During this 60 minute webinar, MSP sales expert Mark Woldman of MSP Sales Pros will share sales tips and best practices and show you how to build a strategy that includes surefire steps to help you build your pipeline and win more business. New MSP sales best practices you’ll learn include: Sale Process Design Tips – how to create a repeatable process that delivers results Demand Generation Tips – how to improve lead quality and avoid obstacles such as, "we already have an IT company" Pipeline Management Tips – how to identify hidden roadblocks in every deal Closing Techniques – how to be seen as the front runner every single time

1. MSP Sales Best Practice:
A Proven Strategy to Win
New IT Managed Services
Clients Each Month
July 31, 2012

2. Agenda
• Introductions
• Our sponsor
• Our MSP expert – the MSP Sales Pros
– Sale Process Design Tips
– Demand Generation Tips
– Pipeline Management Tips
– Closing Techniques
• Q&A
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3. Our Speakers
Mark Woldman
Owner & MSP Expert
The MSP Sales Pros
Alex Brandt
Vice President
Kaseya
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4. Complete the poll/survey and
you may win!

5. About Kaseya
• Enterprise-class IT systems
management for everybody
• Key Facts
– Founded 2000
– Privately held, no debt, no external
capital requirements
– 33 offices worldwide in 20
countries with 450+ employees
• 12,000+ customers
• Millions of assets managed
– Patented IT service delivery process
& remote IT management process
• 24 patents pending
– Common Criteria (EAL2+) certified
and FIPS 140-2 security compliant
– ITIL v2 and v3 compatible
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6. The Leading IT Managed Services Solution
IT Configuration Management Services Virtual System Administrator
•Remote Management • Image Deployment
•Application Deployment • Desktop Migration
•Power Management • Mobile Device Management
Unified Management
Platform Asset Management Services
•Network Discovery & AD Device & Network Management
•Hardware / Software Inventory
Event Management •Asset Management
• Alerts / Notifications
• System Events
• Logs Security Services
•AntiVirus
•AntiMalware
Automation •Patch
• Scheduling
• Procedures Business Continuity Services
• API / Messaging
•Image Backup • Data Availability
•File & Folder Backup • System Availability
•Application Backup • Site Availability
Visualization
• Reporting
• Dashboards Service Delivery & Support Services
• Interactive Data Views
•Service Desk / Ticketing
•Policy Management
•Service Billing
Systems Monitoring Services
•System Checks and Alerts
•Endpoint & Network Monitoring
•Enterprise Monitoring Open API CRM & PSA Integrations
Other Third Party
Integrations

7. Why MSPs Choose Kaseya
A single Kaseya user can proactively manage 1,000s of automated
IT systems and network tasks in the same amount of time
required by a team of technicians using other techniques
It’s the industry’s only patented single-server-single-agent
architecture; MSPs get enterprise-class capability that is easy to
use and easy to afford
With 60+% of top MSPs worldwide using Kaseya, they get access
to the most robust community available
And with so many ISVs plugging in to Kaseya via a seamless
integration process, they get an easy way to leverage their
existing strategic technology partnerships

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. Experience Matters
• Over 10 years experience in IT
Services
• 15 years creating sales and marketing
strategies for B2B
• 1 man shops to 500 plus employees
• Experience with every major RMM/
PSA or CRM system
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10. Top Sales Best Practices
• Design a repeatable process
• Create a message that stands out
• Improve your demand generation
• Continuous pipeline management
• Learn to close effectively
BUT HOW DO YOU GET THERE?
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11. Follow a Roadmap
• So you can stop the confusion
• To create a repeatable sales process
that delivers results
• So your demand generation stands out
from the crowd
• To improve your pipeline management
• So that you will have higher close ratios
and faster cycles
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12. Defining Your Market
Checkpoint #1
Focus
Identify the types of businesses you intend to target
Legal Financial
Healthcare Manufacturing
Retail Education
Construction Government
Determine the size of the businesses will you target
3 – 8 Employees 20 – 40 Employees
8 – 20 Employees > 40 Employees
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13. Build Your Solution
Checkpoint #2
Needs
Analysis
Understand how their business operates
Know the key business drivers
Identify mission critical applications or processes
Know the basics:
Improve efficiency - Faster response to clients
Meet or maintain regulatory compliance
Reduce operating costs - Eliminate risks
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14. Build Your Solution
Checkpoint #3
Competitive
Analysis
How do they address their needs today?
Competitors
Some form of in-house IT
Their nephew
Understand this so that you can effectively position
against this!
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15. Build Your Solution
Checkpoint #4
Packaging
Messaging
If your messaging misses the mark, it’s nearly certain
that your efforts to attract new customers will fail
Show your prospects that you understand their
business needs
Be seen as an expert in their field
Make sure your service offer addresses their business
needs
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16. Start Your Planning
Checkpoint #5
Target Lists
Where do you find your target accounts?
Online Lists
Hoovers, Jigsaw, OneSource
Partners
Avoid cheap lists of unknown prospects
Make sure you have the data you need
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17. Start Your Planning
Checkpoint #6
Sales Tools
You need a defined set of sales tools
Your website is your store front – Don’t let SEO send
the wrong message
Build a toolkit for each market
Email templates
Sales letter that get appointments
Sample documents
Be Consistent
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18. Start Your Planning
Checkpoint #7
Campaigns
cam·paign - a systematic course of aggressive
activities for some specific purpose: a sales campaign.
Select the means of initial contact
Direct Mail – email – Door to Door – Cold Call
Speaking Engagements - Partnerships
Define the content
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Define the volume and frequency

19. Begin Your Execution
Checkpoint #8
Goals
Metrics
Set goals so that you can measure your success.
“ As many as possible” is not a goal!
Know the metrics:
How many calls/letters to get to a conversation?
How many conversations to get an appointment?
How many appointments to get a customer?
Improve the metrics
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20. Know Your Metrics
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21. Begin Your Execution
Checkpoint #9
Sales
Process
Define contact types
Define conditions for each contact type
Document the stages of your Sales Cycle.
Define the deliverables for each stage
Identify the tools for each stage
Make sure your messaging is consistent in each stage
Optimize CRM
Create a standard meeting agenda
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22. Begin Your Execution
Checkpoint #10
Train
Refine
Make sure the sales team understands:
The business drivers for the markets you target
Your solutions
Positioning your solutions
Your processes
The metrics
Analyze and refine frequently
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23. Your Roadmap

24. Prospecting Tips
• 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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25. Uncovering 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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26. Closing Tips
• Early and often
• Get to NO
• Meaningful next steps
• Avoid “just checking in”
• Know how each deal will close
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27. Recap
• Build a roadmap & stick to it
• Create a compelling message
• Prospect smarter
• Qualify, qualify, and qualify
• Close early and close often
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28. More Information?
Sell more services with higher close ratios and shorter
cycles.
Prospecting Guides - Call Scripts
Sales Letters - Email Templates info@mspsalespros.com
Qualification Checklists - Meeting Agendas 888.877.9538
Sales Process and Stage Optimization
CRM Optimization and Pipeline Management
Market more effectively and be seen as an industry expert.
Ready to use email series and postcard templates
Industry specific service offers, cover letters and follow up
templates
SEO and online marketing strategies
SMB specific websites and strategies
Build a brand that stands out from the competition.
Brand development and correct packaging of services
Proper strategy and execution
Design

29. Next Steps
• Learn more about the MSP Sales Pros
www.mspsalespros.com
• Learn more about Kaseya for MSPs
www.kaseya.com/msp
• For a free live product demo Kaseya Foundation
www.kaseya.com/demo for MSPs
Starting at $199/mo or
• For a free trial $1,495/yr/Admin
www.kaseya.com/freetrial
• To speak with us
www.kaseya.com/contactme
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