All posts written by davidwalter

GUEST BLOG: Is Your MSP Business Dedicated to Removing Bad Apples?

I believe most MSP business executives have read the book Good to Great and probably took away at least one solid principal. The most common lesson that IT providers learned from the book is that employees who don’t believe in their mission and core values, “should get off the bus.”

However, after spending some time embedded with computer consultants I have started to doubt whether this powerful message from Good to Great has really permeated their decision-making process. Are MSPs today as committed to firing rouge employees as Steve Jobs was at Apple? Continue Reading…

GUEST BLOG: Can You Use a Psychologist’s Technique From Good Will Hunting to Make a Breakthrough With IT Marketing?

The Importance of Morale

IT marketing is a cutthroat game where personal feelings do not play into business decisions. No one’s going to buy from your MSP because it will make your salespeople “feel good.” They’re going to buy based on shifting factors which may or may not be legitimate. Oftentimes, clients buy not based on service, but on the perception of quality. They perceive that a given provider will yield a certain level of quality Continue Reading…

Could Reading a Book Transform Your IT Marketing?

Knowledge is Power

Successful IT marketing is like a mustard seed. A mustard seed is tiny but it makes a bush that is many times larger than a man. There is an ancient parable about faith this small being able to move mountains. Many dismiss this because there is no mustard “tree,” and that’s what the parable references. However, the Black Mustard is an invasive species with individual bushes that can grow fifteen feet high and, eventually, extend into a hill-conquering thicket.

An idea is like a black mustard seed. It doesn’t have to be some universe-changing paradigm to actually alter the universe. One reason Apple took off was because Steve Jobs saw Steve Wozniak monkeying around with an interface appropriated from Xerox. Continue Reading…

Guest Blog: Do You Have a Self-Fulfilling IT Marketing Attitude?

Two Kinds of Self-Fulfilling Prophecy

Your IT marketing strategy will both benefit and be harmed by the same thing: your attitude. Have you ever heard of a phenomenon called the “self-fulfilling prophecy?” In brief: you make it true by the terms which define it. Here’s an example of a self-fulfilling prophecy: “If you work hard and give it your best, you’ll do well.” By working hard and giving whatever “it” is your best, you’re very likely to succeed. But consider this: imagine a biased, jaded, one might even say post-modern Continue Reading…

Guest Blog: Are You Harnessing the Law of Attraction for MSP Marketing Success?

Have you considered applying the Law of Attraction to your MSP marketing strategy? If you’re not aware of the concept that was made mainstream by the book The Secret, here’s a brief overview: the Law of Attraction states that whatever you think about and focus on the most will manifest itself. That means if you are constantly worried about losing clients or failing— that’s inevitably what will happen.

However, you can harness the power of the Law of Attraction to catapult you to success. How? By simply focusing on the positive and not allowing negative thoughts to ever enter into the equation. Instead of thinking about everything that could go wrong in your business, Continue Reading…

Tech Talk MSP Blogs Attract Only Technical People!

If you take a closer look at MSP blogs, you’ll notice that they’re often Tech Talk style articles, written for technical instead of financial professionals. It makes much more sense, however, for MSPs to address business issues that appeal to CEOs and CFOs. Continue Reading…

Are There Too Many Chefs in Your ‘Marketing for IT’ Campaign?

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Too Many Chefs, Not Enough Cooks

Marketing for IT can be a lot like a kitchen with managerial conflict. Yes, a chef is a cook. But generally, with a larger kitchen, the chef produces recipes, source materials for food preparation, and commands the ship of his or her kitchen toward the harbors of successful food preparation and delivery. Certainly, a ship’s captain also understands how to hoist the sails and pilot his vessel. Maybe his first mate does as well. But both can’t be giving orders, or the sailors manning the vessel are confused. In the kitchen, the food gets ruined if everybody tries to simultaneously cook. When it comes to IT, you’ve got exactly the same troubles.

Actionable IT

An IT provider will have information pertaining to SEO, and maybe even passing familiarity in its application. But just as often, that IT provider doesn’t have time to actually produce articles required in a successful SEO campaign. They can’t be banging out blogs every day. They can’t be surfing through social media posting relevant content. They can’t be making photographic and video content for YouTube, Minds.com, or other sites. Continue Reading…

Guest Blog: Don’t Fall for Perceived Managed Services Marketing Traps!

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Finding Truly Valuable Marketing Solutions

Managed services marketing is provided by many different agencies, and so comes in all shapes and sizes. Some are going to be more effective than others. As you review the varying proposals you’ll encounter managing an MSP, what you need to watch out for is perceived value masquerading as actual value.

Solutions that offer high-perceived value won’t give you any “bang for your buck,” as the saying goes. You’ll see diminished returns. It looks like this: there will be an exhaustive list of service provisions, but as you truly look at them, you realize they’ve repackaged terms for basic customer service. You ask for assistance and somebody tells you how to do the job yourself. Whether what you create works or not is beside the point — you were paying for marketing, not consultation! Perceived value often dresses up advice as though it were service delivery. Continue Reading…

Guest Blog: Make Sure to Think Happy IT Marketing Thoughts to Fly!

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IT marketing requires a positive attitude. This is where fiction, as an educational medium, becomes one of the most useful tools, and to that end, it’s worthwhile to consider J.M. Barrie’s character Peter Pan.

The story has captured the imagination of children worldwide for decades, and it’s easy to see why: you can fly. Peter Pan points to a happy thought and some pixie dust as a recipe for becoming airborne. You get your happy thought, hold onto it, and begin to soar. Now, not many realize this, but that character and plot device (happy thoughts as a means of flight) are both real aspects of Barrie’s life. There are speculations that Captain Hook represented Barrie’s wife, and Continue Reading…

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