Sales Rookie Camp Jerry Adamoicz Gekkotek 080708

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Sales Rookie Camp:Things You Need to Know to Get

Ramped as an MSP

Jerry AdamowiczJerry AdamowiczAugust 2008August 2008

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Welcome To The World Of MSP’s

Agenda…subject to your desires as an audience:Agenda…subject to your desires as an audience:– Who am I and why am I here?Who am I and why am I here?

– Who are you and why are you here?Who are you and why are you here?

– Why do providers become an MSP?Why do providers become an MSP?

– How do you define an MSP? To yourselves and to clients?How do you define an MSP? To yourselves and to clients?

– Offerings? There is no rule of law, but there are some basicsOfferings? There is no rule of law, but there are some basics

– Pricing? The endless discussion…Pricing? The endless discussion…

– Sales Staff? Sales Staff?

– Technical Staff?Technical Staff?

– Marketing?Marketing?

– Service and a Smile…make it your SOPService and a Smile…make it your SOP

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Who Am I And Why AM I Here?

Chief Technology Officer of Gekkotek, Inc.Chief Technology Officer of Gekkotek, Inc.

Former __________ (Former __________ (fill in the blankfill in the blank))– Been there, done that….Been there, done that….

Experiences in large and small, public & private, Experiences in large and small, public & private, Client & VARClient & VAR

Architected and managed Internal/External Architected and managed Internal/External systems, as well as moves from internal to SaaSsystems, as well as moves from internal to SaaS

Managed Services experience both as Provider Managed Services experience both as Provider and Clientand Client

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Who Are You / Why Are You Here?

Just starting?Just starting?

Investigating?Investigating?

Changing business model?Changing business model?

Already deep and correcting some mistakes?Already deep and correcting some mistakes?– No worries, there will be more…No worries, there will be more…

Sample of # of Clients, Size of Clients?Sample of # of Clients, Size of Clients?

Sample of MSP size? Staff? Technical?Sample of MSP size? Staff? Technical?

Look Around – use your peers, collaborateLook Around – use your peers, collaborate

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Why Do Providers Become MSP’s?

Our favorite phrase – “customer entanglement”Our favorite phrase – “customer entanglement”

Our other favorite phrase – “revenue”Our other favorite phrase – “revenue”

LoyaltyLoyalty

Trusted AdvisorTrusted Advisor

You know about __________, before anyone elseYou know about __________, before anyone else

You can suggest, in the right directionYou can suggest, in the right direction

Ease of excuse to visit…automatic appointmentsEase of excuse to visit…automatic appointments

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How Do You define MSP?

To yourselves and your organization?To yourselves and your organization?– What are you going to “be”?What are you going to “be”?

– What is your value?What is your value?

– What do you stand for?What do you stand for?

– Why do people work for you?Why do people work for you?

To your clients and prospects?To your clients and prospects?– Include the aforementioned above….plus:Include the aforementioned above….plus:

– Why you?Why you?

– What’s different than the next firm?What’s different than the next firm?

– How do you “care more”?How do you “care more”?

– Decide how not to get into a pricing discussion.Decide how not to get into a pricing discussion.

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Offerings? There Is No Rule….

Define yourself, and adapt offerings as you grow.Define yourself, and adapt offerings as you grow.

Location:Location:– HostedHosted

– In-HouseIn-House

– On-SiteOn-Site

CategoryCategory– Break/FixBreak/Fix

– ProjectProject

– ManagedManaged

– HostedHosted

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Pricing… The Endless Discussion

Jerry’s 5 “C’s” of pricing for a clientJerry’s 5 “C’s” of pricing for a client

– CompellingCompelling

– CompetitiveCompetitive

– Cost ConsciousCost Conscious

– Customer basedCustomer based

– CaveatsCaveats

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Sales Staff

Pull, not pushPull, not push

““Tool in the tools box”, not a wholesale shiftTool in the tools box”, not a wholesale shift

EducationEducation

ExperienceExperience

ShadowingShadowing

Client understanding Client understanding

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Technical Staff?

What is your model?What is your model?

What are your goals?What are your goals?

Positives and negativesPositives and negatives

Abilities and directionsAbilities and directions

Manageability of staffManageability of staff

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How will you approach Marketing?

FocusFocus

MessageMessage

ContentContent

Name/brand recognitionName/brand recognition

EducationEducation

VarietyVariety

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Service and a Smile, Your SOP

Every client is a referenceEvery client is a reference

You can’t always win a client with great service, You can’t always win a client with great service, but it’s a good bet you can lose one without it.but it’s a good bet you can lose one without it.

Be careful of client expectations, set ground rulesBe careful of client expectations, set ground rules

Be careful of Client/Engineer marriage (dates are Be careful of Client/Engineer marriage (dates are great, don’t get married)great, don’t get married)

Over communicateOver communicate

Reports are terrific, always QA/interpret them.Reports are terrific, always QA/interpret them.

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Q&A and Contact Info

Questions?Questions?

Comments?Comments?

Experiences?Experiences?

Feel free to write or call:Feel free to write or call:Jerry Adamowicz, Chief Technology OfficerJerry Adamowicz, Chief Technology Officer

Gekkotek, Inc – Vancouver, WAGekkotek, Inc – Vancouver, WA

[email protected]@gekkotek.com

www.gekkotek.com

360-696-0280360-696-0280

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