SCALING YOUR BUSINESS
Outmarket Everyone Else In The MSP Industry
( Who Doesn ’ t Read This Article )
By Mike Michalowicz
I felt invisible . I had launched my first business , a VAR , in 1996 . Back then the popular three letter acronym for a managed service provider , was Value Added Reseller . We did basically the same thing MSPs do today , just with the technology of time . Netware 3.12 was hot and Token Ring was taking its final gasp as a new “ cutting edge technology ” called Ethernet took root .
The demand for networks was exploding . Every business wanted to connect to their PCs , their printers and the newest technology of all ... the Internet . Opportunity abound . My company was in the right place at the right time . Or was it ?
No matter how I marketed , no matter how many networking ( as in professionals socializing ) events I went to , I was struggling to grow . I would pick up clients here and there for sure , and referrals would trickle in . But I never seemed able to grow my leads , or my business , substantially .
At the same time I was operating my VAR , a company called Geek Squad started appearing in town . Between you and me , they were a joke . These folks would dress up like nerds . Black
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