Compelling marketing offers drive sales for MSPs and VARs. Here’s why: 75 percent of B2B buyers revealed the winning vendor’s marketing content influenced their buying decision (Demand Gen Report). With the right combination of audience understanding and marketing know-how MSPs and VARs can develop the right offers that make browsers become leads and eventually turn leads into buyers.
Without a specialization, a key area of focus such as a vertical or industry, you’ll be competing on price alone when marketing your solutions. MSPs see success when they focus on a niche to dominate. Competition in the market is fierce as more MSPs buy RMM software, spin up a website, and begin to court your customers.
Recurring engagements have changed the business and now MSPs and VARs that have modified their businesses to reflect those changes need a solid brand to stand out from the crowd. And there is a crowd. More former engineers are hanging out their shingles and calling themselves MSPs than ever before. With the advent of remote monitoring and management software, the ease of template-based web development, and fast access to freelance creative help, MSPs believe they can piece together an ok brand to approach potential customers.
You’ve been hearing about it for a while: Lines of business (LOB) buyers will soon overtake IT in buying decisions. According to IDC, that day is now here. If you haven’t already, it’s time to restructure your technology solutions and sales process to court lines of business buyers. Here’s why:
There’s a market growth opportunity for MSPs and VARs to help firms become and remain in compliance with the General Data Protection Regulation (GDPR) from the European Union. GDPR data compliance has become somewhat of an issue for firms with EU citizens on their client lists.
Though cold calling is a foundation of some MSP and VAR lead gen strategies that’s just not the best way to attract your ideal customers anymore.
One of the most powerful things an MSP or a VAR can do for their business is to master the art of consistent lead generation. With the right leads in your funnel, the quality of your entire business improves. Firms that fill the funnel with junk leads end up with disgruntled sales people, angry engineers, and harried CFOs.
MSPs and VARs sometimes become focused on the same way of doing things when it comes to generating leads for their businesses. It does make sense if what you’re doing is working. Keep in mind, what’s working now may not bring in leads next year or even a few months from now. Lead generation for MSPs and VARs is changing rapidly, and it’s time to take steps to ensure your offers are getting in front of the right people in the right places. Bottom line: Smart MSPs and VARs diversify their lead gen options.
Here at Presh Marketing Solutions, we’re constantly reviewing industry articles, blogs, research reports and white papers, podcasts, and videos all in an effort to remain up to date on the movements of the IT channel. We’ve noticed a few key trends that may affect your MSP or VAR business. Here’s a quick preview of what we’ve learned during the first half of 2018:
On July 10th, Google rolled out some relatively large changes to their core marketing and analytics tools and it could affect the results you’re getting from your current digital marketing efforts through Google’s suite of tools and resources. Here’s a quick recap of the changes and what they mean for you: