MSP University Over 15,000 Readers!
IT and Managed Services Newsletter
MSP University helps MSPs succeed...period.
February 2009 |
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| Welcome to MSP University |
MSP University ( www.mspu.us) provides I.T. business operations, sales and marketing and technical service delivery improvement education, training, fulfillment and consulting services to Fortune 50 manufacturers, distributors, membership organizations, vendor channels, franchises and thousands of independent I.T. service organizations worldwide. MSP University is the ultimate resource for I.T. solution providers, whether preparing to transition to an annuity-based Managed Services delivery model, or who are already delivering Managed Services, and wish to increase their knowledge of IT and Managed Services vendors, services, solutions and business, technical and sales and marketing best practices to drive revenue and increase profitability. MSP University helps solution providers succeed...period |
| FREE MSP University Membership! |
 Have you created your FREE MSP University account yet? Just browse over to www.mspu.us and sign up to receive access to IT and Managed Services webinars, tools, forms and collateral to help you transform or improve your IT practice with valuable resources in areas of business operations, HR and hiring, sales and marketing and service delivery, project management and help desk operations.
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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| Secrets to Improving Your I.T. Services Practice Part 6 |
Last time we discussed pricing and positioning of each 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
Let's continue the discussion and cover staffing requirements for these 4 service delivery models.
Staffing requirements
Depending upon the provider's service delivery model, size of their and their target client's organizations and target vertical markets and deliverables, a minimum number of staff are required that fulfill specific roles, and these may include:
- Owners
- Managers
- Administrative staff
- Technical staff
- Marketing/sales staff
- Other staff
Owners
As in any organization; and based upon a number of factors, service provider owners may wear many hats, or merely a few. Their basic responsibility to the organization, its stakeholders, staff and clients is to manage and maintain a profitable business concern.
Managers
The size of the organization's management staff will be based upon the number of the organization's staff, among other factors, and may include:
- Operations management
- Office management
- HR management
- Marketing/sales management
- Service delivery management
- Vendor management
- Customer service management
- Administration
Administration
Every organization, no matter how large or small requires some form of administrative support. These roles include:
- Front office staff
- HR staff
- Accounting staff
- Customer service staff
Technical staff
We wouldn't have an I.T. organization without technical staff now, would we? For a hardware warranty services delivery practice these roles may include:
- Service desk staff
- Field engineers/technicians
- Bench engineers/technicians
- Service dispatchers
Marketing/sales staff
Although the marketing and sales roles are distinct, and in larger organizations segmented by business unit and resources, we'll group them together for purposes of our service delivery-focused discussion.
Other staff
Additional staff that may make up the service provider's organization may include:
- Purchasing manager
- Inventory manager
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| MSP University FREE Webinar Course Highlight |
How To Win Business Through "Parallel Imaging" and Increase Profitability through Procurement as a Service
In this great 2-part Webinar, we first focus on how to use Procurement as a Service "PaaS" to reduce your internal costs and workload and improve quote turnaround time to your prospects and clients, shortening sales cycles by outsourcing this function. Never heard of PaaS before? Then you owe it to yourself and your organization's profitability and efficiency to watch this Webinar.
The second part of this Webinar deals with winning more business and shortening sales cycles by understanding how to image your messaging, vocabulary and presentation in such a way as to connect directly with your prospects and clients in a much more effective manner.
Our guests during this Webinar are Joe Paquet, Vice President of Axis Business Solutions and Kevin McCann, President and CEO of the Executive Strategy Group.
Click here to watch this informative Webinar (log in with your FREE MSP University credentials) |
| Find out how to attend our next 3-Day Sales & Marketing Boot Camp for FREE! |
BIGGER AND BETTER THAN EVER!
OVER 125 VARS ATTENDED OUR LAST BOOT CAMP!
WE HAVE INCREASED OUR CAPACITY AND ADDED AN ADDITIONAL TRACK TO OUR BALTIMORE I.T. SOLUTIONS AND MANAGED SERVICES SALES & MARKETING AND SERVICE DELIVERY BOOT CAMP!
Wouldn't it be valuable 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?
And once you've closed new business, wouldn't it increase your net profitability and client satisfaction if you could improve service delivery processes, workflows and efficiencies along with resource utilization and realization?
If you answered yes to either of these questions, then you won't want to miss our next boot camp!
MSP University's Managed Services Boot Camp - May 21st-23rd, 2009 in Baltimore, MD
Join us on Thursday, Friday and Saturday, May 21st-23rd, 2009 in Baltimore, MD, for a one-of a kind IT Solutions and Managed Services Sales & Marketing and Service Delivery Boot Camp!
Your attendance includes a FREE personalized Service Leadership Business Benchmark report on your company!
- 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. |
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MSP University Industry News |
Here are just a few of the accomplishments MSP University achieved in the month of February:
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| Newsletter Archive |
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In addition to informing readers of MSP University news and upcoming events, our newsletters also spotlight monthly featured free Webinars, forms, tools, collateral and blog posts to help service providers improve their business, sales, marketing and service delivery results in order to increase efficiency and profitability. We urge you to explore our newsletter archive and utilize it as an additional educational resource for your I.T. practice.
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If you know anyone that might benefit from reading our newsletter, please forward it to them!
Sincerely,
Erick Simpson
MSP University
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