CHAMPION MINDSET CONT.
Be Market-Driven, Not Operations-Driven
“ Being market-driven means you start by identifying a problem— a sector of the market that has unmet needs, that has unsolved problems, that is being underserved— and you create the economic engine to deliver the solution to that problem,” she said.
MSPs have to focus on bigger ideas, she advised, not just tech.“ You’ ve got to be about moving your customer forward and connecting with them on a level that is unique, that is meaningful to them. That’ s when you’ re going to get some tremendous growth.”
Develop High-Value Clients( HVCs)
This is a key multiplier, Robins stressed.“ If you want to give yourself a huge strategic advantage that’ s going to allow you to grow fast and be profitable, you want to pick more valuable customers. Everything evolves around this.”
Models, Mentors, and Success Environments
MSPs that want to grow fast need to lock in a working model, whether that’ s for lead-gen, sales, marketing, etc., and get everyone on board, Robins said.“ The key is following it completely, entirely, and without skipping steps.” Once that model is working, only then can you start incrementally perfecting it.
She also stressed the importance of having mentors.“ Every highly successful person has this in common. They have somebody who believed in them more than they believed in themselves. And so you need to find a mentor.”
Robin Robins: Force Multipliers and HVCs
Robins drilled down into the business and marketing strategies of the top-performing MSPs that organically grow their businesses to $ 10 million-plus.“ There is a pattern to success,” she told the audience.
Despite the perennial challenges every MSP faces around marketing and customer acquisition, MSPs who scale to $ 1 million, $ 5 million, $ 10 million, and beyond have something in common, Robins said.“ You don’ t go from one of these stages to the next doing more of the same thing, in the same manner, with the same customers. It’ s got to change.”
Pointedly, she said,“ If you want to grow, you cannot follow the herd.”
Robins highlighted three force multipliers that fast-growing MSPs implement:
Finally, MSPs need to put themselves in successful environments, such as high-performing peer groups and member organizations.“ And lean into it,” Robins said,“ because it is brutally hard to run a business.”
Your Playbook Awaits
In addition to celebrity speakers, Boot Camp for the first time featured over 20 breakout sessions led by MSP members of TMT who revealed their best-performing strategies to get more leads, clients, and profits along with their playbooks on how to run a successful MSP.
Sarah Jordan is a staff writer at MSP Success. When she’ s not reporting on trends and issues pertinent to the MSP community, you can usually find her working on her novel’ s manuscript.
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