MSP 2.0 Business Building: MSP 2.0 Sales

Showing posts with label MSP 2.0 Sales. Show all posts

Thursday, January 2, 2014

7C Whole Sales Funnel Management

The MSP 2.0 Sales Funnel is a process when the prospect becomes a referral.

There are three different stages that the solution handles:

GET: get new clients on board
KEEP: keep them avoiding churn
GROW: Increase our services for the clients

1. GET:

Finding prospects - Inbound marketing
Sign up for reframing - Landing page conversion, accepted invitations
Started - started questionnaire
Finished - finished questionnaire

2. KEEP:

Finished Report - report module
Finished Reframing workshop - successful reframing workshop with action plan draft
Approved Action plan - approved action plan by client
Approved first quarterly plan - approved first quarterly plan by client

3. GROW:

MSP 2.0 Service Offering - MSP 2.0 service offering in place
Started the MSP 2.0 on boarding - MSP 2.0 implementation

This is your sales funnel to acquire new clients and reframing the old ones. The whole funnel has metrics and process inside the package with an executive report.

By Péter Torbágyi

See:

Sales techniques:

vCIO researches:

Wednesday, January 1, 2014

7C Inbound Marketing Tools

You have your clients. That should be around 50% of your growth base to be able to sustain the growth further. That is why you have to acquire and onboard clients. This is the same reframing process, but you have to put much more effort into the discovery phase to be able to establish trust which is missing in the first place. The trust is built during the discovery phase (ITcQ questionnaire - report - workshop - action plan), so we have to use this process at all times and collect prospects to guide them through it. You can attract new prospects in the following ways:

Using your existing clients as referral engines (ITcQ shares, contests)
Establish partnerships who can offer your discovery services to their clients (affiliate handling)
Leverage on your social networks like LinkedIN, Facebook, Google+ etc. (content, meaningful shares, customer testimonials)
Leverage on your existing opt-in Direct Marketing e-mail list (dm sequences, auto responders)
Using your existing website to promote your discovery services (landing pages, video explainers)
Using an inside sales to make cold calls and get prospects (inside sales role, targets, funnel metrics)
Using an outside sale to grab targeted companies and make partnerships (CRM integration)
Rainmaking with PR (shareable content)

The Application has a solid metrics to measure the inbound sales activities and campaigns. Also, it helps to set targets for the individuals. The 7C package can help in many ways to build up a very solid, predictable feeder of the sales funnel with targeted prospects in a very efficient way.

See:

Sales techniques:

vCIO researches:

Wednesday, December 18, 2013

7C Discovery Process

The 7C discovery process is a way you are able to find out the customer’s needs in a very efficient and meaningful way.

The goal is to get to know the client’s challenges, business models, existing IT practices, the level of IT management and the complexity of the processes of the client.

It begins with the filling out of the ITcQ questionnaire. It gives you the basic overview, what key issues the client is facing regarding IT and IT management.
You prepare the custom report for them, highlighting the issues, stating your questions, and checking the hints and tips for further clarification, stories, expelling aids which you can use during the conversation
You conduct the reframing workshop with the 7C Canvas, Post-it, the Report, checklists while keep asking questions
You summarize all the knowledge in the 7C Action Plan builder
You present the 7C Action Plan to the client and look for feedback, prioritize the issues, and give a longer term plan
You put together the first quarterly action plan from the priorities
You present your MSP 2.0 service offering to make the action plan and long term goals happen

Of course, every client and every case is different. However, you can be pretty sure this is a process you have to go through. Keep in mind that the vast majority of the time fast is slow, slow is fast. So get the pace right to avoid to seem pushy or too slow.

See:

Sales techniques:

vCIO researches:

What is Virtual Chief Information Officer / Virtual CIO?

Thursday, November 28, 2013

7C Methodology

The overall goal of the 7C is to give the end client a competitive edge with IT. Competitive edge entails 3 things:

better service or product with IT to generate more revenue
lean processes, automatization with IT to decrease costs
information security, business continuity to maintain credibility

The clients seek competitive edge in every possible way. Our research shows that the IT field has the most reserves. So, 7C aims to unleash these potentials with the help of the existing MSP. The methodology measures and manages these areas which support the three main building blocks of competitive edge:

Continuous: What is the level of IT security?

Data security
Information security
Vulnerability checking
Preventive activities

Competent: How efficient and professional is the IT ecosystem?

Professionalism of the service provider / internal admin
End-user efficiency
Reliability of IT devices
Responsibilities of the IT management

Charge: How proactive and responsible is the IT ecosystem?

Quality of the IT service delivery
Problem management
Proactive behavior

Conscious: How strategy and business-focused is the IT ecosystem?

Quality of the IT strategy planning
Quality of the IT strategy
Quality of IT operation plan
Quality of execution of the IT operation plan

Controlled: How measurable, governable is the IT ecosystem?

IT performance management
Initiatives and development management
Audit, compliance, quality management
Organization of the IT operation

Clear: How transparent, clear is the IT ecosystem?

IT reporting
Transparency of IT department
Efficient, transparent system in place
Cost transparency

Cost effective: How cost effective is the IT ecosystem?

IT procurement management
Lean IT management
IT budget management

7C is a systematic approach with the following items

Methodology
Software application
Education, certification
Shared learning
Business building process

To give you an opportunity to build up your MSP 2.0 practice.

See:

Sales techniques:

vCIO researches: