Comments on: Managed Services Marketing: Spending vs. Speaking

By: Joe Panettieri

Joe Panettieri — Thu, 11 Jun 2009 01:06:00 +0000

David: Always good to hear from you. Seems like the common thread here is MSPs should survey their customers and then use that data/feedback to shape (A) shape services and (B) shape messaging to prospective customers. Readers: David is from Cisco and works on a blog called Business Technology Roundtable. I contributed a bit to it last year and still follow the site. -jp

By: David Deans

David Deans — Wed, 10 Jun 2009 21:34:19 +0000

Joe, I’m wondering if you will suggest that the next step (for established MSPs) is to survey customers — only ask them to describe the top three to five reasons why your company is a best-fit for their needs.

Then, compare that customer “meaningful value” assessment with your employee “what we offer” assessment. Finally, ask yourself, which is the most compelling storyline to present to prospective customers.

By: Joe Panettieri

Joe Panettieri — Tue, 09 Jun 2009 13:35:15 +0000

Terry: Since corporate cultures vary from company to company, I don’t think there’s one blanket approach that works. In some very small companies, a democratic process works. In larger companies, anonymous input — survey responses — can help management “hear” what employees are thinking and saying.

As long as you set employee expectations before you gather their input, I think you’re on safe ground. Thanks for reading. More thoughts on marketing/branding coming today.

By: Terry Cole

Terry Cole — Tue, 09 Jun 2009 13:04:28 +0000

Joe,
Thanks for the article…we’re (overdue in) rebuilding our web presence and the ‘about us’ concept is something I’d not thought out.

On the point of polling to ‘craft a mission statement’, and i doubt this is true, but you were not alluding to defining the mission statement (and mission) based on a democratic process of what the troops think, were you? I’m assuming that method is intended to help you find areas to lead them into how to better articulate what the leadership’s vision actually is. Is that accurate?

Thanks again for the post.

Terry Cole
Cole Informatics, LLC

By: Joe Panettieri

Joe Panettieri — Mon, 08 Jun 2009 22:04:40 +0000

James: Points well taken. Do you mind me asking — are you an MSP? If not, whom do you represent? Thanks for reading.
-jp

By: James Kitchen

James Kitchen — Mon, 08 Jun 2009 17:49:31 +0000

Seems like you’re blending marketing with PR tips but I like the overall approach here. I firmly agree you don’t go into the market until you have clear messaging. I also noticed that none of the vendor statements above mention pricing. Too many of us build our marketing messages around a special pricing offer/incentive to “buy now.” As an industry we need to promote lasting value not one time price specials.