IT Marketing Case Study


“Genius League Member Marcus Thompson Increases Net Profit By 53% And Recurring Revenue By 89% To Secure Spokesperson Position And Drives Home A New BMW Z4!”

To a standing ovation, Marcus Thompson, President of Expedient Technology Solutions was declared winner of the Better Your Best Contest and Spokesperson for Technology Marketing Toolkit, Inc. at the 2008 Marketing and Money-Making Boot Camp hosted by Robin Robins.

The “rag” part of his “rags to riches” story is one that many of his peers can
relate to…

“I used to lay in bed awake at night worrying about where our next billable hour or project was going to come from,” stated Marcus Thompson, newly appointed Technology Marketing Toolkit Spokesperson and Ambassador to the industry.

“I didn’t have a business, I had a job; and the hours and benefits were terrible. I was working long days, putting the kids to bed at night and then going back into the office to get caught up for the next day. I barely had any sleep, never took any time off, and ended up on blood pressure medication…and I’m only 30 years old!” he continued.

Finally, A Glimmer Of Hope…

“I bought Robin’s Toolkit and then signed up for the Million-Dollar Managed Services Blueprint. Going through the series finally helped me to understand that trading dollars for hours was not a profitable or smart way to build our business. I finally figured out what managed services was all about and how to finally lock in predictable, recurring revenue to smooth out the highs and lows in our sales cycle. I signed up right away and jumped in with both feet buying 1,000 seats of Kaseya licenses.”

We Instantly Secured Over
$6,000 In Recurring, Managed Services Revenue

“After launching it to my customers, we instantly signed up our first four managed services clients and secured over $6,000 in recurring revenue. We were officially a ‘managed services provider’. The stress that came from running a break-fix company was slowly starting to lift.”

“Over the next 10 months, I mainly focused on converting as many of our existing clients to managed services as possible. We further refined our service offerings and found that our ‘all you can eat’ premium level service was what everyone wanted. We added 7 more clients which brought our monthly recurring revenue to over $20,000; and that didn’t include other project work we were also getting paid for. But the best was yet to come,” Marcus said with a big grin.

The Marketing Plan That
Secured A 53% Net Profit Increase And 89% Increase In Annual Recurring Revenue

“The biggest lesson I’ve learned is that there is no one thing you can do to increase sales and gain new clients. There are many things you have to do, and you have to implement them all.”

“Our marketing took on many different approaches. First, we updated our web site from the traditional “alphabet soup” of vendor logos and platitudes to a ‘Robinized’ version that actually sold the benefits of what we do for our clients. We also incorporated Robin’s ‘Get Out Of Computer Trouble Free’ card in many different ways which included our business cards, postcards, inserts in our newsletter, and handing them out at networking events. We also did monthly newsletters and 3-step mailing campaigns to drive in new clients.”

“We also implemented many joint venture relationships to find new clients. One happens to be my CPA and to date he has been our best source of new referrals. We have also formed a partnership with a telecommunications provider who needed to add on managed services as part of their service offerings to compete. They now consider us their managed services offering and have referred many new clients to us.”

“Another highly-effective marketing strategy we implemented was publishing our own book, which is another benefit of being a Genius League Member. We customized Robin’s book template to “Stress Free Computer Support” and used it in various ways to get new clients. The response so far has been extremely positive. There is no better way to impress a new client or prospect than to give them a copy of a book you published. No brochure can even come close!” said Marcus.

But It’s Not Just Marketing

“There is no doubt that the marketing we get from Robin has been incredibly helpful. But in addition to the marketing, Robin also gives us great business strategies and ideas and has brought together a tremendous Master Mind Group of my peers (the Genius League) to help me solve problems and find faster ways to grow my business.”

“I’ll never forget my first Master Mind Meeting in Los Angeles. Robin was going over what a “R.E.A.L.” business looks like and how it should be able to operate without us (the owner) having to be there or do all the work. I’m not saying that Robin came up with the idea, but she constantly challenges us to get to that point.”

“Plus, the interaction I get with the other Genius League Members is absolutely priceless. I’ve learned shortcuts and best practices for implementing ConnectWise, virtualization go-to-market strategies, staffing and organizational structure, internal processes and procedures, new client welcome documentation, and much, much, more,” Marcus continued.

The Results Speak For Themselves

“In the last 10 months we have doubled the number of clients we had on managed services and are one client shy of doubling our recurring revenue. I’ve brought on 2 new techs who handle the work and free up my time to work on the business.”

“Another significant breakthrough we had was the shift in revenue. It used to be 40% recurring and 60% non-recurring project revenue. Ending in 2007 we drastically shifted that to 83% recurring and 17% non-recurring. This gives us a tremendous increase not only in profitability, but it also gives us a solid foundation on which to grow the business rapidly.”

“But money aside, the biggest personal benefit has been the reduction in my stress level. Owning a business is certainly not the easiest thing I’ve ever done; but now I feel like I own a real business instead of just a job. The changes over the last year have allowed me to reduce the number of hours worked and take vacation without worrying.”

“I now enjoy the aspects of being a business owner and focusing on growing and molding the business rather than constantly working like a technician focusing on technical support. Almost 100% of the technical work is now handled by my staff. So what does the future hold? It’s shaping up to an exciting 50% growth rate annually with a target of $4 million in just a few years. Now that’s a stress-free life!” he grins.

– Marcus Thompson, President of Expedient Technology Solutions and Spokesperson for Technology Marketing Toolkit, Inc. and Winner of the “Better Your Best Contest”

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How a Small VAR from San Diego Went from Working Out of His Home with a Negative Cash Flow to
$62,000 Positive in 6 Short Months
Selling Managed IT Services

Click here to watch a hilarious video Sean created about his success selling managed services.[/vc_column_text][vc_column_text]

My name is Sean Goss and I’m the President of Crown Computers. Right now we have 8 people and I just turned the big “3-0.” I have been running my business for about 8 years, but like many small computer consultants, I’ve never implemented a real marketing plan – at least not anything with a strategy – before Robin. We were surviving purely on the referrals we were getting.

Prior to starting Robin’s Million-Dollar Managed Services Blueprint, I really worried whenever I lost a client. Sometimes I had more turnover than clients coming in the door, which is a bad place to be. I was working out of my house and having tons of employees in and out of my home. Since I’m raising 2 kids (with another on the way) I would always have to tell them to be quiet or put them in front of the TV to keep them occupied as I took important calls.

We Were $6,000 Negative
For The Year

At the time I started on Robin’s managed services marketing system, I was only doing about $100,000 per year in managed services. I didn’t have a good marketing system in place so most of the clients were only paying a little bit of money for server maintenance. I wasn’t selling workstation maintenance, a high-end all inclusive service or getting large setup fees like I am today. My profits were paying for our business to keep rolling along, but I wasn’t making any additional profit after paying the employees. In fact, the business was actually $6,000 negative for the year.

The Magic Of The “Wanted” Letter

First we started with the “Wanted” letter series in Robin’s Million-Dollar Managed Services Blueprint. The moment I sent that letter series out, I started getting responses from qualified businesses who were genuinely interested in our managed services! It was just like the video where I was throwing money up into the air. It was like a magic letter! I could not believe that people were faxing it back and signing up for my Platinum, high-end service. I had never done anything like this before and I was amazed at how it flat out worked.

I Had Great Prospects Calling Me Already Pre-Sold
From Reading The Sales Letter

The letter offers a free network audit to 12 prospects, and I actually had people calling me asking, “Do you still have your 12 businesses that you were looking for, or are you all full?” That is how much people believed the marketing material! I never thought people would read that LONG letter, but all the clients told me they read every single word. The best part was the fact that they were pre-sold before I walked in the door – all I had to do was guide them down the path.

What Have Been The Results?

Since getting on board with Robin’s marketing plan…

  • We added an additional $62,000 in revenue and 8 new clients within a 6 month period. That was a new record for us!
  • I was able to move my business out of my house and into a real business park.
  • I had to hire more staff to keep up with the increased demand, and I am still hiring more this week.
  • I have a newfound faith in marketing and now have incredible confidence that I know how to “bang the drum” and get new clients whenever I need them.
  • I’m taking more vacations and worrying less about money coming in the door.

The Biggest Lesson Learned?

The biggest lesson I’ve learned is that I just have to get off my butt and do it. Robin’s program will work if you use it. Even though I screwed up the first 20 times, I’ve learned that you have to increase your rate of failure to increase your rate of success. Pardon my cheese by saying, “Just do it!”

I really recommend that you do more then read the materials and listen to the audio teleseminars Robin gives you. Complete the mission. If you do not go to market you will have wasted your money on a bunch of great knowledge that you never will put to practice!

– Sean Goss, San Diego Computer Consultant and Winner of the “Be Your Best Rolex Contest”

“I Doubled Last Year’s Revenue…But The Biggest Change Has Been How My Revenues Have Shifted…”

Discover What a Small One-Man-Band from California is Doing To Grow His Company FAST and Guarantee His Future Success

By Robin Robins, President, Technology Marketing Tool Kit, Inc.

I think Jim Rohn said, “Most people prefer a good excuse to a great opportunity.” Based on the number of excuses I hear from most small technology consultants on why they can’t get a marketing plan implemented, I would agree.

But there is the occasional shining star that proves that determination, a little discipline, and a focus on marketing can move mountains.

Josh Jacoby started out as a small, one-man-band computer consulting firm. Like most other start up computer consultants, Josh didn’t have extra techs, a sales team, or a big marketing budget to use to his advantage. He didn’t have a secretary or a work-from-home wife to help him in the business. And, he only had so many hours in the day to work on marketing and growing his business.

But instead of crying in his soup for what he didn’t have and settling for referrals only, he stepped up and implemented a number of marketing systems in his business. Here is his story on how he was able to double his annual revenue and switch to more reliable revenue streams to guarantee future growth and stability…

– Josh Jacoby, President, InnovaCrew

– Josh Jacoby, President, InnovaCrew

“Before working with Robin, I was very frustrated and not making much money. My company generated enough to pay my bills, but I never really felt successful, and I wasn’t fulfilling my goals to grow as a business owner, provide employment, and generate the income I wanted. I had taken many classes and courses on marketing and business management, so I had a lot of knowledge about the basics of marketing. I also knew that I lacked the motivation and mental focus to go through the entire process of developing marketing campaigns, so I started looking for outside help.

I learned about Robin through the ASCII group, bought the Toolkit, and instantly knew I had found the Promised Land. It was precisely what I wanted – full campaigns geared specifically to my industry.

To date, I’ve used a number of the campaigns and strategies Robin provides in her Toolkit. I have done newsletters, teleseminars, direct mail, web site makeovers, Google AdWords, yellow page ads, van advertising, and lots and lots of networking in the local community.

So far, the results have been excellent! As of writing this I have doubled last year’s revenue, but the biggest change has been how my revenues have shifted. It is almost evenly split between recurring revenue (hosting and managed services), project work, and in product and equipment sales. Now that I’ve switched from hourly work to recurring revenue and managed services, the revenues are much steadier.

I’ve been so overwhelmed with new clients and projects that I stopped mailing the prospecting campaigns Robin gave me for quite awhile, but we keep getting new customers from it anyhow. Talk about the gift that keeps on giving!

If everything comes to fruition I’m expecting to add another $40K per year in managed services revenue signed by the end of February. And that’s without even trying!”

—Josh Jacoby, President, InnovaCrew

Want to Get Your Hands on the Same
Marketing Systems and Tools Josh Used?

7 Ways Robin Robins Can Help Computer Consultants Increase Sales and Profits.