The Full MSP Marketing and Sales Guide: 4 Ways to Grow Your Business on a Budget
According to Research Dive’s Managed Services Market Report, the North American managed services market generated nearly $60 million in 2019 and is expected to grow at a compound annual growth rate (CAGR) of 10.2% by 2027. What that means is MSP marketing and sales strategies can go a long way to help grow your business. However, like many small to medium-sized businesses (SMBs), MSPs often struggle to make significant impacts with marketing and sales efforts.
As a 100% MSP-only solutions provider, Axcient is dedicated to supporting the channel by addressing these pain points. Despite lean budgets, slim resources, and small marketing teams, MSPs can greatly impact their growth with the right guidance. Whether webinars and in-person events, social media, word-of-mouth, or opportunities with existing clients, there are ways to capitalize on the things you’re probably already doing.
Axcient created the MSP Marketing and Sales Guide: 4 Ways to Grow Your Business on a Budget to support all of these potential growth levers. Download it now, or keep reading to discover what’s inside…
Lunch and Learns, Webinars, and Other Events
Hosting your own webinar or making guest appearances with similarly-focused businesses can expose you and your MSP to new clients. These leads are critical for expanding your business while helping new clients meet today’s cybersecurity demands. MSP marketing and sales strategies live on leads, so any chance you have to engage with a potential new client could mean higher profits.
- Get six tips to use immediately to create a lunch and learn event that delivers ROI.
- Examine the impact of event logistics on attendance while avoiding freeloading “lunch surfers.”
- Apply these tips to virtual events to build your audience without travel expenses.
Due to the pandemic, MSPs lost clients due to business interruptions and closings, and now 62% of MSPs expect to grow primarily from new logos – up from 49% in 2021. At the same time, the Wingman MSP Growth Survey finds that 2 in 5 MSPs express concern that limited time and resources impede their ability to find new business.”
LinkedIn and Social Media
When it comes to your business presence on social media, LinkedIn should be the top priority. As the world’s largest professional network, LinkedIn is 277% more effective at generating leads than Facebook and Twitter. That said, MSP marketing on social media requires more than it used to. Luckily, there are tried and true ways to maximize brand recognition while gaining attention and engaging with qualified potential new clients.
In the MSP Marketing and Sales Guide, we explore the true value of LinkedIn with a deep dive into business pages, leveraging analytics, and evaluating your current profile.
- See the top 3 reasons why MSPs should prioritize their LinkedIn business pages.
- Gain a stats-based view of LinkedIn to understand how social media can increase sales.
- Answer five questions about your MSP business pages and make updates based on your answers.
Companies that post just once a week on LinkedIn see a 2x higher engagement rate. Posts can include anything from your latest blog, upcoming events, and company updates to your MSPs take on recent channel news, a survey, or recognition of one of the many silly holidays celebrated on social media.”
Referrals and Testimonials
The channel is unique in that MSPs are generally a tight-knit community. People are ready and willing to share their experiences juggling tech stack complexity, ransomware recovery, and the solutions and vendors they love. Similarly, SMBs within specific verticals or regions are happy to share their experiences, which can be a bonus for MSPs. Consumers of all types are more likely to follow up on a positive referral from a friend, but if you’re not set up to foster that lead, it could be for nothing.
Download the MSP Marketing and Sales Guide to maximize the trust, relationship, and results you’ve already achieved with existing clients to grow new opportunities.
- Create an ongoing referral program with three simple steps.
- Learn how to turn referrals into promoters for new business.
- Amplify your clients’ voices across your digital footprint to target verticals, customize sales calls, and overall boost profits.
86% of B2B companies with a structured referral program in place experience more revenue growth, and 71% report higher conversion rates. Yet, only 30% of B2B companies have some sort of formal referral program in place.” – Influitive & Heinz Marketing
Upsells and Cross-Sells
Upselling offers existing clients a higher value solution, package, or more services when they buy into your MSP. Cross-selling is when you offer existing clients new solutions, packages, or services based on their current sales. Both are essential MSP marketing and sales techniques because you already have a potential buyer’s attention. Maximize these circumstances using the methods outlined in the guide.
- Discover the win-win-win results of bundling services and solutions for built-in upsells.
- Utilize quarterly business reviews (QBRs) for cross-selling without making clients feel pressured.
- Structure initial client meetings and QBRs with four critical components for ethical upsell and cross-sell strategies.
Existing customers are 50% more likely to try new products and spend 31% more, on average, compared to new customers.” – Forbes
Your MSP Marketing and Sales Guide
This four-part guide, designed specifically for MSPs, is a jumping-off point to seeing returns on your marketing and sales efforts. You don’t need a big marketing team or a swarm of cold callers to gain new clients and increase revenue. Sure, those things help, but you can still do big things with a small team. Download the guide to see how you can significantly impact your growth without overextending your team.
Download the Full MSP Marketing and Sales Guide
About the Author: Carissa Johnson // Product Marketing Manager, Axcient
Carissa Kohn-Johnson has a background in information technology and behavioral and physical healthcare technology and currently works as the Product Marketing Manager for Axcient. She has a lot of MSP Channel experience from planning and attending hundreds of conferences and tradeshows, and found her passion in technology and working with MSPs in particular. She serves on the Information Services Advisory Board for her community and feels most at home with other technology-forward people. Connect with her on LinkedIn – perhaps you can contribute to the Axcient blog?
More Great Stuff From Our Blog:
Check out some other interesting pieces from our blog: Learn how DRaaS Opens New Opportunities for Managed Services Providers, plus- we dove into how chain-based backup works and why chain-free is the way to be, we reviewed AutoVerify Automated Backup Integrity Testing in direct-to-cloud BDR, a discussion on the best way to be choosy in the Do’s and Don’ts of Choosing the Right Clients for MSP Growth, and learn how you can ditch pricey on-site appliances with Local Cache for Direct-to-Cloud BCDR.