The MSPexcellence approach was eye-opening for me and it has had a profound effect on the direction of our business.
Andover, MA (PRWEB) November 2, 2010
MSPexcellence, the industry’s most experienced sales and marketing consultancy for managed service providers and Apparent Networks, the industry leader in Remote Performance Management (RPM) solutions today announced a business coaching and partner productivity program for managed service providers. The program is designed to accelerate the revenue growth of Apparent Networks’ partners with tools that enable MSPs to establish a highly effective and efficient sales and marketing operation within their business. The program is delivered by MSPexcellence with content based on The MSPexcellence Playbook, a comprehensive guide for building a successful MSP business with proven sales and marketing strategies and methodologies used by the most successful MSP companies.
“The increased dependency on performance-sensitive voice and data applications has created an enormous business opportunity for MSPs to ensure their customer networks are fully optimized for performance, availability and cost efficiency,” said Jim Melvin, CEO of Apparent Networks. “To capitalize on this opportunity, the MSP needs to combine excellent technology with excellent sales and marketing execution. Our partnership with MSPexcellence adds the critical business tools for building a successful MSP business based on our award winning technology.”
The MSPexcellence business coaching program takes the MSP partner through all phases of establishing a professional sales and marketing operation within their business. The program emphasizes the principles of selling value, generating quality leads, managing the sales process like a science with key metrics to track progress and accurately project revenue growth.
The content for the program was developed by Todd Hussey and Dave Zwicker, the founders of MSPexcellence. Together, Hussey and Zwicker bring more than 50 years of collective experience including 20 years of direct MSP experience. Both founders have executive level backgrounds from multiple global MSP software companies and venture backed start-ups where they launched successful business-building programs to hundreds of MSP partners around the world.
“We are truly excited by our partnership with Apparent Networks and the synergy between our two companies could not be better,” said Todd Hussey, Partner and Co-founder of MSPexcellence. “Dave and I have direct experience in this technology domain and so we fully understand and appreciate the value of the Apparent Networks solution. More importantly, we know how to make MSPs successful in selling real-time communications solutions because we have done it before and we know the formula.”
The MSPexcellence Playbook provides a foundation for a series of introductory webinars, online interactive courses, electronic study guides and individualized consulting services all provided by MSPexcellence for their clients. The curriculum takes the MSP through a complete process from high level business strategy to daily sales execution. By following MSPexcellence best practices, each MSP develops their own differentiated value proposition aligned with a pricing and packaging strategy that positions the value of their managed services portfolio. The approach maintains a constant focus on solving business problems and creating customer value as opposed to selling technology based on price. This core strategy becomes the foundation for building effective lead generation programs and managing a scalable sales operation that delivers consistent and predictable revenue growth which is then tracked by key performance metrics.
“The MSPexcellence approach was eye-opening for me and it has had a profound effect on the direction of our business,” remarked Tom Kincannon, President of LumiNET, a voice and video value added reseller based in Indianapolis. “For the first time, we have a formal definition of our business value, our target market segments and how this sharpened focus will impact our future service offerings. I am confident we are now on a path to a successful transition to the managed services business model with help of MSPexcellence and featuring Apparent Networks remote performance management technology.”
Apparent Networks is also working with MSPexcellence to recruit new MSP partners. Using elements of the business coaching and sales enablement program, an introductory MSP webinar is planned and it covers the “5 Steps for Pricing Your Managed Services for Optimal Value.” The webinar also offers attendees a free business assessment tool that will help them to evaluate their readiness for operating and scaling a managed service provider business.
The MSPexcellence Playbook is the foundation for the Apparent Networks business coaching program and is packaged as a three-volume set that contains worksheets, study guides and templates for developing business strategies, creating marketing programs, building sales enablement tools and measuring operational efficiency. The MSPexcellence Playbook can be purchased directly from the company’s website. For more information please visit http://www.mspexcellence.com.
MSPexcellence is a provider of business building strategies, tools and services for managed service providers and their technology suppliers. The company was founded by Todd Hussey and Dave Zwicker who bring unparalleled industry experience to the MSP business services landscape in the form of technology messaging and positioning, pricing and packaging strategies, go-to-market planning, content-driven lead generation programs, effective sales staffing and management of the sales process. This experience is embodied in the industry’s most complete compilation of MSP best practices, The MSPexcellence Playbook, an easy-to-use guide for building a successful MSP business. More information about MSPexcellence and The MSPexcellence Playbook is available at http://www.mspexcellence.com.
About Apparent Networks
Apparent Networks brings the award-winning PathView Remote Performance Management solutions to managed service providers, resellers and IT organizations, providing end-to-end visibility into network traffic, distributed applications and cloud-based services. PathView Cloud and the PathView microAppliance offer a cost-effective remote monitoring and management capability to diagnose underlying network problems, assess network readiness and monitor performance. Apparent Networks also supports the growing Powered By PathView Program which provides partners with the performance management tools they need to ensure exceptional, consistent IT service and customer satisfaction. http://www.apparentnetworks.com
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