Erick Simpson - MSP Expert, Influencer, Thought Leader

This White Paper focuses on how to grow IT channel revenues in a challenging market. With a myriad of suitors for competing products, services and solutions vying for their attention, your IT provider prospects now have many more options when considering who to partner with to help them grow their businesses. This makes traditional partner acquisition, retention and enablement much more challenging and costly than ever before, forcing you to identify new, more effective ways to improve your… Show more

This White Paper focuses on how to grow IT channel revenues in a challenging market. With a myriad of suitors for competing products, services and solutions vying for their attention, your IT provider prospects now have many more options when considering who to partner with to help them grow their businesses. This makes traditional partner acquisition, retention and enablement much more challenging and costly than ever before, forcing you to identify new, more effective ways to improve your channel program’s effectiveness. In order to do so, you must identify and leverage new solutions and strategies to increase channel revenues while reducing associated costs. Show less

This best practice guide focuses on Telecom Services and Solutions. Topics include why Telecom is so hot, what it is and the opportunity for IT providers to earn additional recurring revenues by selling Telecom Services and Solutions to their customers along with traditional IT services.

This best practice guide focuses on the Cloud. Topics include what the Cloud is, why Cloud Computing is so hot, why customers are moving to the Cloud and how to build a Cloud Practice. Also covered are creating your Cloud offering and pricing, positioning, marketing and selling Cloud solutions.

What do channel partners really want from their vendors?
That's the subject of this e-Book. Knowing the answer to that question can help channel vendors more successfully market for and acquire new partners, and provide them the tools they need to succeed in the most efficient, cost-effective manner possible. These are the keys to lowering partner acquisition, enablement and overall channel program costs and accelerating program ROI by enabling channel partner success more rapidly and… Show more

What do channel partners really want from their vendors?
That's the subject of this e-Book. Knowing the answer to that question can help channel vendors more successfully market for and acquire new partners, and provide them the tools they need to succeed in the most efficient, cost-effective manner possible. These are the keys to lowering partner acquisition, enablement and overall channel program costs and accelerating program ROI by enabling channel partner success more rapidly and effectively. Show less

Told through a simple parable, the story in this profound business book contains insights that will help its readers anticipate and manage change successfully in all areas of their lives - work, personal relationships, family and children and much more. This Business Book Brief provides an overview of the book and its 7 business insights, with special attention to 3 key business lessons.

This best practice guide focuses on Unified Communications Services and Solutions. Topics include what Unified Communications is, why Unified Communications is so hot, and the opportunity for IT providers to earn additional revenues by selling Unified Communications Services and Solutions to their customers.

This best practice guide focuses on Mobility Services and Solutions. Topics include what Mobility is, why Mobility is so hot, and the opportunity for IT providers to earn additional revenues by selling Mobility Services and Solutions to their customers.

This best practice guide focuses on Virtualization Services and Solutions. Topics include what Virtualization is, why Virtualization is so hot, and the opportunity for IT providers to earn additional revenues by selling Virtualization Services and Solutions to their customers.

This reference provides a starting point for creating compensation plans for technical staff and covers base salary, incentives and individual and team bonus scenarios.

This reference identifies the words most commonly used during the sales process with negative connotations. and their suggested replacements. Using the replacement words with positive connotations will help accelerate sales velocity and close opportunities faster.

This reference covers the questions and topics that should be asked and covered in order to receive relevant information from prospects during sales activities in order to successfully close business for IT Services and Solutions.

This handbook focuses on understanding the questions that should be asked and topics that should be covered during the 7 Step Sales Process for IT Services and Solutions to accelerate sales velocity and shorten sales cycles.

This best practice guide covers how to develop a successful Managed Services Business Plan, and walks you through each of the 7 sections of a Managed Services Business Plan Template

This best practice guide focuses on developing a plan of action to leverage your organization's Strengths, overcome its Weaknesses, exploit Opportunities and guard against Threats.

Loss of data is a common problem for businesses. Fortunately, it's a problem that can easily be avoided with the correct preparation. This best practice guide focuses on the basics of disaster recovery plan development.

What does it cost you to deliver Cloud Services to your clients, and how does this differ from delivering Managed Services? Do you know how to calculate the full burden of each of your billable technicians, along with your facilities and Cloud services burdens? This best practice guide reveals how to determine your true service delivery costs – even for Cloud Services. Knowing how to calculate these costs will help you determine whether or not your bill rate for Cloud Services agreements are… Show more

What does it cost you to deliver Cloud Services to your clients, and how does this differ from delivering Managed Services? Do you know how to calculate the full burden of each of your billable technicians, along with your facilities and Cloud services burdens? This best practice guide reveals how to determine your true service delivery costs – even for Cloud Services. Knowing how to calculate these costs will help you determine whether or not your bill rate for Cloud Services agreements are really netting you the margins you desire. Discover the secret that Best in Class Cloud and Managed Services Providers already know that helps them achieve 60% margins. Show less

This best practice guide focuses on effective techniques to improve lead generation outcomes for Cloud Computing Services.

This best practice guide focuses on the Cloud. Topics include why Cloud Computing is so hot, what it is and why customers are moving to the Cloud. Also covered are what Cloud solutions are in demand, how they are deployed and maintained and how to get started delivering Cloud Computing solutions.

This best practice guide focuses on one of the most critical activities for service delivery profitability - the dispatch function. Proper management and scheduling of billable resources will increase utilization, profitability and client satisfaction. This guide covers best practices for proactive remote maintenance support, reactive and scheduled onsite services, dispatch management of technical resources, and effective communication techniques between all affected parties to maintain SLAs… Show more

This best practice guide focuses on one of the most critical activities for service delivery profitability - the dispatch function. Proper management and scheduling of billable resources will increase utilization, profitability and client satisfaction. This guide covers best practices for proactive remote maintenance support, reactive and scheduled onsite services, dispatch management of technical resources, and effective communication techniques between all affected parties to maintain SLAs and client satisfaction. Show less

This best practice guide focuses on revealing the importance of the Sales Engineer in the pre and post-sales process, along with best practices for sales engineering to accelerate sales velocity and improve overall profitability.

This best practice guide focuses on revealing the importance of the Project Manager in the pre and post-sales process, along with best practices for project management to minimize costly mistakes and improve overall profitability, and effective I.T. solution and infrastructure upgrade proposal creation to support profitable Managed Services delivery.

Have you transitioned from a professional services or time and materials model to Managed Services?
Do you have a shared group of technicians that deliver project labor, break/fix and Managed Services to your clients?
Are you unsure how to calculate your true cost of service delivery and margin for each of your technicians, clients and Managed Services Agreements?

This best practice guide focuses on the service delivery process and procedures necessary for effective, efficient Managed Services delivery.

The importance of the sales engineer’s role in building, growing and supporting an IT organization’s sales and marketing efforts cannot be overstated. The sales engineer is the buffer between sales and deployment and is one of the keys to project profitability.

This best practice guide focuses on the service delivery process and tools necessary for effective, efficient Managed Services delivery.

The fourth publication in MSP University's best-selling Managed Services Series, The Best NOC and Service Desk Operations BOOK EVER! reveals how to build, staff and maintain a NOC and Service Desk effectively and profitably, along with best practices and techniques to increase efficiencies and net profits for these critical business service delivery business units. This comprehensive resource documents and discusses best practices for NOC and Service Desk infrastructure design, tools and… Show more

The fourth publication in MSP University's best-selling Managed Services Series, The Best NOC and Service Desk Operations BOOK EVER! reveals how to build, staff and maintain a NOC and Service Desk effectively and profitably, along with best practices and techniques to increase efficiencies and net profits for these critical business service delivery business units. This comprehensive resource documents and discusses best practices for NOC and Service Desk infrastructure design, tools and technology, deliverables, pre-requisites for service, agreements and addendums, SLAs, processes, clients, management and outsourcing considerations all geared to help your organization or business unit increase efficiencies and net profitability while reducing risk and mitigating pain for you and your clients and end users. Whether you are looking to build out your NOC and Service Desk from scratch, are interested in learning how to effectively outsource and manage specific components of these units, or simply wish to evaluate the processes you currently employ in your own NOC and Service Desk, this reference will teach you how to improve processes, maximize efficiencies and increase client satisfaction - all while improving your bottom line Show less

The Sales Engineer’s purpose is to accelerate sales velocity, and they should only be introduced into a client engagement when this opportunity exists, otherwise they may actually impede the sales process. This best practice guide focuses on the role and proper utilization of the Sales Engineer.

This best practice guide focuses on the infrastructure hardware, software and services necessary for effective, efficient Managed Services delivery.

With the right services and messaging, there are real opportunities for IT providers of all stripes to grow revenues in an economic downturn. Here’s how.

When the economic outlook is bleak, belt-tightening for businesses becomes a reality, affecting Managed Services Providers along with other IT focused firms. This best practice guide focuses on techniques to help your business weather the storm during uncertain economic cycles.

This best practice guide focuses on effective Managed Services Marketing Plan creation and execution strategies, and covers the required components of a successful Managed Services Marketing Plan, integrating your Managed Services Marketing strategy into your Managed Services Business Plan, using your Managed Services Marketing Plan to forecast and project revenue, and a month-by-month Managed Services Marketing Plan execution strategy.

This best practice guide focuses on the components of a successful Managed Services Agreement, including specifics on what to include and what to exclude, the term of the Agreement and developing a prioritization and response and resolution process for effective SLA management. Also shared is valuable information tailored to protect you and your client, and how to increase the value of your organization through your Managed Services Agreements and the importance of having your legal team review… Show more

This best practice guide focuses on the components of a successful Managed Services Agreement, including specifics on what to include and what to exclude, the term of the Agreement and developing a prioritization and response and resolution process for effective SLA management. Also shared is valuable information tailored to protect you and your client, and how to increase the value of your organization through your Managed Services Agreements and the importance of having your legal team review each and every document and Agreement you use in your business practice. Show less

This best practice guide covers the importance of a professionally-prepared proposal in shortening sales cycles for IT solutions, infrastructure upgrades, and Managed Services proposals. Learn what to include, exclude and how to structure your proposals properly to accelerate the sales process.

In this FAQ guide Erick Simpson, managed services expert, vice president and CIO of Intelligent Enterprise and MSP University, examines what should be included in a managed services agreement, popular pricing models for managed services providers, how to market managed services and more. In the supplemental podcast, Erick discusses why service providers are shifting their models to include managed services and how to profit from the delivery of these services.

The third publication in MSP University s best-selling Managed Services Series, The Best I.T. Service Delivery BOOK EVER! covers all aspects of delivering I.T. and technical services to end-customers through 4 types of service delivery models Hardware Warranty, Break-Fix, Professional and Managed Services. This comprehensive resource details best practices for service delivery, including a description of each service model and strategies for maintaining or maximizing each model, as well as… Show more

The third publication in MSP University s best-selling Managed Services Series, The Best I.T. Service Delivery BOOK EVER! covers all aspects of delivering I.T. and technical services to end-customers through 4 types of service delivery models Hardware Warranty, Break-Fix, Professional and Managed Services. This comprehensive resource details best practices for service delivery, including a description of each service model and strategies for maintaining or maximizing each model, as well as migrating from one service model to another. Covering service pricing and positioning, service delivery, hiring and compensating and training staff and maximizing customer trust, satisfaction and loyalty, this resource is certain to become a key reference manual in your organization. This book will reveal how to successfully deliver I.T. Solutions and Managed Services to become a Trusted Advisor to your clients. These methodologies have helped thousands of Solution Providers tremendously increase their revenues. The Best I.T. Service Delivery BOOK EVER! applies the most highly effective I.T. and Managed Services delivery techniques ever developed to increase your efficiencies, client relationships and revenue, and provide a roadmap to migrate from one service delivery model to another! We've included everything you'll need in The Best I.T. Service Delivery BOOK EVER!, allowing you to: Identify or establish your current service delivery model Understand key characteristics and important considerations for each service delivery model. Determine whether you are in Build, Maintain or Maximize mode, and if you are ready to Migrate Recognize the key staff necessary for each model and mode Create an effective hiring, compensation, and training process for all staff Improve customer satisfaction, become a Trusted Advisor and sell more solutions and services to your clients. Show less

This best practice guide focuses on developing the necessary verbiage and structure to create successful outbound call scripts. Most Managed Services sales start with a powerful calling effort that creates a well qualified lead. Learn techniques required to get past the “Gate Keeper” and create the foundation for a successful first appointment and needs analysis.

What is a Trusted Advisor? Are you a Trusted Advisor? Do your clients want or need a Trusted Advisor? This best practice guide focuses on the power of this critical role in every small business, and how you can increase your IT practice's revenue by becoming one.

This best practice guide focuses on effective techniques to improve lead generation outcomes for Managed Services.

This best practice guide walks you through each step of your first Managed Services sales appointment—and your second, and your third, then teaches you to conduct a client needs analysis that reveals you as the expert and provides you with key talking points and strategic answers to the most common objections. Also clarified are the details of the Managed Services sales process and the strategic details of a Managed Services Proposal, Cost Savings Analysis, and Managed Services Agreement… Show more

This best practice guide walks you through each step of your first Managed Services sales appointment—and your second, and your third, then teaches you to conduct a client needs analysis that reveals you as the expert and provides you with key talking points and strategic answers to the most common objections. Also clarified are the details of the Managed Services sales process and the strategic details of a Managed Services Proposal, Cost Savings Analysis, and Managed Services Agreement. Finally, it reveals a Managed Services sales technique so unique, it nearly forces your client to sign your Managed Services Agreement and empowers you to close the deal! Show less

This best practice guide illustrates best practices for creating a marketing process supported by effective appointment setting and telemarketing activities for IT Solutions and Managed Services sales opportunities to accelerate the sales process.

Following up on the success of The Guide to a Successful Managed Services Practice - What Every SMB IT Service Provider Should Know...; the definitive book on transitioning a reactive IT business model to proactively-delivered Managed Services, The Best I.T. Sales & Marketing BOOK EVER! focuses squarely on one of the most challenging aspects of running a successful I.T. practice - growing through effective sales and marketing. At nearly 500 pages, The Best I.T. Sales & Marketing BOOK EVER!… Show more

Following up on the success of The Guide to a Successful Managed Services Practice - What Every SMB IT Service Provider Should Know...; the definitive book on transitioning a reactive IT business model to proactively-delivered Managed Services, The Best I.T. Sales & Marketing BOOK EVER! focuses squarely on one of the most challenging aspects of running a successful I.T. practice - growing through effective sales and marketing. At nearly 500 pages, The Best I.T. Sales & Marketing BOOK EVER! reveals how to successfully sell and market I.T. solutions and become a Trusted Advisor to your clients. Drawing upon MSP University's experience in helping Partners across the country transition to an annuity-based, proactive Managed Service delivery model, each phase of the I.T. Sales and Marketing process is addressed. Broken down into logical sections, this book helps you choose your target market, determine your service offerings and develop your marketing message, as well as the methods by which to successfully deliver it. Follow-on chapters address hiring the right sales staff, as well as training, incenting and managing them for success. Additional topics covered include appointment setting and conducting the first, second and third client sales appointments - all the way through closing the deal with the decision-maker. The downloadable content contains over 50 newly designed marketing collateral, case study and white paper templates, as well as a complete 17-page business-winning I.T. Solutions and Managed Services website design worth $5,000. Chock full of additional new tools and collateral, the downloadable material included with this title greatly enhances the value of "The Best I.T. Sales & Marketing BOOK EVER!", and insures that this unique publication lives up to its name. Show less

By its very nature, managed services is proactive, giving you greater control of your cash flow and more time to focus on building your business.

Many resellers recognize that there's money to be made in managed IT services, but in their haste to adopt a new business model they forget a step vital to the success of any new business venture: the business plan. Before you take the plunge into managed services, take the time to update your company's business plan. An effective business plan will help you confirm the viability of your venture, set realistic goals based upon the market research that you conduct, and provide a roadmap to your… Show more

Many resellers recognize that there's money to be made in managed IT services, but in their haste to adopt a new business model they forget a step vital to the success of any new business venture: the business plan. Before you take the plunge into managed services, take the time to update your company's business plan. An effective business plan will help you confirm the viability of your venture, set realistic goals based upon the market research that you conduct, and provide a roadmap to your success while minimizing risk. Show less

The Guide to a Successful Managed Services Practice applies some of the most innovative and highly effective Managed Services techniques ever developed, and proven to increase long-term predictable revenue, thereby increasing an IT Organization's value. Leverage MSP University's successful Managed Services concepts - 3 Killer Managed Services deliverables - A Unique Managed Services Sales Process so successful that Clients can't resist signing your Agreements - Pricing your Managed Services… Show more

The Guide to a Successful Managed Services Practice applies some of the most innovative and highly effective Managed Services techniques ever developed, and proven to increase long-term predictable revenue, thereby increasing an IT Organization's value. Leverage MSP University's successful Managed Services concepts - 3 Killer Managed Services deliverables - A Unique Managed Services Sales Process so successful that Clients can't resist signing your Agreements - Pricing your Managed Services deliverables for Maximum Profit - What to do after your Client is sold - Advanced Annuity-Based revenue philosophies. The Guide to a Successful Managed Services Practice includes everything you'll need to: - Transition to a successful, Annuity-Based Managed Services model and Evaluate your existing Clients and calculate what they'll be worth on a Monthly and Yearly basis when converted to Managed Services - Successfully market and sell Managed Services to new Clients - Increase your organization's overall value by transitioning to an Annuity-based Service Delivery model. *Includes nearly 30 downloadable Managed Services Business, Technical, Sales and Marketing Tools, Forms and Collateral! *Bonus: 4 Business-Winning PowerPoint Presentations! *Extra Special Bonus: Recorded Managed Services Webcast download included! Show less