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Throughout my years in the telecom industry, I attended hundreds of workshops, seminars, keynote speeches, and self-help courses designed to help business owners grow their companies and become leaders in the industry or a local market. Some of those companies grew with moderate success, and some failed because of lack of staff or budget. But those that succeeded all had something in common—they were giving back to the community or were involved with charities. by   Joe Schiavone  on Jul 30, 2019 I did the same throughout the years while growing my previous (and very successful) business. And here’s my advice to those of you who want to ...
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Like for many small businesses, it is not easy for MSPs to allocate a significant amount of resources (time, money, staff) for marketing. And sometimes, even with those resources, MSPs find their marketing is not as effective as they would like it to be. With rising competition in the IT industry, effective marketing is the key to success for small and medium-sized IT service providers. But how to crack the code to success? Here are four ingredients for the effective marketing “secret sauce”: Have a marketing goal Have a target Be consistent Measure what you can Let’s go over each of them and see why they are so important. Have ...
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The Lost Art Of Closing

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By   Joe Schiavone   July 2019 The growing SaaS and Cloud trends are making the IT services market more competitive. In some spaces, like UCaaS or cybersecurity, where there used to be three or four major players, there are now literally dozens of them. Most of the vendors claim to sell through MSP partners and agent channels, but many still keep their direct sales groups active in the market. These changes push MSPs to be more aggressive with their sales, although we see the trend of losing more deals than winning them among our MSP partners. What causes this situation and how can an MSP fix it? The trend we’ve discovered ...
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How to assess your website’s SEO performance “How can we get to the first page on Google? Do we even rank on Google?” These are some of the most difficult questions for small businesses around the world, and I know it by experience. SEO (search engine optimization) is a complicated concept with ever-evolving rules that are hard to understand for people who are not savvy in digital marketing. Whether you decide to hire an SEO firm or manage   SEO in-house , it’s always a good idea to assess where the work starts and how it progresses. Here are three tools we recommend you use to assess your website performance. Google Analytics In order to ...
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What happens when you bring on a new service or partner with a new vendor to boost your business? Every MSP understands that to keep up with the customers’ needs nowadays, they must reach beyond their usual scope of service and add more technology choices to their portfolio. Finding new technology partners isn’t an issue because every vendor today wants to work with MSPs! But signing up with the vendor isn’t enough to get the sales going. In the last month, we have been interviewing our own MSP partners to find the reasons why the pipeline is not growing as fast as we all want. Here’s what we found.  MSPs expand their horizons but keep the customers ...
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Video marketing is on the rise and rapidly taking over the content marketing world.  If you haven't implemented video marketing in your content strategy, now is the time. Here is why and how to get started. Why MSPs should integrate video content into their marketing strategy According to the   2019 State of IT report   by Spiceworks, by the end of 2020, 71% of businesses expect to use video marketing for brand awareness and product education. In   “Understanding the Expanding Benefits of Marketing with Video,”   Aberdeen Group says that video marketers get 66% more qualified leads per year and achieve a 54% increase in brand awareness. ...
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For over the last 20 years in my career, I have realized one thing that agents and programs I worked with had in common. When they brought up a sale for the customer, they barely cared about the solutions but only asked one simple question, “What is the SPIFF?” By Joe Schiavone A Master Agent vs a Master Solutions Provider For every business, the importance of revenue earned every month is undeniable. For those who work as agents, the chances of earning some SPIFF as a bonus from their vendors are even more desirable. That’s why agents seem to care about how much they can earn from sale above everything else and leave aside all after-sale period, ...
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With a current pace of digital transformation, MSPs cannot afford to ignore the exploding SaaS market!   We have invited two industry experts to discuss a better and easier way to start selling Cloud solutions without disrupting your current business.  Watch the full webinar recording HERE  (51 minute viewing time) Below, we've collected some of the best advice our experts gave during the webinar in short 1-3 minute clips.  #sales #SalesManagement #Education #Video #Selling #Proces
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Whether it’s a sales pitch or a job interview, how you present yourself and your content makes the whole difference. Since the   majority of people are more   visual than auditory learners (meaning that they perceive information better when they see it than when they hear it), it is a good idea to have a slide deck prepared for any occasion. And that’s where the problem starts. In this post, we give you a few best practices that will elevate your visual presentation deck to an entirely new level. Let’s get started. Start with a simple plan First, when you identify the main subject, think of how you can split it into logical sections. For ...
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For a managed service provider (MSP), providing the most exceptional IT services to clients takes the first priority. However, sales are just as important as your services, and should not slip to the bottom of your priority list. There’s a common formula that many business owners use after a sales meeting in which a sales forecast is given: “Whatever the forecast, cut that by 50% and then subtract 20%.” I find that we do this very often because we don’t trust the numbers given by our sales forecasters. Most of the time, we wonder how accurate the numbers are, and that’s where the formula comes in—to keep us on the safe side. It seems that this is the quandary ...
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Annual Guide Recognizes the IT Channel’s Top Partner Programs San Diego, CA, 1 April 2019 : LANtelligence, Inc., a Master Solutions Provider announced today that CRN® , a brand of The Channel Company , has recognized LANtelligence, Inc in its 2019 Partner Program Guide. This annual guide identifies the strongest and most successful partner programs in the channel today, offered by the top technology suppliers for IT products and services. To assemble the guide, The Channel Company’s research team assessed each supplier’s partner program based on investments in program offerings, partner profitability, partner training, education and support, marketing ...
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How to get more online reviews for your IT business We have a great tip for MSP companies that want to attract new business online but struggle with limited marketing resources. The easiest way to improve your visibility online and get more leads is to get online reviews from your happy customers! Fortunately, one doesn’t need to be a marketing pro to do this. How online reviews can help an MSP’s marketing An online review is essentially a testimonial, only it gets more trust online since it’s posted on independent web resources by real people. In one of our previous posts , we mentioned online reviews as one of the tips to improve your SEO, but that’s ...
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Practical Lead Generation with Limited Marketing Resources In the previous post , we talked about the starting points for your lead generation program. As we said before, you must assess your current situation and make sure your sales team is ready to pick up the game from marketing before lead generation occurs. Now let’s talk about specific marketing techniques. In this post, we share some strategies we recommend you try and others we recommend you don’t. Both lists are not limited and will evolve over time with your marketing maturity and business growth. If some things you try don’t work for you, then cancel them, make a note for yourself and try something ...
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Does your organization have meetings two or three times a week? Are the problems brought up in your meetings solved in the end, or are they rehashed over and over, week after week? By Joe Schiavone @LANtelligence From what I’ve found in my travels, most managed service providers’ (MSP) meetings last a minimum of four hours a week—when they really should only take about one hour. If this is the issue your organization is often facing, it’s time to improve the effectiveness of your meetings, because frequent, long-lasting meetings increase the cost of your company’s production and revenue. The great CEO of GE, Jack Welch, once wrote that if a meeting lasted ...
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Lead Generation with Limited Marketing Resources When your business is hitting a glass ceiling of $3-5 million in revenue and you want to break it, the first question you’ll likely ask yourself is “how do I generate more leads to get more new business?” While you’re in the right mindset, there’s a huge obstacle that is common for businesses of your size: a lack of marketing resources. A simple Google search for “lead generation” yields plenty of articles, including hacks “for beginners” and “complete guides”. However, most of them are either written for marketing professionals or suggest some complicated methodologies. It is clear that there’s no way you can ...
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Get your bottom line up by partnering with specialized solutions providers. By Joe Schiavone @LANtelligence A big part of my job is to interview Managed IT Providers all around the US to understand what drives their decision to bring new services to their portfolio and what those new services do for their business. An interesting fact came up during my recent attendance at the IT Nation Evolve event (formerly known as HTG Peer Groups): Many MSPs add new services, like Cloud Voice, just to keep up with the growing competition. While racing to increase the number of services offered, many of the MSPs don’t invest in the proper development of those new offerings. ...
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Share this post with your sales team to help them communicate more effectively with their prospects in 2019! In 2018, IDG published a report and infographics describing new strategies for IT decision-makers. This report has turned the traditional IT sales paradigm upside-down, as it shows at least 8 different LOBs (Line of Business) involved in the IT purchase process. If you are selling IT services and SaaS and are looking to grow your customer base, then this is your new realm – get used to it. The days of selling to your fellow IT professionals, i.e. CIOs, IT Managers, and System Administrators, are over. Now your target audience is anyone from the CEO ...
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by Joe Schiavone @LANtelligence In the hundreds of meetings I have with MSPs across the country during the year, there’s one topic that usually stands out regardless of their service portfolio or vertical market: company core values that C-suite would love their teams to live by. CEOs and owners are trying to drive this culture from the top down, feeding the team mission and vision statements and core values. I think this is a two-way street and company culture should be a team effort, not a management directive. Regardless of what management might have planned, company culture is formed by the everyday attitudes of all the employees that come to work ...
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Social media is a flexible tool that can be effectively used for your marketing, as we discussed in the previous posts of this series. It is inexpensive (or even free), it provides good exposure to the audience, it helps promote your services, and it boosts brand awareness. In this post, we talk about how to actively engage MSP prospects on social media. Most companies treat their social media activities as passive promotions. They make sure they have their three-four posts a day with relevant content and track the traffic generated by those posts. This can bring you some results and is not very time consuming, unlike actively engaging with your followers. ...
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As an HTG Gold Member, we were honored to attend their November meeting in Orlando. This year’s event was especially significant for several reasons. Firstly, the HTG peer groups are now officially a part of ConnectWise events for MSPs all over the world. Secondly, this event highlighted some new trends and dramatic transitions most Managed Service Providers have to go through in order to preserve and grow their business. The recurring theme of the HTG event was adding SaaS services, including voice, cyber security, video conferencing, data circuits, and more, to an MSP’s portfolio. After all, the rapid rise of SaaS technology was supposed to make end-users’ ...
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