Don't miss this unique, interactive Workshop!
Walk away with a new revenue forecast for existing customers, a step-by-step process to go after it, and the sales and service training to close and deliver it!
Seating Is Strictly Limited to 30 Attendees So Register Now!
A fresh, interactive Workshop
experience Like you’ve never had!
Identify New
Managed Services Sales With Existing Customers!
Role Play Every Step Of The Sales Process 'Til It's Down Cold!
Leave With A Plan, Process And Training To Get New MRR Revenue!
For CEOs, IT Managers, Service Professionals and Sales Managers!
This FREE Workshop Is Expected To Sell Out Quickly!
Due to the exclusive nature of this unique, interactive Workshop and our strict cap on admitting only 30 participants, this event is expected to sell out very quickly. Once this occurs, additional registrants will automatically be placed on a wait list should a registrant cancel and a spot become available.
Workshop Goals
During this incredible event we’ll roll up our sleeves and work directly with you to identify the business case for Managed Services, how to build or improve your MSP Practice and capitalize on new Managed Services MRR sales opportunities in your existing client base!
You’ll gain a complete understanding of the products and solutions that comprise “low-hanging fruit” Managed Services sales opportunities with your existing clients and new prospects, and the processes and techniques necessary to market, sell and deliver profitable Managed Services.
Day 2 is dedicated to training on and role-playing every step of the consultative Managed Services sales process with you until you’ve got it down cold!
You’ll walk away with a Managed Services business strategy, a new revenue forecast for existing customers, a step-by-step process to go after it, and the sales and service training to close and deliver it!
Learning Objectives
- Understand the business case for Managed Services and what it takes to build a successful and profitable best-in-class Managed Services practice
- Develop a customized Managed Services Client Solution Roadmap for your existing clients and identify additional MRR services to offer them
- Populate a Profitability Matrix to forecast realistic, attainable new MRR service revenues from your existing clients
- Learn and role play each step of the 7 step sales process for these new Managed Services
- Build expertise and confidence in Sales Warm-Up, Qualifying, Presentation, Overcoming Objections, Closing and Follow-Up techniques
- Understand how to deploy and maintain these new services efficiently to increase margins over time
Target Audience
This Workshop is designed to be most effective for IT organization CEOs, Sales Managers and Service Delivery Managers with 10 or more staff.
With a strict cap on attendance of 30 participants, we have designed this day-long Workshop to be an intimate, interactive training and development experience.
Breaking attendees into small, focused workgroups, our experienced subject matter experts will work with you directly to ensure you complete each of your hands-on business development tasks and role-play training. This will ensure you receive the maximum return for your time investment.
Required Attendee Workshop Preparation
We take our Workshops seriously, and in order to deliver the maximum value for your time and travel investment, your preparation includes selected pre-Workshop online video training and other resources. We guarantee that you’ve never experienced an event like this!
Our Experienced Subject-Matter Experts
GARY BEECHUM
SPC International Online, Inc.
SPC International Online, Inc.
President & CEO,
SPC International Online, Inc.
Co-Founder, President and CEO of SPC International Online, Gary Beechum is a strategic IT business executive and organization development consultant experienced in improving top and bottom-line business performance by increasing operational efficiencies, boosting marketing and lead generation outcomes, accelerating sales velocity and shortening sales cycles and maximizing service delivery efficiencies.
Gary leverages over 20 years of experience in the IT industry as an Enterprise CEO, VAR, MSP, Vendor, Educator, Advisor and IT Business and Channel Consultant; and hundreds of successful strategic vendor, manufacturer, distributor and IT solution provider, MSP and Cloud practice business improvement consulting engagements to deliver successful business improvement and transformation outcomes for his clients.
ERICK SIMPSON
SPC International Online, Inc.
SPC International Online, Inc.
Vice President & CIO,
SPC International Online, Inc.
Co-Founder, Senior Vice President and CIO of SPC International Online, Erick Simpson is a strategic IT business executive and organization development consultant experienced in improving top and bottom-line business performance by increasing operational efficiencies, boosting marketing and lead generation outcomes, accelerating sales velocity and shortening sales cycles and maximizing service delivery efficiencies.
An expert in IT channel growth strategy development and execution; and one of the most prolific, recognized and sought-after IT, Cloud and Managed Services business improvement and transformation experts, consultants, authors and speakers in the industry, Erick leverages over 20 years of experience in the IT industry as an Enterprise CIO, VAR, MSP, Vendor, Educator, Advisor and Consultant; and over 600 successful strategic vendor, manufacturer, distributor and IT solution provider, MSP and Cloud practice consulting engagements to deliver successful business improvement and transformation outcomes for his clients.
It’s Amazing. You do an excellent job of putting together the information that people need to know to move their businesses forward!
Dino White
Dycin Solutions
Workshop Agenda
Wednesday, December 14, 201614 December 2016
8:00—8:45
Registration and Continental Breakfast
Registration Area
9:00—9:15
Introductions and Workshop Kick-Off
Workshop Conference Room
9:15—10:00
Training: The Business Case for Managed Services
Workshop Conference Room
10:00—11:00
Building and Pricing Your Managed Services Deliverables
Workshop Conference Room
11:00—11:15
Morning Break
Common Areas
11:15—11:45
Group Exercise: Tools and Processes Necessary for Managed Services Delivery
Workshop Conference Room
11:45—12:15
Group Exercise: Converting Your Customers to Managed Services
Workshop Conference Room
12:15—1:15
Lunch & Roundtable Sessions
Workshop Conference Room
1:15—1:45
Developing Your Managed Services Agreement
Workshop Conference Room
1:45—2:45
Minimum Infrastructure Requirements for Managed Services On-Boarding
Workshop Conference Room
2:45—3:00
Afternoon Break
Common Areas
3:00—4:30
Training: On-Boarding New Managed Services Clients
Workshop Conference Room
4:30—5:00
Wrap-Up / Q&A
Workshop Conference Room
5:00—7:00
Cocktails and Networking!
Hotel Lounge
Thursday, December 15, 201615 December 2016
8:00—8:45
Registration and Continental Breakfast
Registration Area
9:00—9:15
Introductions and Workshop Kick-Off
Workshop Conference Room
9:15—10:00
Vendor Presentation
Workshop Conference Room
10:00—11:00
Training: Turning Your Customer Base into new Managed Services MRR and Revenue Forecasting
Workshop Conference Room
11:00—11:15
Morning Break
Common Areas
11:15—11:45
Group Exercise: Forecasting New Managed Services MRR with Existing Clients
Workshop Conference Room
11:45—12:15
Group Exercise: Developing Your PAS Sales Strategy for Managed Services
Workshop Conference Room
12:15—1:15
Lunch & Roundtable Sessions
Workshop Conference Room
1:15—1:45
Sales Training & Role Play: The Sales Warm Up
Workshop Conference Room
1:45—2:45
Sales Training & Role Play: Sales Qualifying / Needs Analysis
Workshop Conference Room
2:45—3:00
Afternoon Break
Common Areas
3:00—3:30
Sales Training: Sales Engineering with Your Vendor Team
Workshop Conference Room
3:30—4:00
Sales Training & Role Play: The Managed Services Sales Presentation
Workshop Conference Room
4:00—4:30
Sales Training & Role Play: Overcoming Managed Services Objections & Closing
Workshop Conference Room
4:30—5:00
Wrap-Up / Q&A
Workshop Conference Room
5:00—7:00
Cocktails and Networking!
Hotel Lounge
Don't miss this unique, interactive Workshop!
Walk away with a new revenue forecast for existing customers, a step-by-step process to go after it, and the sales and service training to close and deliver it!