Focusing on Profitability
Using a PSA Tool

Bob Godgart, CEO Autotask Corporation

Fortunately, today's new service management tools promise a variety of ways to optimize the profitability in your managed services business. They furnish a range of features and functions for handling projects and service contracts that let MSPs more easily define and measure key metrics and get a much clearer picture of their profitability.

What are some of those features? … MORE >>

Closing: Step 6 of the 7-Step Sales Process

Step 5 of the 7-Step Sales Process Rafael Sanguily, MSP University Closing is the sixth step of the Seven Step Sales Process for IT Solutions and Managed Services. This step can be easily defined as the Sales Professional asking for a commitment from the prospect. Most successful Sales Professionals utilize a variety of closing techniques depending on the situation at hand that simply remove the tension from the close and ask for the business… MORE >>

Benefits of Pricing Your Services Right

Len DiCostanzo, Dean of Autotask Academy and SVP, Autotask Corporation I am just back from a few weeks on the road presenting at several partner events. I was energized not only from meeting lots of our customers in person, but seeing the energy in the community. Everyone in attendance had one thing in mind, and that is, how do I improve my business… MORE >>

How To Get Your Customers To Sell For You: Secrets To Fueling Referrals

Robin Robins, President, Technology Marketing Toolkit, Inc. I don’t care what type of business you are in, there is no better sales lead than a referral from an extremely happy customer. Most businesses take referrals for granted. They are grateful for the ones they get, but very few have a proactive plan for generating them… MORE >>

Solve The Problem

Rayanne M. Buchianico, EA, President ABC Solutions, LLC As IT Professionals, we can find ourselves so wrapped up in day-to-day tasks, and managing our services that we overlook the customer. How satisfied are your customers with you and your products and your services? Do they look forward to your visit and your invoice each month, or is a visit from you equated with a dental procedure?… MORE >>

Managing Your Sales Pipeline

How useful is the information in your sales pipeline? Are you measuring the right things? Your sales metrics can be powerful forecasting and diagnostic tools if you know how to use them. Or they can be 'garbage in, garbage out'… MORE >>