From Contact to Contract: Top 5 MSP Sales Practices to Win More Customers. Presented by Kaseya and MSP Sales Pros. Jan 2012

1. From Contact to Contract:
Top 5 MSP Sales Practices to
Win More Customers
January 24, 2012

2. Agenda
• Introductions
• Our sponsor
• Our MSP sales expert
– Designing an effective sales process
– 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

3. Our Speakers
Mark Woldman
Owner & MSP Expert
MSP Sales Pros
Alex Brandt
Director
Kaseya
3

4. Stay for Q&A and you may win!

5. About Kaseya Patented
#7,827,547
#7,620,707
• 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 team
of technicians using other techniques
• Key Facts
– 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

6. 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
• Uncomplicated
– Lightweight, 1 agent
– Cross platform
– Thousands of pre-built
scripts
– Easy to install & use via a www.kaseya.com/solutions.aspx
single pane
• Affordable
– On-premise or cloud
6

7. MSP Benefits via Kaseya
60%+ use
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
• 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

8. How would you describe your
sales and marketing strategy?
a. What strategy?
b. We have quarterly goals but struggle
to 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

9. 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
9

10. 5 best practices
• design your strategy
• create your message
• improve your prospecting
• keys to qualifying
• setting up the close
10

11. your strategy
• define your markets
• develop your solution
• complete your planning
• begin your execution
11

12. your focus
• know your target market
• identify your sweet spot
• speak their language
12

13. your solution
• understand the business drivers
• the right service offer
• market specific solutions
13

14. your planning
• assemble target lists
• define sales tools
• design campaigns
14

15. your execution
• define goals and metrics
• develop your sales process
15

16. messaging
• tell a compelling story
• leverage your service offer
• consistency is key
• one size does not fit all
16

17. everything is connected
17

18. prospecting
• be prepared
• point solution vs. general message
• avoid “easy out” questions
• eliminate common objections
• provide value and credibility
• use highly acceptable next steps
• email follow up is a must
18

19. Email follow up
19

20. objections
• learn to eliminate objections
• happy with current vendor
• not interested
• no budget
• don’t need that
• don’t have time to talk
20

21. qualifying
• why is this so important
• the 4 keys
decision maker
budget
requirements
timeline
• critical tools
21

22. closing
• early and often
• get to NO
• meaningful next steps
• avoid “just checking in”
• know how each deal will close
22

23. commitment
• must be disciplined
• it will get easier
• do not give up
• look to improve
23

24. recap
• design a strategy & stick to it
• create a compelling message
• prospect smarter
• qualify, qualify, and qualify
• close early and close often
24

25. 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:
www.kaseya.com/freetrial
• For a price quote:
www.kaseya.com/pricequote
• To speak with us:
www.kaseya.com/contactme
25
/KaseyaFan /kaseya @kaseyacorp