Keys to Growth for MSPs

Gareth Case, Redstor‘s chief marketing offer, gave a keynote focusing on how MSPs can maximize their growth potential. Redstor provides backup solutions and data recovery.

With a lack of internal sales and marketing resources, and budget, many MSPs have a tough time attracting clients, he said.

Knowing where to invest is important to prove return on investment, serve new clients and scale your business, Case said.

It’s important to leverage vendors, build relationships and “get their buy in,” he said. Ask about market development funds (MDF), become a reference customer and leverage their social media.

In addition, build a marketing strategy around your ideal customer profile, and hire experienced marketing talent, Case said.

“Acquire another MSP,” he said. “There’s tons of businesses out there for sale. Look for MSPs that serve similar/adjacent markets because the speed to efficiency will be quicker. Don’t underestimate the impact on your business.”

This is the year that product-led growth takes off, Case said. That’s a business methodology in which user acquisition, expansion, conversion and retention are all driven primarily by the product.

“We’re used to product led in our personal lives,” he said. “But in the backup market, they don’t seem to have kept up, there’s still heavy reliance on on-premises devices that pose multiple risks. Moving backup out of an appliance situation is important. There’s too much manual intervention. Time to cash is slow. And end users lack control.”