UNLOCK MSP SALES
GROWTH AND
PERFORMANCE
Change the way you engage, demonstrate value, manage roadmaps and revenue with prospects and clients
“MSPs are **** at selling”
Source: Everyone
OK, there’s a general sentiment that MSPs aren’t great at selling. So, what is the problem?
MSPs ARE TALKING TECHNOLOGY NOT BUSINESS
Our marketplace has changed. Tech budgets today are owned by line-of-business execs, not just the IT manager. What they SEE are service providers having technical conversations with technical people. They see maintenance people. People that are reactive, not critical to them reaching their business goals.
“Buyers today WANT a provider that has a unique knowledge of their business mission, operational needs and goals”. IT Industry Outlook 2023. © CompTIA, Inc.
They want an MSP that will help them achieve their business goals.
YOUR CUSTOMERS WANT A STRATEGIC PARTNER, TO TALK BUSINESS…
and if you’re not talking business, your customers will eventually move to a competitor that does.
AND THAT’S THE CHALLENGE
Providers seeking to work with these customers need to change, especially with respect to sales techniques and activities.
Talking business, shifting conversations and processes towards a client’s business goals and outcomes, is a learning curve for most MSPs.
But it is essential to improve customer experience and sales effectiveness, to ultimately unlock growth and performance.
ASK YOURSELF,
YOUR TEAM
Do we know our clients’ business mission, operational need and goals?
Your clients have business goals to achieve, revenue targets to meet and risks to mitigate.
Technology will be essential, and they will need a partner focused on using technology to achieve their goals.
WHAT’S THE SECRET TO UNLOCKING SALES GROWTH AND PERFORMANCE?
ASK THE RIGHT
QUESTIONS
MAKE THE RIGHT
RECOMMENDATIONS
SYSTEMATICALLY
DELIVER QBRs
Ask the right questions to understand your client’s business, their goals, priorities, objectives, differentiate your approach and build rapport.
Deliver recommendations and roadmaps that will help your client achieve their business goals and align your value, services and stack to their needs.
Do quarterly QBRs focused on business outcomes, show you have helped them drive revenue, reduce cost and reduce risk.
ASK THE RIGHT QUESTIONS
To quote Jeremy Nelson, Sales Coaching Manager, Pax8 Academy, “Your first meeting with a prospect is about asking the right questions”.
WITH THE RIGHT QUESTIONS YOU CAN:
- Build a rapport with your client, understand what is driving their business, where they want to be in the next 12 or 24 months.
- Understand their attitude to IT, how they see the opportunity to better use IT to meet their business goals, what they want from their IT service provider
- Discuss their key risks and what keeps them awake at night
- Learn who is who in the business, how they make purchasing decisions
- Uncover service gaps and opportunities
MAKE THE RIGHT RECOMMENDATIONS
Understanding your clients’ business lets you make recommendations aligned to their business goals.
It positions you as a key strategic partner, maximising customer retention and growth.
RECOMMENDATIONS>
ROADMAPS>
REVENUE
Asking the right questions lets MSPs provide the right answers, recommendations that:
- Align the MSPs value proposition and technology stack to the client’s business goals and operational needs.
- Drive the roadmap
- Deliver an agreed revenue forecast
- Provide the baseline for QBRS that can be prepared in minutes, not days.
SYSTEMATICALLY
DELIVER
QBRs
EFFECTIVE QBRS:
- Shift the conversation and focus on a clients’ business goals and needs.
- Are written to engage a broad audience including the client C-level.
- Demonstrate you are delivering technology outcomes aligned to their business goals.
- Align the MSPs technology stack to customer needs to drive higher service margins.
- Are delivered four times/year.
Are a billable service included in a monthly fee.
“QBRs that align to a clients’ business goals and priorities are a key tool to help MSPs acquire new customers, transform their client conversation and define the roadmap.”
2023 Annual IT Solution Provider Industry Profitability Report™.
© Service Leadership Inc.
“MSPs are **** at selling”
Source: Everyone
UNLOCK MSP SALES
GROWTH AND
PERFORMANCE
Change the way you engage, demonstrate value, manage roadmaps and revenue with prospects and clients
OK, there’s a general sentiment that MSPs aren’t great at selling.
So, what is the problem?
MSPs ARE TALKING TECHNOLOGY NOT BUSINESS
Our marketplace has changed. Tech budgets today are owned by line-of-business execs, not just the IT manager. What they SEE are service providers having technical conversations with technical people. They see maintenance people. People that are reactive, not critical to them reaching their business goals.
“Buyers today WANT a provider that has a unique knowledge of their business mission, operational needs and goals”. IT Industry Outlook 2023. © CompTIA, Inc.
They want an MSP that will help them achieve their business goals.
YOUR CUSTOMERS WANT A STRATEGIC IT PARTNER WHO TALKS BUSINESS…
and if you’re not talking business, your customers will eventually move to a competitor that does.
AND THAT’S THE CHALLENGE
Providers seeking to work with these customers need to change, especially with respect to sales techniques and activities.
Talking business, shifting conversations and processes towards a client’s business goals and outcomes, is a learning curve for most MSPs.
But it is essential to improve customer experience and sales effectiveness, to ultimately unlock growth and performance.
ASK YOURSELF,
YOUR TEAM
Do we know our clients’ business mission, operational need and goals?
Your clients have business goals to achieve, revenue targets to meet and risks to mitigate.
Technology will be essential, and they will need a partner focused on using technology to achieve their goals.
WHAT’S THE SECRET?
ASK THE RIGHT
QUESTIONS
MAKE THE RIGHT
RECOMMENDATIONS
SYSTEMATICALLY
DELIVER QBRs
To quote Jeremy Nelson, Sales Coaching Manager, Pax8 Academy, “Your first meeting with a prospect is about asking the right questions“.
WITH THE RIGHT QUESTIONS YOU CAN:
- Build a rapport with your client, understand what is driving their business, where they want to be in the next 12 or 24 months.
- Understand their attitude to IT, how they see the opportunity to better use IT to meet their business goals, what they want from their IT service provider
- Discuss their key risks and what keeps them awake at night
- Learn who is who in the business, how they make purchasing decisions
- Uncover service gaps and opportunities
MAKE THE RIGHT RECOMMENDATIONS
Understanding your clients’ business lets you make recommendations aligned to their business goals.
It positions you as a key strategic partner, maximising customer retention and growth.
SYSTEMATICALLY
DELIVER
QBRs
EFFECTIVE QBRS:
- Shift the conversation and focus on a clients’ business goals and needs.
- Are written to engage a broad audience including the client C-level.
- Demonstrate you are delivering technology outcomes aligned to their business goals.
- Align the MSPs technology stack to customer needs to drive higher service margins.
- Are delivered four times/year.
Are a billable service included in a monthly fee.
“QBRs that align to a clients’ business goals and priorities are a key tool to help MSPs acquire new customers, transform their client conversation and define the roadmap.”
2023 Annual IT Solution Provider Industry Profitability Report™.
© Service Leadership Inc.
2.5X
PROFITABILITY
17%
HIGHER GROSS MARGINS
Research by Service Leadership Inc. clearly shows that delivering recommendations, solutions and outcomes focused on your clients’ business goals and needs will have a significant impact on YOUR sales
growth and performance.
THE NEXT GENERATION SALES AND QBR TOOL FOR MSPs
YOUR NEW SALES AND CLIENT
ENGAGEMENT PROCESS IN A PORTAL.
Now ALL your managed
clients can have IT roadmaps
and IT budgets aligned to
their business.
- Your MSP knows what to expect
- Your client knows what to expect and what to budget
- You can easily produce QBRs to review roadmaps and budgets with your clients every quarter.
Your easy, consistent, scalable and repeatable sales process.
Even easier for ConnectWise users!
Create new opportunities in ConnectWise with a single click of a button. Link the client roadmap into ConnectWise workflows.
ConnectWise Invent Certified
The term ‘ConnectWise’ is a trademark of ConnectWise, LLC. This applications uses the ConnectWise API but is not a ConnectWise product or service and is licensed separately from ConnectWise products and services
Quickly
get to know
new sales prospects,
learn their needs and
demonstrate an initial
technology roadmap
that sets up apart from
your competitors
Run
more detailed
strategy workshops
for existing clients,
reviewing risk registers
and key IT milestones.
Elevate your
client relationship from
‘technology’ to ‘business’
DAVID MITCHELL
CEO at GrassrootsIT
Grassroots IT has used getKambium for client
engagement for over three years now. We have had great success in getting to the important issues – the ones the clients appreciate. The depth of industry experience and recommendations available in the Library makes it so much easier for Grassroots IT to give first rate advice and value to our clients, delivered consistently across our entire team.
ADAM KOSTANSKI
CEO at Ozdoc
It is an easy-to-use tool that every sales team needs in its toolbox.
As our sales engine is in early development, getKambium creates structure in our sales interactions that wouldn’t otherwise exist for our junior team members. When I do business owner to business owner / senior ICT manager interactions getKambium brings a level of knowledge, structure and project planning at a high level that larger projects literally sell themselves.
TONY MEREDITH
CEO at Houston Technology
getKambium for us is about transforming the business into higher level engagements and understanding as a next generation MSP. Our customers are telling us these are the most valuable conversations that we are having. The BPR process enable us to have business level conversations that are not technology centric, rather talking feeds & speeds its now how does technology exist as a business enabler.
TALK BUSINESS WITH
GETKAMBIUM
1.
getKambium provides seamless framework you and your sales/customer success team to ask the right questions, make the right recommendations, and deliver
effective QBRs.
2.
Optimise your solutions and services to your clients’
business needs.
3.
Automatically produces
recommendations, roadmaps and budget agreed
with the client.
4.
Easily prepare effective QBRs
“What I was most impressed with was the way the product gave responses and answers to keep everything uniform and standard across the customer base,
and all account management people”
ASHLEY DARWEN Managing Director
ADITS Pty Ltd
THE NEXT GENERATION SALES AND QBR TOOL FOR MSPs
YOUR NEW SALES AND CLIENT ENGAGEMENT PROCESS IN A PORTAL.
Now ALL your managed
clients can have IT roadmaps
and IT budgets aligned to
their business.
- Your MSP knows what to expect
- Your client knows what to expect and what to budget
- You can easily produce QBRs to review roadmaps and budgets with your clients every quarter.
Your easy, consistent, scalable and repeatable sales process.
Even easier for ConnectWise users!
Create new opportunities in ConnectWise with a single click of a button. Link the client roadmap into ConnectWise workflows.
ConnectWise Invent Certified
The term ‘ConnectWise’ is a trademark of ConnectWise, LLC. This applications uses the ConnectWise API but is not a ConnectWise product or service and is licensed separately from ConnectWise products and services
Quickly
get to know
new sales prospects,
learn their needs and
demonstrate an initial
technology roadmap
that sets up apart from
your competitors
Run
more detailed
strategy workshops
for existing clients,
reviewing risk registers
and key IT milestones.
Elevate your
client relationship from
‘technology’ to ‘business’
DAVID MITCHELL
CEO at GrassrootsIT
Grassroots IT has used getKambium for client
engagement for over three years now. We have had great success in getting to the important issues – the ones the clients appreciate. The depth of industry experience and recommendations available in the Library makes it so much easier for Grassroots IT to give first rate advice and value to our clients, delivered consistently across our entire team.
ADAM KOSTANSKI
CEO at Ozdoc
It is an easy-to-use tool that every sales team needs in its toolbox.
As our sales engine is in early development, getKambium creates structure in our sales interactions that wouldn’t otherwise exist for our junior team members. When I do business owner to business owner / senior ICT manager interactions getKambium brings a level of knowledge, structure and project planning at a high level that larger projects literally sell themselves.
TONY MEREDITH
CEO at Houston Technology
getKambium for us is about transforming the business into higher level engagements and understanding as a next generation MSP. Our customers are telling us these are the most valuable conversations that we are having. The BPR process enable us to have business level conversations that are not technology centric, rather talking feeds & speeds its now how does technology exist as a business enabler.
TALK BUSINESS WITH
GETKAMBIUM
1.
getKambium provides seamless framework you and your sales/customer success team to ask the right questions, make the right recommendations, and deliver
effective QBRs.
2.
Optimise your solutions and services to your clients’
business needs.
3.
Automatically produces
recommendations, roadmaps and budget agreed
with the client.
4.
Easily prepare effective QBRs
“What I was most impressed with was the way the product gave responses and answers to keep everything uniform and standard across the customer base,
and all account management people”
ASHLEY DARWEN Managing Director
ADITS Pty Ltd
Overcome the “MSP Paradox”
For years MSPs have dreaded and overused the “trusted advisor” label. But are you really your client’s IT trusted advisor? As your client’s move more of their platforms to the cloud and take on new cloud SaaS solutions, are they working with you to define, specify, integrate and deploy those solutions? If your client has someone else directing that work, then they are the trusted advisor, not you!
Being the “IT GUY” is no longer good enough.
You can change that. You can become the consultant your clients rely on to co-ordinate all their IT services.
Beat the “MSP Paradox”.
See what you can create in minutes when you sign up to getKambium FOR FREE!
See the power of getKambium
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All Premium subscriptions include a 14 day free trial period.
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