Becoming a great MSP can be a lot easier said than done. In our MSPeasy series, we provide hundreds of field-proven methods that can steer you toward success. But what about the list of bad habits? How about what not to do? We asked this question to a handful of industry-leading managed service providers and learned quite a bit. Below is a list of some MSP habits that can quickly derail you from achieving all of your goals as an IT service provider.
- Forgoing RMM and PSA tools: A Professional Services Automation (PSA) solution handles the business side of client relations--recording client information and completed work, as well as automatically creating invoices. A Remote Monitoring Management (RMM) solution enables MSPs to monitor endpoints, networks and computers remotely and proactively. For today’s MSPs, implementing PSA and RMM software is no longer a “Do I or don’t I?” situation. It’s crucial to have these tools in place to successfully fulfill your obligations as a trusted IT advisor to businesses. Without RMM and PSA solutions in place, clients are at a higher and unnecessary risk of data loss and downtime, which means your business is also on the line.
- Neglecting sales efforts: The majority of MSPs struggle with the sales game--it’s not in everyone’s blood. IT providers are typically more technical by nature. MSPs are less inclined to be as enthusiastic about cold calling as they are about fixing broken technologies. It is critical for MSPs to understand the importance of sales efforts. So shake things up a bit. Don’t present the same product in the same way to clients, particularly if you haven’t had luck closing recent deals. So how are today’s successful MSPs selling their services? Check out this great eBook, Sales Made MSPeasy, and breathe some life into your sales pitches.
- Waiting for leads to come to you: Think those quality leads are going to walk up and knock on your door? Unlikely! Today’s successful MSPs must be proactive with their lead generation efforts. It doesn’t have to be painful, either. Get your foot in the door by offering a free IT system evaluation and start providing the insights and recommendations today’s growing businesses are demanding. Datto partners do this with ease using The Backup & Disaster Recovery (BDR) Tool for MSPs, which provides automated, customized BDR assessments for new clients and prospects.
- Thinking your client is OK with downtime: Often, MSPs will come up against customers who don’t want to invest in BDR solutions. This happens for a number of reasons. Clients may not fully understand the true cost of business downtime. They may argue that they’ve never had a downtime issue before. They may say they don’t have the budget for it. If there’s one thing that proves true time and time again, it’s that when it comes to IT disasters--whether they are related to a broken pipe, a terrible storm or Mary in finance--it’s not a matter of if disaster happens, but when.
Luckily, the tips don’t end here. We have three more bad practices you should steer clear of. With our new eBook, you’ll learn the value of evaluating technology internally before presenting to a client, why you should never slash prices to meet demand, the pitfalls of making a poor vendor choice, and more!
Eric Torres is Channel Development Manager, Datto Inc.
Guest blogs such as this one are published monthly and are part of MSPmentor's annual platinum sponsorship.