MSP
University &nb
sp; 12,500 Readers!
IT and Managed Services Newsletter
MSP University helps MSPs
succeed...period.
November
2008 |
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| Welcome to MSP University |
Happy Thanksgiving!
In autumn 1621, about a year after the Mayflower Pilgrims made landfall at Plymouth, they put together a feast
and broke bread with their Native American neighbors, the Wampanoag, who were celebrating Keepunumuk, the time of
the harvest. The menu featured fowl, venison and fish, along with wheat and corn products.
Sporadic national, regional and individual Thanksgivings followed, but the day did not become an annual,
national holiday until 1863. Americans were waging the Civil War, and in the midst of it President Abraham Lincoln,
spurred on by the lobbying efforts of writer Sarah Josepha Hale, proclaimed a national day in which to express
thanks for the many blessings enjoyed by Americans, e.g., natural resources and population growth, despite the
military conflict:
They are the gracious gifts of the Most High God, who, while dealing with us in anger for our sins,
hath nevertheless remembered mercy.
It has seemed to me fit and proper that they should be solemnly,
reverently and gratefully acknowledged as with one heart and voice by the whole American people. I do therefore
invite my fellow citizens in every part of the United States, and also those who are at sea and those who are
sojourning in foreign lands, to set apart and observe the last Thursday of November next, as a day of Thanksgiving
and Praise to our beneficent Father who dwelleth in the Heavens.
Today, Thanksgiving is celebrated on the second Monday of October in Canada and on the fourth Thursday of
November in the United States. Thanksgiving dinner is held on this day, usually as a gathering of family
members.
Learn how to:
- Revolutionize your existing business model
- Transition existing break-fix customers to Managed Services clients
- Market to the right prospects and close Managed Services business
- Choose the right tools and technology to maximize your efficiencies as an MSP
- Build closer relationships with vendors and fulfillment partners
- Grow your revenue month after month, year after year
How much annuity-based revenue is your IT practice currently generating?
What is your company worth?
What are your plans for improvement?
Evaluate your options as an MSP with our FREE membership offer - why wait any longer?
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| Announcing our New MSP University Best Practices Guides!
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 Be sure to check out the newest addition to our ever-expanding
library of educational resources - our I.T. and Managed Services Best Practices Giuides at www.mspu.us/courses. We are constantly creating and updating
our content with new information to keep it fresh and relevent, in order to meet our commitment to you in providing
the most valuable I.T. and Managed Services content available in the industry.
New Best Practices Guides Available Now:
These Best Pracices Guides serve as companion documents to our Webinar training courses, and
illustrate our concepts in a concise, easy to understand graphical manner.
And the best part? They are absolutely FREE to download after creating your FREE Basic
Membership!
Join MSP University now absolutely FREE to download
these valuable Best Practices Guides and dozens of other Webinars, Forms, Tools and Collateral!
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| MSP University Corporate Memberships Set Record!
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 New MSP University Membership Level Proves Its Value!
We are very excited
to announce that since November 1st, MSP University has set a Membership record for Corporate
MSP University Memberships!
Our new Corporate Membership
is loaded with new webinar content, tools, forms and collateral requested by our existing
members to take their businesses to the next level beyond the existing Basic and Premium content currently available
through MSP University.
Some of these new features include:
Click here to
watch our recorded Corporate MSP University Membership Webcast! |
| Secrets to Improving Your I.T. Services Practice Part
3 |
Last time we
discussed the characteristics of the 4 service delivery models in our discussion: 
1. Resellers/System Builders
2. Break-Fix Services Providers
3. Professional Services
Providers
4. Managed Services Providers
Now let's discuss the deliverables of each of these service delivery models.
Resellers/System Builders
In addition to selling hardware and systems, the deliverables of a reseller/system builder may include
providing remote, onsite and bench support to troubleshoot, remediate or replace faulty hardware components for
warranted equipment.
The reseller/system builder's duties include building and configuring equipment to customer specifications
and conducting RMA activities and inventory management to insure appropriate levels of replacement parts and
hardware components are maintained to service hardware failures for their customers.
Break-Fix Service Providers
The deliverables of a break-fix services provider may include providing remote, onsite and bench support
to troubleshoot and remediate hardware, software, service and user issues impacting their proper function and
operations.
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| MSP University FREE November Webinar Course
Highlight |
 Selling Hardware as a Service with Alex Rogers!
If you aren't up to speed with HaaS, then you are missing out on one of the
most powerful deliverables you can offer prospects and clients during periods of economic
uncertainty...
This Webinar training focuses on defining the HaaS product offering, various ways to adopt this offering
into your solution stack, sales and marketing tips and tricks, and how to identify prospects for this
solution. Our special guest on this Webinar is Alex Rogers, Founder and CEO of ARRC
Technology.
ARRC Technology successfully developed a revolutionary way to market, sell, implement and manage HaaS
deliverables, and now offers complete HaaS fulfillment services to VARs nationwide.
After completing
this Webinar, you will understand the HaaS deliverable, and how to effectively market, price and sell on
value to increase your Managed Services profits with the techniques shared.
Every MSP needs to identify new, attractive products and services to grow their business during
periods of economic uncertainty - HaaS is an ideal way to show value to your clients and make it easy for them
to say YES to the sale... |
| Find out how to attend our next 3-Day Sales & Marketing
Boot Camp for FREE! |
What would it mean to your business if you could shorten your existing sales cycles, improve
your closing ratios, and successfully increase up-sell and cross-sell results to your prospects and clients?
If you're like most of our partners, the overwhelming answer to this question has been
along the lines of "it would change our business!"
Join us on
February 25th-27th 2009 in Orange County, California where attendees will participate in a variety of
multimedia training processes and work with their instructors as they learn through direct presentation, audio and
video training, and work with forms and PowerPoint presentations to perform mock Client presentations on Managed
Services and other annuity-based products and services, and are judged by their instructors as well as their
peers. Normally a
$2,995 value, click here to find out how to attend our next 3-Day I.T. Solutions and Managed Services Sales &
Marketing Boot Camp absolutely FREE!
Based upon MSP University's successful business, technical and sales and marketing methodologies,
our comprehensive boot camps provide attendees the knowledge they need to shorten sales cycles and close
more business.
Give us 3 days, and we'll give you the tools and techniques to transform
your IT sales process into an effective, repeatable revenue generator.
Our IT Solutions
and Managed Services Sales and Marketing Boot Camps:
- Walk you through each step of your first appointment-and your second, and your third
- Teach you to conduct a client needs analysis that reveals you as the expert
- Provide you with key talking points and strategic answers to every possible objection
- Clarify the details of the IT solutions and managed services sales process
- Cover the strategic details of Proposal, ROI Analysis, and Service Agreement - including business-winning
PowerPoint presentations
- Allow you to practice your client presentations in role playing sessions with our experts and your peers
- Empower you to close the deal
Bonus Sales Training:
- How to sell your 3rd-Party Help Desk Services
- How to sell Hardware as a Service (HaaS) effectively
"The tools that you give us are incredible, and the way you've put this together to go out and do a
presentation - it's the best I've ever seen." - Pam Tappan, Director of Sales, ANS
Solutions
Our IT Solutions and Managed Services Sales and Marketing Boot Camps deep-
dive into the sales process, and cover:
- The Proper Way to Prospect
- Call Scripts
- Appointment Setting - Objections
- The 7 Step Sales Cycle Part 1
- The First Visit
- The Warm Up
- Qualifying
- The 7 Step Sales Cycle Part 2
- The Second Visit
- Presentation Basics
- Presentation Slide Deck
- The Cost Savings Analysis
- Overcoming Objections
- Closing
- Follow Up
There is simply no other IT Solutions and Managed Services-focused training of this type anywhere!
Click here to find out more about our IT Solutions and Managed Services Sales & Marketing
Boot Camps. |
| State Of The Industry Webinar Tuesday, December 9th, 2008
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 Join me on
Tuesday, December 9, 2008 at 9:00am PST for our December State of the Industry live Webinar
titled:
"Leveraging the Microsoft Events Engine to Increase Your Sales
Opportunities"...
REGISTER
HERE
My special guest for this valuable session is our good friend Michael "MJ" Murphy, Microsoft
Business Development Manager and Local Engagement Team member. If you haven't kept up with my blog on the LET team and
their intiatives and goals, you're in for an extra special treat.
MJ will walk us through all of the ways we can leverage Microsoft's resources and reveal how we can maximize
our partnering relationship to receive the benefits that the LET initiative can provide. This will be a Webinare
you won't want to miss!
About Michael J. Murphy:
MJ Murphy brings over 20 years of technology and entrepreneurial experience to Microsoft's Local Engagement
Team. In his role as Business Development Manager he actively engages Microsoft partners who want to grow their
businesses through deeper engagement with Microsoft.
Join us on Tuesday, December 9th and learn how to leverage Microsoft's events marketing engine to
drive new prospects into your business! |
| Join Me For A Special Microsoft 5W50 Webast on Friday
December 12, 2008 |
Join me on Friday, December 12, 2008 at 9:00am PST for a special Microsft 5W50 Webcast titled:
"Maximizing Service Delivery Profits During Economic Downturns"...
2009 looks to be another year of belt-tightening for businesses, with global financial markets in decline and
stock indexes hovering near their lowest levels since the Stock Market crash of 1987. How will our economic outlook
affect Service Providers, and what can we do to weather the next 12 months to grow our businesses and become more
profitable than we were in 2008?
During this timely Webcast, I'll discuss how Service Providers can reduce costs, increase revenue and leverage
existing client relationships in order to sell more solutions as a Trusted Advisor during times of economic
uncertainty. My discussion will include 10 key takeaways that will help Service Providers increase their profits in
2009 and beyond. |
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MSP University Industry News |
Here are just a few of the accomplishments MSP University achieved in the month of October:
Keep up with our latest news at www.mspu.us/news | |
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If you know anyone that might benefit from reading our newsletter, please forward it to them, and have a Happy
Thanksgiving!
Sincerely,
Erick Simpson
MSP University
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