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From Contact to Contract:
Top 5 MSP Sales Practices to Top 5 MSP Sales Practices to
Win More Customers
January 24, 2012
Agenda
• Introductions
• Our sponsor
• Our MSP sales expert
– Designing an effective sales process
– Messaging that get prospects to engage with you– Messaging that get prospects to engage with you
– Prospecting to open doors like never before
– Qualifying (avoid wasting time on bad deals)
– Closing like a pro
• Recap
• Q&A
2
Our Speakers
Mark Woldman
Owner & MSP Expert MSP Sales Pros
3
MSP Sales Pros
Alex Brandt
Director Kaseya
About Kaseya
• Enterprise-class IT systems management for everybody
• Value Proposition– A single Kaseya user can proactively manage 1,000s of automated
IT systems tasks in the same amount of time required by a teamof technicians using other techniques
• Key FactsFounded 2000
Patented
#7,827,547
#7,620,707
– Founded 2000
– Privately held, no debt, no external capital requirements
– 33 offices worldwide in 20 countries with 450+ employees
– 10,000+ customers
– 5,000,000+ assets managed
– Patented IT service delivery process & remote IT management process• 7 patents pending
– FIPS 140-2 security compliant
– ITIL v3 compliant
5
The Kaseya Solution for Automated
Managed Services
• Comprehensive
– Automates all systems management tasks
– Expert RMM via Kaseya Live Connect & ITIL SD
– Integration friendly (PSA)
– Scalable and flexible– Scalable and flexible
• Uncomplicated
– Lightweight, 1 agent
– Cross platform
– Thousands of pre-built scripts
– Easy to install & use via a single pane
• Affordable
– On-premise or cloud
6
www.kaseya.com/solutions.aspx
MSP Benefits via Kaseya
• Higher revenue
– Integration gives you more services to offer
• Higher profit
– Integration means fewer techs per managed machine and cloud means pay as you go & grow
60%+ use
Kaseya
machine and cloud means pay as you go & grow
• Better service delivery
– Automation provides standardization, which means faster responses with less errors
• Better control
– Integration means it all ties together so you can actually see everything you need
7
How would you describe your
sales and marketing strategy?
a. What strategy?
b. We have quarterly goals but struggle
to execute effectivelyto execute effectively
c. We have a well documented plan but
our results are inconsistent
d. We have a solid plan that delivers
repeatable, predictable results
about MSP Sales Pros
• over 10 years experience in IT Services
• 15 years creating sales and marketing
strategies for B2B
• 1 man shop to 500 plus employees
• experience with every major RMM/ PSA /CRM• experience with every major RMM/ PSA /CRM
9
5 best practices
• design your strategy
• create your message
• improve your prospecting
• keys to qualifying• keys to qualifying• setting up the close
10
your strategy
• define your markets
• develop your solution
• complete your planning
• begin your execution• begin your execution
11
your solution
• understand the business drivers
• the right service offer
• market specific solutions
13
messaging
• tell a compelling story
• leverage your service offer
• consistency is key
• one size does not fit all• one size does not fit all
16
prospecting
• be prepared
• point solution vs. general message
• avoid “easy out” questions
• eliminate common objections• eliminate common objections
• provide value and credibility
• use highly acceptable next steps
• email follow up is a must
18
objections
• learn to eliminate objections
• happy with current vendor
• not interested
• no budget• no budget
• don’t need that
• don’t have time to talk
20
qualifying
• why is this so important
• the 4 keys
� decision maker
� budget� budget
� requirements
� timeline
• critical tools
21
closing
• early and often
• get to NO
• meaningful next steps
• avoid “just checking in”• avoid “just checking in”
• know how each deal will close
22
commitment
• must be disciplined
• it will get easier
• do not give up
• look to improve• look to improve
23
recap
• design a strategy & stick to it
• create a compelling message
• prospect smarter
• qualify, qualify, and qualify• qualify, qualify, and qualify• close early and close often
24
Next Steps
• For more information about MSP Sales Pros
www.mspsalespros.com
• For a free live product demo:
www.kaseya.com/demo
• For a free trial:• For a free trial:
www.kaseya.com/freetrial
• For a price quote:
www.kaseya.com/pricequote
• To speak with us:
www.kaseya.com/contactme
25@kaseyacorp/kaseya/KaseyaFan