agement and their peers when things are working … but if ONE hiccup happens , ONE mistake , people are lined up at their door with pitchforks in hand , ready to blame them . So , the worst possible scenario would be their company suffering a serious breach under their watch . They realize it would potentially get them fired , leaving a big smudge on their résumé .
• Dealing with end users . Often , IT departments are underfunded and don ’ t get sufficient resources
( people , money , equipment , software ) to do a good job , so they ’ re strapped with old technology that takes a lot of time to support and maintain and creates problems . Then , they have end users screwing everything up , not following their protocols , and creating more work . If you can assist in “ managing ” the end users to take the stress and burden off their backs , many IT leaders will welcome that reprieve .
• No tools ( monitoring , remote support , etc .) and no budget or time to get them and set
them all up . Following on from the previous , many IT departments won ’ t have ticketing systems , RMM tools , documentation tools , etc . As an MSP , you can install your professional-grade tools to give them the added visibility and control over their environment they wouldn ’ t be able to buy , set up , and configure on their own . This is a BIG benefit you bring … plus , you can give them “ cool ” tech toys to play with .
Who Should You Approach First ?
In the marketing campaigns I give my clients , we approach BOTH the C-level and the IT lead with different campaigns ( which have different copy and offers ) simultaneously . This is important for starting off on the right foot with the IT leader of the organization .
That ’ s because you never want the IT leader to feel as though you ’ re going over their head . If you do , they may see you as a threat and / or may be insulted if you didn ’ t approach them first . However , the CEO truly has the decision-making power . If you approach the IT lead , you risk getting blocked from ever meeting with or talking to the CEO . The IT lead may not have the authority to say “ yes ” to a co-managed contract , but they ALL have the power to say “ no ” and keep you locked out .
This approach to prospecting is best summarized in a book called “ The Power to Get In ” by Michael Boyland . It is , by far , the best book I ’ ve read on the subject .
Additional marketing approaches could take the form of talking to C-level organizations or even IT councils and groups in your area about the concept of outsourcing part of their IT needs to a local , trusted MSP . Your website should also list this as a service you offer ( obviously ), with case studies and testimonials from clients you are delivering co-managed IT for . And , of course , building and maintaining a prospect list of companies with IT departments is a must for marketing . n
Want to learn more about how MSPs are selling co-managed IT ? Take part in our new survey at MSPSuccessMagazine . com / co-managed
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