How to Manage Expectations With Your Managed Services Contracts

Bob Godgart, CEO Autotask Corporation

The time-tested formula for MSPs when creating service contracts is to set fixed monthly fees to ensure regular recurring revenue.

But that may not be the most profitable strategy, especially if you are not incorporating key business terms and conditions to clearly define the work scope, and then managing to those deliverables. And that approach can be a real crap shoot, unless you have a solid business management platform in place to help you analyze your performance against each and every contract so you can make adjustments as you go … MORE >>

Overcoming Objections

Step 5 of the 7-Step Sales Process Rafael Sanguily, MSP University Overcoming Objections is the fifth step of the 7-Step Sales Process and usually takes place after the Presentation of the proposed services, proposal and cost savings analysis; although the process for overcoming objections should be executed by the Sales Professional any time an objection is presented… MORE >>

Build Solution Sets to Sell Products AND Services With Confidence

Len DiCostanzo, Dean of Autotask Academy and SVP, Autotask Corporation You may have started your IT company as an IT consultant, selling professional or technical services by the hour. Typically, you’ll let your clients buy products from another source, maybe even a source you recommend, because you feel that it’s just too hard to make money with all the competition and small margins. Then you realize the downside to this strategy… MORE >>

Our Ear-to-Mouth Ratio is 2:1

Mathew Dickerson, Managing Director and Senior Network Consultant, AXXIS Technology Listening is the greatest single action we can take to improve our businesses. Some say that great salespeople have the "gift of the gab,” but in contrast, great salespeople and leaders know how to listen… MORE >>

The Next Stage in RMM/PSA Integration

Peter Sandiford, CEO, Level Platforms A few years ago, Autotask CEO Bob Godgart and I were discussing the future of RMM/PSA integration and after violently agreeing on everything, he pronounced prophetically, "Our two applications are the Yin and Yang of managed services”. I have used this term many times since then because it captures exactly the relationship we have developed in working together to help our MSP partners compete and win… MORE >>

Pondering Facebook Advertising - Part Three: Making the Connection

Karl Palachuk, KPEnterprises Business Consulting How do you connect with your target market on Facebook? How do you find them so you can put your advertising in front of their eyeballs? Just as with any marketing, you have to figure out what you're going to sell and who you're going to sell it to… MORE >>