As a managed services provider, you make IT support accessible to companies of all shapes and sizes. But without effective MSP marketing in place, you miss out on opportunities to acquire monthly recurring revenue and grow your business.
Through working with thousands of MSPs across the U.S., we’ve found many struggle with lead generation and closing the loop with new business. To win more clients, you need a well-executed MSP marketing strategy in place to draw in targeted customers and guide them through the sales process.
What Is MSP Marketing?
MSP marketing is a marketing plan, campaign or strategy designed to facilitate the sale of managed IT services. Because the MSP sales process is highly consultative, you can spend weeks, months and sometimes even years closing a customer. Effective MSP marketing engages and educates leads to expedite the sales cycle.
The goal of your MSP marketing should be lead generation or securing an appointment with qualified prospects interested in outsourcing network monitoring and maintenance on a contractual basis.
But documenting and rolling out your MSP marketing strategy is easier said than done. So where do you start?
MSP Marketing Strategies to Grow Your MRR
To help you understand the marketing strategies other MSPs use to close business, we conducted a survey of more than 500 MSPs. Here are the most common ways they promote and sell their managed IT services offering and generate leads:
|None, I rely 100% on referrals||39.02%||206|
|Social Media (LinkedIN, Facebook, Twitter, etc.)||27.08%||143|
|Local networking groups (Chamber, BNI, LeTip, etc.)||26.14%||138|
|Natural SEO strategies||21.02%||111|
|Pay per click advertising (Google Adwords, etc.)||14.96%||79|
|Joint ventures and partnering||14.02%||74|
|Other, please specify||10.80%||57|
|Trade show booths and sponsorships||9.85%||52|
|An outside sales team||8.14%||43|
|Vendor marketing initiatives||4.92%||26|
|Teleseminars and webinars||2.84%||15|
|Total Respondents: 528|
These are the marketing strategies MSPs reported using to sell managed services. But through working with thousands of MSPs and IT services providers, I know most of the marketing they do does not drive results.
Even the process of collecting and responding to referrals isn’t structured into an effective lead generation system. Instead, the process is disorganized, disjointed and often improvised.
To generate leads and drive sales for your managed services offering, your MSP marketing strategy should connect the dots from prospect to customer.
Need help implementing a cohesive MSP marketing strategy? Click here to request a free MSP Marketing Plan (Roadmap) and a free consultation to discuss the most effective MSP lead generation strategy for your IT services company.