From Contact to Contract:

Top 5 MSP Sales Practices to Top 5 MSP Sales Practices to

Win More Customers

January 24, 2012

Agenda

• Introductions

• Our sponsor

• Our MSP sales expert

– Designing an effective sales process

– Messaging that get prospects to engage with you– 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

Our Speakers

Mark Woldman

Owner & MSP Expert MSP Sales Pros

3

MSP Sales Pros

Alex Brandt

Director Kaseya

Stay for Q&A and you may win!

About Kaseya

• 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 teamof technicians using other techniques

• Key FactsFounded 2000

Patented

#7,827,547

#7,620,707

– 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

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– Scalable and flexible

• Uncomplicated

– Lightweight, 1 agent

– Cross platform

– Thousands of pre-built scripts

– Easy to install & use via a single pane

• Affordable

– On-premise or cloud

6

www.kaseya.com/solutions.aspx

MSP Benefits via 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

60%+ use

Kaseya

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

How would you describe your

sales and marketing strategy?

a. What strategy?

b. We have quarterly goals but struggle

to execute effectivelyto 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

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• experience with every major RMM/ PSA /CRM

9

5 best practices

• design your strategy

• create your message

• improve your prospecting

• keys to qualifying• keys to qualifying• setting up the close

10

your strategy

• define your markets

• develop your solution

• complete your planning

• begin your execution• begin your execution

11

your focus

• know your target market

• identify your sweet spot

• speak their language

12

your solution

• understand the business drivers

• the right service offer

• market specific solutions

13

your planning

• assemble target lists

• define sales tools

• design campaigns

14

your execution

• define goals and metrics

• develop your sales process

15

messaging

• tell a compelling story

• leverage your service offer

• consistency is key

• one size does not fit all• one size does not fit all

16

everything is connected

17

prospecting

• be prepared

• point solution vs. general message

• avoid “easy out” questions

• eliminate common objections• eliminate common objections

• provide value and credibility

• use highly acceptable next steps

• email follow up is a must

18

Email follow up

19

objections

• learn to eliminate objections

• happy with current vendor

• not interested

• no budget• no budget

• don’t need that

• don’t have time to talk

20

qualifying

• why is this so important

• the 4 keys

� decision maker

� budget� budget

� requirements

� timeline

• critical tools

21

closing

• early and often

• get to NO

• meaningful next steps

• avoid “just checking in”• avoid “just checking in”

• know how each deal will close

22

commitment

• must be disciplined

• it will get easier

• do not give up

• look to improve• look to improve

23

recap

• design a strategy & stick to it

• create a compelling message

• prospect smarter

• qualify, qualify, and qualify• qualify, qualify, and qualify• close early and close often

24

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:• 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@kaseyacorp/kaseya/KaseyaFan