections they may hear – all in an effort to move your customers/prospects forward through the sales cycle to a closed deal.05/19/201185cf2c0d-eabd-4c44-bf41-031bcd09cecfMike Semel, VP, Business Continuity Technologies & Lester Keizer, CEO, XiloCorehttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr131-vertical-markets-you-can-attack-for-profit-and-recurring-revenue.htmCustomers have never heard of Managed Services, but they know what they need for their specific industry. School districts need E-rate projects, banks and healthcare need Business Continuity, and legal firms need bulletproof networks they can access from anywhere with any device.04/22/2011aff26b5a-2813-430b-bf63-57937badf153Michael Honig/ Results Software/Sr. Director of Business Developmenthttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt963-crm-solutions-for-medical-specialty-providers-equals-growth-for-them-and-for-you.htmLearn how Medical Specialty providers are leveraging CRM functionality to grow their practice and improve client services. You should be aware of the appropriate application of CRM technology and who the best prospects are, and aren’t. CRM can help you grow your practice, while you help your customers grow theirs. Join us for an informational webinar and gear up for success.04/22/20110b0397bf-a8cc-4f73-a95d-1c867d0beec0Deegan Pope/Cornerstone Back-up/ AlbertaComputershttp://www.mspu.us/premium/training/on-demand-video/sales/spt547-selling-voip-markup-and-thousands-in-profit.htmVOIP has become one of our favorite products to sell in our MSP Practice. There are very few bastions left of high margin, large profit products. In this talk we’ll be going over our history with VOIP including some of the hard lessons that I want to help you avoid and also the things we’ve learned to turn this product into a major win for best in class MSP.04/20/2011fc1a2d92-e185-43fa-b23b-4d86e7a30c0fStuart Crawford/Ulistic/President & CMOhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt261-how-to-market-small-business-telephone-systems-in-30-minutes-or-less.htmMarketing telephone systems is no different that marketing technology services. Marketing telephony solutions is about how calls go out, how calls come in and how calls are made within an organization. When you master how small businesses use telephony, what drives them to make decisions and what pain points need attention, you can immediately start to fill your pipeline. Marketing telephone systems is about creating awareness and the demand for services. When you have the demand established you can now have your sales team go to work.04/20/201159c2fb17-9aa3-4884-8dbf-f3f7da1d6205Rafael Sanguily, Director of Business Development, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/free-training/vspt301-7-step-sales-process-overview.htmThis session focuses on how to leverage MSP University’s specialized Seven Step Sales Process combined with question-based selling techniques to close opportunities in 3 appointments, and ensures consistency, predictability and greater success when selling your products and services. Topics include identifying the most important areas for successfully closing your IT solutions and managed services sales opportunities and introducing the key sales and closing concepts your organization needs to adopt to maximize sell through.04/19/2011c120df76-2fec-47cd-a0be-5f50e5e727b3Rafael Sanguily, Director of Business Development, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/free-training/vspt302-creating-strategic-qualifying-questions.htmLearn how to position yourself as a trusted advisor with your clients by leveraging strategic questions during the qualifying phase/first appointment of the sales process. Using a combination of methods, including Question Based Selling methodology, you will be able to quickly create demand and uncover true need for proactive managed services.04/19/2011901e06c2-e7e5-451e-8eab-479a9df973f3Erick Simpson, Vice President & CIO, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/free-training/vsdpt303-determining-your-true-costs-of-service-delivery.htmWhat does it cost you to deliver an hour of T&M or Professional Services to your clients? How about Managed Services? Do you know how to calculate the full burden of each of your billable technicians, along with your facilities burden? This session reveals how to determine your true service delivery costs – even for Managed Services. Knowing how to calculate these costs will help you determine whether or not your bill rate or Managed Services agreements are really netting you the margins you desire. Discover the secret that Best in Class MSPs already know that helps them achieve 60% margins.04/19/20111dab7e1b-7fca-4d02-948e-1db9843527e1Giovanni Sanguily, Director of Marketing, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/free-training/vmpt303-developing-your-marketing-plan.htmThis session explores the three parts of a solid Managed Services Marketing Plan; the plan, a look inside, and a look outside.  Also discussed is the Importance of a Marketing Plan in achieving the ability to forecast sales and growth, and how to establish the vertical marketplace you desire through the development of an inside marketing plan.04/19/20119bb06402-dd13-48a4-8732-33d26206cd76Giovanni Sanguily, Director of Marketing, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/free-training/vmpt301-how-to-build-a-lead-generating-website.htmThis session focuses on how to transform your company's website into an effective marketing and lead generation vehicle. In order to maximize your results in any successful marketing effort, it is important to carefully consider each and every method of marketing message delivery and insure that the presentation and delivery or your message is consistent across all mediums. When designed properly, your website can be the most cost effective means of marketing to your prospects, providing a vehicle to capture contact information, provide relevant marketing material to them, and promote recent newsworthy events. A well-built and easily navigable website will promote trust and confidence in its visitors.04/19/2011c7fa169b-d888-48e2-8039-87dff2c9954bGiovanni Sanguily, Director of Marketing, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/free-training/vopt303-how-to-develop-and-implement-kpis-to-grow-your-business.htmThis session focuses on each and every strategic item necessary for Best In Class Business performance, including the tactical tasks and measurements required for successful transformation. Topics include a granular, step-by-step overview of MSP University’s process for individual Business Unit improvement, yielding increased efficiencies, client satisfaction and net profits.04/19/20118f45b103-a8e9-491e-9b70-339b51a3be39Erick Simpson, Vice President & CIO, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/free-training/vsdpt302-incident-management-best-practices.htmAs an MSP, your single biggest asset in winning the customer service battle and increased service and solution sales is also your greatest threat - your Service Desk. Establishing and enforcing consistent ITIL-based incident management procedures among every single one of your service desk and technical teams will yield positive improvement in the following areas; increased efficiencies resulting in improved profits, consistent customer experiences resulting in increased sales opportunities, reduction of risk resulting in less re-work and increased client satisfaction and Solid change management resulting in reduced errors.04/19/2011904233e4-7251-4a43-843f-2baf01f7b8afMo Guerrero, Partner Support Manager, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/free-training/vopt301-managed-services-core-concepts.htmWhat is Managed Services? Everybody knows about network monitoring and remote Help Desk, but there is much, much more to a best in class Managed Service Provider organization than a few tools. This session defines Managed Services and includes a discussion that illustrates why Managed Services is a very different service delivery model than you may be accustomed to. Also explored are the benefits of delivering Managed Services - both to your clients and your organization.04/19/2011179b45ca-e1da-4f43-9fec-3bc7d7bcc3bcGiovanni Sanguily, Director of Marketing, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/free-training/vopt302-managed-services-pricing-overview.htmThis session focuses on the most popular Managed Services Pricing strategies used by Managed Service Providers for their Managed Services deliverables, and the pros and cons of each. The discussion highlights the differences between Per Device, Per User, Per Service and Value Pricing, and how each affects profitability, client perception and commoditization. Also discussed are the benefits that Value Pricing has in promoting the consultative, Trusted Advisor role critical to maximizing client relationships and delivering solutions deep into client environments. Effective Managed Services sales and marketing strategies are also covered, including how to effectively message the benefit your IT Managed Services offering brings to your clients.04/19/201145e27667-f2a9-4ec5-a51f-860b054b1c62Rafael Sanguilyhttp://www.mspu.us/premium/training/on-demand-video/free-training/vspt303-overcoming-objections.htmThis session focuses on overcoming objections during the 7 step sales process and build credibility using question based selling techniques to close opportunities in 3 appointments or less. Topics include techniques on how to properly identify, qualify and clarify objections in order to successfully overcome them.04/19/20118a3babc9-83ae-4836-9ecc-32b8145661e1Erick Simpson, Vice President & CIO, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/free-training/vsdpt301-service-delivery-best-practices.htmThis session focuses on methods to deliver the best service delivery experience for your clients, end-users, and your technical staff. Effective, efficient service delivery processes and procedures will increase client satisfaction and build continued loyalty among your clients. Topics include incident management, communication and customer service tips to identify needs while keeping clients at ease and cooperative, setting the proper expectations, what NOT to say, what to do when things go wrong, and when to escalate to the Service Manager. 04/19/2011e4d192da-4eb5-42c7-9af1-f55590de188eGiovanni Sanguily, Director of Marketing, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/free-training/vmpt302-the-client-solutions-roadmap.htmThis session discusses how to identify the untapped potential of sales opportunities that are contained within your existing client base through the creation of a Client Solution Roadmap, and how to partner with other fulfillment partners to realize these additional opportunities to grow your Managed Services and IT Solutions revenues.04/19/2011ae624a18-70f2-4c39-8ec9-eecfed33bbe4Rafael Sanguily/MSP University/Director of Business Developmenthttp://www.mspu.us/premium/training/on-demand-video/sales/spt335-influence-in-sales-engagements-scenarios.htmWhen People Believe in the solution they take action upon. There are many situations when a sales professional has the opportunity to build a trusted advisorship with their clients by instilling trust. This webinar will cover real world sales scenarios and options on how to handle situtations where the client objects due to lack of trust.04/13/2011adcd8c26-157f-45d9-bafa-85d3e9eb58c4George Sierchio, Action Business Partners, Inc., Principalhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr128-the-business-selling-process-getting-paid-for-your-hard-work.htmPeople rarely sell a business more than once. And anyone that has tried to do it without at least knowing what they were getting themselves into will attest that things didn’t go so well and they probably left money on the table… if the deal even got done. Join us to find out how the selling processes works in all of its phases including what to expect in terms of a timeline, due diligence, letter of intent, and negotiation on the various ways to get paid for your years of hard work.04/13/2011054579d6-4043-422a-b0a3-a8154a70d966Earle Humphreys/Iteex/CEOhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt970-security-issues-for-electronic-medical-records-solutions-emr.htmFactors Influencing EMR Adoption04/13/201184d756be-f893-4de2-9c47-72f99df6ec33Dr. Timothy Shields/Shields Technology/Vice President and Christi Anne Rademacher/Shields Technology/Executive Leadership Consultanthttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr127-leadership-defining-your-business-constitution.htmYour Business Constitution should outline your company’s goals for the next 200 years. Your Constitution, along with your Business Declaration, provides the business values framework to help guide all of your decisions and actions. But, how do these documents move from framed wall art, to a core reference for your staff? Buy-In.04/01/20111afcffc7-7dcd-46ee-8415-74a6bdb3cb73http://www.mspu.us/premium/training/on-demand-video/sales/spt546-7-step-sales-process.htmJoin Rafael Sanguily from MSP University as he reveals the proper way to conduct the following 7 step sales process in 3 appointments to close business with prospects and clients.03/31/201192755616-97b6-4c2b-902e-9d8066cbe636Erick Simpson, Vice President & CIO, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt972-the-business-case-for-cloud-computing-services.htmThis session focuses on the Cloud. Topics include why Cloud Computing is so hot, what it is and why customers are moving to the Cloud. Also covered are what Cloud solutions are in demand, how they are deployed and maintained and how to get started delivering Cloud Computing solutions.03/31/2011957c43b5-f171-45be-9b3e-6d17e83c1f88Earle Humphreys/Iteex/CEOhttp://www.mspu.us/premium/training/on-demand-video/sales/spt333-selecting-an-ehr-vendor-things-you-should-know-before-you-do.htmSince even the 56% of VARs who don’t get revenue from the medical vertical are scrambling to enter this space via the Electronic Health Record Application “gold rush” it is time to talk about HOW to select a vendor. They are not all created equal-especially in terms for fit for your client’s profile or in VAR “friendly” programs03/30/2011cbe062bb-cb34-4b79-81b1-49e66c2a576bRafael Sanguily/MSP University/Director of Business Developmenthttp://www.mspu.us/premium/training/on-demand-video/sales/spt542-disc-as-a-sales-tool.htmUnderstanding yourself and how your clients perceive your behavior is paramount to the success of any sales professional. When properly utilized the DISC behavioral profile can be one of the greatest assets to any consultant or professional. This track will teach you how to understand the fundamentals of the DISC behavioral assessment. You will also learn how to interpret your Client’s observable behavior and how to deliver your message so that it is best received by each type of Client and avoid any mismatches that lead to lost opportunities.03/28/201166d74b3e-7ffd-4043-8624-c462711fde00Mo Guerrero/MSP University/Director of Partner Support and Educational Contenthttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt259-choosing-the-right-educational-topics-for-healthcare-providers.htmHow to choose the topics that will peak the healthcare providers interest to get educated in what is best for their business and empowering their staff with knowledge to increase their productivity with no downtime.03/28/20114dba139c-d4a2-4e68-80e2-9ae453d6ba75Erick Simpson, Vice President & CIO, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt958-the-role-of-the-service-manager.htmThis session focuses on the key role and responsibilities of the Service Manager. Topics include day-to-day strategic and operational tasks, managing and leading onsite and remote service teams including dispatch and managing and meeting client expectations and defusing sensitive situations.03/24/201123699ac1-c8eb-433e-b7df-f6d5b4285587Dr. Timothy Shields/Shields Technology/Vice President and Christi Anne Rademacher/Shields Technology/Executive Leadership Consultanthttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr126-leadership-finding-the-sweet-spot.htmLeadership begins with knowing where you and your organization are. Using a proprietary tool designed for technology leaders, this webinar will give you the tools you need to find your organization’s sweet spot, and begin preparing for dynamic growth. This webinar is the first in a series of leadership development trainings designed to take you, your staff, and your organization to its fullest potential03/18/201126909ef1-32c3-4a9f-83a2-160f29ba26a0Todd Olson, Senior Director Professional Services and Sales Operations – Veriohttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt968-seo-and-social-media-services-demystified-how-to-profitably-resell-these-services.htmJoin MSP University and Verio, the world’s leading Cloud hosting and SaaS provider, to learn how you can provide high-demand SEO and Social Media Marketing services to increase your profits easily and without costly investments. Discover how you can leverage SEO and Social Media to increase customer loyalty and grow your business.03/17/20115bc8e9ce-1666-4ed6-a461-df821d0b3490Todd Olson, Senior Director of Professional Services and Sales Engineering – Verio, Moderator: Janine Soika, Channel Marketing Leader - Veriohttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr123-earn-more-revenue-and-provide-more-value-by-adding-cloud-focused-solutions-to-your-deliverables.htmAre you looking for new ways to increase revenue and expand your solution set (even venturing into Cloud-based offerings) – without bringing on additional resources or taking on more capital expenses? 03/16/201161511583-1e0c-44b9-871f-8b67596383fbGeorge Sierchio/Action Business Partners/Principalhttp://www.mspu.us/premium/training/on-demand-video/free-training/ldr120-preparing-your-business-to-sell-for-top-dollar.htmHaving and executing an exit plan involving the eventual sale of your business is just one of three pieces to the puzzle in selling your business. Join us to learn the second important key in this journey where you will learn how to prepare your business properly to successfully put it on the market and attract good buyers. Most people only sell a business once in a lifetime. There is no room for error to get what you deserve for your hard work and have it happen in a timely manner.03/15/20115ea54d0e-0c7d-47c8-a5fd-09dafb377892Erick Simpson, Vice President & CIO, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt957-best-in-class-service-delivery-business-unit-strategic-improvement-plan.htmThis session focuses on each and every strategic item necessary for Best In Class Service Delivery Business Unit performance, including the tactical tasks and measurements required for successful transformation. Topics include a granular, step-by-step overview of MSP University’s process for Service Delivery Business Unit improvement, yielding increased efficiencies, client satisfaction and net profits.03/15/2011858f82b0-7380-4933-82e3-c29d45b1b69dMo Guerrero/MSP University/Director of Partner Support and Educational Contenthttp://www.mspu.us/premium/training/on-demand-video/sales/spt540-getting-your-foot-in-the-door-with-the-healthcare-providers.htmHow do you get your foot in the door with the healthcare providers? How can I peak their interest? What are the things that work for other business to get in the door? Introducing your services to the healthcare providers is not an easy task and there are many different ways to approach this to get visibility among them.03/10/2011e2c43e52-e34e-4ec7-a243-79817a7d40feMo Guerrero/MSP University/ Partner Support Managerhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt258-being-better-educated-on-the-cloud-will-help-close-more-leads.htmThe advantages of providing cloud educational content to your prospects increases your possibilities to gain more business, help your prospects understand your cloud solutions, increase awareness and promote your company as a trusted advisor as a subject matter expert.03/10/2011624e7664-8298-4105-8a95-57f3af0bd378Dan Yost/MyLaptopGPS/Chief Technology Officerhttp://www.mspu.us/premium/training/on-demand-video/sales/spt539-how-to-steal-a-laptop-and-make-sure-your-client-s-isn-t-next.htmAnother laptop is stolen every 12 seconds, and the average damage from a single laptop theft is $49,246 according to the Ponemon Institute. The odds are that your client is going to be next. Join MyLaptopGPS CTO Dan Yost as he reveals some common laptop theft scenarios, methods, and scams. You might learn to lead a shady life of crime...or you might learn how to protect your clients from the crooks. Take some time to study your adversaries—and profit.03/10/201100219edf-1775-4b7b-adee-4309a35f5704Crawford/President and Chief Marketing Officer/Ulistichttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt248-is-all-your-marketing-singing-from-the-same-song-sheet.htmEveryone is telling you that online marketing is where you need to be to grow your MSP. Don’t buy it. Online Marketing is important however there is much more to simply putting up a website, blog or Facebook Page. You need a sound marketing strategy. One that talks to your ideal client and attracts the right type of future client into your business. In order to do this we must blend traditional marketing strategies focused on lead generation with the community building strategies online marketing support. You don’t want to miss this value MSP University webinar. Check out Ulistic online at http://www.facebook.com/ulistic.03/10/20117e218b6a-1b55-42af-9e71-d5d34431ea22Janine Soika, Marketing Leader, Channel Marketing & Programs, Verio Inc.http://www.mspu.us/premium/training/on-demand-video/service-delivery/ldr125-web-hosting-open-the-door-to-new-business.htmIn this day and age we are all looking for ways to add new revenue streams to our business, especially ones that add recurring monthly revenue! Hosting is not only on the rise, but is also a natural extension for many businesses – a way to easily and seamlessly generate new business with Hosting, Cloud Hosting, and SaaS solutions.03/10/20115f0f836e-600c-492d-a087-aa4a35857566Earle Humphreys/Iteex/CEOhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt961-health-care-security-key-regulations-client-services-actions.htmSince this vertical is red hot with federal EHR mandate let’s examine the unique and not so unique security issues for this area. We will also cover services or actions you should take to make your clients applications & data secure in this industry.03/10/2011192c6d14-f2d0-4820-a7e6-726dac256b70Roy vanNorstrand/The Leren Group/ Presidenthttp://www.mspu.us/premium/training/on-demand-video/sales/spt541-sales-compensation-strategy.htm“You will get what you compensate.” This session will deal with the challenges and importance of developing a realistic and mutually beneficial compensation plan for your sales professional.”03/07/2011913c561e-9f24-49bb-a6bf-f29e54c9b2b0Dan Yost/MyLaptopGPS/Chief Technology Officerhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt246-healthcare-it-getting-started-in-the-healthcare-market-the-easy-way.htmThe world is abuzz with tech talk about the healthcare market—EHRs, EMRs, PII, HIPAA, and more. It's a lucrative industry and only the tip of the iceberg has emerged, but how can an MSP get a skin in the game to start with, then look to expand? Dan Yost, Chief Technology Officer at MyLaptopGPS, highlights one mission critical need in the healthcare market, which covers healthcare players of all sizes, all shapes, all levels of sophistication, all scopes of compliance, and all budgets: data protection. Even fully server-based organizations claiming “we don't store data outside the system” are still crushed by data breaches—and all it takes is one single lapse. How does this keep happening? The answer is “P.L.E.” Find out what P.L.E. stands for and how you can get a solid start in healthcare IT by attending this useful webinar.03/03/20110063e550-0330-42c7-87ce-4a815b3f981aErick Simpson, Vice President & CIO, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt955-onsite-service-delivery-best-practices.htmThis session focuses on methods to deliver the best onsite service delivery experience for your clients, end-users, and your technical staff. The best onsite service will increase client satisfaction and build continued loyalty among your clients. Topics include preparation prior to the visit, what to do first after arriving onsite, communication and customer service tips to identify needs while keeping clients at ease and cooperative, setting the proper expectations, what NOT to say, what to do when things go wrong, and when to escalate to the Service Manager. Additional topics include how to listen for and position up-sell opportunities correctly to facilitate the sales process, and managing sub-contractors to service your clients effectively.03/03/20110f2bedc4-4144-4568-ba20-5b700ebebdbbEarle Humphreys/Iteex/CEOhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt960-how-to-provide-cloud-services-to-clients.wmv.htmSold client on cloud model. Now what do you do to deliver the services? Actions to select vendor, assess risk, build services & change your and client’s business model02/25/2011f6b8ec53-a5de-4e54-a77a-955aeacb60f5Gary Beechum/MSP University/CEOhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt257-msp-university-s-million-dollar-managed-services-practice-accelerator-marketing.htmMarketing is one of the most critical areas to focus on when striving to realize this achievable goal. This Webcast focuses on how to break your marketing strategy down into measurable tactical activities and manage them through MSP University’s Marketing Key Performance Indicators (KPIs). These KPIs are tailored to measure improvement or lack thereof in your marketing business unit, providing the visibility you need in order to succeed.02/24/201110fdbd40-e4e4-452c-b211-d97887e5f0aeErick Simpson/MSP University/Vice President & CIOhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt966-msp-universitys-million-dollar-managed-services-accelerator-service-delivery.htmService Delivery is one of the most critical areas to focus on when striving to realize this achievable goal. This Webcast focuses on how to break your service delivery teams’ performance down into measurable tactical activities and manage them through MSP University’s Sales Engineering, Project Management and Service Desk Key Performance Indicators (KPIs). These KPIs are tailored to measure improvement or lack thereof in your service delivery business units, providing the visibility you need in order to succeed.02/24/201146f1cd89-2a80-4bfa-9366-663b4e4b17e2Gary Beechum/MSP University/CEOhttp://www.mspu.us/premium/training/on-demand-video/sales/spt538-msp-university-s-million-dollar-managed-services-practice-accelerator-sales.htmJust what does it take to get your organization to its next million dollar milestone in the span of 12 to 24 months? MSP University's Million Dollar Managed Services Practice Blueprint reveals what service practice excellence means as it relates to business growth and bottom line profits. Sales are one of the most critical areas to focus on when striving to realize this achievable goal. This Webcast focuses on how to break your sales strategy down into measurable tactical activities and manage them through MSP University’s Sales Key Performance Indicators (KPIs). These KPIs are tailored to measure improvement or lack thereof in your sales business unit, providing the visibility you need in order to succeed.02/24/2011f625faa6-a20c-425d-8f06-df34592143aeKen Thoreson/President/Acumen Management Grouphttp://www.mspu.us/premium/training/on-demand-video/sales/spt683-hire-the-best-not-the-best-available.htmKen will share his system for recruiting, interviewing, selecting and on-boarding high performing salespeople. Learn to take the emotion out of hiring. This is a hard hitting session designed for partner owners and sales leaders that want to drive revenue with higher margins and win market share. Tired of turnover, empty suits and underperforming salespeople, then this session is for you. Learn from the Sales Management Guru how to recruit, what questions to ask, how to build a process to weed out the “talkers” and find the producers. Each attendee will receive an Interviewing Scorecard and a three-week New Hire On-Boarding plan.02/23/20110eb5c2a9-87e0-4aeb-b910-2834f1f4d495Stuart Crawford, Ulistic, President and CMOhttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm338-finding-superb-talent-with-social-networks.htmHow does your business find the right talent today? We can post ads in the newspaper, attend career fairs and ask our friends. Have you considered social networks and the power social media can play in finding great talent for that special one off job or to get your next superstar team member. Social Media can play a role. Stuart Crawford will introduce a number of key concepts and tools during this MSP University session that can help you find your next rock star team member.02/23/2011f4a236ca-01b4-42be-a2d6-9782ae003268Matt Dowhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt223-establishing-and-maintaining-proper-client-perception.htmBranding your corporate image is both fun and necessary. In this session, attendees will view and experience designing corporate collateral aimed at solidifying the brand image and marketing message. Other topics that will be discussed is client perception, corporate identity, and practical ways you can affect change.02/23/20115c8491f4-9b5e-463f-a9a6-c516e3593f73Kevin Goodman/Broadview Networks/Director of Channel Marketing & Strategic Developmenthttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr122-the-5-4-billion-reason-you-should-be-selling-cloud-communications.htmJoin us to learn how adding a cloud communications solution to your portfolio can increase your ability to drive new revenue, obtain greater customer wallet share and keep one step ahead of the your competition.02/22/2011e8e1cde8-0457-4788-9137-f2809d0b0d4eDeegan Pope/Corner Stone Back-up/CEOhttp://www.mspu.us/premium/training/on-demand-video/vendor-relationships/vdr122-5-critical-steps-to-dramatically-increase-msp-sales.htmYou'll discover powerful new ways to dramatically increase your business!02/22/201139aad0ac-9d4f-4298-a385-ac4632d8e5d9Dan Yost/MyLaptopGPS/Chief Technology Officerhttp://www.mspu.us/premium/training/on-demand-video/sales/spt684-11-59-selling-to-smbs-convincing-non-techie-decision-makers-that-their-next-lost-laptop-will-destroy-them.htmIt's easy to sell a drowning man a life jacket. But what if that man has no idea he's drowning? This happens in the IT channel when dealing with non-technical decision makers who often do not even know what they want, let alone what they need, and have no idea about the danger they're facing. In the case of data security, most SMBs and large enterprises alike are filled with employees carrying “mobile data breach time bombs.” And yet, in case after painful case, risk lessons are learned the hard way, to the tune of $49,246 per street-level breach, according to the Ponemon Institute. Join MyLaptopGPS CTO Dan Yost as he reveals key facts and strategies for convincing non-technical decision makers that data breach prevention and security aren't “IT issues”—they're their issues.02/22/2011d995214a-ca84-42f9-a929-616c0d6533b2Erick Simpson, Vice President & CIO, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt967-itil-based-incident-management-best-practices-for-service-excellence.htmAs an MSP, your single biggest asset in winning the customer service battle and increased service and solution sales is also your greatest threat - your Service Desk. Establishing and enforcing consistent ITIL-based incident management procedures among every single one of your service desk and technical teams will yield positive improvement in the following areas; increased efficiencies resulting in improved profits, consistent customer experiences resulting in increased sales opportunities, reduction of risk resulting in less re-work and increased client satisfaction and Solid change management resulting in reduced errors. 02/21/201198e3593a-46fc-4f9c-9a58-013af1f422f8Erick Simpson, Vice President & CIO, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt954-how-to-conduct-strategic-quarterly-business-reviews-as-a-trusted-advisor.htmThe importance of conducting regular business reviews to reinforce the value of the services you provide your clients and help transform them into Technology Strategic business owners with IT budgets and Technology Roadmaps cannot be understated. This session reveals how to prepare for and conduct effective Quarterly Business Reviews that can help your clients increase their efficiencies and productivity, mitigate business pain and risk and maintain a competitive advantage in their markets through technology – all while keeping your sales and project pipelines full.02/21/201155b1aa01-cad3-4900-ab6a-8e6d839c365cMichael Honig/ Results Software/Sr. Director of Business Developmenthttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt962-crm-to-enable-the-virtual-office.htmLearn how in-the-cloud CRM solutions can help clients achieve success in a virtual environment. Collaborative, centralized customer information will allow them to manage and track business activities, keep a team working together and “playing from the same sheet of music” and ensure top-quality customer service even when hundreds or thousands of miles separate workers. This informational webinar will give you the tools you need to address this important aspect of in-the-cloud computing.02/18/20111ef334d2-22ef-4633-a413-4b11f54bbadeStuart Crawford/President and Chief Marketing Officer/ Ulistic, Inc.http://www.mspu.us/premium/training/on-demand-video/marketing/mkt247-three-tips-to-become-a-facebook-marketing-rockstar.htmFacebook boasts over 500 million subscribers and owns over 25% of the web traffic today. Why are you not leveraging Facebook in your marketing strategy? MSP Marketing Specialist Stuart Crawford has helped many MSPs win new business thru simply yet highly effective marketing strategies. In this webinar, Stuart will share three must haves for your Facebook strategy. Stuart will share with you how to create a massive following of potential clients, industry leaders and community evangelists. Before you tune in check out Ulistic’s Facebook community at http://www.facebook.com/ulistic.02/18/2011df47c0a7-bc7f-4a0e-8188-76d480edc159Peter Caperonis/Alteva /Channel Managerhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt256-competitive-hosted-unified-communications-solutions-the-new-paradigm.wmv.htmAre your customers’ communications solutions making them money, or costing them money? In today’s fast-paced world, the technology businesses use to communicate should improve employees’ productivity and efficiency. This webinar will define how Unified Communications solutions are designed to accomplish that for your customers. If you are not addressing your customers UC needs, someone else will!02/18/20111d81b0f2-d60c-4c8b-b8af-efa2a9de94f4Earle Humphreys/Iteex/CEOhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/vdr124-the-cloud-a-threat-or-opportunity.htmThe cloud is coming (actually it’s here) so solution providers have to deal with it. 02/18/201128d55f47-a26d-4155-9806-94b1680581ebEarle Humphreys- ITEEXhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt218-marketing-you-can-use.htmAt some point in our business career or schooling we have been exposed to the Marketing P’s (BASIC=Product, Promotion, Price & Place) as the foundational guide to doing marketing. However, in MSP world we need to add and focus on the 3 Services P’s : People-Process/procedures/Physical Environment. We will cover how to use all 7 P’s with focus on the service P’s to ensure your service portfolio has focused on the key P’s to be successful.02/17/2011fb2bf8c5-f859-418a-8ed7-2481ab5f817dGeorge Sierchio, Action Business Partners, Inc., Principalhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr119-building-and-executing-an-exit-plan.htmIf you really want top dollar for your business in 2 years or 20 years, it needs to be appealing for a savvy buyer with money and business knowledge to take over for whatever their reason for buying it may be. Join us to learn the correct way to build an exit plan and execute it in a way that creates the structure for maximum profitability now while pushing your business to achieve top dollar value in the future. Even if you never intend to sell, this methodology is actually a self made insurance policy should you NEED to sell or change your mind about purposely selling as an exit strategy. 02/17/20119cf0bd69-f7be-406a-9086-631c531c4905Stuart Crawford-Ulistic-Senior Advisorhttp://www.mspu.us/premium/training/on-demand-video/sales/spt672-innovative-strategies-managed-service-providers-can-create-stickiness-and-cash-in-on-their-qbrs.htmManaged Service Providers are always looking for new ways to build recurring revenue. It is no secret that margins have shrunk on hardware and we cant get rich selling RMM services. In addition was all being told to become TRUSTED BUSINESS ADVISORS. Stuart Crawford, a leading Managed Service Provider Marketing specialist is going to share with you new ways you can make additional passive recurring revenue and cement yourself as a TRUSTED BUSINESS ADVISOR by looking at the big picture of what your clients need help with. Stuart focuses on helping Managed Service Providers marketing their business through impactful online marketing strategies, now he will share with you how you can help your clients be found on search engines, understand social media and share new concepts to market their business online.12/15/201003acfd26-9554-4e04-8a8f-23b53d60fcceErick Simpson, VP & CIO MSP University, Len DiCostanzo, Senior VP & Dean, Autotask Academyhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt342-how-to-use-surveys-effectively-to-increase-client-satisfaction.htmThis session cuts through the clutter and show you how you can leverage customer survey and benchmarking tools to secure your current clients – and successfully attract new ones. Most service providers believe theyre doing a good job for their clients...until the clients stop doing business with them. Have you ever been blind-sided by a long-term or solid client leaving you for a competitor? Have you had a promising new account mysteriously drift away after just one or two engagements? Would you like to improve service delivery, increase client satisfaction and work to secure clients for life? View this Webcast to learn how to take advantage of properly constructed and executed surveys to help increase your clients’ satisfaction with your services and improve your service delivery effectiveness.12/15/2010185d4eee-38ed-4002-8f9f-102c9b5e31f5Matt Pierce-TechSmith-Training Managerhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr116-using-screencasting-to-save-time-money-and-to-create-scalable-training.htmDuring this webinar you will learn: What screencasting is and how it is being used in training How Screencasting can be used to streamline and improve the new hire onboarding process How screencasting can be used to flip training content to create a blended learning solution which can save time and money How screencasting can be used to increase communication and understanding within an organization.12/15/201073660c4f-bf93-41e5-99de-8cae818dbb50Paul Song-Sales Operation Specialist-Symformhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt338-creating-and-implementing-a-comprehensive-data-protection-framework.htmIn this webcast, we will address how to achieve comprehensive data protection. This process requires the consideration of many variables and constraints around storage, bandwidth, and the preferred backup software. Only then can an IT service provider create a plan and an automated process that provides the necessary coverage against any kind of data loss ranging from "oops I deleted a file" to a power surge frying all the equipment including any local backup storage. Most importantly, it must also balance the critical need for a speedy restore as well as the efficient use of storage and bandwidth.12/05/2010299f04ea-bca4-4a11-aa47-5f31be670162Flynn Bashford-MSP University-Senior Channel Managerhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr108-bundling-hit-and-telecom-101-part-ii.htmWe will discuss Healthcare IT and Telecom. This series will look at some basics components of dynamically bundling these services. We will review key terms and nomenclature. We will delve deeper into the ramifications of bundling these solutions. Fundamental commission structures will be discussed.12/05/201076c673b7-bb8c-4025-888f-4a58bbb7ebf4Michael Honig-Results-Software-Senior Director of Business Developmenthttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr112-using-integrated-crm-to-gain-and-maintain-a-competitive-edge.htmWhat are the Key Benefits of CRM? What Does CRM Help Businesses do? Why is CRM Important? The Case for Data Integration! How CRM enables the Virtual Office? What does Integrated CRM mean for you and your clients?12/05/201084ab3a51-4dca-46d7-9742-3391f6bb07f9George Sierchio-Action Business Partners-Consultant Coachhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr110-selling-as-an-exit-strategy.htmIf your exit strategy is to sell your business soon or many years from now - or even never but want a built in insurance plan, then structuring your business to sell for top dollar is a must. Creating an exit plan along with understanding what a potential buyer is looking for both maximizes the amount of profit it produces for you as well as constantly increases the value of your business no matter how big your business is now or how large you want to grow it. Learn the basic process, what to expect and the many pieces of what is involved when selling your business is the exit strategy of choice.12/05/201093d8add6-80ab-4d24-ac49-7fc7b05f1346Matt Dow, Marketing Project Managerhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt238-where-do-i-start-planning-a-comprehensive-marketing-effort.htmWith all of the different marketing options that are available it can be pretty overwhelming to know where to start and what to do first. This webcast will help you determine where your starting place needs to be, and how you can effectively utilize all of the marketing avenues available to help you touch all of your clients and prospects to help you achieve your organizations goals.12/05/201052f8840e-d631-4584-8032-f2532f246863Allison Graham-MSP University-Marketing Managerhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt239-extreme-website-makeover.htmIn order to maximize our results in any successful marketing effort, its important to carefully consider each and every method of our message delivery, and insure that the presentation and delivery or our message is consistent across all mediums. When used properly, our websites can be the most cost effective means of marketing to our verticals, providing a vehicle to capture prospects contact information, provide relevant marketing material to them, and promote recent newsworthy events. A well-built and easily navigable website will promote trust and confidence to its visitors.12/05/201065226e58-94ad-4b8c-aedb-72029b516b8aEarle Humphreys-ITEEx-CEOhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt341-the-cloud-a-threat-or-opportunity.htmThe cloud is coming(actually it’s here) so solution providers have to deal with it. Its impacts are both good and bad for resellers. Why vendors need VARs for cloud solutions. How to introduce the cloud to your clients for offense & defense. How to select services & “sell” them to your clients. Critical things to consider when implementing cloud services for your clients. How to lower your “promises” risk to your clients.12/05/2010e85cf311-611b-4605-9a1f-20316ce29f25Earle Humphreys-CEO- ITEEX, Inc.http://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt337-healthcare-security-overview-client-actions.htm} Since this vertical is red hot with federal EHR mandate lets examine the unique and not so unique security issues for this area. We will also cover services or actions you should take to make your clients applications & data secure in this industry.12/05/2010586b7628-1692-4636-bb5b-10b177c573c3Erick Simpson-MSP University-Vice President & CIOhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt339-server-migration-project-planning-walk-through.htmConducting an efficient server migration project can become a nightmare of scope creep, client dissatisfaction and lost profits if an effective project plan is not developed to address the knowns and react to the unknowns properly. This session focuses on a step-by-step walk-through for the development and implementation of a solid server migration project plan including proper risk, change, communication and status reporting management processes for success.12/05/2010072e1150-374c-44cd-b28c-80edabf2cf10Flynn Bashford-MSP University- Senior Channel Managerhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr114-bundling-hit-and-telecom-101-part-iii.htmWe will discuss Healthcare IT and Telecom. This series will look at some basics of these services. Fundamentals of each service platform will be discussed. Compensation plans and contracts will be analyzed more closely.12/05/2010ae7be272-9c91-402b-ba0d-c3db99d1b8eaMark Doroz-CEO-Sparcpointhttp://www.mspu.us/premium/training/on-demand-video/sales/spt679-get-ready-for-growth-how-to-sell-technology-to-banks.htmUS banks appetite for new technologies has changed in the past year. Learn how this affects your sales success by gaining insight from a survey of best practices based on interviews with 30+ technology sales leaders currently doing business in the financial services sector. The session will shed light on how buyers expectations have changed and the implication for tech firms looking to enter and grow their financial services presence in 2011. By the end of the session you will know: o Top 3 changes to financial technology buyers expectations in 2010. o Sales tactics for smaller tech firms competing against large, incumbent vendors o Recommendation for aligning your market message with buyers evolving needs o Maximizing ROI: channels for reaching financial technology buyers in a crowded marketplace12/05/2010b30c1ee7-eff4-4c6e-8d06-0a6932602ef3MSPUhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt237-creating-compelling-marketing-content-for-the-healthcare-vertical.htmThis webinar focuses on developing compelling marketing messages and collateral for the Medical/Healthcare vertical. Your marketing message is geared to strike interest, curiosity and intent. In this session, viewers will view and experience developing corporate marketing messages that are aimed at increasing not only the top-of-mind reaction, but also the call-to-action response.12/05/2010d116ac18-36f4-4a3f-b768-06cfbc0be43bMichael Honig-Senior Director of Business Development-Results Softwarehttp://www.mspu.us/premium/training/on-demand-video/sales/spt681-the-importance-of-crm-to-you-and-your-clients.htmLearn why The Gartner Group predicts CRM will continue to be the hottest-selling application of this century. Get solid information about which of your clients will benefit most from CRM and how to help them address their needs. Learn how to recommend and deliver CRM, to help your clients and your own business grow.12/05/20102ba08c3e-4aa0-4663-887c-01581856b5daDan Yost-MyLaptopGPS-Chief Technology Officerhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt240-winning-in-the-freeconomy.htmHow does Google make billions by giving everything away? Of course its because Google doesnt give every thing away-just the right things. In an age where everybody, including the business user, expects software (and almost everything else) to be free, how can an MSP compete with the sheer size and traffic breadth of Google...and actually reap revenue? Dan Yost, Chief Technology Officer at MyLaptopGPS, shows the answer in this eye-opening look at the "freeconomy" and its advantages for MSPs.12/03/2010b81d9554-f95d-45e4-bf98-845e5b399ee0Ken Thoreson, Acumen Management Group, LTD, Presidenthttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr111-are-you-serious-about-2011-developing-business-strategies-and-plans-to-win.htmTired of not making enough money? Learn how to build a business that moves your organization from an opportunistic, reactive one to a prescriptive pro-active force in the market. Learn how successful partners strategically plan and ensure all departments are in tactical alignment with corporate objectives. Each attendee will receive a business planning guidebook designed for the partner community. Understanding Strategic Planning for Partners, Develop Tactical Planning by Department, Lead and Manage Your Organization with a Business Plan.11/19/2010a7258108-b5a4-42a7-bf88-938e803ce220Allison Graham - Marketing Managerhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt241-how-to-create-the-perfect-marketing-plan-for-your-company.htmEverything you need to be able to do marketing for your company. From how to harvest a Marketing List, Inside Marketing Plan, Weekly Analytics, How to use Constant Contact for all campaigns, how many campaigns your company should use, and more!11/17/20109b393284-442d-43b4-9487-3fe45d204ddaMatt Dow - Marketing Managerhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt242-is-my-website-a-valuable-tool-for-my-clients.htmWhy should your current clients ever come back to your website? Is it valuable for them? Does it effectively deliver your marketing message to them? Implement the tools, functionality, and features that will keep your clients coming back on a regular basis. This session will take a look at the basic concepts and help you form a strategy to give your clients a valuable tool through your online presence.11/17/20105ab7d7bd-bae4-4361-a2b0-808003c170caTodd Hussey-Asigra-Founder,MSP Excellencehttp://www.mspu.us/premium/training/on-demand-video/sales/spt678-how-scalable-is-your-msp-sales-operation.htmIf youre like most mid-sized MSPs, handing over the reins sales to a newly hired sales rep is big challenge and an even bigger risk. What is the right DNA for a successful MSP sales person? How should they be trained, motivated and measured? What does a successful 90-day ramp program look like? How can I enable success with professional sales tools and marketing materials? Attend this webinar and MSP Excellence sales and marketing veterans will show you the ropes for building a world-class sales function that will scale your business to the next level.11/15/201049891e8e-ee41-4c30-bee4-e30c3dc760a5Andrew Baduria-Senior Channel Manager-MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/sales/spt680-overcoming-objections-best-practices-for-the-cpa-vertical.htmAre you having difficulty overcoming the objections that your CPA prospects provide you? If so, join Andrew Baduria has he walks you through how effectively overcome objections to increase your managed services sales closing ratio. This is a crucial step in the managed services sales cycle and when done correctly, has a direct correlation to close more managed services agreements.11/15/2010019b8343-d1f6-4f1e-aa85-e93a0875790cFlynn Bashford- MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr106-bundling-hit-and-telecom-101-part-i.htmWe will discuss Healthcare IT and Telecom. This series will look at some basics of these services. During this series we will take a rudimentary overview of key terms and nomenclature. We will also look at basic services and best practices.11/12/2010ff5f5206-0478-4167-8574-5de77accc9b5Earle Humphreys-ITEEx-CEOhttp://www.mspu.us/premium/training/on-demand-video/marketing/bus213-be-a-leader-not-manager-it-matters.htmDiscussion will focus on what it takes to exercise leadership of an organization even if it is not your natural skill set. We will discuss: What is a leader v/s a manager; how to manage your time; being a generalist not an expert; know your traits-good & bad; how to lead in meetings and how to set goals.11/12/20106b32c745-a970-4a49-8fe3-fe4a8692564bInstructor: Matt Dow- MSP University-Marketing Managerhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt235-marketing-managed-services-to-the-healthcare-vertical.htmThis webinar will explore the Healthcare IT vertical, and attempt to gain a better understanding of how to best market to healthcare professionals. We will discuss general marketing best practices, and effective ways to grab the healthcare verticals attention.11/12/201010f933b4-e28c-4608-9046-041c4444f3a6Stuart Crawford-Ulistic-Senior Advisorhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt234-search-and-social--where-the-roads-cross.htmA deeper look at the blending of real-time, organic and social search results by David West. This webinar will introduce you to the concepts of the Internet as a massively large relational database and how what you tweet today will potentially be related to you and your business forever in cyber space. This topic generally leads to some predictions, theories as well as the grand topic of reputation management.11/12/2010777acd39-304a-410b-8cb5-9d7adc94253eMatt Dow-MSP University-Marketing Managerhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt232-leveraging-free-to-generate-leads.htmEver wonder how Google makes a profit by offering all of their services free? In this webcast, we will discuss how effectively using the "free" concept and giving incentives to your clients and prospects can help you begin to generate leads. We will discuss specific incentive options, as well as the ways to implement them to help you gather the most information and help your efforts be the most effective they can be.11/12/2010a27e512b-6ef8-4715-8a03-d3c4140d7bd0Mark Doroz-Knowledge Screen-CEOhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt231-adding-video-to-your-b2b-marketing-mix--what-you-need-to-know.htmVideo is changing how B2B technology is marketed and sold to corporations. In this 45 minute webinar, you will learn how video can help increase sales to SMEs and Fortune 500 prospects. The webinar will explore emerging best practices and ideas for putting video to work in your sales and marketing organization. The session is geared towards business executives responsible for driving the sale of new B2B products and services.11/12/201043a11b7c-e71f-4182-bda2-214caf3880a1Allison Graham-MSP University-Marketing Managerhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt230-launching-a-powerful-email-marketing-campaign.htmThis session focuses on installing a functional email marketing engine including tools such as, Constant Contact and Benchmark. You will experience a step by step walk through of setting up and using these powerful tools and launching an effective email marketing campaign11/12/20106f81ae70-1f52-42ef-86b9-460fcdc6c12bMatt Dow-MSP University- Marketing Project Managerhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt229-enhancing-your-marketing-efforts-with-win-wires.htmIn this webcast, we will discuss a specific form of marketing called win-wires. You can use these campaigns whenever you get a business win, partner with a new vendor, or have any other good news you would like to send out. These short and concise case studies are easy to read, and not difficult or time consuming to write. Build your credibility and show your prospects and clients some other ways they could possibly engage with you.11/12/2010e40fe344-d111-4c08-ac27-a024d0849adeErick Simpson-MSP University-VP and CIOhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt335-incenting-service-desk-personnel-for-maximum-performance.htmWhat is the secret to motivating Service Desk personnel? As a Managed Services Provider, your Service Desks staffs compensation plans and goals need to be significantly different from those of a time and materials-based provider. This session focuses on how to build and incentive and compensation strategy that rewards your Service Desk staff for reaching and sustaining 5 KPIs that increase net profits and client satisfaction.11/12/201066a3b3bb-207f-4be8-b6a8-edbf6db3f950Andrew Baduria-MSP University-Senior Channel Managerhttp://www.mspu.us/premium/training/on-demand-video/sales/spt671-qualification-best-practices-for-the-real-estate-mortgage-vertical.htmAre you correctly qualifying your Real Estate/Mortgage vertical prospects for your managed services solutions prior to giving your presentations? If not, you are probably running into objections later in the engagement that could have easily been avoided. Dont "ShamWow" your prospects. Join Andrew Baduria as he displays how executing the proper qualification during your managed services sales process can assist you increase your closing ratio in the Real Estate/Mortgage vertical.11/12/2010810e9082-3512-4190-8aa8-e2351b81a6f6Flynn Bashford-MSP University-Senior Channel Managerhttp://www.mspu.us/premium/training/on-demand-video/sales/spt675-call-center-operations-part-iii.htmIn Part III of this webinar series, we focus on tools to help your organization realize ROI from your call center. We will also discuss compensation, incentives, and spiffs for maximum performance.11/12/201036788774-6224-4a36-a243-940fc273790dFlynn Bashford-MSP University-Senior Channel Managerhttp://www.mspu.us/premium/training/on-demand-video/sales/spt673-call-center-operations-part-ii.htmIn Part II of this webinar series, we will focus on the personnel aspects of call center operations. We will look at the onboarding, training and managing of call center personnel to success.11/12/201003b91361-4ffd-486f-864f-9c39bff70cdbAndrew Baduria-MSP University-Senior Channel Managerhttp://www.mspu.us/premium/training/on-demand-video/sales/spt674-presentation-best-practices-for-the-legal-vertical.htmHow effective is your managed services presentation to the Legal vertical? Join Andrew Baduria as he role plays how to execute the proper presentation during your Legal Vertical sales engagements.11/12/20103376c86c-0c6e-4a9b-9c42-419b9a41c3c0Andrew Baduria- MSP University-Senior Channel Managerhttp://www.mspu.us/premium/training/on-demand-video/sales/spt670-qualification-best-practices-for-the-cpa-vertical.htmThis session focuses on using the MSP Marketing ROI Calculator. Having established goals is only effective when you have a clear understanding of the budget associated with achieving these goals. In this session, attendees will experience calculating their Marketing ROI to budget for their overall marketing goals.11/12/20109c98baca-1fe6-4b27-97d2-322378a2ca00Andrew Baduria- MSP University-Senior Channel Managerhttp://www.mspu.us/premium/training/on-demand-video/sales/spt669-understanding-qualification-best-practices-for-the-legal-vertical.htmAre you correctly qualifying your Legal vertical prospects for your managed services solutions prior to giving your presentations? If not, you are probably running into objections later in the engagement that could have easily been avoided. Dont "ShamWow" your prospects. Join Andrew Baduria as he displays how executing the proper qualification during your managed services sales process can assist you increase your closing ratio in the Legal vertical.11/12/2010f68bf999-4405-4d0b-a8e4-ed0d927c03f3Roy vanNorstrand-The Leren Group-CEOhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus212-how-to-create-a-win-win-sales-compensation-plan.htmIn sales, you will get what you compensate. The one thing a salesman does better than anything else is figure out how to leverage the compensation plan to maximize their commissions. This webinar will address how to develop and execute a sales compensation strategy that will yield the results your strategic plan demands.11/12/2010d13dad33-3f8f-4b0a-a5f9-b83b9ca0497aRafael Sanguily-MSP University-Director of Business Developmenthttp://www.mspu.us/premium/training/on-demand-video/sales/spt682-sales-mastery-open-qa.htmOpen Discussion on anything related to IT Sales. Bring up questions on objections, sales cycles, verticals, strategic questions. This is your time to get your questions answered and discuss any challenges you are having in selling your services!11/11/2010b6db72a1-7e52-495f-8066-19c80e7fc78cMichael Honig, Results Software, Senior Director of Business Developmenthttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr109-leveraging-crm-to-grow-your-it-services-and-consulting-practice.htmCRM offers you an immediate opportunity to generate additional revenue streams and build stronger, more lucrative business relationships. Learn how you can take advantage of these opportunities while creating an important differentiator from other Consultants/Advisors.11/11/20103ce66425-7122-4349-8003-08f87eea2efaStuart Crawford, Ulistic, President and CMOhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt236-power-prospecting-with-business-social-networks.htmGetting in front of the right person who has the power of make a decision is a challenge for every MSP. Did you know that you have the power right at your fingertips to find out exactly who you should be talking to is? LinkedIn and other leading business focused social networks offer a comprehensive platform for all MSPs to do accurate research on who the right people are at every business. Stuart Crawford from Ulistic will introduce you to new tools and strategies for using LinkedIn to increase sales, build a healthy network and become the "go-to" person in your marketplace.11/11/2010d56dc84c-e315-46d4-895f-8dba9da1c063Earle Humphreys-CEO- ITEEXhttp://www.mspu.us/premium/training/on-demand-video/vendor-relationships/vdr120-selecting-an-ehr-vendor-things-you-know-before-you-do.htmSince even the 56% of VARs who dont get revenue from the medical vertical are scrambling to enter this space via the Electronic Health Record Application "gold rush" it is time to talk about HOW to select a vendor. They are not all created equal-especially in terms for fit for your clients profile or in VAR "friendly" programs.11/11/201096217425-0d05-4894-8de4-8d293620ea83Erick Simpson, Vice President MSP University, Len DiCostanzo, Senior Vice President and Dean Autotask Academyhttp://www.mspu.us/premium/training/on-demand-video/sales/spt677-how-to-grow-product-sales-to-increase-business-profitability.htmIgnoring the product side of your business can open the doors for your competitors to gain influence over your clients purchase decisions. This session focuses on the strategies and tools you need to sell more products along with your services to drive more dollars to your bottom line. Learn how to create stickier, deeper relationships with clients, grow overall product AND services revenue, reduce the time and costs of quoting, selling, procuring and fulfilling IT product sales and make it easy for your clients to buy from you during this informative Webcast.10/08/2010959a3ea6-0141-4082-a672-8b8e3281122aErick Simpson, Vice President MSP University, Stuart Crawford, CEO Ulistichttp://www.mspu.us/premium/training/on-demand-video/sales/spt676-is-your-website-your-top-salesperson.htmIs Your Website working for you? Does your website have what it takes to convert visitors to prospects and eventually to paying clients? Stuart Crawford specializes in working with MSPs to maximize the return on their investment when it comes to online marketing. During this session Stuart will share 7 concepts that will make your website one of your top sales tools.10/08/201001582eb6-089c-4ab0-96f4-0fe3d3500ba1Erick Simpson, Vice President & CIO, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt950-desktop-migration-project-planning-walk-through.htmConducting an efficient desktop migration project can become a nightmare of scope creep, client dissatisfaction and lost profits if an effective project plan is not developed to address the knowns and react to the unknowns properly. This session focuses on a step-by-step walk-through for the development and implementation of a solid desktop migration project plan including proper risk, change, communication and status reporting management processes for success.10/06/2010f36777ca-d22b-4c03-a09e-a9d046cd339bErick Simpson, Vice President & CIO, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt952-building-a-healthcare-it-practice-to-generate-years-of-profitable-recurring-revenue.htmWith $20 Billion in Economic Stimulus funding set aside for Doctors who implement Electronic Medical Record (EMR) software, Medical Practices all over the U.S. need local Partners just like you to support them! Join MSP University Vice President and CIO Erick Simpson and our special guest gloStream CEO Mike Sappington and learn how to build a thriving Healthcare IT Practice so that you can become a trusted advisor to the Doctors in your community and generate years of profitable and recurring hardware, software and services revenue.10/06/2010c96148f1-7d69-46e6-8c7a-1595895c9237David West- Ulistichttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt228-search-engine-optimization-in-plain-english.htmDavid will be discussing SEO in plain english. This is a "must attend" seminar for anyone who owns a website and would like to learn the fundamentals of a successful search engine optimization campaign. We will cover from top to bottom, the factors that you can influence online to help your business website perform.09/17/20100fe059e4-ab75-49b1-9de5-9485a422a940Matt Dowhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt227-what-do-i-put-in-a-corporate-newsletter.htmIn this webinar, we will review examples of what makes an effective newsletter. We will review best practices, tips, new creative ideas, and other aspects to help you in creating your own corporate newsletter. After this webinar, attendees will be able to plan and create your own corporate newsletter, with recurring features, and original content that will be valuable to your clients and prospects.09/17/2010d1de1376-35ff-4408-ba3d-c2822430d4c8Aaron Booker-Varvidhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt226-how-to-help-your-marketing-efforts-with-social-media-video.htmWhy is social media important to your overall marketing plan? Learn how to get started with online video. Also learn how YouTube can help your website search rankings.09/17/2010d0b50142-b9a3-4a72-ab32-1aa628898125Annissa Harte- Business by Demandhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt225-how-to-build-a-successful-call-center-and-telemarketing-team.htmThis session will focus on the strategy and techniques of building a successful telemarketing operation. You will learn how to hire the right telemarketers and what to look for. You will also learn what metrics to measure and tips for creating a great script. This webinar will allow provide techniques on getting past the gatekeeper and how to create a strong sales appointment.09/17/2010b645f6ed-3f35-4a4f-83e0-8e5bfbc19b7fMatt Dow - MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt221-how-to-develop-effective-marketing-collateral.htmThis session focuses on developing compelling marketing messages and collateral for a Backup and Disaster Recovery Campaign. Your marketing message is geared to strike interest, curiosity and intent. In this session, viewers will view and experience developing corporate marketing messages that are aimed at increasing not only the top-of-mind reaction, but also the call-to-action response.09/17/2010a6177ba7-32a6-4bee-a2ef-3a39c5ead8ffMatt Dow - MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt222-establishing-researching-and-analyzing-campaign-analytics.htmThis session focuses on analyzing your marketing efforts. After a campaign is launched, analyzing its effectiveness is important in discovering what worked and what didnt work so well. In this session, attendees will research and measure the effectiveness of campaigns launched using tools such as Constant Contact email campaign reports and Clicky Website results.09/17/201038f26fd7-2330-439e-bdc7-d3bcd106d948Earle Humphreys- ITEExhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt334-the-cloud-a-threat-or-opportunity.htmThe Cloud is coming (actually its here) so solution providers have to deal with it. Its impacts are both good and bad for resellers. Learn why vendors need VARs for cloud solutions. How to introduce the cloud to your clients for offense & defense, How to select services & "sell" them to your clients. Discover critical things to consider when implementing cloud services for your clients.09/17/20102ec20479-6369-4ac5-b2ba-e4e6011c9e4cEarle Humphreys- ITEExhttp://www.mspu.us/premium/training/on-demand-video/sales/sdt333-so-your-client-wants-cloud-now-what.htmYou sold your client on cloud model. Now, what do you do to deliver the services? This webinar will focus on delivering on client expectations,selecting viable vendors & what to do to build services.09/17/2010accca145-02b7-4655-8ce5-9921fedd28eeAndrew Baduria- MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/sales/spt654-role-play-techniques-for-sales-success.htmAre your sales professionals role-playing your managed services sales engagements before they burn leads? From our previous training webinars, you know how important it is to role play so that you are not practicing on your clients. Join Rafael Sanguily and Andrew Baduria as they take you a step further and show you how to maximize the effectiveness of your managed services sales role playing sessions.09/17/2010497702fc-5209-416e-afa4-ab5b2276593aAndrew Baduria- MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/sales/spt652-how-to-create-an-internal-advocate-out-of-the-current-it-guy.htmHave you been avoiding selling managed services into prospects that currently have an internal I.T. Guy? Stop avoiding those prospects and turn those prospects into a qualified opportunity. Join Andrew Baduria as he shows you how the current I.T. guy can become an internal advocate and can actually increase the managed services sales velocity and shorten the sales cycle.09/17/20103362a9d6-dc3c-4ace-884c-4f12f305bb53Alan Rohrer- QBShttp://www.mspu.us/premium/training/on-demand-video/sales/spt666-how-to-take-advantage-of-the-two-most-important-tools-in-sales-today.htmEvery sales person knows that asking questions is important in selling. We also are aware that we must qualify accounts, present value and overcome objections in order to close the sale. So important are these aspects of selling that they make up the content of most all sales training available. Would you be surprised if the two most important tools you have available to you in sales today are not even on this list and no one even talks about them?09/17/20108416ec13-5a88-48c3-b1d5-1c5ec9046db7Andrew Baduria- MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/sales/spt667-understanding-your-sales-challenges-from-a-disc-perspective.htmAre you candid with yourself about your existing challenges in the sales engagement? DISC behavioral profiling your sales professionals can help them learn about their natural and adaptive tendencies during the managed services sales engagement. A true sales professional is candid with themself about their strengths, but more importantly, continues to work to improve their challenges before they become weaknesses. Andrew Baduria will give you an insight on how understanding your DISC, can help you improve your effectiveness when selling managed services.09/17/20107fcdb6c4-cb4c-47a3-a5c7-444141a39255Roy vanNorstrand - The Leren Grouphttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/spt665-fundamentals-of-sales-analysis.htmLearn how to use Sales Analytics to develop a successful sales process. Use the tools in this session to measure and optimize sales effectiveness. Also, understand how to use sales analytics to create successful compensation plans and solution sales cycles.09/17/2010765a5794-059d-4cda-a922-50ba38b90f36Stuart Crawford - Ulistic Inchttp://www.mspu.us/premium/training/on-demand-video/sales/mkt224-5-easy-ways-to-market-your-managed-service-provider-business-online.htmLooking for new ways to grow your Managed Services Practice? Curious to understand how social media can generate new business opportunities? Have you thought about new ways to interact with clients, prospects and your suppliers? More and more of your clients and prospects are turning to the Internet to find the right Managed Services Partner to work with and to also get answers to their technology questions. Could this be the perfect opportunity to recruit new MSP clients and also a great tool to stay in touch with you existing clients? Join MSP Internet Marketing Consultants Stuart Crawford from Ulistic, a corporation focus on helping MSPs win more business through education and mentorship. This information packed webinar on how you can use the Internet to grow your MSP. Learn from Stuart what works and more importantly what doesnt. Stop spinning your wheels and start moving forward. Start connecting with those looking to use your services. Stuart worked as a Managed Services Partner for over 15 years and understands how to build a successful MSP business through online marketing that will generate results. It starts with commitment and having the right tools.09/17/2010a2da73d4-5206-482b-bb1c-088ffeaf1576Matt Dow - MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt222 -establishing-researching-and-analyzing-campaign-analytics-description.htmThis session focuses on analyzing your marketing efforts. After a campaign is launched, analyzing its effectiveness is important in discovering what worked and what didnt work so well. In this session, attendees will research and measure the effectiveness of campaigns launched using tools such as Constant Contact email campaign reports and Clicky Website results.09/17/2010c2053f4d-d1f6-4af2-9ca3-31afc0a49c31Andrew Baduriahttp://www.mspu.us/premium/training/on-demand-video/sales/spt663-mastering-the-sales-follow-up.htmDo you have a strategic follow up process after your managed services agreement is signed? Follow Up is the last step in our 7-Step Managed Services Sales Process, but an important one nonetheless. Join Andrew Baduria as he displays how mastering the follow up can lead to happier clients and referrals to new managed services opportunities.09/17/201097c20dfc-a554-4fcb-9fcf-51caf52433a0Roy vanNorstrand The Leren Grouphttp://www.mspu.us/premium/training/on-demand-video/sales/spt662-how-to-run-an-effective-sales-meeting.htmProperly run sales meetings save time, increase motivation, productivity, and solve sales cycle, velocity and funnel problems. Meetings create new ideas and initiatives. Meetings achieve buy-in and a sense of ownership and accountability for your sales team. This session focuses on tips and techniques for leading effective sales meetings that involve and encourage participation and involvement of your team. Topics include agendas, reporting, accountability and sales funnel management.09/17/20103f4d7d2e-5cb7-4770-b8b9-c4d3d106fb43Rafael Sanguily - MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/sales/spt661-sales-mastery-open-qa.htmOpen Discussion on anything related to IT Sales. Bring up questions on objections, sales cycles, verticals, strategic questions. This is your time to get your questions answered and discuss any challenges you are having in selling your services!09/17/2010a8f67b59-9411-4b73-a1ac-f273fc12d0c8MSPUhttp://www.mspu.us/premium/training/on-demand-video/sales/spt650-using-msp-universitys-managed-services-pricing-and-rio-calculator-to-sell-on-value.htmAre you doing a Cost Savings Analysis during your managed services sales engagements? If not, you could be leaving money on the table. Our ROI Calculator, when used effectively, can increase the revenue potential of your managed services agreements and lead to higher profit margins.09/17/2010a77004cf-7cea-44a0-83df-5b835ffc7fa1Flynn Bashford MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/sales/spt660-raising-investment-capital-for-your-business-101.htmAre you looking for investment capital for your business? Why should investors invest in your business? Are you prepared to receive investment dollars? If you were given $1 Million for your business would you know what to with it? If you have ever pondered these questions attend this webinar.09/17/2010bdabf207-724c-40e6-b3be-5770b46f0155Earle Humphrey - ITEEXhttp://www.mspu.us/premium/training/on-demand-video/sales/spt659-building-successful-cloud-services-or-practice.htmDiscussion covers 10 steps in detail to build a security portfolio from service selection to sales launch. Goal is to examine in detail all tasks required to launch a successful cloud practice.09/17/201082c4c887-c2fb-4e60-9221-08383caab647Stuart R. Crawford - Ulistic Inchttp://www.mspu.us/premium/training/on-demand-video/sales/spt658-is-your-business-website-your-top-sales-position.htmMSP University Partner and Search Engine Optimization specialist David West will be discussing 10 critical points to consider when marketing online. Starting with an open discussion on goals and conversion goals through to why business blogging and an online web video strategy are crucial to your business being found online today, plus your business will be able to deeply connect with future and current customers. By the end of this business webinar you will have a clearer picture and understand the 10 clear goals, when followed, will help you to generate new business from visitors to your websites. Your MSP business website when setup with a strategy is one of the top members of your sales team with the right training and team on board to help you. If it isn’t one of your top producers, then you must tune into this important webinar and learn what steps your business must take to win new business opportunities online.09/17/20105400b5aa-0f0e-4672-93fb-c3cb2d8ebb98Roy vanNorstrand - The Lener Grouphttp://www.mspu.us/premium/training/on-demand-video/sales/spt657-how-to-motivate-a-sales-professional-in-a-slump.htmEvery Sales Professional encounters in their career a slow period of productivity, usually referred to as a "Slump". An expert Sales Manager and Mentor, Roy VanNorstrand, will showcase the tools and training needed to motivate a sales professinal through this challenging time. This webinar will focus on the definition of a Sales Slump, how to isolate the variables, and how to anticipate and averting a Sales slump using detailed Sales analytics.09/17/2010847f4583-b402-46e4-b2b3-de5f29c28fc4Flynn Bashford- MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/sales/spt668-call-center-operations-part-i.htmWe will discuss the foundation of a successful call center. This webinar will give an overview the key components of design, configuration and goal-setting the call centers activities.09/17/2010fe5b610a-46ef-40af-9d9d-5acd89b6d052Stuart Crawford- Ulistichttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt220-managing-your-business-reputation-online-5-ways-to-stay-on-top-of-your-reputation.htmManaging your reputation online is crucial. It has never been so easy for your customers to share feedback about your services and products with the world. How are you managing your brand name online? How do you monitor what is happening in your community? Can you easily keep your finger on the pulse of your competitors? During this session, Ulistic’s Stuart Crawford, a leading online Managed Services marketing professional working with Managed Service Provider's across the globe will share 5 ways you can “keep a grip” on your brand, services and what your competitors are doing in today’s connected world. In this session you will learn about the tools available to monitor your brand, keep an eye on your staff, competitors and clients and get a leg up on those around you.09/16/20104c136fb2-ce80-4a1a-804d-65ea3014d1afAllison Graham- MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt219-client-solution-roadmap.htmIn this session, attendees will experience designing a Client Solution Roadmap and implementing tools to aid in vertical discovery.09/16/2010014d293b-4c09-4d1f-8bbd-fbb2d38907d7Matt Dowhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt212-focus-your-marketing.htmThere are many great tools and useful technologies that we can use in our marketing campaigns. Many people get caught up in the excitement, begin marketing, and before they know it their efforts are scattered and lack real focus. This session will help you gain perspective of your organization’s overall goals and how your marketing efforts can help you reach them. Nothing is more effective than a truly focused marketing effort that keeps your organization’s goals in its sights.09/16/2010b804b1a2-b923-4527-b589-dfa54ce29846Flynn Bashford- MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/financial-acumen/fin118-raising-investment-cap-part-2.htmThis is Part II of MSP University’s Webinar Series on how VAR’s can gain an overall understanding of raising investment capital for their business. After reviewing the fundamental questions of raising capital, we will examine a real-world scenario.09/16/20102e677214-bd56-44a3-81f3-304db6076fe2Andrew Baduria, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/sales/spt647-warmup-best-practices-legal-vertical.htmAre you having difficulty building the rapport and credibility needed to successfully target your managed services offering to the Legal vertical? Warm-Up is a crucial step early in the managed services sales process. When done correctly, you can drastically increase the velocity of your sales engagements. Join Andrew Baduria as he discusses the warm-up best practices to effectively build rapport and credibility when you engage Legal opportunities.09/15/2010e92ad386-4c26-46a0-93f0-e3a16b5df9dcAndrew Baduriahttp://www.mspu.us/premium/training/on-demand-video/sales/spt646-warm-up-best-practices-for-the-cpa-vertical.htmAre you having difficulty building the rapport and credibility needed to successfully target your managed services offering to the CPA vertical? Warm-Up is a crucial step early in the managed services sales process. When done correctly, you can drastically increase the velocity of your sales engagements. Join Andrew Baduria as he discusses the warm-up best practices to effectively build and rapport and credibility when you engage CPA opportunities.09/15/201001b59f72-e0af-4970-a78b-393df8fbca23Roy vanNorstrand, The Leren Grouphttp://www.mspu.us/premium/training/on-demand-video/sales/spt645-introduction-to-sales-analytics.htmYou cannot manage what you do not measure. This fact is never more relevant than when managing your sales process. This webinar will address the fundamentals of measuring sales in terms of the four phases of the successful sales plan.09/15/201004c9b5d4-2cf8-4138-90fa-c82b45625579Erick Simpson, Vice President & CIO, MSP Universityhttp://www.mspu.us/premium/training/on-demand-video/free-training/spt641-perfecting-the-sales-professionals-and-sales-engineers-synergies-during-appointments-to-close-opportunities-faster.htmThis session focuses on understanding an IT Solution or Managed Services Provider's sales engineering role during the sales process. Too often Sales Professionals and Sales Engineers actually impede the sales process and slow sales velocity due to a lack of understanding of the role each must play properly during the sales process. Topics include ownership of the sales process and sales meetings, preparation, who should say what when, what to say, what not to say and how not to say it, when to take a sales engineer to a sales meeting and when to leave them behind, and more. 08/30/2010465a0ef0-59a4-4651-881c-6aacbdedaa5bAndrew Baduria, Senior Channel Manager, MSPUhttp://www.mspu.us/premium/training/on-demand-video/sales/spt639-closing-the-managed-services-deal.htmThis Webcast walks you through each step of your first Managed Services sales appointment and teaches you to conduct a client needs analysis that reveals you as the expert and provides you with key talking points and strategic answers to the most common objections. Also clarified are the details of the Managed Services sales process and the strategic details of a Managed Services Proposal, Cost Savings Analysis, and Managed Services Agreement. Finally, this Webcast reveals a Managed Services sales technique so unique, it nearly forces your client to sign your Managed Services Agreement and empowers you to close the deal!08/20/2010b43d674a-966a-430d-b05e-42bccc50575aChristina Tang, Director of Marketing and Training, MSPUhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt751-how-to-use-press-release-template-for-developing-your-website-news-section.htmHave you created a press release? Do you have a bundle of press releases and don't know where to put them? Join our session as we explore various opportunities to showcase your press releases on your website and more.08/20/2010d9ed732f-2bc0-4917-b592-36858ef5feecAndrew Baduria, Senior Channel Manager, MSPUhttp://www.mspu.us/premium/training/on-demand-video/sales/spt463-how-to-develop-personal-marketing-plans-for-sales-professionals.htmYour branding doesn't have to be just for Company use! Your Sales Professionals should have the tools and techniques established in your corporate branding. Join us as we discuss developing a personal marketing plan for your Sales Professionals.08/20/20100b87b9cb-fe7e-49c7-8620-93abcacec1c1Matt Dow, Marketing Managerhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt758-using-the-51-steps-sales-marketing-process-combined-with-your-marketing-efforts.htmThis session focuses on implementing the 51 Steps Sales & Marketing Process coupled with the marketing efforts. Making a great first impression is one of the key techniques to a successful sales engagement. Using MSP University's 51-steps Sales and Marketing Process, attendees will learn how and why they need to use the pre-marketing kit to make the best first impression that confirms the sales engagement and maintains the impression after the sales engagement. 08/20/20108661f65f-6963-4666-b91c-75e158020bf6Andrew Baduria, Senior Channel Manager, MSPUhttp://www.mspu.us/premium/training/on-demand-video/sales/spt638-using-live-chat-on-your-website-to-initiate-a-sales-engagement.htmConnecting with a visitor and engaging with their activity is important in not only establishing a relationship but also enticing the sales engagement. Join MSP University as we explore Live Chat and the functions of using Live Chat in initiating a Sales Engagement.08/20/2010bf990a0f-2847-48d4-93cc-6e3e3396ea50Christina Tang, Director of Marketing and Training, MSPUhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt757-how-to-use-print-radio-and-television-advertising-for-branding-and-lead-generation.htmDo you have a budget for advertising but don't know how to reach your viewers and maintain the Top of Mind Awareness? In this session we will discuss how to create memorable ads on a small budget.08/20/2010b93982c3-c233-4a59-a519-b7ed75dd80fbErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt948-how-managed-services-providers-determine-their-total-cost-of-service-delivery.htmThis session focuses on understanding a Managed Services Practice's Total Cost of Service Delivery in order to determine actual service margins. Topics include how to calculate hourly labor burden, hourly overhead burden and professional services labor and service desk and NOC profitability. 08/04/201080cb4b8e-2f3e-4fe7-bcca-20e7886a9a4eErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt946-project-management-a-step-by-step-walkthrough.htmThis session focuses on developing and implementing an effective, efficient project planning and management process. Poor Project Management is one of the 3 areas where a solution provider or managed services provider can incur the fastest losses in profitability. An example implementation scenario will be utilized to develop each project management process required for successful project implementation and client satisfaction. Communication, Change and Risk Management examples will be covered, as well as scheduling and phase and final project acceptance.08/02/201046766fea-baab-4c48-a126-75cb4877311aGiovanni Sanguilyhttp://www.mspu.us/premium/training/on-demand-video/sales/spt331-creating-strategic-qq-for-selling-voip.htmLearn how to position yourself as a trusted advisor with your clients by leveraging strategic questions during the qualifying phase/first appointment of the sales process. Using a combination of methods, including Question Based Selling methodology, you will be able to quickly create demand and true need for VoIP systems. 07/04/201022856fd4-b837-4bf2-b2d0-5f724d4add08Andrew Baduriahttp://www.mspu.us/premium/training/on-demand-video/sales/spt332-increasing-revenue-as-a-trusted-advisor-best-practices.htmWhat is a Trusted Advisor? Are you a Trusted Advisor? Do your clients want or need a Trusted Advisor? This Webcast focuses on the power of this critical role in every small business, and how you can increase your Managed Services practice's revenue by becoming one.07/04/2010518de70c-8ffa-455f-a62b-7fb9af4dc406Christina Tanghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt217-marketing-research-101-is-there-anybody-out-there.htmAre you familiar with your target market? Have you researched the demographics of your target? Do you know how effective your marketing is? Join MSP University for a 101 course on Market Research, the importance and need of this often forgotten attribute. 07/04/2010be305d0a-a303-4227-87ce-bf314a3d62a5Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt216-how-to-identify-line-of-business-applications.htmIf you're looking at breaking into the CPA/Accounting vertical, then this session is for you. Take away tips and tricks for how to identify the most common line of business applications that are used by these organizations, what industry publications and associations you should know about. Once ou understand the line of business applications you can go about becoming expert in supporting them. Once you understand the industry publications, you can go about advertising effectively in them and winning new clients and grow your business. 06/30/2010e42f2a2d-302e-4fa1-a655-b6830accfa86Rafael Sanguilyhttp://www.mspu.us/premium/training/on-demand-video/sales/spt326-creating-successful-qbs-appt-setting-scripts-for-bdr.htmLearn how to use strategic questions and curiosity based on the Question Based Selling methodolgy as a way to create more powerfull call script templates Learn how to use a Disaster Recovery Audit to increase opportunites to qualify an opportunity for managed services. 06/30/2010f3e5ad99-7554-40ad-acca-11b1658eec77Rafael Sanguilyhttp://www.mspu.us/premium/training/on-demand-video/sales/spt327-using-strategic-qq-for-ms.htmLearn how to position yourself as a trusted advisor with your clients by leveraging strategic questions during the qualifying phase/first appointment of the sales process. Using a combination of methods, including Question Based Selling methodology, you will be able to quickly create demand and uncover true need for proactive managed services. 06/30/201064c6f85e-bb42-4088-988f-78ba144855fdDean Bowenhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr104-sowing-the-seeds-of-your-realtionships.htmJoin Dean Bowen, Founder and President of Net-Flow Corp, for this first session in a series about the value of hosting solutions to your business and your clients. During this Webinar you will learn how to improve your position in the relationship food chain, be the Gate Keeper of all Vendors through low cost offerings that results in big returns, increase revenue through understanding the 7 Hosting Solutions, what objections there are, and how to overcome those objections as the Trusted Advisor. After this webinar you'll take away the tools and critical resources you'll need to succeed. 06/30/20103e278186-8fb6-4e6f-b9d5-9277469fb944Christina Tanghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt215-marketing-q-a.htmHave a marketing question that you need answered? Join MSP University in our Marketing Question and Answer session where partners are open to ask any questions about marketing. 06/30/201094c16a4c-7b3e-4f44-95df-5dd057d92c24Vlad Mazekhttp://www.mspu.us/premium/training/on-demand-video/sales/spt330-competitive-selling-when-all-the-cloud-solutions-look-the-same.htmLearn how to win deals by differentiating your cloud services and offerings even if they are based on the same technology. Learn how to let your prospects choose your solution by asking the right questions and presenting the right options. 06/30/201062adca32-56e4-49e6-b85f-ba440b246f49David Russellhttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm337-accelerating-growth-by-automating-best-practices.htmYou grow by doing what you do best over and over again. Jim Collins refers to this as your "flywheel" in his book, Good to Great. Attend this webinar to learn how MANAGEtoWIN software helps you define your best practices for profitability and growth, and then automatically hold your people accountable to complete their key tasks on time.06/30/20108e60408e-7daf-4619-9727-2245dce0d5eaJason Bealhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt020-habits-of-highly-effective-solution-providers-habit-5.htmExploring 'Habit # 5' from this on-going webinar series entitled "Seven Habits of Highly Effective Solution Providers," we'll explore how and why you can actually start receiving more leads and potential business opportunities by "Telling For Leads" rather than asking for them. There is an art and a science of "telling for leads" which much more than a quid-pro-quo or what-have-you-done-for-me-lately. Learn simple and effective techniques on how to better work with vendors and distributors to become a go-to source for leads and potential partnering opportunities. Tell a friend! 06/30/2010ced3095d-4e26-4254-9392-79b875439aebSteve Stasohttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/sdt019-cloud-computing-compliance-compliance-security-privacy.htmCloud computing presents great opportunities for businesses and organizations to control costs and better align IT assets with business goals by using modern on-demand computing resources. Choosing an appropriate Cloud computing Service can be a complex decision. This session describes the topics of Security, Privacy, Compliance in Cloud Computing.06/30/2010daef4014-f7db-4b2e-89db-cbfe79a01e6aAllison Grahamhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr103-free-up-some-hours-in-our-day.htmJoin MSP University's Allison Graham for this live session in which you will learn tricks and tips on how to save time by just being a little more organized with your inbox. Haven't we all "dropped the ball" on something at one point or another? Who doesn't want to free up a few more hours in their work day?06/30/20105edfeb4d-8909-43c4-b96d-fa7e07de27edChristina Tanghttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr105-value-of-joining-industry-associations-memberships.htmJoin Christina Tang for this session in which we'll untangle the complexities of participating in industry associations and networking with your peers. Take away the key criteria you'll use to evaluate the value of an industry organization to your business. 06/30/2010e3dd1a24-42d0-4b57-9d84-15d8c6d28a98Kate Hunt/Educational Content Managerhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt213-how-to-use-case-studies-and-video-testimonials-to-close-sales-opportunities.htmClient Testimonials and case studies can be amazingly powerful marketing tools…when they're properly crafted and leveraged. Join Kate Hunt for this session in which we'll uncover the secrets to building and promoting testimonials and case studies that help accelerate your sales process and overcome sales objections.06/11/20102db1423d-7ac9-4921-b018-8f95ec6be0beKate Hunt and Mark Sandershttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt214-evaluating-your-websites-functionality-introduction.htmHave you ever wondered what your website can do for you? Join MSP University for this first in a four part series in which we will show you a process you can use to determine how your website can help your business grow. 06/10/20109b1992e9-c562-43dc-b062-d9a2f7ddf682Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt947-training-technical-staff-for-maximum-results.htmThis session focuses on specific requirements, techniques and expectations for training technical resources. The function of training technical staff in an IT services organization, NOC or Service Desk is obviously much different than training staff in other businesses or business units. In addition to training technical staff in NOC and Service Desk overall day-to-day operations and functions, there need to be opportunities for technical staff to receive the role-specific training required to make them effective, efficient and successful, in order to receive the maximum return on their hiring investment. This session will cover both common training best practices for all IT staff in general, then dive specifically into role-specific technical training topics such as tools and technologies, processes and procedures, products and services, roles and responsibilities and handling clients. In addition, competency and certification requirements will be covered, as well as incentives to achieve and maintain them, including setting goals and bonuses.06/03/20108c79e7f5-5956-4982-a20a-dc7a1ff068b6Christina Tanghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt192-identify-verticals-and-seat-size-for-marketing-campaigns.htmDo you know what your target vertical is? Have you created a client solution roadmap to discover your vertical potential? Join MSP University as we dive into how to identify your vertical and effective seat size for successful marketing campaigns. 06/03/2010377e8832-2d9d-41aa-af1c-d8636e0a314fErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt944-day-to-day-noc-and-service-desk-service-delivery-blueprint.htmThis session focuses on day-to-day NOC and Service Desk operations. Although the NOC’s duties and responsibilities are oriented towards proactively managing and maintaining efficient operating states of hardware devices, software operating systems and applications and insuring the continuity of services; and the Service Desk’s and its staff’s duties and responsibilities are focused on managing end user incidents and problems, they both respond to incidents and problems that impact these by following established service delivery processes. Based on best practices for proactive and reactive maintenance and service delivery, at a high level, the general framework governing these processes is shared by both the NOC and Service Desk, with differences surfacing based upon specific tasks. This session drills down into daily activities of NOC and Service Desk staff, including proactive maintenance, reactive incident management, and other support activities, including on-boarding new clients and network documentation duties. Also covered are best practices for interacting with clients and end-users.06/03/20100ee651e6-cc5e-423d-94f5-de62016d29f1http://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt945-the-3-cloud-service-models-saas-paas-iaas.htmJoin Steve Staso, CEO of Field and Wave Solutions, and our own Kate Hunt for this session in which we'll discuss the three cloud computing models: software as a service, platform as a service, and infrastructure as a service. We'll discuss the specifics of each and how they fit into your business model05/28/2010f5691e68-4955-4225-8502-3c282fbeeeabDave Sobelhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt921-whos-afraid-of-the-big-bad-cloud.htmThinking about the Cloud, but scared it will destroy your current revenue?   Concerned your customers are going to buy direct and you’ll be cut out?   How do you deliver value when you don’t “install” anything?    Dave Sobel, CEO of Evolve Technologies, shares insight about how to develop cloud offerings and how you position your business for growth in, around, and upon online services.   Strategies come from real life experience, industry data, and collaboration with other solution providers to give you the best way to take on the big, bad cloud.”05/27/2010a5865b13-3ab4-4716-a62f-83a7cb112a0cPatrick Theanhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus211-would-you-like-to-be-great-then-theres-one-thing-you-should-know….htmLearn the one thing that successful Inc. 500 Winners and Fast Growth Entrepreneurs know that enables them to focus their team and execute with 100% confidence. Patrick Thean, CEO of Gazelles Systems and co-chair of MIT’s Entrepreneurial Masters Program, will give you a behind the scenes look at how top companies drive execution in their firm. Most companies gather their team for their weekly meeting and end up spending 80% of their time discussing status. The companies that are great at execution spend 80% of their time working as a team on solutions. Join Patrick Thean to learn how you can run great weekly meetings where your team will focus on solutions; not status.05/27/2010eeffadf2-955e-46b7-b397-41b45a8b376dAlan Rohrerhttp://www.mspu.us/premium/training/on-demand-video/sales/spt324-how-do-you-manage-the-sales-call-.htmDo you pitch? No, not baseball, I am talking here about a sales pitch…an opener…a concise explanation of who you are and what you offer? Something you say to open up the typical sales call? You do? Well, we all have an "elevator pitch"…because that is how we have been taught to sell now for the last 30 years. So much so that everyone has a pitch and by the way if you sell in a competitive industry your competition has pretty much the same words as you do. Ever wonder why customers hesitate to engage and don't return your calls? Sounding like everyone else is not a winning strategy. This webinar will break the Sales Pitch myth and show you how to re-engineer your selling in order to cause prospects and customers to want to engage with you during the sales dialogue.05/27/2010efd2371b-7a43-4ac5-a5f7-618b7acb4633Rob Buntinghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt186-finding-your-prospects-online-selecting-the-right-keywords-for-your-google-adwords-campaign.htmDo you need to develop a list of keywords for a Google AdWords ad campaign that not only drives new visitors to your website but drives the right mix of people who will take the next step to do business with you? Join MSP University for this session to learn how to do keyword research and select the most effective terms for your Google AdWords campaign.05/27/201038a1abaa-42b6-4451-8370-3590094a4795Rafael Sanguilyhttp://www.mspu.us/premium/training/on-demand-video/sales/spt323-real-world-closing-scenarios.htmThe Sixth Step of the Seven Step Sales Process. Knowing what to do and what not to do can potentially cost you a well qualified prospect and the opportunity to develop a Client for Life. This webinar will cover real world scenarios and philosophy on best practices regarding closing a sale. 05/27/2010eea795c9-6f01-4aa7-bb47-433abd807640Doug Wilsonhttp://www.mspu.us/premium/training/on-demand-video/sales/spt322-converting-your-clients-to-managed-services.htmAre you struggling to find a way to convert your clientele into Managed Services? Not sure how to show the value of managed services to those clients? Concerned about your clients being turned off by the level of commitment required for full managed services? Join Doug Wilson of GFI and our own Kate Hunt for this session to learn how The Building Blocks methodology can help you overcome these challenges and start making money in managed services. 05/27/2010995c285d-7071-424b-8495-d6e9919489dcErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt006-how-to-effectively-on-board-new-managed-services-clients.htmThis session focuses on developing and implementing an effective, efficient on-boarding process for new managed services clients. Once the decision has been made to begin service delivery for a new client, the outsourced service provider or internal service manager must execute an effective, efficient on-boarding process in order to meet client and end user expectations and facilitate future service. A poorly designed and executed on-boarding process will quickly erode client and end user confidence and satisfaction and increase service delivery difficulty and cost for the outsourced service provider or internal service manager. No matter how you slice it, this is not the way to begin a new client relationship. A successful on-boarding process begins before the decision is made to deliver services to the client.05/27/2010b9f628d8-3969-42f8-9c8b-581eb921ac4fDavid Russellhttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm329-review-manage-to-win-online-portal-for-employee-management.htmLegally it is crucial for your company to do employee performance evaluations at least annually yet for many MSP’s the process is a once-a-year agony – if done at all!  It does NOT have to be that way.  Attend this webinar to learn how to write meaningful, comprehensive, legally defensible performance reviews in just 15 minutes on MANAGEtoWIN – talent management software that improves your business.05/27/201001362bf5-e4a1-48d8-93e8-f90205f9703cChris Chase, CEO, JoomConnecthttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt178-twitter-for-business.htmSocial Media, like Twitter, is revolutionizing the way people communicate, socialize, and do business.  Join Chris Chase, CEO of JoomConnect, and our own Kate Hunt for this session to learn how to safely and easily build, automate, manage, and track a Twitter Marketing Initiative for your business.  05/17/20102eb853ed-c17b-4800-81b2-aab01aef0d54Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt903-outsourcing-your-noc-and-service-desk-effectively.htm05/17/20106d3b3587-f140-4064-bc8a-fb5940f8d58cKevin Brownhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt173-kutenda-drive-traffic-to-your-website.htm05/17/20104cc9214d-8e91-40d9-81d8-9f74686e6020Rafael Sanguily, Director of Business Development, MSPUhttp://www.mspu.us/premium/training/on-demand-video/sales/spt321-demonstration-scenarios.htm05/17/20108ae4939c-94c4-4d4a-a5f0-9d8d329b3816Karl Paluchakhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt237-migrating-from-sbs-to-the-cloud-part-iii-building-a-new-business-model.htmIf you’re not selling many servers, and not selling much software, you’re going to have to restructure your financial projections and selling strategies. And if first line support is outsourced along with services, then you’ll need to reconsider your staffing. What’s good for business owners (like you) might be bad for technology departments and individual technicians. In the big picture, you’ll need a new business model. We’ll talk about the most important elements of that.05/14/20108dd70991-b166-44f2-b063-09a21a07acb8Mark Sandershttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt176-secrets-of-effective-websites-your-website-will-not-make-your-company-successful.htmHave you given in to the idea that all you need to do is publish a “cool” managed services website and instantly all the business you can handle is going to come rushing through your doors? If so, you are not alone. Many decision makers look upon a website as a miracle answer to all their business problems. You get a new site, that you believe everyone is going to love, only to see it fizzle. In this webinar we will discuss the fundamental secret to having an effective website. What’s the secret? The secret is the realization that your website is only tool. One of many tools that your managed services business needs to succeed. The key is to determine what kind of tool your website will be for your business. You need to change your mindset from, “My website WILL make my company successful” to, “My website COULD make my company successful”. That small change in the way you look at your website can be all the difference in the world.05/13/20104ddddd12-5588-4709-8ce9-d2efb0c95366Vlad Mazekhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt236-everything-youve-heard-about-the-cloud-is-wrong.htm…and how to make money being right. Face it, the barrier to entry into selling the cloud is minimal and everyone is doing it - so how can you avoid the pitfalls and thrive? Don't miss Vlad Mazek, CEO of Own Web Now, as he shares tips and tricks from his perspective as a successful Cloud Services business owner in this next installment in our series of webcasts on Selling the Cloud. 05/10/20107515b79e-50a2-43a7-8873-27d014e04e2cChristina Tanghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt168-how-to-use-e-newsletter-for-lead-generation-and-existing-clients.htmDid you know your e-newsletter can also be used for lead generation? Are you looking for another way to build your client relationship? Join MSP University as we explore ways to use your E-Newsletter for lead generation to new and existing clients.05/10/201017bcbea0-0ad6-42e5-8d5b-1666a9861ffcErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/vdr112-partnering-with-and-managing-vendors-and-fulfillment-partners.htmThere is simply no way for a service organization to directly deliver and manage all of the I.T. solutions, products and services that their clients need. This session focuses on identifying the most highly-requested solutions and services that prospects and clients are asking for, and selecting vendors and fulfillment partners to help sell, implement and manage these solutions. Included are tips on managing the entire process from start to finish. Topics include vendor agreements, NDAs and non-competes, maintaining the primary position with the client and the vendor/fulfillment partner, and how to replace a vendor/fulfillment partner mid-stream without negatively affecting your client relationships.05/05/20100577098d-9e58-4517-a95f-36bcc409e9a6Rafael Sanguilyhttp://www.mspu.us/premium/training/on-demand-video/sales/spt320-qualifying-scenarios.htmThis session will incorporate real world scenarios dealing with the detailed analysis of the prospect's needs. This session is based on the Sales Skill Index to enhance the self- paced sales training.05/05/201064fe37be-801d-4d2e-9f88-c2597ff5d7f5Mark Fausthttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus210-finding-your-untapped-growth-potential.htmJoin Mark Faust of Echelon Management for this session in which we’ll learn the most commonly missed elements of strategy and how it can impact growth and facilitate continuous innovation and improvement.  Mark will discuss tactics for reducing management by crisis and improving time and priority management.  You’ll gain an understanding of how to facilitate clear and agreed upon growth objectives, actions, measures and role focus, a framework for getting better competitive awareness, and leveraging your competitive advantage to accelerate your growth.  You’ll also get valuable tips and ideas on how to improve team work, communication and innovation, how to run improved meetings, that are shorter, more focused, purposeful all leading to accelerated growth.  04/30/2010dc9791ca-bfe9-435b-b006-4d4c7e8df4faGary Picahttp://www.mspu.us/premium/training/on-demand-video/sales/spt317-the-top-3-msp-sales-mistakes-and-how-to-avoid-them.htmIf your goal in 2010 is add profitable managed services customers then you do not want to miss this webinar. Gary Pica, President of TruMethods, will share the keys increasing your managed services sales. He will also respond to your burning questions about selling support agreements.  During this webinar you will learn: why customers don't buy, how to raise your price and sell more, top sales objections, secrets to increase managed services sales04/29/20102c94e865-4f33-49fd-b17d-2c61b4aece1cChristina Tanghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt161-how-to-create-targeted-email-alert-watchlist-for-new-prospects-existing-clients-key-vendors-and-competitors-using-visistat.htmWant to discover who's on your website and when? Join MSP University as we walk you through the process of building your watchlist in Visistat. We'll dive into who should be in your watchlist and when to launch a campaign using your watchlist. 04/29/2010d3c02514-c85e-4724-b92c-1a51c11b58edKate Hunthttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus209-managed-services-qanda-session.htmJoin Kate Hunt for this session in which we’ll take the hour to field and address your toughest Managed Services challenges. There is no set agenda or presentation for this session, it’s purely your opportunity to discuss your real world Managed Services challenges with our experts and your peers. 04/29/20108fc9581c-5604-4af4-a139-403c13256120Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt235-maximize-margins-by-determining-your-true-cost-of-service-delivery.htmWhat does it cost you to deliver an hour of T&M or Professional Services to your clients? How about Managed Services? Do you know how to calculate the full burden of each of your billable technicians, along with your facilities burden? This session will reveal how to determine your true service delivery costs – even for Managed Services. Knowing how to calculate these costs will help you determine whether or not your bill rate or Managed Services agreements are really netting you the margins you desire. Discover the secret that Best in Class MSPs already know that helps them achieve 60% margins.04/29/20105f8d8b25-e3f6-4a80-ba78-f0d9cd5ec6f3Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/free-training/spt316-using-the-51-step-marketing-and-sales-process-to-close-more-business-.htmHave you ever found yourself stalling somewhere between marketing to new prospects and turning them into new clients? MSP University has provided you the ultimate tool to keep your marketing to sales conversions on track. Take advantage of our 51 Step Sales and Marketing Process so that you’ll always know exactly what to do next to maximize your new business closing ratio. Join Kate Hunt for this session in which we’ll talk through the benefits of this simple marketing and sales process, as well as give you great tips on how to start using this tool today. 04/29/2010e2e6c0be-95f5-469c-bdd9-bbef81eae7a7Pete Busamhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus207-it-cant-be-all-about-price.htmJust as solution providers and MSPs can measure the profitability of their end-users (and of each monthly services contract) in their internal systems, so do distributors measure the profitability of their reseller customers. Just as VARs and MSPs want to earn a fair profit from working with their end-users, so do vendors and distributors.  Distributors are investing in things like technical support, business intelligence, marketing, demand generation, customer communities, field-based events, etc.  These are not free.  If resellers are using those services, they should be willing to pay for them.  This is where a true partnership can be built.  Vendors and distributors can provide more value-add elements to resellers who are loyal, who buy at a fair price, and who are profitable customers for them.  Join Pete Busam, Chief Balancer of Equilibrium LLC and Jason Beal, Director of Sales for Ingram Micro, for this session in which the true nature of this complex relationship between distributor and reseller is explored. 04/29/20106e82f055-2073-4699-b608-99cc66a5b937Christina Tanghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt153-designing-and-launching-a-campaign-in-constant-contact.htmHave you designed a perfect email campaign and just don't know how or where to launch it? Are you looking for unique ideas to reach your target vertical? Join MSP University as we explore launching an email campaign in the email marketing engine, Constant Contact. 04/29/201049cb2959-5297-462e-836c-4c050523066dAlan Rohrerhttp://www.mspu.us/premium/training/on-demand-video/sales/spt313-are-you-in-the-business-of-providing-solutions-or-solving-problems.htmJoin Alan Rohrer, Certified QBS Associate, and our own Kate Hunt for this latest session in Alan’s training series in which we’ll further explore the PAS strategy.  Alan will illustrate the strategic nature of “how” we sell AND “how” buyers buy. Do they match or are we at odds with our customers when we are on a sales call? Learn how to avoid this all too frequent misstep by focusing on customer problems, issues and concerns.04/29/2010921dbebc-76c6-4a22-a9f1-167facd5c548Pete Busamhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus206-partnering-for-success-in-2010.htmEquilibrium Consulting, LLC specializes in assisting technology organizations with establishing partner relationships, channel strategy, design, and execution. We will discuss partnering for success in 2010.  Our session will include some marketing and sales tactics to leverage your manufacturer partners to deliver high value consistent repeatable sales pipelines, revenue and profitability.04/29/20102cd39f2c-85c0-479b-aa71-82e702c877b8Christina Tanghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt141-the-importance-of-target-marketing.htmDo you market to strictly horizontal verticals?  Are you having a hard time creating a solid message with your horizontal vertical?  Join MSP University for this session to learn the importance of target marketing. 04/29/2010a265d302-a493-43f2-a600-06156483fc84Karl Paluchakhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt234-migrating-from-sbs-to-the-cloud-part-ii-options-hardware-software-and-service-considerations.htmLast time Karl gave the view from 30,000 feet. In part two of this series he looks at some of the specifics of choosing the hardware, software, and services that you'll bundle together in your offerings. Karl will also give examples from his own company's cloud service offerings and show you how they compare to non-cloud services for his clients.04/29/2010b135398e-901d-4dbb-a1ad-93cf5b2c1e1cBryan Germanhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus204-to-franchise-or-not-to-franchise-that-is-the-question.htmJoin us as we answer some common questions about this business model. We’ll detail how franchising works, as well as how franchising can benefit an MSP.  Many MSPs can leverage franchising to improve business processes and ultimately, bottom lines.  For all of the benefits franchising can offer, there are also aspects of franchising that are not attractive to an MSP. We will also highlight some of the requirements in a franchising model that give it a negative reputation.  Ultimately, the choice is yours, to decide if there is sufficient ROI. 04/29/20102a45def8-5832-472f-8467-5e8ec4031222Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt312-using-the-client-solution-roadmap-to-capture-more-revenue-from-fewer-clients.htmAre you leaving money on the table?  Are there sales opportunities in your client accounts that you haven’t captured?  What if you could increase your top line revenue while bypassing the lead generation process?   Join Kate Hunt for this session to learn some strategies you can use to drive revenue from within your existing client accounts.04/29/20106cae6ce7-01b9-4edc-b227-638493dab49dRob Buntinghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt134-how-to-drive-revenue-with-a-google-adwords.htmGoogle AdWords has revolutionized online advertising by enabling advertisers to place text ads on search engines alongside organic search results and text or banner ads on thousands of other websites and only pay when people click on the ads.  This has proven to be one of the most cost-effective and efficient forms of advertising ever created.  While many companies have been able to get great results from advertising with Google AdWords, others have struggled from not understanding the nuances of how AdWords works and ended up frustrated with poor results. In this webinar Rob Bunting of the Cincinnati I-marketing Group, a Google AdWords Qualified professional who has been using AdWords since 2002, will demonstrate the steps to creating and setting-up a well organized and effective Google AdWords campaign and some of the keys to success.  Emphasis will be placed on how to analyze your results so you can optimize your campaign along with how to avoid some of the most common AdWords mistakes that could cost you money.     04/29/20100d723076-4f7f-40d6-9cd4-ce7960d68971Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt978-business-continuity-planning-for-your-clients.htmThere’s a lot of “buzz” around the industry these days about off site and remote back up solutions, but how can you tell what’s really relevant? Well here’s the first tip: it’s not about backup, or recovery. It’s about Business Continuity. Join MSP University for this session in which we’ll explore the true business case for business continuity planning for your clients. 04/29/201034ec3cc5-2492-4cfa-a103-241e0205c54eChristina Tanghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt129-developing-your-marketing-message.htmHave you created edgy marketing material but are stumped by your messaging?  Do you need the do’s and don’ts of marketing messaging?  Join MSP University as we explore designing and developing a solid marketing message. 04/29/201092d17328-0bf2-46aa-8862-f369970a60f4Rafael Sanguilyhttp://www.mspu.us/premium/training/on-demand-video/sales/spt311-power-closes.htmJoin MSP University’s Rafael Sanguily for this session in which we’ll explore some effective techniques for closing the business. Bring your real world objections and closing challenges, and we’ll work through them with the expert. 04/29/20100cdee175-df5b-46e5-a797-2467c44ff4b5Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt310-incorporating-haas-into-your-managed-services-offering.htmAre you interested in this unique service offering, but not sure how it will fit into the rest of your solution stack? Do you think your clients would benefit from it, but want to be sure? Join MSP University for this session to get the real information that you need to evaluate whether Hardware as a Service is a viable business opportunity for you. 04/29/20109ec3d92f-f45b-4263-9e16-cc7931dcc94aChristina Tanghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt117-designing-and-launching-a-client-retention-campaign.htmAre you losing clients due to the lack of a relationship?  Do you need to develop a campaign that not only wins new clients but also keeps your existing?  Join MSP University for this session to learn how to design and a launch a winning client retention campaign. 04/29/2010bd890766-8b19-4e4c-b5e0-ec939090b0fbChris Chasehttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt114-facebook-for-business.htmSocial Media is revolutionizing the way people communicate, socialize, and do business.  Join Chris Chase, CEO of JoomConnect, and our own Kate Hunt for this session to learn how to safely and easily build, automate, manage, and track a Social Media Marketing Initiative for your business.  04/29/201022136c85-d33b-45bb-a998-a00cd098e100Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt018-how-to-conduct-effective-business-breakfasts-and-lunch-and-learn-events-to-increase-sales-opportunities.htmLearn how to leverage live events to maximize your marketing ROI and deliver your message to multiple prospects in an effective, personal manner. This session will focus on pre-planning, demand generation, registration and delivery of your presentation during a live event. In addition, how to engage with manufacturers, distributors and vendors to help promote and conduct these events and help defray costs by delivering a compelling marketing plan and ROI analysis to them will be discussed.04/29/201079c6504f-919a-48e8-ab14-ed805abb213cKate Hunthttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt112-successful-appointment-setting-techniques.htmWhat are the four key elements to successful appointment setting calls? What needs to happen before a prospect will say Yes! to an appointment? Join Kate Hunt for this session to learn the four elements and key strategies for your list targeting and scripting. 04/29/2010c0f8f36b-988e-436a-9164-6ba469dfb528Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt308-selling-managed-services-in-3-appointments.htmJoin MSP University for this session to learn our simple and effective Three Appointment Sales Process for managed services and other services solutions. Hear from our own experts how to shorten your sales cycle with our proven methodology. 04/29/2010907a3815-0111-4009-bafd-0da76ac81a9cDavid Russellhttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm328-resolve-your-employee-horror-stories-ask-david.htmWould you like answers to your greatest employee challenges or nightmares?  Then do not miss this session.  David Russell gets paid thousands of dollars to help companies like yours motivate employees to achieve more and stay longer.  Bring your issues to David and get answers FREE by attending this session or emailing your questions in advance.  Join us for the wisdom, insights and laughter as we consider employee horror stories from throughout the industry.  Questions may be asked confidentially.  (For most of you that would be a good idea…)04/29/201063c6c32a-7e2b-4a18-8f2b-bcca4a2a0553Christina Tanghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt104-launching-your-express-copy-campaign.htmHave you created a winning campaign? Are you ready to launch your campaign?  Join MSP University for this step by step tutorial on how to upload, design and launch your campaign through Express Copy.  04/29/201001bde3ef-140d-416a-a844-6cd7efe04967Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus203-making-the-most-of-your-msp-university-resources.htmJoin Kate Hunt for this tour of the MSP University online university to learn how to take full advantage of the tools and resources that MSP University provides to our members to help your business succeed. 04/29/2010ac8b3436-7685-4f87-805e-ce485e3dfcb1Jeff Borovitzhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus202-the-value-of-vendor-authorized-training.htmDid you ever think that your vendors could actually help you increase sales and retain your top people? Join this session for some great practical advice and resources that perhaps you haven’t tapped. 04/29/2010143f9944-7693-40cb-a407-6415319bfdbaRafael Sanguilyhttp://www.mspu.us/premium/training/on-demand-video/sales/spt307-presentation-to-maximize-the-value-of-your-offering.htmFinding it challenging to build enough value in your offering to stop getting objections on price? Join this session to learn about a powerful presentation that will allow your clients to fully maximize the value of your offering.04/29/2010786a585e-a2f0-4a4d-920f-41595fd2c983Jeff Hanestad and Pramod Kolanuhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt017-what-you-dont-know-can-hurt-you.htmJoin Jeff Hanestad of The Aner Group to learn why limiting your services focus to infrastructure and avoiding applications and databases could be costing you additional revenue and hurting your chances of becoming a Trusted Advisor. Not to mention opening the door to competition…04/29/2010e568e6e7-cc77-4089-9671-c7b3a30756cfAlan Rohrerhttp://www.mspu.us/premium/training/on-demand-video/sales/spt306-are-you-customer-centric-.htmHow can you cause your prospects and clients to perceive you as their Trusted Advisor? Especially in today’s down market, the tendency is to think about who we are and what we will say and sell, but perhaps this approach is flawed. Join Alan Rohrer, Certified QBS Associate, and our own Kate Hunt to explore the idea of the Trusted Advisor and what you can do to become one for your clients. 04/29/2010e7d04de0-8cb0-4ae3-b563-d5303c33eed9Jan Springhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt016-what-can-efolder-do-for-you.htmJoin MSPU and eFolder to hear from Jan Spring, the channel magic behind the Everything Channel acknowledged Top Emerging Vendor Technology of 2009 and winner of the “Best Revenue Generator” Award at the Everything Channel Government conference in December 2009.  04/29/201022e7a51f-7926-482e-905f-3573c4bdb02cJason Bealhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt014-managing-vendor-partnering-relationships-for-mutual-success.htm The way that we work with our vendor partners has more impact than perhaps we realize on the way they work with us. Join Jason Beal, Director of Sales, Services Division, Ingram Micro, and our own Kate Hunt in this discussion of what’s currently lacking in our channel marketing and sales relationships, and how you can get “ahead of the curve”. 04/29/2010aa44e7ae-8b41-4a7b-b38b-dcea9427148cKevin Brownhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt093-kutenda-automate-your-sales-process-improve-your-client-communication-with-email-marketing.htmJoin Kevin Brown, VP of Sales for Kutenda, and our own Kate Hunt for this session for some tips and take-away ideas you can use to leverage email marketing to help you win more new clients and keep your current clients more satisfied. 04/29/201082e709db-bf77-4e10-b01a-02ab98146f62Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt305-value-pricing-your-services-for-maximum-profitability.htmHow do you price your managed services offering? Per device? On a tiered program (silver, gold, platinum), or perhaps a la carte? Join Kate Hunt for this discussion of the various pricing models being used today, and which is right for your managed services business. 04/29/2010cccf5df0-3677-49e0-a378-f1aa9899a17bKate Hunthttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus205-make-the-most-of-your-msp-university-resources.htmJoin Kate Hunt for this tour of the MSP University online university to learn how to take full advantage of the tools and resources that MSP University provides to our members to help your business succeed. 04/29/2010afb68902-972b-444d-bd04-7235e5d708e9Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm327-sales-compensation-plans-that-work-for-you.htmWhat if there were a way to pay your sales professionals that actually incentivized the high profit deals that you WANT to win? Join Kate Hunt for this session to learn how to take the pain out of commission plans. 04/29/20107975da13-b383-4c5c-9c54-ec3ed6120ac4Rafael Sanguilyhttp://www.mspu.us/premium/training/on-demand-video/sales/spt304-strategic-referral-relationships.htmJoin Rafael Sanguily, Director of Business Development for MSP University to learn how to master the art of developing a professional network of professionals that can provide value to your Client’s organizations and refer you an endless stream of warm prospects.04/29/2010b9488c30-fa88-44ad-bb18-b396f018fc7bKate Hunthttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm326-hiring-a-sales-professional-right-part-3-the-final-decision-and-onboarding.htmFinding the right sales professional can be a chore, and hiring a sales professional, especially your first sales professional, is an investment and a big decision. Join Kate Hunt for this 3-Part series in which we’ll discuss best practices for all the steps in the recruiting, hiring, and onboarding process for sales professionals. Part 3: The Final Decision and Onboarding. Learn how to utilize the information you’ve gathered during the interviewing process to make the right hiring decision, right. Also take away best practices for the new hire onboarding process that will protect your new hire, your company, and your productive working relationship. 04/29/2010d64a757e-0a1c-426b-9eb2-ef5bc3b918f3David Reyeshttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm325-increasing-profits-by-integrating-managetowin-and-autotask.htmAutotask is a great tool and MANAGEtoWIN makes it even better.  Don’t miss David explaining how you can extend the power of Autotask into MANAGEtoWIN so you better motivate your people to achieve top productivity, profitability and personal fulfillment with your company.  This session allows you to see for yourself how the combination of Autotask and MANAGEtoWIN helps you set clear, measurable objectives for your team;  automate pay-for-performance;  and encourage top performers to grow within your organization long-term.04/29/20103adbd719-1ff6-47af-80a1-91914dcbd035Christina Tanghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt080-the-relationship-between-your-crm-and-marketing.htmWhat can an effective CRM do for your productivity?  Are you spending exhausted resources updating and maintaining your database?  Join MSP University for this session to learn the basics of an effective CRM and how it can help you drive more sales revenue with less effort.04/29/201044f3e478-ce47-4e33-899d-48a74380918dErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt079-hiring-technical-staff-for-effective-managed-services-delivery.htmThis session focuses on successful hiring and on-boarding techniques for technical staff in order to deliver Managed Services efficiently and profitably. Topics include effective employment ad creation, resume review, the interview process, offer letter, employment agreement and training and management considerations. Additional content will cover compensation strategies and creating incentives for attainment of specific goals that improve your organization’s bottom line.04/29/2010de53737c-7a5e-4f69-8526-8e3c95fdeb47John Blackhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt078-how-to-avoid-the-top-5-telemarketing-mistakes.htmWhat are the top 5 mistakes that small business owners make when it comes to this critical aspect to your marketing strategy? What can you do to avoid those pitfalls and optimize your telemarketing and appointment setting for your business? Join John Black, Marketing Director for MSP Telemarketing, and our own Kate Hunt for this session to get some real world tips and ideas you can use to improve your appointment setting. 04/29/20109ed34554-ca5d-4afa-b54d-31a1893a4d20Karl Paluchakhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt012-migrating-from-sbs-to-the-cloud-part-i-the-view-from-20000-feet.htmJoin Karl Paluchak of KPEnterprises and our Kate Hunt for the first session in this Three Part series in which in which we'll give you best practices and real world lessons for migrating your clients from SBS to The Cloud.04/29/2010d375d06c-1cdd-475a-8e49-ca930e66c4f2Rafael Sanguilyhttp://www.mspu.us/premium/training/on-demand-video/sales/spt315-first-impressiongreeting-scenarios.htmThis session will incorporate real world scenarios dealing with the first face to face interaction between the prospect and the sales professional.  This session is based on the Sales Skill Index to enhance the self- paced sales training.04/22/2010b0766d5c-0916-49f6-81b5-c1839c3e5d8eKate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt314-using-the-profitability-matrix-to-project-your-managed-services-revenue-potential.htmHave you ever wondered if you’re maximizing your revenue capture from your clients? The Profitability Matrix is a phenomenal tool for IT Solution Providers working through the transition from a project or break/fix support model into the annuity-based managed services support model to help give them a picture of how much revenue they could be capturing in the annuity based revenue model. Join Kate Hunt for this session in which we’ll show you how to leverage this tool to help grow your new Managed Services business. 04/22/2010998993a0-4848-45c9-9ca3-e89fc92c294aErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt095-increase-sales-closing-success-as-a-team-for-sales-professionals-and-sales-engineers.htmThe ability to work effectively as a team to close sales opportunities for sales professionals and sales engineers is critical in shortening sales cycles and increasing sales velocity. This session will cover the role of the sales professional and the sales engineer during the sales process, and the appropriate behavior each of these valuable resources must emulate in order to accelerate each sale. Attendees to this session will learn what to say, what not to say and how not to say it, and who will manage each client engagement and how. Learn the most common mistakes made by sales professionals and sales engineers that slow sales cycles or kill opportunities and how to avoid them.04/01/20105a2a2fa4-ab97-4023-ae61-31b22e447c5eGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt480-implementing-the-51-step-process-for-closing-managed-services.htmThis Webcast focuses on an in-depth 51-step marketing, sales, and closing process from initial outbound direct mail and telemarketing effort to appointment-setting, network analysis, proposal creation, 3-appointment presentation, close, follow-up, on-boarding, and client appreciation. Following this step-by-step process, you will close more business and shorten your sales cycles by communicating as a true sales professional and Trusted Advisor.03/17/201020fa53ad-6240-4f86-ab4e-92f52548bf31Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt524-sales-process-training-the-cost-savings-analysis.htmThis Webcast reveals how to utilize MSP University's Cost Savings Analysis tool during the second client engagement to close a Managed Services opportunity. When utilized correctly, the Managed Services Cost Savings Analysis will help you close your prospects on the value of your services, allowing you to increase your services pricing for maximum profitability.03/17/20103e9d3c2f-baef-45a3-a5a7-5005abe4c8deErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt324-service-desk-best-practices.htmThis Webcast focuses on the function of the service desk and its role in the Managed Services service delivery process. Topics include effective service desk design, tools and technology requirements, roles and responsibilities of service desk staff, service desk day-today procedures, telephone and email communications standards, SLA guidelines and client on-boarding best practices.03/17/2010c2b76bd9-8cd1-4ff2-8649-dda8e1f1fac8Kate Hunt, Bobby Yates Founder and CEO, Technology Solutions of Texashttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus165-the-technology-solutions-success-story.htmWhat can MSP University do for you? In this Webcast our guest Bobby Yates, an MSP University’s Enterprise partner, shares his business history and real-life involvement with MSP University, beginning with the first MSP University book he purchased, all the way to becoming an Enterprise partner and what results and success his organization has experienced.03/08/2010892a3f52-99ed-470e-b47a-0f7deb0fd0e4Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm333-hiring-a-sales-professional-part-1.htmThis Webcast focuses on the hiring process for a sales professional for your IT Solutions or Managed Services practice. Discussed are effective employment ad and resume review processes. These are key HR and Talent Management processes critical in building your business. 03/08/20104f11d3b9-9c1e-4045-8710-8c4047cf3354Kate Hunt and Christina Tanghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt204-lead-generation-techniques.htmThis Webcast discusses how to properly configure and use Internet analytics tools to help track leads from online marketing campaigns, providing you the visibility and capability necessary to maximize your online marketing investment.03/08/2010c9798760-208f-4ada-b347-eba6973f1125Kate Hunt, Shannon Brewer Marketing Manager, Own Web Nowhttp://www.mspu.us/premium/training/on-demand-video/sales/spt632-selling-the-cloud-part-2.htmIn this Webcast our guest Shannon Brewer goes over how to spot the opportunity for Cloud Services, responds to 21st century Cloud concerns, and how to properly position, market and sell annuity-based cloud solutions and services, along with Managed Hosting Services.03/08/2010b4d44db9-6646-4068-a46b-39a5d8903837Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm334-people-skill-secrets-of-best-in-class-service-desks.htmEffective Communication Management is critical in maintaining internal efficiencies and evaluating and improving client satisfaction – especially for the Service Desk. Learn how to increase customer satisfaction through verbal, nonverbal and written communications, and what to say, what not to say and how not to say it during service delivery to reduce risk and avoid misunderstandings with your clients during this valuable Webcast.03/08/2010e6c8389a-3a69-416b-a719-5f13fcadab55Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt209-the-ultimate-social-media-rig.htmThis Webcast explores what social networking tools are available to improve your ability to leverage the promise of new online marketing opportunities for your IT Solutions or Managed Services practice, and how to integrate the most popular of these tools along with your blog to simplify marketing management.03/08/20103b687a2e-5f3d-4128-9995-e7e8d8ec5428Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt620-proposals-that-win-the-business.htmThis Webcast covers the importance of a professionally-prepared proposal in shortening sales cycles for I.T. solutions, infrastructure upgrades, and Managed Services proposals. Learn what to include, exclude and how to structure your proposals properly to accelerate the sales process.03/08/20101ac84a4c-ca34-42c8-a911-aa37f98811ddChristina Tanghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt193-building-your-corporate-facebook-page-to-enhance-image-perception.htmThis Webcast reveals why Facebook is important to your marketing efforts and how to create your corporate Facebook page to enhance your IT Solutions or Managed Services practice's brand image. A deep dive into Facebook to discover the tools you can use to leverage your presence to spark brand perception is conducted during this informative session.03/08/2010027fa730-62ed-47bc-a0b6-86444b7701c4Christina Tanghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt842-importance-of-cohesive-collateral.htmThis Webcast reveals the importance of cohesive collateral, what branding is, how to build your IT Solutions or Managed Service practice's brand for marketing success. Topics include consistency in brand building, and finally what good brand management is.02/25/2010152f6fc5-4803-4fe0-b391-75f0a1d76433Kate Hunt, Dave Sobel CEO, Evolve Technologieshttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt008-virtualization-in-the-market-in-2010.htmHave you positioned Virtualization technology to grow your Managed Services practice?  Our guest Dave Sobel reveals how virtualization is changing the way IT services are sold, and how you can leverage this valuable technology for better business delivery while leveraging the skills you have already learned.02/21/2010b9b370b0-ae71-4d27-b3ce-6e4b263367deKate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt424-the-managed-services-proposal.htmThis Webcast focuses on the importance of a professionally-prepared proposal in shortening sales cycles for I.T. solutions, infrastructure upgrades, and Managed Services sales. MSP University's sample infrastructure upgrade proposal template is utilized to illustrate the core components and layout of an effective proposal. Learn the most effective ways to write proposals that will aid your efforts in selling Managed Services. Take away valuable tips for maximizing the effectiveness of this important document for helping you in your managed services sales process to close more business. 02/21/201015d99535-2fad-40ee-87b9-0ea6afd9d3ebAlan Rohrer, Certified QBS Associate, QBS Researchhttp://www.mspu.us/premium/training/on-demand-video/sales/spt440-why-sales-101-doesnt-work-anymore.htmIn this Webcast our guest Alan Rohrer explains why the “old school” methodologies of teaching sales process are no longer sufficient for success in a down market. Selling IT Solutions and Managed Services is not easy. Traditional sales tactics are not enough to give you a significant advantage in the current economy. Effective sales tactics and techniques for selling your solutions and services in today's economic climate are revealed and explored in this informational session.02/21/2010d0fa87af-bfec-479e-b398-114c43d00aaeGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr100-leadership-traits.htmHow do you determine what leadership traits define an effective Leader? This Webcast provides insights into the traits required for effective leadership of your IT Solutions or Managed Services practice. Learn what traits to look for and develop in yourself and others on your team to help you achieve your business goals.02/18/20104c86ac75-b776-4843-b210-f56e93b6b3c8Rafael Sanguilyhttp://www.mspu.us/premium/training/on-demand-video/sales/spt448-status-questions-secrets-of-question-based-selling.htmThis Webcast reveals how to develop credibility quickly and early in the IT Solutions and Managed Services sales process to allow for more open and accurate transfer of information from the prospect to you and your sales team. This is achieved by asking the right questions and the right types of questions in the right sequence, and at the right time. This is not as easy as it may appear. Knowing what questions to ask and how to ask them to earn credibility is a skill that is practiced and mastered over time, but once accomplished, will open the door to selling more IT and Managed Services Solutions more easily.02/18/201072a10a6a-613b-414e-b22c-fccd9017eb9fChristina Tanghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt196-creating-an-effective-email-marketing-campaign.htmThis informative Webcast focuses on how to create an effective email marketing campaign to generate leads for your IT Solutions and Managed Services deliverables. Topics include compelling message design, layout and distribution scheduling for maximum effectiveness.02/18/201097c16d14-d7be-4291-9b97-766814f002adRafael Sanguilyhttp://www.mspu.us/premium/training/on-demand-video/sales/spt504-the-warm-upfirst-impression-on-sales-appointments.htmThis Webcast reveals the necessary sales techniques to build a connection with a potential client that is meeting you for the very first time. When you understand how you are perceived in an engagement with a client you can prepare yourself to connect with them more effectively, accelerating the sales process and closing opportunities much more easily. 02/18/20108522c5d5-1218-4a9d-b947-5e4a36493cd2Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt443-competing-against-incumbent-msp.htmThis Webcast reveals techniques to gain an advantage against your competitors when selling Managed Services and I.T. Solutions. Discussion includes how to differentiate your organization and its deliverables, giving you the ability to price Managed Services based on value to achieve higher margins.02/18/20109bdd31d3-477c-4871-b491-0ccca18d2bb1Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt416-your-managed-services-agreement.htmThis Webcasts explores the importance, purpose and strategy behind a properly designed Managed Services Agreement. Learn what language you need to include in this important legal document, and how your managed services SLA can enable your Managed Services deliverable to help your business grow. Take away valuable tips for maximizing the effectiveness of this important document and discover how to use MSP University's sample Managed Services Agreement to set clear, accurate expectations with your clients to ensure their satisfaction in the long-term. 02/15/201055241d32-71f7-4676-a117-da846f481b47Christina Tanghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt740-creating-your-inside-marketing-plan-for-success.htmThis Webcast explores the three parts of a solid Managed Services Marketing Plan; the plan, a look inside, and a look outside.  Also discussed is the Importance of a Marketing Plan in achieving the ability to forecast sales and growth, and how to establish the vertical marketplace you desire through the development of an inside marketing plan.02/15/2010d5790523-9785-473b-a573-8a9e06ce4bdfDavid Russell, CEO, MANAGEtoWINhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus207-its-time-to-reinvent-performance-reviews.htmEmployee performance reviews are the second most hated thing managers have to do, yet they must be done properly to protect your IT Solutions or Managed Services organization from employee lawsuits.  This Webcast discusses how to change your existing employee review system into a series of motivating meetings to confirm your people’s NEXT BOLD MOVES.  Our guest, David Russell, reveals how to use a proven talent management system for fully engaging people through the evaluation process to replace your once-a-year agony with performance reviews that promote productivity, profits and employee personal fulfillment to help you reach your business goals.02/15/201000a88b6b-1fb4-4450-9536-dda1f493f442Kate Hunt, Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/sales/spt621-sales-engineering-for-superstars.htmOne of the most critical areas where an IT solutions or Managed Service Provider can lose profits is in a poorly designed and executed sales engineering process. Sales Engineering is one of the most important roles in your organization, and is instrumental to sales and project profitability. This Webcast focuses on revealing the importance of the sales engineering role in the pre- and post-sales process and discusses best practices for sales engineering to minimize costly mistakes and improve overall profitability for your Managed Services Practice.02/11/2010842231cf-8b59-46f8-b54d-4b26271d64f3Kate Hunt, Steve Staso CEO, Field and Wave Solutionshttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt304-2010-the-year-of-the-cloud.htmWhether you are a Managed Service Provider, Managed Hosting Services Provider or IT Solutions Provider, you know that 2010 is the year of the cloud. Join our guest Steve Staso as we explore 5 cloud deployment scenarios, and how to identify prospects for Managed Hosting Services during this timely Webcast.02/11/2010ae1b3ba2-f220-469d-9aaf-f095bf6f61b4Bob Burg, Author, The Go Giverhttp://www.mspu.us/premium/training/on-demand-video/sales/spt444-endless-referrals.htmIn this session Bob Burg, author of The Go Giver, shares how to build a system to bring in referrals more consistently. Not everyone is comfortable with selling or being perceived as a sales person, yet selling your I.T. or Managed Services solutions is the only way to build your business. Bob helps unleash the sales professional within you to make you feel good about selling in this informative Webcast. Learn how to build strong meaningful relationships with the people that you engage. You will also learn to do the little things that builds a network of champions to your cause. 02/10/201045c860b2-4ac2-4b09-8c5e-379ea5a858b1Christina Tanghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt207-marketing-q-and-a.htmThis Q&A session focuses on answering live questions regarding marketing IT solutions and Managed Services, and provides insight into the marketing pains experienced by solution providers and Managed Service Providers.02/10/20104946b8a8-90ac-40d4-9706-1749f177bc0bErick Simpson, Michael Murphy Business Development Manager, Microsofthttp://www.mspu.us/premium/training/on-demand-video/free-training/vdr121-smart-and-simple-ways-to-leveraging-local-connections-and-microsoft-giveaways.htmUse Microsoft's giveaways and other resources to gain exposure, build your brand, and most of all - generate leads for your solutions and Managed Services as you interact with local area prospects and customers. Join our guest Michael Murphy as he discusses ways to partner at an effective level with Microsoft to help your IT Solutions and Managed Services Marketing efforts.01/30/2010dbb76c30-e94c-4693-88fd-08d13b5d8156Rob Bunting, Online Marketing Czarhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt754-seosocial-media-marketing.htmThis Webcast reveals how Online Marketing has changed from 1994 to the present day, and how to leverage online marketing techniques such as social networking, website and SEO optimization, among others, to help increase your Managed Services marketing results and create a cost-effective lead-generation strategy to grow your business as a Managed Service Provider.01/29/201003223ca1-697f-43d2-9732-947371771fe1Alan Rohrer, Certified QBS Associate, QBS Researchhttp://www.mspu.us/premium/training/on-demand-video/sales/spt441-qbs-straight-from-the-source.htmHave you been challenged in trying to figure out the best way to sell in today’s economy? Our guest Alan Rohrer will reveal how to change your sales methodology in order reduce your risk of rejection during a sales engagement during this informative Webcast. Question Based Selling techniques take a different approach from traditional sales methodology to accelerate sales velocity and dramatically shorten sales cycles. Differentiation is the key here, and this session will teach you how to set yourself apart from the competition.01/29/2010f50fec6e-3ec5-4782-903b-75a2b9086291Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm318-the-language-of-disc.htmWhat is DISC behavioral profiling? Who uses it, and how can it help you build your Managed Services organization with the right people? What does it tell you about your existing employees to help you motivate and manage them more effectively? This Webcast discusses the language of DISC (Dominance, Influence, Steadiness and Compliance) and how to put it to work in your organization to help you reach your business goals through understanding your staff's, vendors', clients' and strategic partners' DISC profiles.01/29/2010f0a2db7e-241d-4ef5-97fb-f3db8cec43bdChristina Tanghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt755-seo-101.htmThis Webcast focuses on leveraging Search Engine Optimization (SEO) for your website to help increase your Managed Services marketing results and create a cost-effective lead-generation strategy to grow your business as a Managed Service Provider.01/29/20107cc934f5-4c6d-4a4a-b754-8e40828053a3David Russell, CEO, MANAGEtoWINhttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm321-resolve-your-employee-horror-stories-ask-david.htmThis Webcast provides insight and answers to some of the challenges Managed Service Providers deal with in day to day employee management. Real-world challenges are addressed during this session, including the following scenarios: "one of my technical people yelled at a client today. What should I do?" "how can I motivate my employees better?" "How can I get my team to submit their hours on time every week so we can invoice clients?" Our guest David Russell tackles these key issues and more in this Q and A session on talent management issues for Managed Service Providers. 01/28/2010b09ac0e6-355b-4fc5-a47d-62807d8c63d2Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/ldr101-leadership-principles.htmWhat principles of Leadership are required to lead your managed services business? This Webcast provides insights into what a best in class Managed Services organizational structure should look like. Explore the principles of leadership that will empower you to enable Managed Services to drive your business. Gain valuable insight into what you must do as a leader to help structure your organization for growth. 01/28/20101049ce79-8c4d-4b33-8630-69f424d9f6cfRafael Sanguilyhttp://www.mspu.us/premium/training/on-demand-video/sales/spt503-preparing-for-a-sales-appointment-.htmThis Webcast focuses on how to properly prepare for your sales engagements. You will learn why preparation is so important in making the sale. Gain the knowledge to uncover pain and needs through the proper preparation. The process that enables more Managed Services and I.T. Solutions sales starts here.01/28/201084bd4ddd-8693-494a-8c2d-aa44cdc073c9Kate Hunt, Frank Gurnee VP VAR Channel Sales, CharTechttp://www.mspu.us/premium/training/on-demand-video/sales/spt635-the-art-of-selling-haas.htmSelling Hardware as a Service (HaaS) is a completely different animal than selling Managed Services. In fact, as a Managed Service Provider, adding HaaS to your solution stack can actually make it easier to sell Managed Services in certain cases. Join our guest Frank Gurnee as he illustrates the art of selling Hardware as a Service during this informative Webcast.01/28/2010d2d53b1f-3bc6-40dc-b2dc-46f5fe782ce0Kate Hunt, Vlad Mazek CEO, Own Web Nowhttp://www.mspu.us/premium/training/on-demand-video/vendor-relationships/vdr111-own-web-now.htmThis Webcast introduces Own Web Now, a 3rd-party, private-labeled Hosting and Email Hygiene services vendor, and discusses the benefits of engaging with their organization to help scale and expand your Managed Services offering and capabilities through their unique, cost-effective value-added deliverables to your Managed Services and Managed Hosting Services solution stack.01/28/20100a7aa284-dc11-49be-bb4c-456c271d2ed4Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/edc125-managed-services-core-concepts-1.htmWhat is Managed Services? Everybody knows about network monitoring and remote Help Desk, but there is much, much more to a best in class Managed Service Provider organization than a few tools. This Webcast defines Managed Services, and includes a discussion that illustrates why Managed Services is a very different service delivery model than perhaps you’re accustomed to. Also explored are the benefits of delivering Managed Services - both to your clients and yourself. 01/28/2010feedad03-96ea-47ec-883f-1b381566fadaKevin Brown, VP of Sales, Kutendahttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt756-kutenda-training.htmThis Webcast introduces Kutenda a 3rd-party, private-labeled Website, SEO and Pay-Per-Click solution vendor, and discusses the benefits of engaging with their organization to help scale and expand your Managed Services offering and capabilities through their unique, cost-effective value-added deliverables to your Managed IT Services practice.01/28/2010ceaa6013-1d97-49dd-b474-3ce96dc4875fKate Hunt, Jan Spring VP Channel Development, eFolder, Inc.http://www.mspu.us/premium/training/on-demand-video/vendor-relationships/vdr108-efolder.htmThis Webcast introduces eFolder, a 3rd-party, private-labeled Remote Backup and Storage services vendor, and discusses the benefits of engaging with their organization to help scale and expand your Managed Services and Managed Security offering and capabilities through their unique, cost-effective value-added deliverables to your Managed IT Services solution stack.01/24/20102a3b19f2-e26e-4d8b-91ce-e85d2fc6a378Rafael Sanguilyhttp://www.mspu.us/premium/training/on-demand-video/sales/spt446-intro-to-ssi.htmThis Webcast provides an overview of the Sales Skills Index (SSI). The Sales Skill index is a benchmarking tool that is used to evaluate a sales professional's knowledge of the “7 Step Sales Process” with a focus on building upon their weaknesses. This tool is critical in the sales professional hiring process and is most often used to answer the question, “Can this individual really sell?”01/24/20108094a3d3-a2d3-4a53-b5e7-730cfeec33b1Kate Hunt, Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt322-running-your-noc-and-service-desk-by-the-numbers.htmIn order to reduce costs, improve performance and efficiencies and drive more profit to the bottom line, best in class Managed Service Providers utilize a means to regularly measure the performance of the NOC and Service Desk. This measurement must focus on capturing meaningful data and displaying it in a simple to understand manner. This data will become the Key Performance Indicators by which performance will be measured, goals set against and bonuses and commissions designed and implemented to help realize. Learn how to determine your KPIs for service delivery financial, NOC and service desk performance during this informative Webcast.01/24/2010069b3eef-add4-4cbf-abc6-3aaf9c395897Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/edc123-what-is-managed-services.htmWhat is Managed Services? Everybody knows about network monitoring and remote Help Desk, but there is much, much more to a best in class Managed Service Provider organization than a few tools. This Webcast defines Managed Services, and includes a discussion that illustrates why Managed Services is a very different service delivery model than perhaps you’re accustomed to. Also explored are the benefits of delivering Managed Services - both to your clients and yourself. 01/24/2010d42c545b-dd42-490a-bcdd-a1652046152aKate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt442-becoming-a-trusted-advisor.htmWhat is a Trusted Advisor? Are you a Trusted Advisor? Do your clients want or need a Trusted Advisor? This Webcast focuses on the power of this critical role in every small business, and how you can increase your Managed Services practice's revenue by becoming one. 01/24/2010cce5b049-296e-4600-82c4-a7c174977336Christina Tanghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt743-jigsaw-101-2.htmThis Webcast focuses on how to market Managed Services with Jigsaw, using cutting edge tools to achieve that "wow" factor, and building a vast database coupled with a winning marketing message.  Also discussed is how to create your list with Jigsaw, and use the Jigsaw Contact Card when marketing to your list.  01/24/2010a6e134a2-4461-4978-9f43-85dbe05db536Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt210-trusted-advisorship.htmWhat is a Trusted Advisor? Are you a Trusted Advisor? Do your clients want or need a Trusted Advisor? This Webcast focuses on the power of this critical role in every small business, and how you can increase your Managed Services practice's revenue by becoming one. 01/20/201029077a6d-03e2-4f90-b2c7-0e0ee9b63a3bChristina Tanghttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt203-jigsaw-101-1.htmThis Webcast focuses on how to market Managed Services with Jigsaw, using cutting edge tools to achieve that "wow" factor, and building a vast database coupled with a winning marketing message.  Also discussed is how to create your list with Jigsaw, and use the Jigsaw Contact Card when marketing to your list.  01/20/2010f84408c8-3d3c-4f26-ab2a-20a82d96ccdaErick Simpson, David Russell CEO, MANAGEtoWINhttp://www.mspu.us/premium/training/on-demand-video/free-training/vdr118-leveraging-more-vendor-dollars-and-less-of-your-own.htmDuring this Webcast, you'll discover how to access thousands of vendor marketing dollars in less time, Implement proven best practice marketing campaigns that increase your bottom line without your active involvement and automatically hold your people accountable to achieve "stretch" goals to build your Managed Services business. Join our guest David Russell as we explore this valuable topic in detail.12/17/20099f52e946-f200-48d5-aafc-370ca71a39c4Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt636-the-cost-savings-analysis.htmAre your clients having a difficult time understanding how Managed Services can save them money on their overall IT costs? This Webcast reveals how to use the Cost Savings Analysis properly to increase the value of your Managed Services offering. By using the Cost Savings Analysis you can quantify and monetize how much revenue your client is truly losing during network downtime.12/08/200901ec757f-60ac-4879-bbcc-1ed47af689e6Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt431-appointment-setting-and-telemarketing-techniques.htmThis Webcast features successful appointment-setting and telemarketing techniques designed to get you past the gate keeper and to the decision maker. Discussion includes call script creation and scheduling call-downs during your marketing campaigns to secure appointments for your IT solutions and Managed Services deliverables.12/08/200982b71033-a9fe-4a2c-8099-8833cbbbf91cErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt206-marketing-managed-services-2.htmThis Webcast explores marketing Managed Services as a part of your managed services process. If you are uncertain about the difference between marketing and sales, or what comes before marketing, then this session is for you. Also described are 5 passive marketing techniques and 3 direct marketing techniques that will help you sell managed services more easily and effectively. 11/30/20090f9af204-c402-4450-94f5-7636099f3b1fKate Hunthttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm316-conducting-effective-resume-reviews.htmFinding the right sales professional can be a chore, and hiring a sales professional, especially your first sales professional, is a large investment, and therefore, a big decision. But it is also one that can enable Managed Services to help your business grow. This Webcast discusses best practices for each step in the Managed Service sales professional recruiting, hiring, and onboarding process. Discussion includes how to advertise your employment opportunity and screen the respondents to create a pool of qualified sales professional hiring candidates. 11/30/2009cbca6e34-e80d-48a0-b4d1-76f3aab8603dKate Hunthttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus146-developing-an-effective-business-plan-for-selling-annuity-based-solutions-1.htmA well-researched and organized business plan need not be lengthy to be effective. As long as your Managed Services business plan contains the essential components necessary to realize its desired outcome, and the more concise and easy to assimilate it is, the better. Your plan may serve many purposes, from defining your Managed Services business model, mission and goals, to identifying your marketing strategy, sources of revenue, competition and more. Some business plans are written specifically to attract investment opportunities, or to seek business financing for a Managed IT Services Practice. This Webcast reveals what you need to include in your plan for successfully developing your Managed Services business model..11/30/20090c9f5085-7423-4280-9211-7b4b80bf6148Erick Simpson, Vlad Mazek CEO, Own Web Nowhttp://www.mspu.us/premium/training/on-demand-video/free-training/spt639-selling-the-cloud-as-a-managed-service.htmCloud services present Managed Service Providers with an opportunity to extend their business model of delivering predictable service levels at a predictable cost by providing services and solutions without large capital investments for themselves or their clients. Technologies such as Hosted Exchange, SharePoint, Offsite Backups, Web Filtering and more provide enterprise level reliability and features far beyond company firewalls. Join our guest Vlad Mazek as he reveals how to properly position, market and sell these additional annuity-based services, along with Managed Hosting Services.11/24/200920ae1dd4-399b-45e0-9b26-49dfcb1e63a1Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus155-creating-your-managed-services-agreement-3.htmThis Webcast focuses on the components of a successful Managed Services Agreement, including specifics on what to include and what to exclude, the term of the Agreement and developing a prioritization and response and resolution process for effective SLA management. Also shared is valuable information tailored to protect you and your client, and how to increase the value of your organization through your Managed Services Agreements and the importance of having your legal team review each and every document and Agreement you use in your business practice. 11/03/2009d6dd7397-7e47-4891-b3d2-cc685af5e4f8Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt313-developing-additional-annuity-based-solutions-as-the-trusted-advisor.htmAre you having a difficult time creating win-win vendor relationships? This Webcast reveals how to create win-win annuity-based vendor relationships to sell additional annuity-based IT solutions along with Managed Services. As your solution stack continues to grow, you will need to establish vendor relationships in order to effectively deliver solutions. By establishing yourself as your client’s Trusted Advisor you establish yourself to receive additional annuity-based revenue when develop and sell annuity-based solutions by partnering with vendors and fulfillment partners.11/03/200945ced804-8dff-48b7-b011-5980b9d67135Brandon Alvillar http://www.mspu.us/premium/training/on-demand-video/free-training/tlm335-mspu-disc-introduction.htmThis informative Webcast focuses on utilizing DISC behavioral profiles during hiring and team building processes to understand how individuals behave in a work environment, and how they like to be engaged. As an IT solution provider or Managed Service Provider, these key insights will assist you in making certain you hire right the first time, confirm you have the right people in the right seats, and help you close more Managed Services sales opportunities, by providing you a unique insight into human behavior.11/03/2009cccd373a-d6bc-4596-bda2-d1371e7e19a8Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm332-creating-employment-ads-for-effective-staffing.htmFinding the right sales professional can be a chore, and hiring a sales professional, especially your first sales professional, is a large investment, and therefore, a big decision. But it is also one that can enable Managed Services to help your business grow. This Webcast discusses best practices for advertising your employment opportunity and screening respondents to generate a pool of qualified hiring candidates that you'll work through your interviewing process. Also covered are how to structure a compelling employment advertisement and some real world examples of ads that are effective and those that fall flat.11/02/2009ff9f2a08-e8fc-4663-9977-6cf79278de6fGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt637-using-question-based-selling-and-funneling-questions-to-close-managed-services.htmHow can you increase your chances while decreasing your risk when closing a Managed Services opportunity? This Webcast reveals how to use Question Based Selling techniques to uncover pain and turn latent needs into active needs to increase buying temperature and shorten sales cycles for Managed Services opportunities.10/13/20096f7ad58d-1a98-4aa1-be00-b10cda193e3cGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt211-using-online-marketing-services-to-generate-leads.htmThis Webcast focuses on leveraging online marketing techniques such as social networking, website and SEO optimization, among others, to help increase your Managed Services marketing results and create a cost-effective lead-generation strategy to grow your business as a Managed Service Provider.10/13/2009ffdfe0a6-00ea-4dd1-8b85-ea1028599b15Kate Hunt, Frank Gurnee VP VAR Channel Sales, CharTechttp://www.mspu.us/premium/training/on-demand-video/sales/spt628-selling-haas-and-managed-services-closing-1.htmThis Presentation Role Play video focuses on the Closing phase of the Managed Services sales process, and is the sixth step in the IT Managed Services sales process, with a special focus on leveraging Hardware as a Service (HaaS) as a bundled component of the Managed Services sales engagement.10/13/200993f6a2a1-49eb-4016-82fb-744e483fd423Kate Hunt, Frank Gurnee VP VAR Channel Sales, CharTechttp://www.mspu.us/premium/training/on-demand-video/sales/spt629-selling-haas-and-managed-services-presentation-2.htmThis Presentation Role Play video focuses on the Presentation of the benefits of Managed Services utilizing a customized PowerPoint slide deck, and is the fourth step in the IT Managed Services sales process, with a special focus on leveraging Hardware as a Service (HaaS) as a bundled component of the Managed Services sales engagement.10/13/20092308db94-5b11-4e58-9f0f-43f31847ff29Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt498-selling-managed-services-in-3-appointments-or-less-1.htmThis Webcast walks you through each step of your first Managed Services sales appointment—and your second, and your third, then teaches you to conduct a client needs analysis that reveals you as the expert and provides you with key talking points and strategic answers to the most common objections. Also clarified are the details of the Managed Services sales process and the strategic details of a Managed Services Proposal, Cost Savings Analysis, and Managed Services Agreement. Finally, this Webcast reveals a Managed Services sales technique so unique, it nearly forces your client to sign your Managed Services Agreement and empowers you to close the deal! 10/02/20094b1c6c43-874a-499a-918d-60df2c62fb9cErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt311-creating-your-infrastructure-upgrade-and-managed-services-proposal.htmThis Webcast covers the importance of a professionally-prepared proposal in shortening sales cycles for IT solutions, infrastructure upgrades, and Managed Services proposals. Learn what to include, exclude and how to structure your proposals properly to accelerate the sales process.10/02/20099f52b1a2-55bd-4ab6-a7ea-29a7f714d9e6Frank Gurnee VP VAR Channel Sales, CharTec,http://www.mspu.us/premium/training/on-demand-video/sales/spt630-selling-haas-and-managed-services-warm-up-and-needs-analysis-2.htmThis Warm-Up Role Play video focuses on the all-important Warm Up, the second step in the IT Managed Services sales process, with a special focus on leveraging Hardware as a Service (HaaS) as a bundled component of the Managed Services sales engagement.10/02/20090028c726-32f6-46a4-8626-0185c9d001caGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus149-how-to-determine-a-realistic-annual-projected-revenue-for-your-business.htmThis Webcast explores how to project a realistic annual revenue number for your managed services business. Discussions include how revenue is affected by factors such as horizontal or vertical focus, the design of your marketing campaigns and budget size, what kind of business IT support you deliver, how much market opportunity is available in your area, and how well you execute your sales operations. The information contained in this session will both challenge your team and enable your business growth. 09/27/20095a65827d-e0bb-48dd-bcad-f5aabc160429Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus168-using-the-client-solution-roadmap-to-drive-project-revenue.htmIn this session you will be trained how to use the Client Solutions Roadmap to better Market Managed Services and I.T. Services and sell them more effectively as-well. Cross Selling is difficult, This session teaches you how to find needs within your current clients and sell them more of your solutions.09/27/20099a776dc6-71b2-4660-98c8-330856b2d09aGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/free-training/mkt728-conducting-marketing-campaigns-on-a-limited-budget.htmNo matter what your business model, keeping marketing costs under control is crucial - especially for a new Managed Services practice. This Webcast provides the information necessary to create a successful Managed Services marketing campaign on a limited budget. 09/27/2009eed2def2-841c-42fd-8bd3-1125e0fd22c5Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/free-training/bus159-how-to-write-a-successful-managed-services-business-plan-1.htmThis Webcast covers how to develop a successful Managed Services Business Plan, and walks you through each of the 7 sections of MSP University's Managed Services Business Plan Template. This course is a must for any Managed Service Provider applying for MDF funds or Financing. Learn how to use these tools and techniques to build a proven roadmap for success.09/27/2009bbf33cd7-d7b5-446e-9ebb-67bc6a027fedErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus153-creating-your-managed-services-agreement-1.htmThis Webcast focuses on the components of a successful Managed Services Agreement, including specifics on what to include and what to exclude, the term of the Agreement and developing a prioritization and response and resolution process for effective SLA management. Also shared is valuable information tailored to protect you and your client, and how to increase the value of your organization through your Managed Services Agreements and the importance of having your legal team review each and every document and Agreement you use in your business practice. 09/27/200968d97427-b10c-4713-b5f4-889a2ff911d8Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt195-creating-a-successful-appointment-setting-and-telemarketing-program.htmThis Webcast reveals all the information you need to build an effective telemarketing program. Also discussed are the benefits and risks of outsourcing your telemarketing efforts, and what to be aware of when considering outsourcing your telemarketing activity to a 3rd-party.09/27/20096fc0ab22-1306-4898-86c6-c565e5db1df3Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt197-developing-an-effective-lead-generation-and-sales-system-process-1.htmUnderstanding the fundamentals required to develop a successful marketing process is crucial to generating leads and increasing revenues. This Webcast walks you through an effective step by step process that includes marketing, sales and follow up activities to capitalize on leads generated from marketing campaigns.09/27/20099bd434eb-8231-48f2-b9a7-e585d1e2ca81Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt721-effective-managed-services-marketing-techniques-2.htmThis Webcast focuses on an effective 12 Step Marketing Process and reveals how to maximize the success of your Managed Services marketing campaigns. Discussion includes direct and indirect marketing tools and techniques used to successfully secure appointments for IT Solutions and Managed Services sales opportunities.09/27/20095ec1b70d-6f83-4813-a1c6-3ca3adf81febGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt201-how-to-create-a-successful-managed-services-marketing-plan.htmThis Webcast focuses on effective Managed Services Marketing Plan creation and execution strategies, and covers the required components of a successful Managed Services Marketing Plan, integrating your Managed Services Marketing strategy into your Managed Services Business Plan, using your Managed Services Marketing Plan to forecast and project revenue, and a month-by-month Managed Services Marketing Plan execution strategy.09/27/2009072eba3e-cf23-4c4f-833d-808c707a4929Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt978-business-continuity-plan-training.htmThis Webcast explores what Business Continuity really means both for your business and your clients. The goal of this session is to prepare you to set proper expectations for your clients and also learn how to properly mitigate a client’s problems through proper Business Continuity processes and documentation.09/27/2009a7a44db5-acdb-4d29-8f99-fd84ed0159b2Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt607-creating-effective-appointment-setting-scripts.htmThis Webcast focuses on developing the necessary verbiage and structure to create successful outbound call scripts. Most Managed Services sales start with a powerful calling effort that creates a well qualified lead. Learn techniques required to get past the “Gate Keeper” and create the foundation for a successful first appointment and needs analysis.09/27/20096aa216f6-2696-4c32-8c02-76a86954015eKate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt422-creating-effective-managed-services-proposals.htmThis Webcast covers the importance of a professionally-prepared proposal in shortening sales cycles for I.T. solutions, infrastructure upgrades, and Managed Services proposals. Learn what to include, exclude and how to structure your proposals properly to accelerate the sales process.09/27/20095ce5164f-aaf8-45d7-b9a4-75113bd00412Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt521-how-to-use-the-cost-savings-analysis-to-sell-on-value-1.htmAre your clients having a difficult time understanding how Managed Services can save them money on their overall IT costs? This Webcast reveals how to use the Cost Savings Analysis properly to increase the value of your Managed Services offering. By using the Cost Savings Analysis you can quantify and monetize how much revenue your client is truly losing during network downtime.09/27/20098e422582-fb15-4d8f-bbbc-a620a437e450Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt600-incorporating-haas-into-your-managed-services-proposals.htmThis Webcast focuses on how to add more value to your Managed Services Agreements and incorporating a certified network upgrade into the sale by incorporating Hardware as a Service (HaaS) into your proposals. 09/27/200927f42980-c79f-43f2-a892-78ab11f2066cKate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt447-increasing-revenue-as-a-trusted-advisor-best-practices.htmWhat is a Trusted Advisor? Are you a Trusted Advisor? Do your clients want or need a Trusted Advisor? This Webcast focuses on the power of this critical role in every small business, and how you can increase your Managed Services practice's revenue by becoming one. 09/27/20098bfe7961-fd60-4839-a9ee-90b55e2b6ddfKate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt525-managed-services-powerpoint-presentation-and-powerpoint-best-practices.htmWhat is the best way for you to present your Managed Services offering? This live role play session takes you through a sales engagement and illustrates how to utilize a PowerPoint presentation properly to present the value of Managed Services to a prospect.09/27/2009b1d6c937-25ca-4e23-9a0a-bb5b99b51823Rafael Sanguilyhttp://www.mspu.us/premium/training/on-demand-video/sales/spt535-overcoming-managed-services-objections-1.htmOvercoming objections using the 3 appointment sales process to build credibility and during this process be able to identify the opportunity using QBS (Question Based Selling) process to identify objection in order to be able to qualify it and answer the objection or clarifying the “misunderstanding”.09/27/2009d8c05091-9e8f-4337-8d3e-45a115b441c5Jamie Williamshttp://www.mspu.us/premium/training/on-demand-video/sales/spt404-pricing-managed-services-by-seat-instead-of-device-2.htmThis Webcast explores the strategy of pricing your Managed Services deliverable by seat as opposed to other methods, in effect providing a pricing model that supports your clients' staff no matter what location they happen to be working from or through what device. This is an attractive support model for clients whose staff tends to travel. Take away valuable tips for maximizing the effectiveness of this important pricing strategy for helping you close more Managed Services business.09/27/2009bdd7f16b-10ab-4a22-bf7f-a99471725c45Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt401-pricing-managed-services-using-the-profitability-matrix-1.htmThis Webcast reveals how to use MSP University's Profitability Matrix to understand the cost of your solution offerings and potential revenue when transitioning clients to the Managed Services delivery model, allowing you to predict growth and an ever-increasing annuity revenue stream.09/27/2009458252d6-a771-4338-9ee2-fb48440d01ddRafael Sanguilyhttp://www.mspu.us/premium/training/on-demand-video/sales/spt536-sales-process-training-sales-closing-techniques-2.htmThis Webcast covers the proper presentation of the Managed Services Agreement to prospects and clients, overcoming common objections, and closing the client on your services. No matter whether you are selling IT Solutions or Managed Services, it is critical for the success of any sales professional to master these effective sales closing techniques.09/27/2009197fe7f0-2c3c-45ee-a8ae-37a82a814a3dGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt625-sales-process-training-the-managed-services-agreement-1.htmThis Webcast focuses on presenting the Managed Services Agreement to your client properly, and covering specific points in detail in order to set the appropriate expectations with your client.09/27/2009d4411262-22a0-4916-8951-3e78e4443dccKate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt502-sales-process-training-the-needs-analysis-1.htmThis Webcast spotlights the Needs Analysis and its use in a sales engagement. Learn how to quickly and easily build credibility as a Trusted Advisor by presenting viable solutions using a client’s pain points gathered in the Needs Analysis Process.09/27/2009aaf0a9df-0e9f-4514-8d84-63480060c6e7Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt445-using-the-quarterly-business-review-to-grow-your-relationships.htmThis Webcast reveals how to deepen your relationships with your clients using a quarterly business review to develop an ongoing technology roadmap and budget for investments in technology that can be leveraged to provide them a competitive advantage in their markets.09/27/200968e02243-90cc-4640-b7f7-cbae467c3b97Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt011-becoming-a-trusted-advisor-for-annuity-based-solutions.htmWhat is a Trusted Advisor? Are you a Trusted Advisor? Why should you become one? Do your clients want or need a Trusted Advisor? This Webcast reveals how to harness the power of this critical role in every small business, and how you can increase your company’s revenue by adopting the managed services business model for business it support. Also defined are what Managed Services are and the Managed Services methodology, and how to leverage same to become the Trusted Advisor to your clients, enabling you to sell more solutions to them more quickly and easily.09/27/2009377ba87f-2aac-4ad1-ad7b-e26a0ec43526Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt316-managed-services-core-concepts-2.htmWhat is Managed Services? Everybody knows about network monitoring and remote Help Desk, but there is much, much more to a best in class Managed Service Provider organization than a few tools. This Webcast defines Managed Services, and includes a discussion that illustrates why Managed Services is a very different service delivery model than perhaps you’re accustomed to. Also explored are the benefits of delivering Managed Services - both to your clients and yourself. 09/27/2009d3c0f2be-ebff-4235-92a2-fbfc4c6bc3f4Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt319-noc-operations-best-practices.htmThis Webcast focuses on the function of the NOC and its role in the Managed Services service delivery process. Topics include effective NOC design, tools and technology requirements, roles and responsibilities of NOC staff, NOC staff day-to-day procedures, telephone and email communication standards, SLA guidelines and client on-boarding best practices.09/27/2009cfbbb0ab-2383-49b7-bd34-55fbce6dd4c5Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt320-problem-management-best-practices.htmThis Webcast focuses on successful problem management, escalation and remediation best practices, with a step-by-step problem identification, documentation, assignment, escalation, and communication and remediation process for effective, efficient service delivery.09/27/20093c6d4d44-2841-4106-a569-81b76236509cErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt321-project-management-best-practices.htmThis Webcast focuses on revealing the importance of the Project Manager in the pre and post-sales process, along with best practices for project management to minimize costly mistakes and improve overall profitability, and effective I.T. solution and infrastructure upgrade proposal creation to support profitable Managed Services delivery.09/27/2009163ace2e-17a6-4e3c-8be4-47cb8a3a1438Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt325-service-dispatch-best-practices.htmThis Webcast focuses on one of the most critical activities for Managed Services service delivery profitability - the dispatch function. Proper management and scheduling of billable resources will increase utilization, profitability and client satisfaction. Attendees will learn best practices for proactive remote maintenance support, reactive and scheduled onsite services, dispatch management of technical resources, and effective communication techniques between all affected parties to maintain SLAs and client satisfaction.09/27/2009de1bdc22-4f55-462d-9205-6f1ae14aaa5eKate Hunthttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm317-conducting-effective-employment-interviews.htmThis Webcast focuses on best practices for interviewing new hire candidates in order to enable Managed Services to help you grow your business. Discussion includes an effective interview process and questions for hiring sales professionals, and what to look for on a resume. Discover how to take the pain out of the interview process, and make it a productive effort. 09/27/20095dba3d8d-2cad-4827-b1b6-eee6b9c1148bGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm319-developing-and-implementing-a-solution-providers-organization-chart-and-using-disc-for-proper-placement.htmYour organization chart should be more than just a fancy, attractive document. It should be significant and strategic in helping you group and deploy your human resources into logical departments according to their abilities and the objectives of the business. It should clearly illustrate your Managed Services practice's organizational structure, and should clearly reflect your organizational structure to your staff and prospective hiring candidates. This Webcast reveals how to properly structure your organization chart and use DISC behavioral profiling to help you assign everyone the right "seat on the bus". 09/27/2009282d05d5-880d-471d-bb71-1fa1fa3e1549Jamie Williamshttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm322-developing-win-win-compensation-plans-for-sales-staff-1.htmThis Webcast illustrates a detailed sales compensation plan that motivates a Sales Professional to get in front of more prospects and close business through a compensation strategy that rewards success. Also revealed are the fundamentals for creating a management strategy to ensure that consistent prospecting and lead generation is taking place.09/27/200941f919e4-2ea1-41dd-adca-59ad2c4647e2Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm323-sales-professional-swot-part-1.htmWhen your sales professionals know how to correctly position and sell Managed Services, you are perfectly positioned to enable the delivery of Managed Services to grow your business. Managing a Managed Services sales team; though, isn’t easy. Join MSPU’s President, Part 1 of this two-part Webcast series focuses on identifying and leveraging Strengths, shoring up Weaknesses, exploiting Opportunities and mitigating Threats for your sales professionals. As a sales manager, this process may be a key differentiator between your success and failure as a Managed Service Provider. 09/27/20096da89fe1-023b-4869-b416-e763a76570d4Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm324-sales-professional-swot-part-2.htmWhen your sales professionals know how to correctly position and sell Managed Services, you are perfectly positioned to enable the delivery of Managed Services to grow your business. Managing a Managed Services sales team; though, isn’t easy. Join MSPU’s President, Part 2 of this two-part Webcast series continues the discussion focused on identifying and leveraging Strengths, shoring up Weaknesses, exploiting Opportunities and mitigating Threats for your sales professionals. As a sales manager, this process may be a key differentiator between your success and failure as a Managed Service Provider. 09/27/2009bdc839d4-e8f0-44d2-b323-84c06a05b952Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/archive/spt531-live-video-1st-client-sales-appointment-needs-analysis-role-play-2.htmThis live role-play video demonstrates how to walk your client through the needs analysis appointment and set proper expectations in preparation to sell a Managed Services Agreement.08/01/2009a663adf6-ced4-4608-9d03-d8a9c27f4cd3Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/archive/spt532-live-video-2nd-client-sales-appointment-client-powerpoint-presentation-role-play-1.htmThis Live role-play video demonstrates how to deliver step 3 of the 7 Step Sales Process: Presentation, using a PowerPoint slide deck to set proper expectations with your prospect in preparation to sell a Managed Services Agreement.08/01/20095d7a403c-0bc2-411f-8ce1-f006a4e36a48Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/archive/spt533-live-video-2nd-client-sales-appointment-cost-savings-analysis-role-play-1.htmThis live role-play video demonstrates how to walk your client through the cost savings analysis appointment and set proper expectations in preparation to sell a Managed Services Agreement.08/01/20096add1959-a58b-4600-8ff0-fdc7107b2541Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/archive/spt534-live-video-3rd-client-sales-appointment-managed-services-agreement-role-play-2.htmThis Live role-play video demonstrates how to deliver step 6 of the 7 Step Sales Process: Closing, and setting proper expectations with your prospect in closing a Managed Services Agreement sales opportunity.08/01/2009f837565b-c08f-4741-bcdc-37984cb6a2f7Frank Gurnee, CharTec, Inc.http://www.mspu.us/premium/training/on-demand-video/archive/spt535-selling-haas-and-managed-services-closing-2.htmThis Webcast covers step 6 of the 7 Step Sales Process for selling HaaS bundled with your Managed Services Agreement. Join Frank Gurnee as he walks through the process in a step-by-step manner, providing you the confidence you need to illustrate your value as a managed services provider and ask for the business. 08/01/200904d2cb64-cc08-49ff-9d3e-a75c1d205d87Kate Hunt, Frank Gurnee VP VAR Channel Sales, CharTechttp://www.mspu.us/premium/training/on-demand-video/archive/spt536-selling-haas-and-managed-services-presentation-1.htmThis Presentation Role Play video focuses on the Presentation of the benefits of Managed Services utilizing a customized PowerPoint slide deck, and is the fourth step in the IT Managed Services sales process, with a special focus on leveraging Hardware as a Service (HaaS) as a bundled component of the Managed Services sales engagement.08/01/2009e6887852-81cd-4007-a94e-5ea057add118Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/financial-acumen/fin103-how-to-use-the-cost-savings-analysis-to-sell-on-value-2.htmThis Webcast reveals how to qualify and quantify the downtime your potential clients face due to computer related issues in their environment. Also covered are how to gather the data necessary from your clients to perform a cost savings audit or ROI analysis. Also discussed is how to present this information in a sales engagement to sell your Managed Services offering based on value. 08/01/200951aad25a-fabe-460b-8fdc-279f212941b8Brandon Alvillarhttp://www.mspu.us/premium/training/on-demand-video/free-training/spt605-closing-the-deal.htmThis Webcast walks you through each step of your first Managed Services sales appointment and teaches you to conduct a client needs analysis that reveals you as the expert and provides you with key talking points and strategic answers to the most common objections. Also clarified are the details of the Managed Services sales process and the strategic details of a Managed Services Proposal, Cost Savings Analysis, and Managed Services Agreement. Finally, this Webcast reveals a Managed Services sales technique so unique, it nearly forces your client to sign your Managed Services Agreement and empowers you to close the deal! 08/01/2009bcb6c02e-2180-4bdb-94f5-39001d628aa4Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/sdt314-developing-an-effective-helpdesk-sla-and-escalation-process.htmAs a Managed Services Provider, in order to maintain efficiencies, profitability and client satisfaction, an effective SLA and Escalation Process for your Service Desk is critical to meeting client needs and expectations. This Webinar focuses on creating an efficient Incident Management and ticket routing process to meet established SLAs.08/01/2009216e4c16-a685-4115-afbf-ab2d1db5788aErick Simpson, MJ Murphy Business Development Manager, Microsofthttp://www.mspu.us/premium/training/on-demand-video/free-training/fin113-how-to-increase-profits-by-providing-free-service-to-existing-clients.htmThis Webinar focuses on helping your Managed Services clients during tough economic times in ways that increase their satisfaction, position you as a "go-giver" and true business partner, differentiate your business from your competitors, and uncover additional revenue opportunities that you can help your clients budget for, and increase their operational uptime and profitability. Join our guest MJ Murphy as we dive deep into this valuable topic.08/01/2009960f759c-4a46-495d-a959-8587fd39e640Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/sdt315-how-to-prepare-a-clients-network-for-delivery-of-managed-services.htmNow that you've sold your Managed Services Agreement, how do you bring your client's network up to your minimum standards for service and prepare it for remote monitoring, management and service desk support? This Webcast will uncover the secrets that will allow you to deliver effective IT Services Management to your clients immediately upon service turn-up.08/01/2009e92996e2-e915-4b2b-9a1e-e5f688acfe0cErick Simpson, MJ Murphy Business Development Manager, Microsofthttp://www.mspu.us/premium/training/on-demand-video/free-training/vdr123-how-to-receive-up-to-5-copies-of-microsoft-software-to-jumpstart-your-prospecting.htmAre you a Microsoft Partner? If you are, Microsoft will agree to sponsor up to 5 local Chamber of Commerce events at any Chamber of Commerce you choose to work with by furnishing up to 5 copies of a Microsoft Software Package (Microsoft Office, MSFT Streets And Trips, SBA, etc.)  to you to be used as raffle prizes at these Chamber Events. This is a tremendous way for you to generate leads for your Managed IT Services as you collect business cards or registration forms for these raffles! Join our guest MJ Murphy as we discuss how to use your Managed Services Marketing engine to leverage these opportunities to the fullest.08/01/20096cb438a9-3d85-4677-ba0f-a22b948538cdErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/edc124-how-to-succeed-with-managed-services-part-1-overview.htmThis first in a series of 6 Webcasts explores what managed services is, why managed services may be right for your business, some managed services tools and managed services pricing models. Also introduced are concepts that will be explored more deeply in later parts of the series, like how the managed services methodology will help to maximize your net profits and how to select remote it support tools that will enable managed services to help your business grow. 08/01/2009989980ed-1e65-4497-9283-ff4427ca1e0cErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/spt402-how-to-succeed-with-managed-services-part-2-pricing.htmThis second in a series of 6 Webcasts explores identifying your target managed services market, managed services business model best practices, some managed services tools and pricing managed services. Also discussed is how to calculate your hourly cost of service delivery to determine your desired profit margin.08/01/2009d8171243-4d35-4e31-b474-890e4861fe91Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/spt608-how-to-succeed-with-managed-services-part-3-agreement.htmThis third in a series of 6 Webcasts explores components of a successful Managed Services Agreement, including specifics on what to include and what to exclude, the term of the Agreement and developing a prioritization and response and resolution process for effective SLA management. Also shared is valuable information tailored to protect you and your client, and how to increase the value of your organization through your Managed Services Agreements and the importance of having your legal team review each and every document and Agreement you use in your business practice.08/01/20093b7c8682-01e0-4797-b3dd-7b5b01b9821eErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/vdr109-how-to-succeed-with-managed-services-part-4-monitoring.htmThis fourth in a series of 6 Webcasts explores Remote Monitoring and Management tools and processes, as a part of your managed services process. If your IT service delivery model primarily involves rolling trucks to client sites, then remote IT support may be a service delivery model that can help your business grow. This Webcast focuses on the objective, options, focus, selection process, implementation, management, and options for remote monitoring and management of you client networks as a Managed Service Provider.08/01/200912574792-eb31-4c27-b6e0-52e36d1db275Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/mkt722-how-to-succeed-with-managed-services-part-5-marketing.htmThis fifth in a series of 6 Webcasts explores Marketing Managed Services as a part of your managed services process. If you are uncertain about the difference between marketing and sales, or what comes before marketing, then this session is for you. This Webcast describes 5 passive marketing techniques and 3 direct marketing techniques that will help you market Managed Services more effectively and easily08/01/20093bb234d5-b09c-48a8-8a40-c71a9b6b2d19Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/spt609-how-to-succeed-with-managed-services-part-6-trusted-advisor.htmThis final installment in a series of 6 Webcasts explores how to become the Trusted Advisor to your clients as a result of delivering Managed Services, and how to leverage this status to sell more services and solutions more easily to your clients.08/01/2009b6bc7acd-68cf-4502-91a9-f0d0af69a437Erick Simpson, Karl Palachuk CEO KP Enterpriseshttp://www.mspu.us/premium/training/on-demand-video/free-training/vdr126-introduction-to-hardware-as-a-service-haas-with-karl-palachuk.htmThis Webcast focuses on understanding what Hardware as a Service (HaaS) is, its benefits to both you and your clients, and how to position and sell it to add additional annuity-based revenue to your organization by maintaining complete ownership and control of the hardware, operating systems and applications software licenses for all of the HaaS solutions you deploy. Our special guest Karl Palachuk provides a lively, humorous look at Managed Services delivered with a HaaS twist during this session.08/01/2009d32456ee-a264-4dcd-b086-4a394c500548Erick Simpson, Dana Epp CEO, Scorpion Softwarehttp://www.mspu.us/premium/training/on-demand-video/free-training/vdr119-leveraging-strong-authentication-with-dana-epp.htmThis Webcast covers the inherent risk to Managed Service Providers and their clients when it comes to shared administrative credentials for servers, workstations and networked devices.  Explored are topics including how to reduce these risks to acceptable levels with a Strong Authentication System. Demonstrating the benefits of proxied delegation, revealed are how Managed Service Providers can manage employee authentication to client systems from a central location, and how to quickly revoke their access from all sites simultaneously when they leave or change roles in your Managed Services or Managed Security Service practice.08/01/200934bdcd09-91d0-4bfa-8acc-300acccd7e5aErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/fin112-maximizing-service-delivery-profits-during-economic-downturns.htmWhen the economic outlook is bleak, belt-tightening for businesses becomes a reality, affecting Managed Services Providers along with other IT focused firms. With a recent recession leaving markets and consumer confidence in recovery mode, how will this economic outlook affect Managed Service Providers, and what can we do to weather the next 12 months to grow our businesses and become more profitable than we were the previous 12? This timely Webinar discusses how to reduce costs, increase revenue and leverage existing client relationships in order to sell more solutions as a Trusted Advisor during times of economic uncertainty. 08/01/20092bcc00cf-a075-496e-b39c-91b272aeee76Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/spt606-closing-the-deal-how-to-make-signing-your-managed-services-agreements-irresistible-to-your-clients.htmThis Webcast walks you through each step of your first Managed Services sales appointment—and your second, and your third, then teaches you to conduct a client needs analysis that reveals you as the expert and provides you with key talking points and strategic answers to the most common objections. Also clarified are the details of the Managed Services sales process and the strategic details of a Managed Services Proposal, Cost Savings Analysis, and Managed Services Agreement. Finally, this Webcast reveals a Managed Services sales technique so unique, it nearly forces your client to sign your Managed Services Agreement and empowers you to close the deal! 08/01/20095a97e674-cc78-4b03-8cdb-c1add84e4ba6Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/bus151-creating-a-successful-managed-services-business-plan.htmThis Webcast focuses on effective Managed Services Business Plan creation and execution strategies, and covers the required components of a successful Managed Services Business Plan, integrating your Managed Services Marketing strategy into your Managed Services Business Plan, using your Managed Services Business Plan to forecast and project revenue, leveraging your Managed Services Business Plan to secure financing, and finally, a month-by-month Managed Services Business Plan execution strategy.08/01/20095cd3d657-cbf8-41ea-87b5-87ec3ae755a4Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/bus154-creating-your-managed-services-agreement-2.htmThis Webcast focuses on the components of a successful Managed Services Agreement, including specifics on what to include and what to exclude, the term of the Agreement and developing a prioritization and response and resolution process for effective SLA management. Also shared is valuable information tailored to protect you and your client, and how to increase the value of your organization through your Managed Services Agreements and the importance of having your legal team review each and every document and Agreement you use in your business practice. 08/01/200976694c61-8a26-4e4f-94af-758676ee1f74Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/mkt200-effective-managed-services-marketing-techniques-3.htmThis Webcast explores marketing Managed Services as a part of your managed services process. If you are uncertain about the difference between marketing and sales, or what comes before marketing, then this session is for you. Also described are 5 passive marketing techniques and 3 direct marketing techniques that will help you sell managed services more easily and effectively. 08/01/2009b74d98e7-2b6b-49a1-add7-14d1b4346ec1Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/bus161-introduction-to-managed-services.htmThis Webcast covers the basics of a successful Managed Services practice, including a discussion of the reasons IT Service Providers are becoming Managed Service Providers, the benefits their clients receive from Managed Services, what makes up a basic Managed Services deliverable, the minimum requirements necessary to deliver Managed Services effectively, and how to effectively leverage Managed Services to become the Trusted Advisor to clients and sell solutions much more easily, and dramatically increase sales. Also covered are how to achieve long-term recurring revenue growth and leverage Managed Services tools and technology, processes and procedures to raise efficiencies and utilization, thereby increasing net profits. 08/01/200921f0bbce-22bc-43d2-b116-49f2a8b314daErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/bus162-leveraging-managed-services-to-sell-more-solutions-as-the-trusted-advisor.htmThis Webcast illustrates the importance of becoming the consultative, Trusted Advisor to your clients and prospects, and how to leverage a proactive Managed Services business model to do so. Included are techniques on conducting Business and Technology Assessments as the Trusted Advisor that uncover all of the potential opportunities in both new and existing client relationships, and how to correctly leverage Managed Services Reports and Quarterly Budget Reviews (QBR’s) to drive solution sales with your clients. Also covered is the importance of partnering with Vendors and other Solution Providers in order to deliver all of the technology solutions needed by your clients, and not leaving any money on the table; as well as seeking out Vendors and Fulfillment Partners whose commission plan includes annuity payments, allowing Managed Service Providers to increase their total monthly recurring revenues by delivering these additional solutions.08/01/20095f1914dd-c328-45da-b4c5-e47ac6331458Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/bus163-overview.htmThis Webinar covers the basics of a successful Managed Services practice, including a discussion of the reasons IT Service Providers are becoming Managed Service Providers, the benefits their clients receive from Managed Services, what makes up a basic Managed Services deliverable, the minimum requirements necessary to deliver Managed Services effectively, and how to effectively leverage Managed Services to become the Trusted Advisor to clients and sell solutions much more easily, and dramatically increase sales. An illustration on how to achieve long-term recurring revenue growth and leverage Managed Services tools and technology, processes and procedures to raise efficiencies and utilization, thereby increasing net profits, is also discussed.08/01/20097fdb6e5b-f4ee-4918-9c15-7e5ffbc05796Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/fin108-managed-services-pricing-models-and-sales-and-marketing-strategies.htmThis Webinar focuses on the most popular Managed Services Pricing strategies used by Managed Service Providers for their Managed Services deliverables, and the pros and cons of each. The discussion highlights the differences between Per Device, Per User, Per Service and Value Pricing, and how each affects profitability, client perception and commoditization. Also discussed are the benefits that Value Pricing has in promoting the consultative, Trusted Advisor role critical to maximizing client relationships and delivering solutions deep into client environments. Effective Managed Services sales and marketing strategies are also covered, including how to effectively message the benefit your IT Managed Services offering brings to your clients. 08/01/200998abb79e-a42c-44da-adf0-44ab00b98b3dErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/sdt318-monitoring-tools-helpdesk-slas-and-escalation-processes-and-vendor-management.htmAs a Managed Services Provider, in order to maintain efficiencies, profitability and client satisfaction, choices need to be made in the areas of Remote Monitoring and Management (RMM) tools, development of effective SLA and Escalation Processes for your Service Desk and managing your and your clients' vendors effectively. This Webinar provides key insights into these critical areas for Managed Service Providers in order to improve their IT Service Management acumen and profitability.08/01/20094f3ab259-d7e0-40bb-a4a8-8ba543b41cdbErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/fin110-pricing-managed-services.htmThis Webinar focuses on the most popular Managed Services Pricing strategies used by Managed Service Providers for their Managed Services deliverables, and the pros and cons of each. The discussion highlights the differences between Per Device, Per User, Per Service and Value Pricing, and how each affects profitability, client perception and commoditization. Also discussed are the benefits that Value Pricing has in promoting the consultative, Trusted Advisor role critical to maximizing client relationships and delivering solutions deep into client environments. 08/01/200909d046d7-a83d-4fe2-ae34-11019b08beeeErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/free-training/bus164-the-recipe-to-build-a-successful-managed-services-practice-from-scratch.htmThis high-level overview on building a Managed Services practice focuses on Managed Services Pricing, Managed Services marketing and selling your Managed Services deliverables, and includes a discussion of different pricing models and sales and marketing strategies. 08/01/2009318e8a0d-914d-4fc1-8bae-15e1831f8ad2Erick Simpson, MJ Murphy Business Development Manager, Microsoft, Matt Makowicz President, Ambition Consultinghttp://www.mspu.us/premium/training/on-demand-video/free-training/spt640-selling-windows-server-2008-and-client-solutions-to-small-business-customers.htmThis Webcast delivers a deep dive on selling Microsoft server and client solutions to small business clients, and answers the following questions: Product Differentiation - What are the differences between Small Business Server and Windows Server 2008? What are Centro and Cougar? Solution Selling - How can understanding Product Differentiation help your client find the RIGHT solution? Overcoming Objections - Why Server 2008? Which Server version? Join our guests MJ Murphy and Matt Makowicz for an enlightening round-table discussion on these subjects important to Managed Service Providers.08/01/20099ef71faa-f72e-4abb-aa92-abb9a20558deErick Simpson, David Russell CEO, MANAGEtoWINhttp://www.mspu.us/premium/training/on-demand-video/free-training/bus169-why-are-some-msps-growing-while-others-arent.htmTo a great degree, some Managed Service Providers are growing their Managed Services practices while other's aren't in a large part because of their people. Each employee you more fully engage in sales, service delivery or support enables your business to grow faster than before. Managed Service Providers that understand this principle and invest in their staff and put processes and procedures in place to help them achieve increased success in their work roles are naturally more successful than those that don't. Join us and our special guest David Russell to dive deep into this topic and find out what you can do to improve08/01/200940ac53fe-04e1-4195-8887-a22fac14043eGary Beechum, Victor Farfan Commercial Insurance Broker, Westland Insurancehttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus150-choosing-your-managed-services-insurance-policy.htmSince you own the risk of maintaining your clients' data, systems and service availability as a Managed Service Provider, it is critical that you protect yourself and your organization against the unforeseen. Learn what types of insurance plans are available for Managed Support Services that can protect you when you need it the most.08/01/20095f67dcdc-bdc3-4d4d-9c49-78ae09f8a161Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus152-creating-effective-managed-services-proposals.htmThis Webcast covers the importance of a professionally-prepared proposal in shortening sales cycles for IT solutions, infrastructure upgrades, and Managed Services proposals. Learn what to include, exclude and how to structure your proposals properly to accelerate the sales process.08/01/2009e29b9a7d-9f9a-4ca4-a997-713abc028c48Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus156-developing-a-client-solution-roadmap-to-increase-revenues-1.htmThis Webcast discusses how to identify the untapped potential of sales opportunities that are contained within your existing client base through the creation of a Client Solution Roadmap, and how to partner with other fulfillment partners to realize these additional opportunities to grow your Managed Services and IT Solutions revenues.08/01/20091db24654-387a-4262-94ca-c0a0df6a4e69Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus157-developing-a-client-solution-roadmap-to-increase-revenues-2.htmThis Webcast discusses how to identify the untapped potential of sales opportunities that are contained within your existing client base through the creation of a Client Solution Roadmap, and how to partner with other fulfillment partners to realize these additional opportunities to grow your Managed Services and IT Solutions revenues.08/01/200912b3259d-b48d-4df2-9ae4-3e42e1ec4561Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus158-developing-an-effective-business-plan-for-selling-annuity-based-solutions-2.htmDo you have a plan in place in order to begin selling managed services? Follow along as Gary shows you how to develop a specific business plan for each of your solutions stack. Each solution in your managed services offering should have a specific plan of attack. As a business owner, you should know exactly what is will cost you to deliver each solution so that you can accurately forecast your revenue and profitability. 08/01/2009e9b6ebbc-cbef-4fcf-bc6f-86094ac0871dGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus101-how-to-write-a-successful-managed-services-business-plan-2.htmThis Webcast covers how to develop a successful Managed Services Business Plan, and walks you through each of the 7 sections of MSP University's Managed Services Business Plan Template. This course is a must for any Managed Service Provider applying for MDF funds or Financing. Learn how to use these tools and techniques to build a proven roadmap for success.08/01/20092c06faa3-bab2-440c-ac76-58184b747552Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus160-increasing-revenue-as-a-trusted-advisor.htmWhat is a Trusted Advisor? Are you a Trusted Advisor? Why should you become one? Do your clients want or need a Trusted Advisor? This Webcast reveals how to harness the power of this critical role in every small business, and how you can increase your company’s revenue by adopting the Managed Services business model for business IT support. Also covered is a definition of Managed Services and the Managed Services methodology, as well as why the Managed Services business model is the real key to becoming a true trusted advisor for your clients. 08/01/200949219377-bbf1-4c33-8706-3389f895317dGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/leadership-ceo/bus167-using-microsoft-project-and-outlook-to-execute-your-business-plan.htmThis Webcast reveals how to use Microsoft Project and Microsoft Outlook as tools to execute your business plan and keep you on track. 08/01/20090c228808-98a5-405c-855d-82e69767e64aGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt194-conducting-marketing-campaigns-on-a-limited-budget.htmNo matter what your business model, keeping marketing costs under control is crucial - especially for a new Managed Services practice. This Webcast provides the information necessary to create a successful Managed Services marketing campaign on a limited budget. 08/01/2009522b68ee-07dd-452f-9f22-878ffef00015Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt724-developing-an-effective-lead-generation-and-sales-system-process-2.htmUnderstanding the fundamentals required to develop a successful marketing process is crucial to generating leads and increasing revenues. This Webcast walks you through an effective step by step process that includes marketing, sales and follow up activities to capitalize on leads generated from marketing campaigns.08/01/2009478b6fca-04d2-481a-9ceb-5153a03b2efeGary Beechum, Lisa Seibert. Vertical Web Designhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt198-developing-managed-services-websites.htmThis Webcast focuses on revealing the secrets to developing annuity-based Managed Services Websites. From discovering needs to designing effective sites that help your clients drive more revenue, this session reveals all you need to know to position Website Development right along with Managed Hosting Services as a compelling deliverable for your prospects and clients.08/01/20097828996b-a8c6-4253-b5db-889aa6ca451eErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt199-effective-managed-services-marketing-techniques-1.htmThis Webcast  reveals how to create and correctly utilize case studies, white papers, newsletters and news releases to successfully attract your target market. Managed Services Marketing concepts such as Search Engine Optimization (SEO) for your website to help increase its ranking in Search Engines is also covered, among other topics.08/01/20092a8badf3-d633-4dd1-b88d-ad22506a2dc5Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt202-how-to-create-an-effective-managed-services-marketing-plan.htmThis Webcast focuses on effective Managed Services Marketing Plan creation and execution strategies, and covers the required components of a successful Managed Services Marketing Plan, integrating your Managed Services Marketing strategy into your Managed Services Business Plan, using your Managed Services Marketing Plan to forecast and project revenue, and a month-by-month Managed Services Marketing Plan execution strategy.08/01/20090ac71e6b-cb2b-401e-8a96-004d8af727d2Brandon Alvillar http://www.mspu.us/premium/training/on-demand-video/marketing/mkt769-how-to-create-effective-appointment-setting-scripts.htmThis Webcast focuses on developing the necessary verbiage and structure to create successful outbound call scripts. Most Managed Services sales start with a powerful calling effort that creates a well qualified lead. Learn techniques required to get past the “Gate Keeper” and create the foundation for a successful first appointment and needs analysis.08/01/20093a50fba7-aea2-4747-9c58-5d8f441d6672Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt205-marketing-managed-services-1.htmThis Webcast explores marketing Managed Services as a part of your managed services process. If you are uncertain about the difference between marketing and sales, or what comes before marketing, then this session is for you. Also described are 5 passive marketing techniques and 3 direct marketing techniques that will help you sell managed services more easily and effectively. 08/01/200983ed5649-9b88-45af-8840-340e0b30b12cKate Hunthttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt723-promoting-managed-services-through-effective-search-engine-optimization-1.htmThis Webcast defines Search Engine Optimization (SEO) and how to optimize your website to leverage its capabilities to rise in page rank for the most popular search engines, empowering it as a marketing tool for your Managed Services practice. 08/01/20091af474b9-e1eb-451a-bf48-5e48ebd447caKate Hunthttp://www.mspu.us/premium/training/on-demand-video/marketing/mkt208-promoting-managed-services-through-effective-search-engine-optimization-2.htmThis Webcast defines Search Engine Optimization (SEO) and how to optimize your website to leverage its capabilities to rise in page rank for the most popular search engines, empowering it as a marketing tool for your Managed Services practice. 08/01/2009bf8a3b6c-a9ee-4f03-aeb6-b77fd494ca91Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt423-business-winning-managed-services-proposal-design.htmThis Webcast covers the importance of a professionally-prepared proposal in shortening sales cycles for IT solutions, infrastructure upgrades, and Managed Services proposals. Learn what to include, exclude and how to structure your proposals properly to accelerate the sales process.08/01/200950ce4f9c-c30d-4580-b4db-1f5c8d1266cfGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt522-cost-savings-analysis-role-play-with-talking-points.htmAre your clients having a difficult time understanding how Managed Services can save them money on their overall IT costs? Follow along during this live role play to discover how to use the Cost Savings Analysis properly to increase the value of your Managed Services offering. By using the Cost Savings Analysis you can quantify and monetize how much revenue your client is truly losing during network downtime.08/01/2009f646ce55-2322-43e4-8667-885b1f1fabedGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt430-creating-a-successful-appointment-setting-and-telemarketing-program.htmThis Webinar illustrates best practices for creating a marketing program supported by effective appointment setting and telemarketing activities for IT Solutions and Managed Services sales opportunities to accelerate the sales process.08/01/20095016fa91-33d0-4759-b7a4-1fc4e41db26aGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt610-live-video-1st-client-sales-appointment-needs-analysis-role-play-1.htmThis live role-play video demonstrates how to walk your client through the needs analysis appointment and set proper expectations in preparation to sell a Managed Services Agreement.08/01/2009e944b03b-25af-4e70-9ead-71ad569525f0Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt611-live-video-2nd-client-sales-appointment-client-powerpoint-presentation-role-play-2.htmThis Live role-play video demonstrates how to deliver step 3 of the 7 Step Sales Process: Presentation, using a PowerPoint slide deck to set proper expectations with your prospect in preparation to sell a Managed Services Agreement.08/01/200901499676-e047-4e54-a844-b2eed6b3e3bbGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt612-live-video-2nd-client-sales-appointment-cost-savings-analysis-role-play-2.htmThis live role-play video demonstrates how to walk your client through the cost savings analysis appointment and set proper expectations in preparation to sell a Managed Services Agreement.08/01/20099732ae74-3b77-4d67-a6a1-764f0ceaa52fGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt613-live-video-3rd-client-sales-appointment-managed-services-agreement-role-play-1.htmThis Live role-play video demonstrates how to deliver step 6 of the 7 Step Sales Process: Closing, and setting proper expectations with your prospect in closing a Managed Services Agreement sales opportunity.08/01/20092f9c8653-9eae-45a3-83bc-6fd15083ec73Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt530-managed-services-agreement-presentation-role-play-with-talking-points.htmWhat is the best way for you to present your Managed Services Agreement and close your prospect? This live role play session takes you through a sales engagement and illustrates how to properly to present the Managed Services Agreement to a prospect and close the opportunity.08/01/2009977586d9-5860-4484-8fa9-16c13aa4ef68Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt520-managed-services-powerpoint-presentation-role-play-with-talking-points.htmWhat is the best way for you to present your Managed Services offering? This live role play session takes you through a sales engagement and illustrates how to utilize a PowerPoint presentation properly to present the value of Managed Services to a prospect.08/01/2009cfb8c48b-26f8-45c8-b8b0-136448aa8e59Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt500-needs-analysis-role-play-with-talking-points.htmThis live role play session spotlights the Needs Analysis and its use in a sales engagement. Learn how to quickly and easily build credibility as a Trusted Advisor by presenting viable solutions using a client’s pain points gathered in the Needs Analysis Process.08/01/2009bf93aab4-c57c-4228-a433-3cc227ac9ec4Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt468-overcoming-managed-services-objections-2.htmWhat is an objection? How do they interfere with and slow down the sales process, and more importantly - how can they be overcome in your pursuit to sell Managed Services? This Webcast reveals the processes and techniques necessary for clearing up the misconceptions that create objections, allowing you to accelerate the sales process.08/01/20096e688e43-c163-43ab-8560-b010d70c8476Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt300-presenting-the-business-continuity-plan-powerpoint-presentation-to-the-client.htmThis Webcast focuses on step 4 of the sales process for selling Business Continuity and Disaster Recovery Services to your prospects and clients - the Presentation, using a PowerPoint Slide Deck as a sales tool. When designed properly, the solution should enable you to propose Managed Security Services and Managed Business Continuity Services to realize an additional stream of annuity-based revenue for your Managed Services practice.08/01/20094d9a3f2e-73ec-4d64-8af8-9064c9fcd2f9Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt301-presenting-the-business-continuity-proposal-to-the-client.htmThis Webcast focuses on step 4 of the sales process for selling Business Continuity and Disaster Recovery Services to your prospects and clients - the Presentation, using a properly-constructed proposal as a sales tool. When designed properly, the solution should enable you to propose Managed Security Services and Managed Business Continuity Services to realize an additional stream of annuity-based revenue for your Managed Services practice.08/01/2009b3cda042-b951-4c0f-a86d-67bb4c9a3d4dGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt614-presenting-the-t1-powerpoint-presentation-to-the-client.htmThis Webcast focuses on step 4 of the sales process for selling T1s to your prospects and clients - the Presentation, using a PowerPoint slide deck as a sales tool. When designed properly, the solution should enable you to propose Managed Telecom Services and Managed Network Services to realize an additional stream of annuity-based revenue for your Managed Services practice.08/01/200915231b2b-fe9e-4984-bc27-bd43da8a07b8Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt615-presenting-the-t1-proposal-to-the-client.htmThis Webcast focuses on step 4 of the sales process for selling T1s to your prospects and clients - the Presentation, using a properly-constructed proposal as a sales tool. When designed properly, the solution should enable you to propose Managed Telecom Services and Managed Network Services to realize an additional stream of annuity-based revenue for your Managed Services practice.08/01/2009c87c900f-61ed-4e2d-b514-e940ef9ea72fGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt616-presenting-the-voip-powerpoint-presentation-to-the-client.htmThis Webcast focuses on step 4 of the sales process for selling Hosted VoIP services to your prospects and clients - the Presentation, using a PowerPoint slide deck as a sales tool. When designed properly, the solution should enable you to propose Managed Hosting Services to realize an additional stream of annuity-based revenue for your Managed Services practice.08/01/2009283bbd68-142b-465a-ae0f-958112e69e5fGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt302-presenting-the-web-development-powerpoint-presentation-to-the-client.htmThis Webcast focuses on step 4 of the sales process for selling Web Development services to your prospects and clients - the Presentation, using a PowerPoint slide deck as a sales tool. When designed properly, the solution should enable you to propose Managed Hosting Services to realize an additional stream of annuity-based revenue for your Managed Services practice.08/01/2009dfb55e00-ef19-4012-ae74-08d672a0f797Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt303-presenting-the-web-development-proposal-to-the-client.htmThis Webcast focuses on step 4 of the sales process for selling Web Development services to your prospects and clients - the Presentation, using a properly-constructed proposal as a sales tool. When designed properly, the solution should enable you to propose Managed Hosting Services to realize an additional stream of annuity-based revenue for your Managed Services practice.08/01/200944eb52c8-67bb-4041-9ca1-983e94673cd3Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt618-pricing-managed-services-by-seat-instead-of-device-1.htmThis Webcast explores the strategy of pricing your Managed Services deliverable by seat as opposed to other methods, in effect providing a pricing model that supports your clients' staff no matter what location they happen to be working from or through what device. This is an attractive support model for clients whose staff tends to travel. Take away valuable tips for maximizing the effectiveness of this important pricing strategy for helping you close more Managed Services business.08/01/200993314307-fe8f-43f3-801c-6c1b5e48e78fGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt619-pricing-managed-services-using-the-profitability-matrix-2.htmThis Webcast reveals how to use MSP University's Profitability Matrix to understand the cost of your solution offerings and potential revenue when transitioning clients to the Managed Services delivery model, allowing you to predict growth and an ever-increasing annuity revenue stream.08/01/200949ec7e8c-e7b3-4978-a271-3d10d8ed2768Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt501-sales-process-training-1st-appointment-live-role-play.htmThis live role play features two of the most important steps of the sales process for selling Managed Services Warm Up and Qualifying. When conducted properly, these techniques should enable you to propose Managed Services to realize an additional stream of annuity-based revenue for your Managed Services practice.08/01/2009eb604abd-4c00-4bce-ae18-128e18f38f28Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt523-sales-process-training-2nd-appointment-live-role-play.htmThis live role play illustrates how to show value for your Managed Services deliverable through a properly constructed PowerPoint presentation, and how to present the findings of your Cost Savings Analysis for Managed Services to your prospect. When conducted properly, these techniques should enable you to close Managed Services opportunities to realize an additional stream of annuity-based revenue for your Managed Services practice.08/01/2009fa49a666-1389-493a-818f-7056bfc0ee67Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt531-sales-process-training-3rd-appointment-live-role-play-part-1.htmThis part 1 of two live role plays illustrates how to close a Managed Services opportunity with a prospect to realize an additional stream of annuity-based revenue for your Managed Services practice.08/01/2009f9397d99-b2a9-4e22-b611-fcf99320ab3fGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt532-sales-process-training-3rd-appointment-live-role-play-part-2.htmThis part 2 of two live role plays illustrates how to close a Managed Services opportunity with a prospect to realize an additional stream of annuity-based revenue for your Managed Services practice.08/01/20098936dab1-096a-47b3-83f9-af39d7a99e1bGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt622-sales-process-training-how-to-qualify-a-client-for-a-website-solution.htmThis Webcast focuses on how to properly qualify your clients for Website solutions. Topics include how a properly designed Website can help your clients drive more revenue and be used as a marketing tool. From discovering needs to designing effective sites that help your clients drive more revenue, this session gives you the tools you need to position Website Development right along with Managed Hosting Services as a compelling deliverable for your prospects and clients.08/01/2009964156b1-fedd-4414-8a58-205139026fddGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt623-sales-process-training-introduction.htmThis Webcast focuses on an introduction to a structured sales process in helping increase your success in closing IT Solutions and Managed Services opportunities. Topics include the 7 Step Sales Process and an overview of each of these critical steps in accelerating your sales cycles.08/01/200980d75cda-4f26-4c6e-8b7c-c36eeb0a2813Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt624-sales-process-training-sales-closing-techniques-1.htmThis Webcast covers the proper presentation of the Managed Services Agreement to prospects and clients, overcoming common objections, and closing the client on your services. No matter whether you are selling IT Solutions or Managed Services, it is critical for the success of any sales professional to master these effective sales closing techniques.08/01/2009ef0016d4-a822-413b-b527-13e0af9b2a85Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt626-sales-process-training-the-managed-services-agreement-2.htmThis Webcast focuses on presenting the Managed Services Agreement to your client properly, and covering specific points in detail in order to set the appropriate expectations with your client.08/01/2009f9f0e6b0-d5fd-4eed-85c2-6141ca177d7eGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt627-sales-process-training-the-needs-analysis-2.htmThis Webcast focuses on step 3 of the sales process for selling Managed Services to your prospects and clients - the Needs Analysis, or Qualifying. When conducted properly, these techniques should enable you to propose Managed Services and HaaS to realize an additional stream of annuity-based revenue for your Managed Services practice.08/01/200982fe26fe-2241-466a-9a4e-715813b6695fn/ahttp://www.mspu.us/premium/training/on-demand-video/sales/spt631-selling-managed-services-in-3-appointments-or-less-2.htmThis Webcast walks you through each step of your first Managed Services sales appointment—and your second, and your third, then teaches you to conduct a client needs analysis that reveals you as the expert and provides you with key talking points and strategic answers to the most common objections. Also clarified are the details of the Managed Services sales process and the strategic details of a Managed Services Proposal, Cost Savings Analysis, and Managed Services Agreement. Finally, this Webcast reveals a Managed Services sales technique so unique, it nearly forces your client to sign your Managed Services Agreement and empowers you to close the deal! 08/01/2009c0177b8a-5ab1-440e-8888-c36e72214a1fKate Hunthttp://www.mspu.us/premium/training/on-demand-video/sales/spt633-successful-appointment-setting-and-telemarketing-techniques.htmThis Webcast focuses on best practices for appointment setting and telemarketing activities for IT Solutions and Managed Services sales opportunities to accelerate the sales process.08/01/2009f6ef7020-740a-4775-a48c-ff993172e8f4Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/sales/spt634-t1-sales-training.htmThis Webcast focuses on how to market and sell T1 circuits to your clients and add an additional annuity-based revenue stream to your Managed Services offering.08/01/200952e3a72a-d20c-4967-93dc-2a1d2375c72aErick Simpson, Karl Palachuk CEO KP Enterpriseshttp://www.mspu.us/premium/training/on-demand-video/service-delivery/abs048-haas-with-karl-palachuk.htmThis Webcast focuses on understanding what Hardware as a Service (HaaS) is, its benefits to both you and your clients, and how to position and sell it to add additional annuity-based revenue to your organization by maintaining complete ownership and control of the hardware, operating systems and applications software licenses for all of the HaaS solutions you deploy. Our special guest Karl Palachuk provides a lively, humorous look at Managed Services delivered with a HaaS twist during this session.08/01/2009e89b9de7-1fb7-41b9-af6a-e4112978d875Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt306-additional-annuity-based-solutions-training-hosted-voip.htmThis Webcast focuses on understanding how Hosted VoIP solutions can help your clients drive more revenue and be used as a sales tool. From discovering needs to designing effective VoIP solutions that help your clients drive more revenue, this session gives you the tools you need to position Hosted VoIP, Hosted Telecom and Unified Communications solutions right along with Managed Hosting Services as a compelling deliverable for your prospects and clients.08/01/2009aed2a4e2-828b-4439-bb67-5ece7698545eErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt307-additional-annuity-based-solutions-training-remote-backup-and-storage-solutions.htmThis Webcast focuses on revealing the secrets to developing annuity-based Remote Backup and Storage solutions. From discovering needs to designing effective Managed IT Services focused on Managed Security of data and its availability that help your clients gain peace of mind, this session reveals all you need to know to position Remote Backup and Storage solutions right along with Managed Services and Managed Security services as a compelling deliverable for your prospects and clients.08/01/2009c26f7141-0a4d-4432-8e92-7cee217f2f6aGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt308-additional-annuity-based-solutions-training-t1s.htmThis Webcast focuses on revealing the secrets to developing annuity-based T1 solutions. From discovering needs to designing effective Managed Telecom and Managed Network solutions that help your clients drive more revenue, this session reveals all you need to know to position these services as a compelling deliverable for your prospects and clients.08/01/200988acc015-e209-4125-b407-dd7b4f851d7dGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt009-additional-annuity-based-solutions-training-voip.htmThis Webcast focuses on revealing the secrets to developing annuity-based Hosted VoIP solutions. From discovering needs to designing effective VoIP and Unified Communications solutions that help your clients drive more revenue, this session reveals all you need to know to position Hosted VoIP right along with Managed Telecom Services as a compelling deliverable for your prospects and clients.08/01/2009535adcaf-7397-4f49-a1ee-9742bc8dcffeGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt010-additional-annuity-based-solutions-training-websites.htmThis Webcast focuses on understanding how properly designed Websites can help your clients drive more revenue and be used as a marketing tool. From discovering needs to designing effective sites that help your clients drive more revenue, this session gives you the tools you need to position Website Development right along with Managed Hosting Services as a compelling deliverable for your prospects and clients.08/01/2009b6705b76-bd47-4536-961f-1dbf34fe7250Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt007-business-continuity-plan-training.htmThis Webcast explores what Business Continuity really means both for your business and your clients. The goal of this session is to prepare you to set proper expectations for your clients and also learn how to properly mitigate a client’s problems through proper Business Continuity processes and documentation.08/01/20098cd84e43-af5b-4bad-9bc8-88be9bad5c80Erick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt309-choosing-the-best-monitoring-solution-for-your-client.htmA pre-requisite to being considered a Managed Services Provider providing Managed IT Services is the ability to remotely monitor and maintain your client networks and environments. How do you determine which Remote Monitoring and Management Solution to invest in as you grow your Managed Services practice? This Webinar will reveal what factors to consider when making this important decision.08/01/200987f2d930-092d-46aa-972c-f7594b8ba968Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt310-creating-an-effective-step-by-step-sales-funnel-process-for-t1-website-and-voip-solutions.htmDo you have a sales process for each one of the solutions that you offer? This Webcast reveals how to establish a sales process for different IT and Managed Services solutions. Selling IT and Managed Services solutions can be difficult when you do not have a clearly defined sales process. Discussion includes how to develop a process to qualify your clients for cross-selling opportunities to maximize your revenue potential.08/01/2009f1a89882-0eb9-425b-af21-e47f7411842bErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt312-creating-your-infrastructure-upgrade-and-managed-services-proposal.htmThis Webcast covers the importance of a professionally-prepared proposal in shortening sales cycles for I.T. solutions, infrastructure upgrades, and Managed Services proposals. Learn what to include, exclude and how to structure your proposals properly to accelerate the sales process.08/01/2009bf144c26-bed6-41a3-8e36-361c268c0456Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt317-managed-services-core-concepts-3.htmWhat is Managed Services? Everybody knows about network monitoring and remote Help Desk, but there is much, much more to a best in class Managed Service Provider organization than a few tools. This Webcast defines Managed Services, and includes a discussion that illustrates why Managed Services is a very different service delivery model than perhaps you’re accustomed to. Also explored are the benefits of delivering Managed Services - both to your clients and yourself. 08/01/20098be00dbf-a7e1-46a1-900f-e54979a21c72Kate Hunt, Frank Gurnee VP VAR Channel Sales, CharTechttp://www.mspu.us/premium/training/on-demand-video/service-delivery/sdt323-selling-haas-and-managed-services-warm-up-and-needs-analysis-1.htmThis Webcast focuses on steps 2 and 3 of the sales process for selling Managed Services and Hardware as a Service (HaaS) to your prospects and clients - the Warm Up and Qualifying. When conducted properly, these techniques should enable you to propose Managed Services and HaaS to realize an additional stream of annuity-based revenue for your Managed Services practice.08/01/20093c802b06-7961-4dc1-a87b-110e81998b9aGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm330-conducting-effective-employment-interviews.htmThis Webcast focuses on best practices for interviewing new hire candidates in order to enable Managed Services to help you grow your business. Discussion includes an effective interview process and questions for hiring sales professionals, and what to look for on a resume. Discover how to take the pain out of the interview process, and make it a productive effort. 08/01/200983a9b680-372d-48f3-a970-339b9ff1de45Kate Hunthttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm331-conducting-effective-resume-reviews.htmFinding the right sales professional can be a chore, and hiring a sales professional, especially your first sales professional, is a large investment, and therefore, a big decision. But it is also one that can enable Managed Services to help your business grow. This Webcast discusses how to advertise your employment opportunity and screen the respondents to create a pool of qualified sales professional hiring candidates. 08/01/2009f6a545d8-5bc1-4d41-8677-97c32dfdc2feGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm315-creating-employment-ads-for-effective-staffing.htmFinding the right sales professional can be a chore, and hiring a sales professional, especially your first sales professional, is a large investment, and therefore, a big decision. But it is also one that can enable Managed Services to help your business grow. This Webcast discusses best practices for advertising your employment opportunity and screening respondents to generate a pool of qualified hiring candidates that you'll work through your interviewing process. Also covered are how to structure a compelling employment advertisement and some real world examples of ads that are effective and those that fall flat.08/01/200907469acd-8aa3-4a83-a380-f74eda8a40aaGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm314-developing-win-win-compensation-plans-for-sales-staff-2.htmThis Webcast illustrates a detailed sales compensation plan that motivates a Sales Professional to get in front of more prospects and close business through a compensation strategy that rewards success. Also revealed are the fundamentals for creating a management strategy to ensure that consistent prospecting and lead generation is taking place.08/01/20095e07b3c4-d631-4230-8a24-38528f9eb586Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/talent-management/tlm313-effective-hiring-and-the-resume-review-process.htmFinding the right sales professional can be a chore, and hiring a sales professional, especially your first sales professional, is a large investment, and therefore, a big decision. But it is also one that can enable Managed Services to help your business grow. This Webcast discusses best practices for advertising your employment opportunity and screening the respondents to generate a pool of qualified hiring candidates that you'll work through your interviewing process. Discussion includes what to look for at every step of the way and give real world examples of tactics that are effective and those that fall flat.08/01/200949f85b99-fc7d-45f2-9149-a1cd4c67b0fdErick Simpsonhttp://www.mspu.us/premium/training/on-demand-video/vendor-relationships/vdr110-managing-vendors-effectively.htmThere is simply no way for a service organization to directly deliver and manage all of the IT solutions, products and services that their clients need. This Webcast focuses on identifying the most highly-requested solutions and services that prospects and clients are asking for, and selecting vendors and fulfillment partners to help sell, implement and manage these solutions. Topics include vendor agreements, NDAs and non-competes, maintaining the primary position with the client and the vendor/fulfillment partner, and how to replace a vendor/fulfillment partner mid-stream without negatively affecting your client relationships.08/01/2009d24e6006-26ef-43fb-9b6c-47c110d6e0a1Naseem F.Saab, President and Founder of DPS Consulting and Results Softwarehttp://www.mspu.us/premium/training/on-demand-video/vendor-relationships/vdr107-take-managed-services-to-the-next-level-with-results-software!.htmHave you ever wondered what Businesses need to succeed? In this Webcast Naseem Saab will help you understand the methodology and approach of looking at the needs and methods furthering your Managed Services business. This session will help you completely deliver business solutions to your clients and prospects.08/01/2009e436f99b-9ff3-49d8-9359-8aad88178ac0Gary Beechumhttp://www.mspu.us/premium/training/on-demand-video/vendor-relationships/vdr113-tracking-and-managing-sales-activity-using-connectwise.htmThis Webcast focuses on using one of the most popular Professional Services Automation (PSA) solutions for IT Solution and Managed Service Providers, ConnectWise, to track and manage sales activity for their Managed Services Practices.08/01/2009be9e9190-6f1b-4510-8c78-6a216e525a04Kristi Heicke, David Salzberg Managing Director MSP Market, Autotaskhttp://www.mspu.us/premium/training/on-demand-video/vendor-relationships/vdr114-vendor-solution-partnering-with-autotask.htmThis Webcast introduces Autotask, one of the most popular Professional Services Automation (PSA) solutions available to help Managed Service Providers run their IT practices, and discusses the benefits of engaging with their organization to help scale and expand your Managed Services offering and capabilities.08/01/200924781803-c452-4168-9a86-0b4cd3eb1aaeErick Simpson, Arnie Bellini CEO, ConnectWisehttp://www.mspu.us/premium/training/on-demand-video/vendor-relationships/vdr115-vendor-solution-partnering-with-connectwise.htmThis Webcast introduces ConnectWise, one of the most popular Professional Services Automation (PSA) solutions available to help Managed Service Providers run their IT practices, and discusses the benefits of engaging with their organization to help scale and expand your Managed Services offering and capabilities.08/01/2009ffa7712e-d71f-441b-bcff-59e5ae16984eGary Beechumhttp://www.mspu.us/premium/training/on-demand-video/vendor-relationships/vdr116-vendor-solution-partnering-with-wtg.htmThis Webcast introduces WTG, a 3rd-party, private-labeled Master Partner to numerous ILEC and CLEC organizations, and discusses the benefits of engaging with their organization to help scale and expand your Managed Services and Managed Telecom offerings and capabilities.08/01/2009c482958b-3856-457c-8dfd-ee3a8a5fd8a6Erick Simpson, Clinton Gatewood VP Corporate Development, Zenith InfoTechhttp://www.mspu.us/premium/training/on-demand-video/vendor-relationships/vdr117-vendor-solution-partnering-with-zenith-infotech.htmThis Webcast introduces Zenith InfoTech, a 3rd-party, private-labeled back-office NOC and Service Desk provider, and discusses the benefits of engaging with their organization to help scale and expand your Managed Services offering and capabilities.08/01/2009f17d3273-fdd4-4766-b42d-6b1aecc943b7