In this 60 minute webinar, MSP sales expert Mark Woldman will discuss 5 sales best practices to increase the size of your sales pipeline. New MSP sales tips you'll learn: Designing – how to create an effective process that moves deals through your pipeline faster and more often Messaging – how to create compelling, unique messages that get prospects to engage with you Prospecting – how to prospect like a pro and open doors like never before Qualifying – how to identify your best deals (and avoid wasting time on deals that will never close) Closing – how to set up “the close” in your very first meeting Who Should Attend: MSP Owners, MSP Sales Executives, MSP Sales Managers, MSP Sales Representatives, MSP Operations Professionals

1. From Contact to Contract:
Top 5 MSP Sales Practices to
Win More Customers
January 24, 2012

2. Agenda
• Introductions
• Our sponsor
• Our MSP sales expert
– Designing an effective sales process
– 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
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3. Our Speakers
Mark Woldman
Owner & MSP Expert
MSP Sales Pros
Alex Brandt
Director
Kaseya
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4. Stay for Q&A and you may win!

5. About Kaseya Patented
#7,827,547
#7,620,707
• 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 team
of technicians using other techniques
• Key Facts
– 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
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6. 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
• Uncomplicated
– Lightweight, 1 agent
– Cross platform
– Thousands of pre-built
scripts
– Easy to install & use via a www.kaseya.com/solutions.aspx
single pane
• Affordable
– On-premise or cloud
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7. MSP Benefits via Kaseya
60%+ use
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
• 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
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8. How would you describe your
sales and marketing strategy?
a. What strategy?
b. We have quarterly goals but struggle
to 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

9. 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
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10. 5 best practices
• design your strategy
• create your message
• improve your prospecting
• keys to qualifying
• setting up the close
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11. your strategy
• define your markets
• develop your solution
• complete your planning
• begin your execution
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12. your focus
• know your target market
• identify your sweet spot
• speak their language
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13. your solution
• understand the business drivers
• the right service offer
• market specific solutions
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14. your planning
• assemble target lists
• define sales tools
• design campaigns
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15. your execution
• define goals and metrics
• develop your sales process
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16. messaging
• tell a compelling story
• leverage your service offer
• consistency is key
• one size does not fit all
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17. everything is connected
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18. prospecting
• be prepared
• point solution vs. general message
• avoid “easy out” questions
• eliminate common objections
• provide value and credibility
• use highly acceptable next steps
• email follow up is a must
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19. Email follow up
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20. objections
• learn to eliminate objections
• happy with current vendor
• not interested
• no budget
• don’t need that
• don’t have time to talk
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21. qualifying
• why is this so important
• the 4 keys
decision maker
budget
requirements
timeline
• critical tools
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22. closing
• early and often
• get to NO
• meaningful next steps
• avoid “just checking in”
• know how each deal will close
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23. commitment
• must be disciplined
• it will get easier
• do not give up
• look to improve
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24. recap
• design a strategy & stick to it
• create a compelling message
• prospect smarter
• qualify, qualify, and qualify
• close early and close often
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25. 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:
www.kaseya.com/freetrial
• For a price quote:
www.kaseya.com/pricequote
• To speak with us:
www.kaseya.com/contactme
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/KaseyaFan /kaseya @kaseyacorp