MSPmentor

I hear it all the time: When VARs transition to a managed services business model, they often turn over some (or all) of their sales staff. So where can you find new sales talent that eagerly embraces change and new challenges? Here are five suggestions:

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When it comes to bonding with potential customers, many managed service providers (MSPs) earn failing grades. In fact, some MSPs actually drive would-be customers away because they don’t take some simple steps to drive communication on their web sites.

Here are five of the most common customer-engagement mistakes I see, and how to fix them.

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Evidence is mounting that the software as a service (SaaS) industry is doing well — but not quite as well as financial analysts had expected. The latest anecdote comes from Blackboard Inc., a company that offers hosted applications to colleges and universities.

I’ve tracked Blackboard for numerous years while working at a college and also contributing to University Business magazine. Blackboard was among the first niche, vertical market software companies to truly master the SaaS business model. So, how are things at Blackboard, and what does the data mean to managed service providers (MSPs)? Here’s a look.

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It’s the biggest challenge facing managed service providers: How do you transition your sales force from transactional selling to managed services solution selling?

Here are the top 5 mistakes we’ve seen companies make during the transition to managed services, along with some corrective actions to get you back on course.

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If your client base isn’t growing, you can’t be happy and furthermore you’ll find it harder and harder pay the bills. Your support structure should allow you bring on more new clients and less new employees, if you’ve set up your assembly line properly. If you haven’t, that’s a problem that will require much more time to cover.

But here’s some guidance—seven tips for marketing and nine tips for lead generation—that can help.

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