An extremely lazy question I get asked often: “What’s the ONE THING I should do to _______?” The blank is always a complicated, difficult-to-obtain outcome that requires a sophisticated answer, not a simple “hack.” I get it – no one wants “complicated” when easy will do, and the...

Most of our MSPs support medical practices and will tell you that medical clients are their high value clients. If you ask them, medical, manufacturing, CPAs, financial services, anything that has regulatory compliance over its head is going to be a good industry because of regulatory compliance that...

Every MSP should be striving to consistently grow. We are in the beginning of the year’s growth cycle, and you can’t wait until April for your sales pipeline to start flowing again. Here are 4 marketing oil wells to jump start your marketing and get on autopilot, so...

I recently was asked how I define co-managed IT services. This is a really great question, because if you can’t define your business, you are in trouble. Q: Robin, how do you define a co-managed service provider? A: Co-managed is where you’re targeting mid-market or enterprise companies that...

If there is one thing I want to make clear when discussing marketing basics, it is to seed, feed, water, nurture…THEN harvest. Bruce McCully is the CEO of Galactic Advisors, both a client and a vendor. I am going to use a card I received from him as...

Q: How should MSP owners follow up with prospects after a trade show? A: You’ve got to get people to the booth, number one. You got to have a plan for that. At Datto Con, recently, we gave away a really nice Yeti for anyone who came to...

I’ve often said that if salespeople were half as good at actually selling your company’s services as they are at selling YOU on the B.S. of their pipeline and opportunities that are “just about to close,” they’d ROCK their quota. Alas, most salespeople in this industry are being...