Focus on Success 5 Qualities of a World Class MSP TruMethods, LLC All rights reserved

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Douglas Simpson
5 years ago
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2 House Keeping Sound: VoIP or Telephone (Audio Pin #) Type questions or raise your hand to speak This webinar will be available in the Newsfeed Next Webinar is Virtual Sales Meeting Thursday September 12 2:00PM Eastern Time Topic: The Inside Sales Process When you're Schnizzin go to Schnizz corner! members.trumethods.com/schnizz TruMethods, LLC All rights reserved

5 Average Inconsistent MRR growth AISP under $100 Leverage of $100,000 / employee Under 10% net profit margins Create very few jobs

6 Best-in-class Add some new MRR most months AISP $100 - $110 range Leverage of $125,000 per employee 14% - 16% net profit margins Create a few jobs

7 World Class New MRR at the right price EVERY month AISP $120 - $160 range Leverage of $150,000 or higher 25% - 35% net profit margins Create opportunity for all employees

9 The 4 Steps To Success Desire Knowledge Discipline Belief

10 5 Qualities of a World Class MSP #1 Business Planning #2 Know what you sell #3 Sales Focus #4 Be process driven #5 Command

12 #1 - Business Planning World Class MSPs have fanatic discipline around the business planning process

13 The clear the decks mentality.

14 Business planning process is the only way to align short term actions with long term priorities Vision Target Plan Action 10 Years 3 Years 1 Year 1 Quarter.

15 Business Planning Process Checkpoint Do you have a current TruMethods Business Plan? Do you have a Quarterly Action Plan? Do you complete your TruMethods QBR every quarter? Do you schedule one day per quarter for strategic planning?

16 #1 - Business Planning Business Planning (SK) Preparing for your Business Plan Your Annual Business Plan Business Plan Workshop Quarterly Action Plan Core Values & Purpose The Goal Setting Process Success Rhythm Sales Meeting Structure Financial Planning Service Delivery Meeting Structure Audio Messages: Too many to count!

17 Do you want to be World Class?

18 #2 Know what you sell

19 #2 - Know what you sell World Class MSPs know what they sell

21 Are you a reseller or MSP? Hardware Licensing Patch Mgmt. Anti-Spyware Anti-Spam Anti-Virus Technology planning Remote support On-site support Virtual Servers VDI Remote Backup HaaS, IaaS, SaaS Desktop Optimization Disaster Recovery 2013 TruMethods, LLC. All rights reserved

22 How much time do you spend defining the end result you deliver?

23 Are you defining your success by the results your clients receive?

24 None of it works without belief BELIEF Deliver the End Result Selling to we re fine Right Price Right Support Offering

25 Know what you sell Checkpoint Does your offering lower your clients overall technology costs? Have you reduced entrance barriers? Do you have clearly defined edges? Do you have the right average AISP? Do you pass the 5 minute test? Have you set a minimum MRR amount?

26 TruMethods Content Packaging your Service Offering Pricing your Service Offering Chocolate Cake Defining your edges Packaging & Pricing Workshop (support offering checklist) Agreements Not all MRR is good MRR

27 Do you want to be World Class?

28 #3 Sales focus

29 #3 Sales Focus World Class MSPs have Sales FOCUS

30 #3 Sales Focus Sales Interest vs. Sales Focus

31 #3 Sales Focus Checkpoint Do you have resources dedicated to adding MRR? Do you have a goal for new MRR? Do you know how many FTA s you need? Do you have a process in place for lead generation? Do you focus on both warm and cold lead sources? Do you have a weekly sales meeting? Do you fill out an outside sales review sheet for every FTA?

32 #3 Sales Focus Checkpoint Is your sales playbook ALWAYS up to date? Is your PBR ALWAYS up to date? Do you review the status of your prospect database monthly? Do you listen to TruMethods sales content every week? Do you believe that every SMB would be better off using your services? Are you relentless in pursuit of your sales goals?

33 Do you want to be World Class?

34 #4 Be process driven

35 #4 Be process driven World Class MSPs are process driven in all areas Sales Finance Business Planning Service Delivery

36 The Culture of Process

37 #4 Be process driven Establish a culture of process: Involve the entire team Does the team decide the best practices and process? Are they operators or cogs in the machine? Improve your processes Are these processes alive in your organization? Do you have a process to improve the process? Create a rhythm Daily huddles & Meetings

38 #4 Be process driven Institutionalize process: Documentation Where do you store process documentation? What is the process to keep it current? Training How often do you train on your processes? Who is responsible? Leverage process for superior results

39 #4 Be process driven Be accountable for the results: Measure How do you measure success in real-time? What rhythm do you follow? Accountability Who in your team is accountable for the results? Who is accountable for documentation? Who is accountable for training?

40 Best Practices

41 Technology Summary

42 #4 Be process driven Checkpoint Do you involve the team in process creation? Are processes alive in your organization? Do you have a regular rhythm? Do you have your processes documented & up-to-date? How often do you train on your processes? How do you measure you re effectiveness? Who is accountable for performance?

43 Do you want to be World Class?

44 #5 Command

45 #5 - Command World Class MSPs have Command

46 #5 - Command Command is a 360 degree view of the business Packaging Pricing Finance Sales Service Delivery Company Culture

47 #5 - Command Gaining Command Understand key cost drivers in the business Macro view Micro view Smart Numbers TruMethods QBR Accountability Fanatic Discipline

48 #5 - Command Checkpoint Do you complete a QBR every quarter? Have you done Micro-Picanomics? Have you done Macro-Picanomics? Are you continually measuring your performance and analyzing the results?

49 #5 - Command World Class MSPs have Command

50 5 Qualities of a World Class MSP #1 Business Planning #2 Know what you sell #3 Sales Focus #4 Be process driven #5 Command

51 Q&A.