This is the slide deck that was used for my presentation at the Level Platforms 2013 Partner Summit in Las Vegas

1. Stuart Selbst
President
Stuart Selbst Consulting, LLC
www.stuartselbst.com
Level Platforms Partner Summit
June 18, 2013
The Cosmopolitan of Las Vegas

2. Agenda
 60-seconds about Stuart
 What are managed services?
 Forget about the technology!
 Why are managed services important to your clients?
 What is really important to the client?
 Success Story – Kilpatrick IT Solutions
 Giveaway (Sales Pitch!!)
 Q&A
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3. 60-seconds about Stuart
 Over 22 years in the industry
 Started, ran and sold a very successful MSP
 75% of the MSP we partners with use Level Platforms
 Take the “client benefit” approach to the MSP business
 Typical MSP client grows 37%-42% each year.
 MSP Mentor Top 250 (2009, 10, 11, 12)
 SMB 150 (2011, 12, 13)
 Channel Partners Advisory Board 2012-14
 Recently voted by the industry as a Top 10 MSP Expert
@MSPCoach
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4. @MSPCoach
#MSPExperts
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http://blog.clientheartbeat.com/most-influential-msp-experts/

5. “Try not to become a man of
success, but rather try to become a
man of value.”
Albert Einstein
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6. What are managed services?
 Any service that you can sell to your client once…
 Bill on a monthly basis…
 BACKED by a service level agreement!
 This is the business of IT not the IT business!
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7. Forget about the technology
 Your client really doesn’t care
 They don’t know the different between active directory
and active ingredient
 They want the ANY key to just work
 Focused on productivity and profits
 Be the solution…not the cause of the problems
 Make it simple for the client to buy from you!
@MSPCoach
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8. Why managed services can be
attractive to the client
 Predictable costs each month, invoice is the same
 Engaged technology partner who takes “operational
ownership” of ALL the company technology
 Increasing employee productivity by reducing
downtime
 Increasing company profits by increasing employee
productivity
@MSPCoach
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9. What is really important to the
client?
 Increase stock price or company value
 Increased market share
 Improving efficiencies and reducing costs while continuing to
grow business
 Turn around…
 Leverage technology to improve efficiencies while reducing costs
 Protect “turf”
 Protect / Enhance their brand
 Company Culture
 Increase customer satisfaction (internal and external)
 Increase Sales
 Grow Revenue and Profits
@MSPCoach
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10. Kilpatrick IT Solutions
 AVG and Level Platforms Executive Council Member
 Engaged with Stuart Selbst Consulting 18 months ago
 Q2 2012 lost a client worth more than 10k/month
 Took a different, yet aggressive approach to marketing,
sales and service deliverables
 Ended the year with a 17% growth including new
contracted clients and recurring revenue.
 On pace in 2013 for record growth, revenues and profits.
“Stuart Selbst of Stuart Selbst Consulting has been an invaluable asset to my firm. His
knowledge of all aspects of a modern MSP practice is unparalleled. He has helped us with
operation streamlining, employee issues, marketing, advertising, product planning and
general business advice. I highly recommend Stuart for any size MSP that want to get to the
next level and is looking for the RIGHT expertise. – Kevin Kilpatrick
@MSPCoach
@KilpatrickIT
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11. Who wants something for free?
Sign up to work with me during the conference
I will give you….
1-month free
wait there’s more
Sign up by the end of this session, we’ll give you a month of content
writing for free. (min $1000 savings)
Refer an LPI partner to me, I will send you a check for $250.00 when they
sign up. www.stuartselbst.com/referral-program
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12. Q & A
Stuart Selbst Consulting, LLC
www.stuartselbst.com
info@stuartselbst.com
480-389-5481
StuartSelbstConsulting
#LPILive
@MSPCoach
@MSPTraining