How to Measure Managed Services Revenue Growth

Posted by George Humphrey on 2/15/17 5:00 AM

Managed services is a key growth engine in the tech industry, and as explained in Technology-as-a-Service Playbook: How to Grow a Profitable Subscription Business, can play a major role in the profitable transition to a XaaS business model. More and more cloud companies are recognizing the importance of managed services, but are also finding that managed services requires measurement on a variety of growth metrics in order to fully understand its impact. In this post, I'm going to share which metrics your managed services business can use to track growth so you can be sure to put the right practices in place that will significantly influence your company's success in achieving profitable growth.

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Topics: managed services, managed services providers, managed services sales, managed XaaS

Who Should Sell Managed Services?

Posted by George Humphrey on 1/12/16 7:30 AM

Selling managed services is unlike selling anything else in the technology industry. It’s a journey that the salesperson needs to take with their customer, which are typically much longer than the traditional product sales motion, and require specialized skills. Based on recent TSIA research, we were able to get a closer look at the types of roles engaged in managed services sales motions within the industry’s top companies. While the majority of companies we surveyed allow their general sales team to sell managed services, recent trends are showing that some are building a dedicated sales team within their organization, which has yielded some interesting results.

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Topics: managed services sales

Selling Managed Services: Which Sales Model is Best?

Posted by George Humphrey on 10/14/15 6:30 AM

As more companies begin to leverage managed services in their transition to a more outcome-based business model, developing the right sales strategy is at top of mind. However, due to longer sales cycles, higher cost of sales, and higher risk/reward opportunities, selling managed services is quite different than selling any other kind of technology. (Tweet this!) Providers can no longer take the “same old sales” approach if they’re to achieve their ROI, but must ensure they have the right processes and people in place to properly sell managed services. 

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Topics: managed services, sales, managed services sales

A Year of Service Industry Transformation: A Look Back at 2014

Posted by Technology Services Industry Association on 12/23/14 8:03 AM

12 Days of Insights: A Look Back at 2014

To celebrate the holiday season, we’re giving the gift of knowledge! Join us as we share our favorite posts from top technology services thought leaders in our 12 Days of Insights blog series.

As 2014 draws to a close, the TSIA research team wanted to provide a brief recap of the top trends, lessons learned, and key takeaways the past year had to offer. Let's take a look at what we've learned this year, as well as what's on the horizon for the technology services industry in 2015.

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Topics: customer success, education services, managed services, service revenue generation, professional services, customer support, field services, managed services sales, expand selling, 12 Days of Insights

[Infographic] Benchmarking Managed Services Performance: How Do You Compare?

Posted by George Humphrey on 7/22/14 9:30 AM

Comparing your company’s performance against that of your peers is key to not only getting an edge on the competition, but also maintaining the health of your organization. But just what is the industry standard baseline for managed services providers?

TSIA’s MS research team has collected and analyzed benchmark data from a core sample of managed services providers in an effort to create a starting point that will allow you to compare and contrast your company’s performance against others within your industry.

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Topics: managed services, best practices, key performance indicator (KPI), managed services providers, managed services sales, infographic

The High-Performance Managed Services Sales Organization―Part 2

Posted by Bill Hall on 5/21/14 1:34 PM

Part Two in a two-part blog miniseries discussing how to make your managed services organization a high-performing MS operation. Part Two takes a closer look into the characteristics a MS sales professional must possess in order to succeed in the B4B era. (Hint: It’s no longer the “same old sales” approach.)

 

Two weeks ago at TSIA's Technology Services World (TSW) Best Practices conference in Santa Clara, the discussion and analysis of the business-for-business (B4B) model―and the industry changes described in the recently published business book by industry pundits J.B. Wood, Thomas Lah, and Todd Hewlin, titled B4B: How Technology and Big Data Are Reinventing the Customer-Supplier Relationshipwere in full bloom. 

Not surprisingly, the managed services (MS) business was commanding a lot of attention. Technology companies will leverage managed services as they begin their migration to an outcomes-based business model.

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Topics: B4B, managed services, sales, managed services sales

The High-Performance Managed Services Sales Organization

Posted by Bill Hall on 5/5/14 4:18 PM

The discussion about a sales process and the characteristics of the person that can execute it must start with a clear understanding of the buying and selling engagement.

Managed services providers have a lot at stake. With longer sales cycles, higher cost of sales, and high risk/reward of the opportunities, providers must not take the “same old sales” approach. Providers can realize significant ROI from deploying the proper sales model and building a sales team equipped with the right skill set.

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Topics: managed services, managed services sales

Five Key Practices of a Successful MSP: #3―Specialized MS Sales Expertise

Posted by George Humphrey on 4/9/14 2:36 PM

Hopefully you’ve been following along this popular blog miniseries focusing on the Five Key Practices of a Successful Managed Services Provider (MSP), based on a TSIA research report of the same title. If you haven’t had a chance to check them out, or you need a quick refresh, follow this link to the entire series so far. 

 

And now, moving on to this week’s key practice of a successful MSP: 

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Topics: managed services, revenue growth, sales, benchmarking, managed services providers, managed services sales, Successful Managed Services Providers

Same Old Sales

Posted by George Humphrey on 7/18/13 6:36 AM

Part three in a five-part mini-series on the five biggest mistakes an organization can make when looking to start a managed services (MS) business (and how to avoid them). By TSIA MS expert George Humphrey.

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Topics: managed services, support services, professional services, sales, managed services sales, Managed Services Mistakes

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