Marketing for the MSP: 5 Steps to Building a Great (and measurable) Marketing Program with Derik Belair

© 2015 N-able Technologies, Inc. All rights reserved. 1

How to Market your

MSP Services


Webinar details

? REC

Length: 40 min Questions welcome any time

Recording and slides available

next day


Derik Belair

Vice President Marketing and Business Development


Now That You Have Defined Your Programs and Pricing Model, it’s Time to Generate

Some Leads


Our agenda

Follow us on Twitter #Insightsessions

ExecutePlanDefine


#1 Know your audience and their trigger points

• Replacing an incumbent vs a net new prospect

• A existing customer vs a lead that has been in your database for years



#2 Knowing how and where to reach your audience (if you don’t know, it’s time for a survey!)

• Social media public groups

• Your competitors private forum

• Industry associations

• Local associations

• Etc…



#3 Know the competition

• What is their key value proposition

• What verticals are they going after

• Where are winning against them

• Where are you loosing against them

• What is unique about what you do

• *You need to have at least 3 competitive references before you can attack



#4 Fine tuning your message

• Defining your unique value proposition– Everyone is selling managed services, so why you?

• Avoid being generic

• If it sounds complicated to you, your prospects will never understand it

• Ask yourself: Is it simple, is it valuable, can I make money doing this, will this truly help their businesses



#5 Know what you want and define your metrics

• Are you looking for net new customers, are you looking to pull prospects out of your database, are you looking to convert existing clients, are you looking to steal clients????

• What is the sales process and what are your conversion rates

• Define what a lead is and ensure that everyone agrees

• How much are you willing to pay per lead



#6 Define your call to action

• What do you want these guys to do? Trial? Download an asset? Attend an event/webinar

• Assets that drive high-value include:

• E-books, infographics, videos, pre-recorded webinars, live webinars, etc…



#7 Practical marketing

• Social media

• List building

• Leveraging PR (on the cheap!)

• Search Engine optimization and marketing

• Industry events

• Lunch & learns

• Webinars



Thank you

Derik [email protected]


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Marketing for the MSP: 5 Steps to Building a Great (and measurable) Marketing Program with Derik Belair

Technology