Lance J. Dowdell

📊 As your MSP grows, the transition from $200K to $600K can be one of the toughest. Scaling operations requires more than just adding clients—it’s about creating efficiency across your business. 𝗠𝗦𝗣𝘀 𝗶𝗻 𝘁𝗵𝗶𝘀 𝘀𝘁𝗮𝗴𝗲 𝗼𝗳𝘁𝗲𝗻 𝘀𝘁𝗿𝘂𝗴𝗴𝗹𝗲 𝘄𝗶𝘁𝗵 𝗼𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝗮𝗹 𝗯𝗼𝘁𝘁𝗹𝗲𝗻𝗲𝗰𝗸𝘀 𝗮𝗻𝗱 𝘁𝗮𝗹𝗲𝗻𝘁 𝗮𝗰𝗾𝘂𝗶𝘀𝗶𝘁𝗶𝗼𝗻. 💡 One MSP in Miami used the Accelerator version of the MSP Business Evaluator and identified key areas where their growth was stalling. By automating processes and refining their talent strategy, they were able to break through the bottlenecks and hit the $1M mark. 🌱 Scaling to $600K doesn’t have to be a struggle if you have the right tools and strategy. 🔗 Want to find out what’s holding your MSP back? Get the full strategy in my newsletter here: https://lnkd.in/eqRhuscd #MSP #BusinessGrowth #ScalingMSP #ManagedServices

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🎓 Come ready to learn or don't come at all! 📈 I hear it all the time... - MSP Sales is hard. - My clients don't want to come to my QBR. - I upsold my best client to $300/seat and now they want to leave. What if I told you that you're doing it wrong? And the good news is that Empath has a solution for problems like these. We call them AMAs. It's when we bring experts in to talk about your biggest problems... and tomorrow I'll be joining you to talk about your sales and account management struggles - because getting it right is easier than you think. Register to join the call here: https://hubs.la/Q02C703z0 #SalesSkills #AccountManagement #TeamGrowth #EmpathLearning

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The MSP event economy is "off" on multiple levels. First, there are waaaay too many of them. Second, even the largest and best known events fail to deliver real business value to the participants (I get that there is a "fun" component that obviously attendees value). Third, as Jason Slagle points out, it's basically the same 1000 MSPs that attend. I'm willing to bet that a proper LinkedIn strategy provides a much more efficient and economical way to connect vendors with buyers, provide specific product and broad technical education, and build closer peer relationships than events do. If I were running the go-to-market strategies for many of these channel companies I'd take a page out of Ted Hulsy's book and run lunch and learn tours all year long.

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You're tiering accounts in your new territory.. You have three levels, Tier 1, 2, and 3. Tier 1 - Strong ICP/high propensity to buy, high touch/customization Tier 2 - Decent ICP/medium propensity to buy, blend of custom and automated Tier 3 - Poor ICP or low propensity to buy, high automation Typical distribution of tiering would be something like this: Tier 1 - 10% of accounts Tier 2 - 30% of accounts Tier 3 - 60% of accounts What's the typical distribution you see?

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The most important MSP service delivery post you will read this month. Having worked with MSPs making Millions of dollars in revenue, Here’s what I've found about delivering high-value services to clients while maximizing operational efficiency. -Understanding SWOT analysis can help you align internal capabilities with market needs -Identifying operational strengths and weaknesses and turning them around is an effective way to deliver exceptional service quality. -Ensuring seamless integration of team workflows can help break down silos that lead to miscommunication, duplicated efforts, and delays in service delivery. Working with a team of MSP experts, I’ve put together a Gold Service Bundle to help managed service businesses enhance their service delivery and sales enablement. Want to know about SWOT analysis and other high-value service delivery strategies? Send me a message now.

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Streamline productivity with outsourced IT MSP services. In today's super-fast landscape, success hinges on: Expert Guidance - Navigate with tailored advice. Focus on Core Business - Free up resources for what matters. Stay Ahead of the Curve - Keep pace with tech advancements. https://lnkd.in/gmw7rWrT #ITServices #MSP #Productivity #BusinessSuccess

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🎯KANSAS CITY, Mo., Sept. 10, 2024 /PRNewswire/ -- Foresite Cybersecurity Inc., a leading provider of advanced cybersecurity solutions, has announced a collaboration with Google Cloud to empower organizations with a comprehensive and future-proof security posture. This alliance combines Foresite's industry-leading ProVision with Google Cloud's intelligence-drive and AI-powered platform, Google Security Operations. Addressing the Evolving Threat Landscape Foresite is driving innovation in cybersecurity by partnering with Google Cloud Foresite Cybersecurity Gives Good the Advantage with Google Cloud In today's ever-evolving digital landscape, cyberattacks are becoming more sophisticated and frequent. Organizations are struggling to keep pace with the growing volume and complexity of threats, leaving them vulnerable to breaches and data loss. This collaboration addresses this critical challenge by providing a unified solution that empowers security teams to: 🔔 Stay connected for industry’s latest content – Follow Dr. Anil Lamba, CISSP #linkedin #teamamex #JPMorganChase #cybersecurity, #technologycontrols, #infosec, #informationsecurity, #GenAi #linkedintopvoices, #cybersecurityawareness #innovation #techindustry #cyber #birminghamtech #cybersecurity #fintech #careerintech #handsworth #communitysupport #womenintech #technology #security #cloud #infosec #riskassessment #informationsecurity #auditmanagement #informationprotection #securityaudit #cyberrisks #cybersecurity #security #cloudsecurity #trends #grc #leadership #socialmedia #digitization #cyberrisk #education #Hacking #privacy #datasecurity #passwordmanagement #identitytheft #phishingemails #holidayseason #bankfraud #personalinformation #creditfraud https://lnkd.in/e77Tk9Cc

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Improved ramp time for new reps by 40% Some CROs see the value and still want to wait for the “right time” (ie. after SKO, after year end) Other CROs like Brent Thurrell see the value and move fast knowing now is the only time. A big reason why he’s running a half a billion ARR revenue org. Decisive and knows the moves he made earlier in the year start paying off in Q4 and in Q1. Your next year starts now. #TOP #Sales #Training

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Sellers who sell selling software end up selling us all on sales ideas to sell their sales services ….aye aye aye Much of the time, the goal of the consultant, fractional or coach is to convince us of things that are only partially true Its so obvious, however, social media allows for the masquerad(e(ity?)) What I have learned from 6 years of closing business in cyber security is that every sales process works. Every technique works. Every style works. All messaging (categorically) works. It’s just a matter of commitment and time. If you’ve ever been a buyer you know exactly how much complication goes into these decisions So chill

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🚨 Hard truth about sales 🚨 Your sales reps aren’t the heroes. The buyer is. 💡 Yet, too many teams forget this—they push their own goals instead of guiding the buyer on their journey. ❌🎯 Want to win in sales? 🏆 Stop selling to your buyer. Start mentoring them. 🧙‍♂️ Equip them to overcome their internal battles—the approvals, the red tape, the decision fatigue. 🛠️🗂️ So here’s the question: ❓ 👉 Is your team the wise mentor, or are they just another obstacle for the buyer to overcome? 🚧 Think about it. Let’s flip the script. 🔄 #salesleadership #buyersjourney #salesmentorship #b2bsales #salesgrowth #salesstrategy 🌟

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Missing sales quotas? Despite best efforts, a lot of sales teams are set up to struggle. So, sales leaders need to identify and address the root cause. One of the main reasons sellers don't hit quota is inefficient prospecting. Many sellers are bogged down by time spent targeting low-value accounts, as well as scrambling to knit together information about accounts so they can reach the right people and tailor their pitch. These time-sinks steal opportunities to actually SELL. The key lies in shifting focus from merely increasing the number of leads and activities to maximizing the value of activities. Concentrating on quality and qualification rather than quantity empowers sales reps to improve performance and consistently meet their targets. See how better data and AI can help you create leaps in efficiency and ROI: https://okt.to/RxcyLQ

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You may be a new sales rep at your company, but your company is not new at selling so during your first 30-60 days: - talk to your existing customers and your tenured sales reps - understand why your customers selected your company - hear how customers were doing things prior to your company - hear how customers are doing things now because of your company Then internalize and share these stories with your prospects while you're working on creating your own customer success stories. #TOP #storytelling #newhires

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The reason why most people fail in software sales isn’t because they aren’t working hard enough or don’t want it bad. They simply don’t understand the skills and approach needed to perform at a high level. Most companies don’t have the time, energy, or resources to truly train their reps on modern and advanced selling techniques. They have them send canned emails, pitch product into the abyss, and tell them to “make more calls” and “activity = pipeline”. Then sales enablment shows you some cool new features that dont tie back to tangible business value. Oh, and then you know run BANT, fill out this mutual plan… yea, okay, sure. That may have worked 4 or 5 years ago - but the economy is too tough and the market is too competitive to rely on antiquated techniques. So, what happens? Sellers struggle, leadership fires reps, and then eventually re-hires more hoping this one will “figure it out.” The good news is that there are proven strategies, frameworks, and instructions on how to sell in 2024. The bad news is that most sales leaders don’t have the time, energy, or expertise to teach them. The best they can do is a $100 Amazon gift card spiff and a 500-word email template provided by someone not in the trenches selling every day. The good news is the elite sellers are still selling at a high level if they are armed with the right mindset, strategy, and knowledge. I used these frameworks to close a $13.75mm deal six months after the SVB collapse and become #1 in Net New revenue out of hundreds of reps. It’s the same technique I used to become a top 10 rep at Workday in all of North America within my first Q at the company DURING the SVB collapse. Similar to what I used to hit 734% of my number one month at Salesforce in GRB - but very much different at the same time. or to sell, idk, I think im close to 35 months selling over 100k+. And yes, I have the receipts. Don’t believe me? DM me. Start investing in yourself. You deserve it. It’s not your sales managers job to make you successful, their probably worried about keeping their own job. Q4 is here, or almost here depending on your FY. Invest in your skills, believe in yourself, or… Live off your base, stay the same, you know, same stuff, different day. Tell everybody you’re “living the dream”. The choice is yours. Both are hard and both are scary. Choose your path accordingly. Have a great Saturday ❤️

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SMBs need clear strategies to thrive. Here’s how strategic IT planning with an MSP can make a big difference: 1. Align IT and Business Goals 91.6% of top companies invest in tech that supports their business aims. For SMBs, working with Managed Service Providers (MSPs) means creating IT strategies that really fit your business goals. This helps improve efficiency and drives growth. 2. Bring employees along the change journey Most IT projects fail because organizations don’t see the full picture and don’t involve employees Great MSPs help you avoid this by managing change right, so all employees can see the benefits of technology. 3. Team Up with MSPs With 77% of businesses pushing their digital efforts, partnering with MSPs gives SMBs a leg up. MSPs provide affordable IT services, better security, and the ability to scale, which lets you focus more on what your business does best. Good IT planning helps stay ahead of the changes business growth requires. For most SMBs IT can become really difficult to stay on top of all by yourself. I help make it simple and easy so that it positively benefits your business. Message us to see how our MSP services can help!

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Talked to a prospect yesterday who has a file server they don't need. It has cost them $42,552 (or more!) to have in place with their current IT provider. Our prices are higher than their current MSP, but this prospect still would have easily saved $21,672 (!) over the same time period by working with someone that took the time to understand their needs and used a different solution. It's an example of how cheaper can be objectively more expensive.

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