UNLOCK SALES GROWTH AND PERFORMANCE
Change the way you engage, demonstrate value, manage
roadmaps
and revenue with prospects and clients
and revenue with prospects and clients
Ok, there is a general sentiment that Service Providers aren't great at selling. So, what is the problem? Service Providers are talking technology, not business.
Our marketplace has changed. Tech budgets today are owned by line-of-business execs, not just the IT manager. What they SEE are service providers having technical conversations with technical people. They see maintenance people. People that are reactive, not critical to them reaching their business goals.
“Buyers today WANT a provider that has a unique knowledge of their business mission, operational needs and goals”. IT Industry Outlook 2023. © CompTIA, Inc.
They want a Service Provider that will help them achieve their business goals.
“Buyers today WANT a provider that has a unique knowledge of their business mission, operational needs and goals”. IT Industry Outlook 2023. © CompTIA, Inc.
They want a Service Provider that will help them achieve their business goals.
AND THAT’S THE CHALLENGE...
- Providers seeking to work with these customers need to change, especially with respect to sales techniques and activities.
- Talking business, shifting conversations and processes towards a client’s business goals and outcomes, is a learning curve for most Service Providers.
- But it is essential to improve customer experience and sales effectiveness, to ultimately unlock growth and performance.
ASK YOURSELF, YOUR TEAM
- Do we know our clients’ business mission, operational need and goals?
- Your clients have business goals to achieve, revenue targets to meet and risks to mitigate.
- Technology will be essential, and they will need a partner focused on using technology to achieve their goals.
WHAT’S THE SECRET TO UNLOCKING SALES GROWTH AND PERFORMANCE?
ASK THE RIGHT QUESTIONS
Ask the right questions to understand your client’s business, their goals, priorities, objectives, differentiate your approach and build rapport.
MAKE THE RIGHT RECOMMENDATIONS
Deliver recommendations and roadmaps that will help your client achieve their business goals and align your value, services and stack to their needs.
SYSTEMATICALLY DELIVER QBRs
Do quarterly QBRs focused on business outcomes, show you have helped them drive revenue, reduce cost and reduce risk.
ASK THE RIGHT QUESTIONS
“QBRs that align to a clients’ business goals and priorities are a key tool to help MSPs acquire new customers, transform their client conversation and define the roadmap.”
WITH THE RIGHT QUESTIONS YOU CAN:
- Build a rapport with your client, understand what is driving their business, where they want to be in the next 12 or 24 months.
- Understand their attitude towards technology, how they see the opportunity to better use IT to meet their business goals, what they want from their IT service provider.
- Discuss their key risks and what keeps them awake at night
- Learn who is who in the business, how they make purchasing decisions
- Uncover service gaps and opportunities
MAKE THE RIGHT RECOMMENDATIONS
Understanding your clients’ business lets you make recommendations aligned to their business goals.
It positions you as a key strategic partner, maximising customer retention and growth.
Recommendations >
Roadmaps>
Revenue >
Asking the right questions lets Service Providers provide the right answers:
Roadmaps
Revenue >
Asking the right questions lets Service Providers provide the right answers:
- Align the Service Providers value proposition and technology stack to the client’s business goals and operational needs.
- Drive the roadmap
- Deliver an agreed revenue forecast
- Provide the baseline for QBRS that can be prepared in minutes, not days.
SYSTEMATICALLY DELIVER QBRs
“QBRs that align to a clients’ business goals and priorities are a key tool to help MSPs acquire new customers, transform their client conversation and define the roadmap.”
- Shift the conversation and focus on a clients’ business goals and needs.
- Are written to engage a broad audience including the client C-level.
- Demonstrate you are delivering technology outcomes aligned to their business goals.
- Align the MSPs technology stack to customer needs to drive higher service margins.
- Are delivered four times/year. Are a billable service included in a monthly fee.
2.5X
PROFITABILITY
17%
HIGHER GROSS MARGINS
Research by Service Leadership Inc. clearly shows that delivering recommendations, solutions and outcomes focused on your clients’ business goals and needs will have a significant impact on YOUR sales growth and performance.
THE NEXT GENERATION SALES AND QBR TOOL FOR MSPs YOUR NEW SALES AND CLIENT ENGAGEMENT PROCESS IN A PORTAL.
Now ALL your managed clients can have IT roadmaps and
IT budgets aligned to their business.
IT budgets aligned to their business.
- Your MSP knows what to expect
- Your client knows what to expect and what to budget
- You can easily produce QBRs to review roadmaps and budgets with your clients every quarter.
- Your easy, consistent, scalable and repeatable sales process.
Link the client roadmap into ConnectWise workflows.
Quickly get to know new sales prospects, learn their needs and demonstrate an initial technology roadmap that sets up apart from your competitors
Run more detailed strategy workshops for existing clients, reviewing risk registers and key IT milestones. Elevate your client relationship from ‘technology’ to ‘business’
"Grassroots IT has used getKambium for client engagement for over three years now. We have had great success in getting to the important issues – the ones the clients appreciate. The depth of industry experience and recommendations available in the Library makes it so much easier for Grassroots IT to give first rate advice and value to our clients, delivered consistently across our entire team."
"It is an easy-to-use tool that every sales team needs in its toolbox.
As our sales engine is in early development, getKambium creates structure in our sales interactions that wouldn’t otherwise exist for our junior team members. When I do business owner to business owner / senior ICT manager interactions getKambium brings a level of knowledge, structure and project planning at a high level that larger projects literally sell themselves."
"getKambium for us is about transforming the business into higher level engagements and understanding as a next generation MSP. Our customers are telling us these are the most valuable conversations that we are having. The BPR process enable us to have business level conversations that are not technology centric, rather talking feeds & speeds its now how does technology exist as a business enabler."
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TALK BUSINESS WITH GETKAMBIUM
getKambium provides seamless framework you and your sales/customer success team to ask the right questions, make the right recommendations, and deliver effective QBRs.
Optimise your solutions and services to your clients’ business needs.
Automatically produces recommendations, roadmaps and budget agreed with the client.
Easily prepare effective QBRs
“What I was most impressed with was the way the product gave responses and answers to keep everything uniform
and standard across the customer base, and all account management people”
and standard across the customer base, and all account management people”
Ashley arwen | Managing Director
ADITS Pty Ltd
ADITS Pty Ltd
Overcome the "MSP Paradox"
For years MSPs have dreaded and overused the “trusted advisor” label. But are you really your client’s IT trusted advisor? As your client’s move more of their platforms to the cloud and take on new cloud SaaS solutions, are they working with you to define, specify, integrate and deploy those solutions? If your client has someone else directing that work, then they are the trusted advisor, not you! Being the “IT GUY” is no longer good enough.
You can change that. You can become the consultant your clients rely on to co-ordinate all their IT services.
Beat the “MSP Paradox”.
You can change that. You can become the consultant your clients rely on to co-ordinate all their IT services.
Beat the “MSP Paradox”.
Download a sample output report that is easy to populate with getKambium’s step-by-step process.
See what you can create in minutes when you sign up to getKambium FOR FREE!
See the power of getKambium.
See what you can create in minutes when you sign up to getKambium FOR FREE!
See the power of getKambium.
