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Closing MSP Deals Through Emotional Based Selling
Closing MSP Deals Through Emotional Based Selling

Frank DeBenedetto, CEO at Two River Technology Group, LLC and audIT Sales Presentation System, has over two decades hands-on experience implementing IT strategies. DeBenedetto imparted lessons he learned over the past 20 years during the second day of presentations at the ASCII Success Summit — Columbus held May 17 to 18 at the Sheraton Columbus Hotel at Capitol Square.

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MSP-FOCUSED MAGAZINE ARTICLES

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MSP-FOCUSED EXECUTIVE COMMENTARY

  • How To Find The Right Next-Gen Security Solution
    How To Find The Right Next-Gen Security Solution

    Working in the cybersecurity world, I’ve noticed a lot of grandiose messaging from many security vendors lately, particularly in the wake of the recent #WannaCry ransomware malware attack .

  • How Your Role As MSP Changes When Clients Transition To The Cloud
    How Your Role As MSP Changes When Clients Transition To The Cloud

    Nоw thаt сlоud соmрutіng is more widely utіlіzеd by small and midsize businesses (SMBs), it іѕ сruсіаl fоr оrgаnіzаtіоnѕ to grasp ways they can mаxіmіzе cloud-deployment solution bеnеfіtѕ while mіnіmіzіng thе rіѕkѕ оf moving traditional, on premise equipment such as servers tо the сlоud.

  • How To Add Security To Your Offering
    How To Add Security To Your Offering

    One of the most dynamic components of our services offerings is security. Not only is it ever-changing, but there are countless variations and forms of protection we need to be aware of and be providing to our clients. When you then consider the number of software manufacturers in that security space, it can become overwhelming and confusing as to how to approach security for your clients.

  • How To Safely Secure IoT Devices
    How To Safely Secure IoT Devices

    The Internet of Things (IoT) is a powerful business tool, opening new doors to connectivity, data, and efficiency. However, as IoT grows and becomes more common, the risks also increase.

  • Can Partnering With Cloud Services Providers Help Grow My Business?
    Can Partnering With Cloud Services Providers Help Grow My Business?

    Currently, an untapped opportunity exists for channel partners — one that will create a higher value exchange with customers and position businesses to take advantage of the cloud: outsourcing. 

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MSP-FOCUSED WHITE PAPERS & CASE STUDIES

  • 2017 State Of The MSP Report
    2017 State Of The MSP Report

    Datto surveyed 1,200 managed service providers (MSPs) about their daily lives both in and out of the office and published the results in this report. Download and learn all about today’s IT service professionals, from sports fandom and favorite podcasts to current business challenges and best MSP resources. Star Wars or Star Trek? We uncover that too.

  • Why IP? The Benefits Of Deploying An Open Platform IP System

    Chris Kossifos, Managing Member of CK Technology Group, took time recently to speak with Business Solutions Magazine about the benefits of deploying an open platform IP system.

  • Automating Threat Defense: Using Machine Learning To Prevent Modern Cyberattacks

    As technology continues to advance, managing and analyzing massive data sets just can’t be accomplished by humans alone. It requires huge amounts of memory and storage, as well as the high-speed processing power of the cloud. Machine learning is a process that applies advanced mathematical algorithms and powerful computing capabilities to quickly and efficiently analyze those data sets and identify patterns.

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MANAGED SERVICES EVENTS

SYNNEX Spring VARNEX April 10-15 Dallas
Ingram Cloud Summit April 11-13 Phoenix
ASCII Success Summit April 17-18 Milwaukee, WI
SMB TechFest Q2 April 21-22 Anaheim, CA
Q2 HTG Peer Group Meetings – North America May 2-6 Dallas, TX
Q2 HTG Peer Group Meetings – Europe May 16-20 Dublin, Ireland, IE
Q2 HTG Peer Group Meetings – Australia/New Zealand May 23-27 Sydney, NSW, Australia
ASCII Success Summit May 25-26 Linthicum, Maryland
Channel Transitions June 2 Philadelphia
ASCII Success Summit June 22-23 Miami Beach, Florida
SMB TechFest Q3 July 21-22 Anaheim, CA
Q3 HTG Peer Group Meetings – Europe July 25-29 Aberdeen, Scotland, GB
Q3 HTG Peer Group Meetings – North America August 1-5 Denver, CO
ASCII Success Summit August 17-18 East Brunswick, New Jersey
Q3 HTG Peer Group Meetings – Australia/New Zealand August 22-25 Queenstown, New Zealand
Channel Transitions September 14 Boston
ASCII Success Summit September 22 Toronto, ON
ASCII Success Summit September 28-29 Columbus, Ohio
ISV IQ Live! East October 6 Philadelphia
ASCII Success Summit October 13-14 Newport, Rhode Island
ASCII Cup Party October 14 Newport, Rhode Island
SMB Tech Fest Q4 October 20-21 Anaheim, CA
Q4 HTG Peer Group Meetings October 31 - November 5 Championsgate, FL

ABOUT MANAGED SERVICES

Managed services are outsourced services for which the management and responsibilities are handled by a service provider. Some common managed services include professional services automation (PSA), remote monitoring and management, mobile device management, business applications, postage, transportation, database management, information services, communication services, and many more. Nearly any piece of software or business application available today can be offered as software as a service (SaaS).

A managed service provider (MSP) is an individual or organization that handles the management and upkeep of a provided service and is responsible for delivering and maintaining the service. Managed services often operate on a near-fixed or flat monthly payment model, sometimes with an initial up-front cost for setup which creates a consistent revenue stream for managed service providers. MSPs may often use a Vendor Management System (VMS) to provide both parties with detailed analytics and data about the services being provided. In addition to the VMS, the deployment and control of customers' managed services is often done with specialized software known as Remote Monitoring and Management (RMM) software. The MSP business model has become more common due its success and the consistent revenue stream that it provides. Some value-added resellers (VAR) also offer products and services with a similar recurring-payment model.

Many government agencies use managed services and many fortune 500 companies take advantage of them as well. Managed services can replace the traditional off-the-shelf resale method, but switching poses many challenges including a more complex billing process and a new sales process which is more service based.

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