GFI Max Customer Conference 2014: The Perpetually Valuable MSP, Part 2

Argue in the alternative. Argue as both your customer and potential competitor. How would someone argue against your brand and offering? Sobel said this prepares MSPs for objections during the sales process. Find out your weaknesses before hitting the pavement.

Non-revenue compensation metrics. “People are motivated by the things they’re compensated on,” Sobel said. The proper compensation model for your sales team creates predictable behavior. Find a compensation model that fits your business.

SWAT team resource allocation. Assign, assign, assign. MSPs have success when management takes the time to assign projects to employees, Sobel said. Place tasks into dedicated workloads. Make sure teams own new offerings.

Define a specific launch methodology. Design a specific system for launching new offerings. The more you practice rolling out a new offering, the more successful you’ll be each time, Sobel said. Find out what works and what doesn’t. Define it — something specific.

Define a specific de-commission methodology. Know your exit strategy when something doesn’t work, Sobel suggested. How do you shut down a practice that’s no longer viable? Learn how to shut down a new technique or offering.