We’ve all heard of the expression, “The customer is always right.” But, as anyone who works with customers can tell you, this isn’t always true. In fact, the whole reason for our industry is to step in when the customer doesn’t know what’s right. Still, we are partners in the success of our customers, and [...]
For those of you who have been to our Sales Training Labs, you’ll recall that we cover lots of topics from the QBS (Question Based Selling) approach to selling. One of the techniques QBS uses is the Herd Theory. Alan Rohrer, a partner at QBS and one of our Sales Lab Trainers, had a few [...]
We’re early into 2020, and it seems like security breaches are becoming more frequent. I’m sure many of you have already seen this headline: Microsoft Security Shocker As 250 Million Customer Records Exposed Online! As you know, Microsoft can afford the best cybersecurity in the world. If they can be hacked, what makes everyone [...]
For those of you who have no idea what “churn” is in a business context, it’s just one of those words that sounds like nothing you’d want to be associated with. When we’re talking about churn, we’re referring to clients that you lose and then have to replace to keep your business running. While it's [...]
This blog will be sent out in the last month of 2019, so if you haven’t already made your business growth plans for 2020 you’d better get started. As a refresher, we’ll go over a few of the topics we have covered this year to help you decide what steps you need to take to [...]
A quick Google search tells us there are approximately 18 million salespeople in the United States. A similar search reveals that there are approximately 1,500 MSPs across the country. We know from hosting numerous MSP events that, in many of the smaller MSPs, the owners usually wear multiple hats and are often the only salesperson [...]
Learn how to price your MSP offering How to price your MSP offering is a huge part of your company's success. When you first get into business, you're probably willing to take on whoever throws money at you. Then, you eventually realize that they're not profitable. You have to reset your pricing in order to [...]
Attention! October is Cybersecurity Awareness Month. This is not a drill. For the past 16 years, the government and businesses have collaborated to support cybersecurity awareness for enterprises and consumers. As an IT company, this month fits you about as well as Wine Wednesday fits any worn-down parent trying to do it all. The only [...]
Month-to-month. One Year. Three Year. What do your managed services agreements look like? It's one of the most popular questions we're asked. Three-Year Managed Services Agreements We utilize three-year agreements for every managed services contract. We do this for three primary reasons: Profitability: As you well know, the first 6-9 months of any agreement are [...]
“For a while, the market for MSPs has been very rich and people have gotten away with a lot. As the market gets more and more competitive there are bigger and smaller players who are beginning to utilize automation to gain an advantage.” This quote comes from Dan Martin, CharTec’s new Director of Operations. Dan [...]
