Posts Tagged managed services

Increase IT Service Delivery Revenues Through Vertical-Specific Marketing

Increase IT Service Delivery Revenues Through Vertical-Specific Marketing

IStock_000003237426Medium[1] When working with our Partners, we’ve noticed that the more vertical-specific a Partner is, the more successful they are in terms of gross revenues.  Partners who have not focused their marketing efforts on specific verticals generally have the lowest gross revenues and are more likely to rely on referrals as their primary source of new client acquisition.

The benefits of focusing on specific vertical markets are numerous.  Once you focus your efforts on a specific vertical and understand the biggest “pains” that industry experiences, you can offer solutions that will decrease or eliminate those common pains, reduce their costs and increase their efficiency.  Working with multiple businesses within the same industry means you already have the potential solutions to their pains – since they’re all going to experience similar problems!  You can do the research and come up with solutions once; and then leverage that knowledge to all businesses within the same industry experiencing the same problems.

For example, if you decided to focus on the vertical market of Attorneys, some of their common business “pains” may include:

 

  • Being heavily dependent upon email
  • Requiring access to their files and email while traveling, in court sessions or trials
  • Use specific business applications which are a challenge to maintain and keep up to date, like Timeslips or Westlaw
  • Often work long hours, evenings and weekends to prepare for motions and trials

 

As you address these specific pain points that most Attorney’s experience, you can create marketing messages that will attract Attorneys looking for solutions to these problems.  A sample of a marketing message you might use could be:

“Frustrating email problems got you down? Having trouble getting to critical files in the office when you’re at home or in court? Tired of waiting on the line for Timeslips Technical Support? Call us now to find out how we help our Legal clients reduce email downtime, provide secure remote access to critical data when out of the office, and quickly handle Timeslips and Westlaw technical support issues.”

The marketing message is specific to their actual business pains, which will be far more effective than a general message that simply states your company provides remote access to files and handles technical support issues.  Once you’ve discovered the challenges a specific industry faces, you can develop solutions and compelling marketing messages and vertical-specific collateral that will have businesses within that vertical knocking down your door for the solutions to their problems!

When you generate new clients from referrals, chances are you’ll end up working with businesses across a wide variety of industries.  Every industry has its own unique challenges and “pains”, and you’ll spend far more time trying to figure out what those pains are so you can provide solutions.  Select a handful of verticals to focus your marketing efforts on and leverage the knowledge you gain.  You’ll soon profit from the time you’ve already spent learning the workflow, business processes, line of business applications, troubleshooting and maintenance techniques of the original client, and apply this knowledge to the new client – saving you time and effort and allowing you to provide higher quality services to all of your clients.

 


 

Want to learn more marketing and sales techniques to sell on value and increase your profitability during difficult economic times? Get The Best I.T. Sales & Marketing BOOK EVER!

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Posted in: Marketing, Secrets to improving an I.T. Services Practice

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MSPU Managed Services Live Boot Camp Streaming THURSDAY and FRIDAY

Improve Your Managed Services Practice!

LIVE STREAMING THURSDAY AND FRIDAY!

Join us for our Washington, DC Boot Camp Virtually! 

Simply click here to attend! 

MSPU Live Managed Services Training

Watch From Your IPhone, IPad, Tablet or Smartphone!

 

CLICK HERE FOR OUR VIRTUAL BOOT CAMP AGENDA!

Here is Thursday’s Live Streaming Schedule (all times are Eastern Standard Time):

Click here for Video MSPU Reviews from Boot Camp Attendees!

 

General Session Thursday, 11/15/2012:

  • 7:00AM EST “Boot Camp Introduction”
  • 7:30AM EST “Manage Your Clients’ On-Premise and Cloud Needs with the Intel Hybrid Cloud”
  • 8:00AM EST “Using DISC, PTSI and SSI Profiles for Hiring Right and Team Building”
  • 8:40AM EST “How to Transition Technology Dependent Customers to Technology Strategic Clients with Quarterly Business Reviews”
  • 9:10AM EST “Win More Business By Offering Profitable and Reliable Disaster Recovery, Data Protection, System Migration and Email Archiving Services in the Cloud”
  • 9:40AM EST “Using SEO and Online Marketing to Grow Your Business”
  • 10:20AM EST “Partnering With and Managing Vendors and Fulfillment Partners”
  • 10:50AM EST “From Beginning to Managed Services Agreement – The 51 Step Marketing and Sales Process”
  • 11:20PM EST “Email Security and Archiving, The Roaring Penguin Difference”
  • 11:50PM EST “Cloud Expert Panel”
  • 1:30PM EST “Secrets to Successfully Adding Telecom to Your Portfolio”
  • 2:00PM EST “Using the Client Solution Roadmap to Capture More Revenue from Fewer Clients”
  • 2:40PM EST “Managed Services Pricing on Value to Maximize Recurring Revenues and Margins”
  • 3:10PM EST “Modifying Your Chart of Accounts to Maximize Financial Performance Visibility”
  • 3:40PM EST “Wrap-Up and Q&A”

 

Sales Track Friday, 11/16/2012:

  • 7:00AM EST “Train Your Sales Professionals and Sales Engineers to Close More Sales Faster as a Team”
  • 7:30AM EST “How to Conduct and Internal SWOT Analysis and Develop Your Strategic Business Improvement Plan”
  • 8:00AM EST “Configuring Your PSA Solution for Maximum Efficiency”
  • 8:40AM EST “Introducing the NEW Sales Professional SWOT”
  • 9:25AM EST “Sales Professional Needs Analysis and Warm-up Role Play”
  • 10:20AM EST “Sales Professional Needs Analysis, Consultation Role Play”
  • 11:10AM EST “Using Vertical Line of Business Applications to Find Business Pain and Resolutions”
  • 1:00PM EST “Sales Professional Value Priced Solutions Presentation”
  • 1:30PM EST “Sales Professional Proposal Presentation Role Play”
  • 2:30PM EST “Building Cloud and Hybrid Cloud Vendor Partner Relationship”
  • 3:00PM EST “Wrap-Up and Q&A”

 

See you in Washington, DC…Virtually!

You’ll need to log in with your MSP University or SPC International credentials, or create a Free Basic Membership to view live!

Posted in: Boot Camps, Cloud, Events, MSPU Review, Operations, Sales, Sales & Marketing, Secrets to improving an I.T. Services Practice, Service Delivery

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