Business Resource Center: MSP InstituteOn-Demand Webinars

1 - Today's Most Successful MSP Programs

1 - Today's Most Successful MSP Programs

Part of successfully selling your services entails knowing what the market already purchases. This webcast shares a series of programs we’ve seen our own customers use, so you can build out your own services portfolio.

2 - Maximizing Business Success

2 - Maximizing Business Success

Increasing your margins as an MSP goes a long way in helping you reach your business goals. This webcast covers the cost-up approach, which is designed to help you grow your business and increase your margins.

3 - Building your MSP Sales Process

3 - Building your MSP Sales Process

Successful businesses treat sales like a system, which allows them to repeat processes and diagnose any bottlenecks. This webcast discusses how to build a sales process (based on those used by today’s successful MSPs) and is designed to help you earn a steady stream of new business.

4 - Identifying your Target Audience

4 - Identifying your Target Audience

This on-demand webcast is intended to help you understand why focusing on the right customers matters for your bottom line—while also providing you with a method for potentially finding and identifying new customers.

5 - Managing your Sales Team

5 - Managing your Sales Team

Managing a sales team can be challenging—from finding the right people to tracking metrics. This webcast was designed to help give advice on hiring, compensating, and managing salespeople, and to provide insight into which sales metrics to track.

6 - Increasing Sales Through Marketing Success

6 - Increasing Sales Through Marketing Success

Before tackling advanced marketing techniques, you should have the fundamentals down. This webcast covers those fundamentals to help you understand the basic building blocks of marketing, the elements of marketing strategy, and measuring marketing success. The webcast also gives you five practical steps—that you can implement almost immediately—designed to help you improve your marketing.

7 - Best Practices in Operational Success

7 - Best Practices in Operational Success

In this webinar, we cover both network operations centers (NOCs) and service desks and how you can use both to improve your efficiency and provide better service to customers.

Webinar - 8 - Are you Ready to Go to Market?

8 - Are you Ready to Go to Market?

In this webinar, we cover how to assemble a practical go-to-market plan to help maximize the chances of a successful program launch in the market.

Selling & Value Proposition

1 - Selling & Value Proposition

Before prospects will say yes to your services, you must be able to speak to them in a way that demonstrates your organization’s value. This covers the types of programs you can offer, the foundational elements of an effective value proposition, and how to present programs in a way that resonates with prospects.

Upselling & Cross-selling

2 - Upselling & Cross-selling

It’s not uncommon for a business to focus too much on earning new customers instead of increasing revenue from existing clients. The MSP Institute webcast, Upselling & Cross-selling, was created to help you understand how to potentially win more business from existing customers. The topics covered include benefits of upsells and cross-sells, building an account management process, and several techniques designed to help you sell more to your current customer base.

Managing Customer Relationships

3 - Managing Customer Relationships

In the IT service business, customer relationships are foundational to success. This webinar was designed to provide tips on improving and strengthening customer relationships by discussing how to be fluid with your MSP practice, presenting a 30-day customer management process, and outlining guidelines for strategic customer meetings.

Objection Handling: Increase the Odds of Closing the Deal

4 - Objection Handling: Increase the Odds of Closing the Deal

Sales objections don’t have to be scary—they can provide insight into your prospects’ needs, helping increase the odds of closing the sale. This webinar presents a process designed to help you navigate objections on the path to a close.

Selling Backup the Easy Way - Part 1: What are you Actually Selling?

Selling Backup the Easy Way - Part 1: What are you Actually Selling?

When selling backup, it’s tempting to sell on technical specs. However, customers often buy for other reasons, like continuity, availability, operations, and ultimately, peace of mind. Find out more about what you’re actually selling when you sell backup services.

Selling Backup the Easy Way - Part 2: Defining the Service and Scope

Selling Backup the Easy Way - Part 2: Defining the Service and Scope

Once you know how to position backup services based on what customers actually buy, you should focus on figuring out how to scope your services. This video talks about determining what customers’ objectives are and what you need to provide to meet those objectives.

Selling Backup the Easy Way - Part 3: Defining SLAs and Pricing

Selling Backup the Easy Way - Part 3: Defining SLAs and Pricing

At a certain point in your backup sales process, you have to get down to brass tacks. This webcast provides some ideas on what to think about when defining both your SLAs and pricing—including what to protect, how often you’ll back up data, and how quickly you must recover that data.

Selling Backup the Easy Way - Part 4: Don't Sell Backup at ALL!!!

Selling Backup the Easy Way - Part 4: Don't Sell Backup at ALL!!!

At the end of the day, customers often don’t care about backup itself—they care about recoverability, business continuity, and operational uptime. This webcast covers these points and more, and was designed to help you sell more backup services.

Security Fundamentals

Security Fundamentals

This webinar covers the fundamentals of cybersecurity, including the current cyberthreat landscape, the strategy behind layered security, and key advice on how to sell more security services to your existing clients.

10 Steps to a Proactive Security Model

10 Steps to a Proactive Security Model

Many businesses expect their MSPs to provide some level of cybersecurity, but you may be stumped on where to start. This webinar discusses the current threat landscape and presents a 10-step process for getting started with providing proactive cybersecurity.

How to Take your MSP from Zero to Social in One Week (or Less!)

How to Take your MSP from Zero to Social in One Week (or Less!)

You need to be on social media. Everyone tells you so. But how do you start? Which networks are the right ones? What do you say? How often do you say it? Should you pay for ads? What kind of ads? Going social with your MSP brand can be daunting - but it doesn't have to be. This webinar will give you the steps and action plans you need to create and implement a social strategy that will start you on the path to making your brand approachable, engaging, and trusted.

5 Steps to Marketing your MSP

5 Steps to Marketing your MSP

Marketing your business can be a full-time job (which you may not always have time to do!). In this webinar, you will learn quick and easy steps to create and execute an effective marketing plan to reach your ideal customers and grow your business.

Emergence of User Experience and Security

Emergence of User Experience and Security

End-user experience is a daily topic we discuss with partners globally. However, this is still a fairly new identified need and expectation in the marketplace. In this webinar, we will review the key components of user-experience management and how security overlays this need. What can you start to do today, and how do you drive value to the customer as you add these services to your stack?