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MSP Ignition!

Communicating the value of an MSP

Value Proposition & Elevator Pitches

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MSP Ignition!Sales Enablement

Tom WatsonHostDirector of MSP Best Practices

Robert LeakeModeratorDirector of Marketing

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Axcient Business Recovery Cloud

One Snapshot – Multiple Recover Options

IT Infrastructure andFull Office Virtualization

Physical Server Failover

Virtual Server Failover

System Recovery/Bare Metal Restore

Granular Application Recovery

File and Folder Recovery

Database Recovery

MSP Ignition - Sales Enablement

• Monthly Cadence for Sales– February – October

• Goal is to:– Provide the ability to grow your business – Develop your team focus and skills on Sales– Challenge your team to think differently

• Feedback Encouraged – Monthly Topics– Tools & Resources

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Today’s MSP Ignition!

Communicating the value of an MSP

Value Proposition & Elevator Pitches

Value Proposition & Elevator Pitch

val·ue prop·o·si·tion• noun• an innovation, service, or feature intended to

make a company or product attractive to customers.

el·e·va·tor pitch• noun• a succinct and persuasive sales pitch.

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Polling Question #1

What is the MSP Value Proposition to Clients?

Why are MSPs attractive to their customers?• SMB Service Specialization• Bundled Services as a “One Stop Shop”• Expertise in Particular Verticals• Technical Expertise• Strong Infrastructure• Best of the Best for IT Management• Problem Solvers for Today AND the Future

VALUE PROP STRUCTURE

Ø A company/client type/industry that had issues with

Ø How we solved it

Ø What they are able to do now

Ø Putting it into a story to get the client to listen…and finish with a question

“Elevator Pitch” – what is involved?

Ø What We Do/Offer

Ø Reason for the prospect/client to listen

– What we solve / How we help

– Benefit so they listen

– Benefit so they take action

Ø Concise & Engaging

Ø Ends with Call-To-Action (question) to the customer

(i.e. why should they change?)

• I’m ______ with eFolder. eFolder is a leading IT channel service provider offering the market’s most powerful suite of data protection solutions. Our solutions address the full spectrum of challenges around protecting business data, from file sync and share to backup and disaster recovery, and cloud-to-cloud backup for some of the most popular cloud applications being used by SMBs.

Value Prop – 1 or 2 Points of value, importance, validation

The elevator Pitch is a flexible framework for developing a compelling sales pitch for any type of sales call introduction.

Greeting – Who you are (self and company), what you do

Engage – Open-Ended Question or Call to Action to move forward• We position you better than anyone else to protect and empower your clients with highly

scalable and easy to manage solutions that maximize your profitability and increase your revenue.• How are you building your data management solution-stack on a foundation of sticky, high

margin solutions?

When we talk to MSPs we tend to hear they are:• Overwhelmed with all the management needed for BDR solutions• Frustrated with data loss from ransomware or user error• Struggling to make a profit from O365

• eFolder is 100% MSP focused. eFolder solutions enable MSPs to meet their client’s data protection requirements, business continuity needs, and provide an improved level of productivity and profitability.

Challenges – Issues, concerns, needs in the Marketplace

Elevator Pitch Structure & Example

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• I’m Tom and I own (work for) an IT service company called ____. We specialize in providing 24-7 IT services to small and medium sized businesses. I understand that you (own / work for) a ______. We have a number of similar businesses who have been clients for many years and we understand the unique needs of your type of business and how to make it so you can focus on your and let us handle the IT.

Credibility – 1 or 2 Bragging Points

The elevator Pitch is a flexible framework for developing a compelling sales pitch for any type of sales call introduction.

Introduction – Who Am I and What Do We Do?

Transition – Open-Ended Question or Call to Action

• We have the ability to provide your business flat rate monthly pricing that will cover all of your IT service needs and give you the ability to focus in on what makes you money. Are you currently experiencing any IT related problems that you have been unable to get resolved? (stop, listen and then once you have issue offer solution and relationship)

• At (Business name) we only handle the needs of small businesses and have the tools, services and most importantly a crew of technical staff that are experts at delivering top-notch service to our clients. We show up on time and we stay until the job is done. If it happens that my team can’t fix it then I’ll tell you what, I’ll come out and I’ll get it done.

• We only work in (this region) and only manage the networks of businesses in select industries. I can certainly provide you with business references from clients we have from within the same industry in your business.

Pain Points and Solutions

MSP Elevator Pitch example Company

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• Your job is to stay in business and be profitable. Our job is to make it so that you have to think about IT. • We have been in business for X years, our technical team is tight, no turnover in 2 years, our focus is on providing

the best service. • We only work in (this region) and only manage the networks of businesses in select industries. I can certainly

provide you with business references from clients we have from within the same industry in your business.

• At (Business name) we only handle the needs of small businesses and have the tools, services and most importantly a crew of technical staff that are experts at delivering top-notch service to our clients. We show up on time and we stay until the job is done. If it happens that my team can’t fix it then I’ll tell you what, I’ll come out and I’ll get it done. • We only work in (this region) and only manage the networks of businesses in select

industries. I can certainly provide you with business references from clients we have from within the same industry in your business.

Credibility – 1 or 2 Bragging Points

The elevator Pitch is a flexible framework for developing a compelling sales pitch for any type of sales call introduction.

Introduction – Who Am I and What Do We Do?

Transition – Open-Ended Question or Call to Action• Would the ability for your workforce to have convenient, safe, remote access to files,

protection from ransomware, real-time back and fast file recovery?

• At (Business name) we only handle the needs of small businesses and have the tools, services and most importantly a crew of technical staff that are experts at delivering top-notch service to our clients. We show up on time and we stay until the job is done. If it happens that my team can’t fix it then I’ll tell you what, I’ll come out and I’ll get it done. • We only work in (this region) and only manage the networks of businesses in select industries. I can certainly

provide you with business references from clients we have from within the same industry in your business.

Pain Points and Solutions

MSP Elevator Pitch example Specific Solution – File Sync and Share

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• Do they have legacy servers, vpn problems, mobile workforce, ransomware• Solution: one system, mobile access from anywhere, no VPN needed. Immediate ransomware recovery. HIPAA

compliant. Managed by partner or client.

When to use Value Propositions

• First contact with a customer – to see if they have a need

• To mention additional offerings• Start of a conversation/meeting• Recap a meeting• Throughout a demo• When delivering prices/proposals

Action Planning

• What sales skill(s) did I learn/re-learn?

• Who can I apply that to today?

• How can I apply it today?

"An amateur practices until they get it right. A professional practices until they never get it wrong."

Johnny Lee

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Polling Question #2

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THANK YOU

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Q&A