Updated: Oct 21, 2024
MSPX has teamed up with members of The ASCII Group to find out which strategies are working best to help grow their MSP businesses. Here, six industry leaders share the marketing tactics, strategic partnerships, and unique value propositions that have been most effective for them. This collective knowledge highlights what’s resonating most with clients and how MSPs are setting themselves apart in an increasingly competitive landscape.
What marketing or sales strategy has been most effective in helping you win new clients in the past year?
David Stinner - President at US itek
Setting up live breakfast seminars has been the most effective way to generate new business. We hold monthly events, getting on average about 20 participants, and we speak on an educational topic each month. We do not do any selling, but we are closing one new client at each event.
How have strategic partnerships contributed to your success in acquiring new business?
David Stinner - President at US itek
Networking face to face at a local B2B business group with a lot of businesses that have the same strategy or prospect type has been a very rewarding experience. As the president of the MSP, I joined a group a year and a half ago and have closed about five deals, including new MRR.
What unique value proposition has resonated most with potential clients during your sales process?
David Stinner - President at US itek
Being able to offer co-managed IT and particularly sell cybersecurity services while leaving another less capable IT provider in place has been a winning approach. We eventually might take over the Managed IT, but either way, we are in the driver's seat with the relationship, and the incumbent provider becomes more of a support role.