MSPs, VARs Weigh In On Lead Generation
Prompted by an audience question, a panel of VARs and managed services providers (MSPs) at Channel Transitions VAR/MSP Executive Conference shared their insights on the most effective lead generation methods. The panel was a highlight at the event, powered by Business Solutions, on Sept. 24 at the DoubleTree Chicago-Downers Grove.
Panelists were Chris Rumpf, owner of Rumpf Computer Solutions; Bruce Nelson, president of Vertical Solutions; David DeCamillis, VP of sales and marketing at Platte River Networks; and Karl Palachuk, owner of Small Biz Thoughts and author of author of 15 books, including Managed Services in a Month and the four-volume Managed Services Operations Manual.
Rumpf, whose company provides solutions to hospitality and retail, said lists for specific verticals are available for purchase. He commented that Google AdWords, the online advertising program that allows you to choose where your ad will appear, also can be beneficial.
In addition, Rumpf Computer Solutions has an active online presence and makes networking a priority. Rumpf explained, “We network a lot with credit card reps and other people who are complementary to our industry, and when I was in the IT space, we found a lot of success with copier and managed print businesses that didn’t want to handle both sides of that business.”
Palachuk agreed that partnerships contribute to greater visibility of your company — with little associated costs. He added that lead generation best practices should include the use of a printed, mailed newsletter — with fewer people currently sending things in the mail, you will have less to compete with for the recipient’s attention. Lists for mailings from his company are generated through regular educational seminars.
Along with the other panelists, Nelson said generating leads through a variety of methods is a logical approach: “We haven’t found the so-called ‘magic bullet’ yet. We do a lot of everything.” He said the most effective approach, however, has been to get more verticalized. “We got in to healthcare three or four years ago and got pretty deep into it … We went to their shows so we got to know everyone,” he explained. “Our most effective model is picking certain niches, getting in really deep, and trying to own that space.”
DeCamillis added, “If you can find someone in your organization who is comfortable going out and meeting people and rubbing shoulders with the community, getting involved with the chamber, vendors — really, leads groups — being visible, being the face of the company and getting out there and meeting people, that’s key, because it’s all about relationships.”
“Awards don’t hurt either,” he commented. “And when you win awards, be sure to leverage them via social media and publicity.”
For more information on the Channel Transitions VAR/MSP Executive Conference, visit www.ChannelTransitions.comor email Events@BSMinfo.com. Channel Transitions will also be held on November 5 in Orlando, FL.
Channel Transitions is sponsored by platinum sponsors MAXfocus, and Worldpay, gold sponsors Harbortouch and Webroot, and networking sponsors Great America, Mercury, and Moneris, along with industry association partners CompTIA, The ASCII Group, and the Retail Solutions Providers Association (RSPA).