Magazine Article | May 16, 2014

Break Out of Your Managed Services Sales Rut

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By Jay McCall

This MSP’s willingness to relinquish control of his company and focus on his sales process is leading to unprecedented double-digit growth this year.

Most IT service providers that have been around as long as DeckerWright can look back and recognize specific phases of their business evolution, including those inflection points that happen every five years or so that radically alter the business’ course. Marshall Wright, CEO of DeckerWright, had this type of defining moment in 2010 at a time when the economy was weak and his sales were flat. The catalyst for this MSP’s transition out of this challenging period, ironically, came from one of his competitors who recommended that he attend a Robin Robins event. His unexpected encounter at that event led to several key changes in his business over the past few years that resulted in 8 percent revenue growth last year and a projected 15 percent growth this year. Following are the highlights of DeckerWright’s evolution.

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