https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • Analytics
    • Artificial Intelligence
    • Cloud
    • Data Centers
    • Desktop
    • IoT
    • Mobility
    • Networking
    • Open Source
    • RMM/PSA
    • Security
    • Virtualization
    • Voice/Connectivity
  • Strategy
    • Back
    • Best Practices
    • Business Models
    • Channel 101
    • Channel Programs
    • Channel Research
    • Digital Transformation
    • Diversity & Inclusion
    • Leadership
    • Mergers and Acquisitions
    • Sales & Marketing
    • Specialty Practices
  • MSSP Insider
    • Back
    • Business of Security
    • Cloud and Edge
    • Endpoint
    • Network
    • People and Careers
    • Training and Policies
  • MSP 501
    • Back
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Our Sponsors
    • From the Industry
    • Content Resources
    • COVID-19 Partner Help
    • Galleries
    • Podcasts
    • Reports
    • Videos
    • Webinars
    • White Papers
  • EMEA
  • Awards
    • Back
    • Excellence in Digital Services
    • 2020 MSP 501
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Partners Evolution
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
  • Channel Mentor
    • Back
    • Channel Market Intelligence
    • Channel Educational Series
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • Analytics
    • Artificial Intelligence
    • Cloud
    • Data Centers
    • Desktop
    • IoT
    • Mobility
    • Networking
    • Open Source
    • RMM/PSA
    • Security
    • Virtualization
    • Voice/Connectivity
  • Strategy
    • Back
    • Best Practices
    • Business Models
    • Channel 101
    • Channel Programs
    • Channel Research
    • Digital Transformation
    • Diversity & Inclusion
    • Leadership
    • Mergers and Acquisitions
    • Sales & Marketing
    • Specialty Practices
  • MSSP Insider
    • Back
    • Business of Security
    • Cloud and Edge
    • Endpoint
    • Network
    • People and Careers
    • Training and Policies
  • MSP 501
    • Back
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Our Sponsors
    • From the Industry
    • Content Resources
    • COVID-19 Partner Help
    • Galleries
    • Podcasts
    • Reports
    • Videos
    • Webinars
    • White Papers
  • EMEA
  • Awards
    • Back
    • Excellence in Digital Services
    • 2020 MSP 501
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Partners Evolution
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
  • Channel Mentor
    • Back
    • Channel Market Intelligence
    • Channel Educational Series
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Digital Service Providers
  • Cloud Service Providers
  • CHANNEL PARTNERS ONLINE
 Channel Futures

Sales & Marketing


Shutterstock

three 3

The 20’s Tim Conkle: Three Requirements for Running a Successful MSP

  • Written by Allison Francis
  • November 6, 2019
Conkle laid out the game plan for ‘mission accomplishment’ at the VISION '19 conference last week.
The 20's Tim Conkle

The 20’s Tim Conkle

VISION ’19  — Tim Conkle, CEO of The 20, had three key things he wanted MSPs to take away from the 2019 VISION Conference held in Dallas last week. Three things you have to do in order to run a successful MSP.

1. Lead generation

You cannot grow without it, says Conkle. He was quick to specify that lead gen, for the sake of this example, curves away from marketing because it encompasses more than “what people think marketing does.”

Diving into the example further, Conkle asked the crowd to answer one simple question: “What is the purpose of marketing?” Shouts of “to generate leads,” or “getting the phone to ring” rang out.

Conceding that these, too, were great answers, Conkle insisted that marketing is in place to do one thing: to open the door.

If you build it, they will come.

“People assume marketing is going to bring in money, but that’s not its function,” said Conkle. “Marketing was never set up to create or guarantee revenue. It is designed to open the door, and no more. If you set up the proper criteria for marketing and they then are able to open those doors for you, they are knocking it out of the park.”

Generating leads is a process that requires consistent interactions, activities, behaviors and effort, says Conkle. “We have to change our perception about what marketing is. You (MSPs) will have to figure out how to incorporate marketing moving forward. Set expectations.”

2. Sales

Once you figure out marketing and are generating all sorts of leads, you must have a sales process. A solid sales model will convert leads into happy customers.

Most people sell the same way. Most people waste precious hours talking about how great they are. Everybody does this, and everyone has the same pitch. “We’re responsive,” or “we’re proactive,” or “we’re 24/7.”

Do not fall into this trap. You must learn how to make a sale, how to position yourself and how to package things.

“If you look at our industry, it is by and large terrible at packaging product. That’s where having a sales process comes in,” says Conkle. “People are not so much interested in what you can do from an IT perspective. What they are really interested in is the business side of things. What makes you truly different.”

In other words, have a sales model that simplifies your IT services like your life depends on it.

3. Scale

Biggest thing here, according to Conkle, is that you actually have to deliver what you sell. (Forehead smack). Take a step back and look at things, and come up with an idea of how you’re going to deliver your service. If you don’t, it won’t matter how great your marketing or sales is.

But take heart, you don’t need to reinvent the wheel.

“This is the great thing about scale,” says Conkle. “Scaling together is always better than scaling individually. Not having everything day-one is actually advantageous. As you grow over time, it becomes even more advantageous. The 20, for example, scales together. We have perfected a replicable platform and system to deliver services, so our member MSPs are free to grow without limit.”

Other topics discussed at the conference were:

  • Navigating the evolving cybersecurity landscape
  • Proven growth and profitability strategies
  • Cloud-powered products and services
  • MSP market trends and analysis
Tags: MSPs Best Practices Business Models Sales & Marketing Strategy

Related


  • Pax8 Kicks Off European Expansion with Launch of Pax8 UK
    Cloud distributor Pax8 leverages its recent Wirehive acquisition to launch Pax8 UK.
  • Network monitoring and management
    Malwarebytes Enhances OneView to Help MSPs' Security Business
    Security is an increasing concern for MSPs, particularly amid COVID-19.
  • Risk, Threat, Vulnerability Assessment
    Tenable Research: Publicly Known Vulnerabilities Increased in 2020
    Ransomware was by far the most popular attack vector in 2020.
  • McAfee Employees Getting Pink-Slipped in Likely 'Belt-Tightening'
    McAfee also reportedly is closing its Israel software development center.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • Survey: A Closer Look at Diversity in the Channel Community in 2021
  • Hornetsecurity Acquires Altaro for Expanded Security Services
  • New, Changing Partner Programs: AWS, Tech Data, Avaya, Verizon
  • Democrats to Take Charge of Federal Cybersecurity in Election Aftermath

Galleries

View all

New, Changing Partner Programs: AWS, Tech Data, Avaya, Verizon

January 11, 2021

Industry Perspectives

View all

Help Your Customers Mitigate Malware: Viruses, Worms, and Trojans…Oh My!

January 15, 2021

SMBs’ Cybersecurity Risk Awareness Is Rising

January 13, 2021

Your Cloud Data Is Protected, But Is It Portable?

January 12, 2021

Webinars

View all

Blueprint for a Scalable MSSP Practice in 2021

January 21, 2021

Who’s Behind the Mask? Hacker Personas Explained

January 26, 2021

How Managed Hosting Providers Thrive with the Alternative Cloud

February 24, 2021

White Papers

View all

Why Subscription Business Model

January 15, 2021

The Ultimate MSP Guide to Sales Efficiency

January 14, 2021

Eight Reasons Why MSPs Need IT Industry-Specific Sales Tools

January 14, 2021

Upcoming Events

View all

Channel Partners Virtual

March 2, 2021 - March 4, 2021

Channel Partners Conference & Expo

November 1, 2021 - November 4, 2021

Videos and Fastchats

View all

FASTCHAT: How SOAR Eliminates Security Challenges and Elevates Service Provider Revenues

January 6, 2021

Happy Holidays from Channel Partners & Channel Futures!

December 21, 2020

FASTCHAT: How Old, Unpatched Technologies Are Creating New Security Threats for MSPs and Their Customers

December 3, 2020

Twitter

ChannelFutures

.@IBMServices snaps up #MSP Taos for #hybridcloud expertise. dlvr.it/RqggQR https://t.co/Fy3uPDtLNw

January 16, 2021
ChannelFutures

.@LenovoBusiness launches its thinnest #ThinkPad to date @CES, revamped ThinkBooks and #ThinkReality glasses.… twitter.com/i/web/status/1…

January 16, 2021
ChannelFutures

Help your customers mitigate #malware @Tech_Data #cryptolocker #antivirus #ransomware #cybersecurity… twitter.com/i/web/status/1…

January 15, 2021
ChannelFutures

Advantages of the Subscription business model for MSPs and IT Resellers @kaspersky dlvr.it/RqgDJn https://t.co/ay694fudp3

January 15, 2021
ChannelFutures

Cloud #distributor @Pax8 launches in UK with leadership team in place. dlvr.it/RqfJWx https://t.co/RsKDCowM5V

January 15, 2021
ChannelFutures

bit.ly/3oO2vFY twitter.com/Craig_Galbrait…

January 15, 2021
ChannelFutures

The Ultimate MSP Guide to Sales Efficiency @zomentum dlvr.it/Rqc63q https://t.co/rHIVLkR01K

January 15, 2021
ChannelFutures

Eight Reasons Why MSPs Need IT Industry-Specific Sales Tools dlvr.it/Rqc62k https://t.co/MQDcIYc7G9

January 15, 2021

MSSP Insider

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Channel Partners Online

Want more? Find more channel news and analysis on our sister site, Channel Partners.

Media Kit And Advertising

Want to reach our audience? Access our media kit

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Online
  • Channel Partners Events
  • MSP 501
  • MSSP Insider
  • IoT World Today
  • Webhostingtalk

WORKING WITH US

  • Contact
  • About us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2021 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X