Blog Posts by Scott Marshall

Ready to make the move from being a “point of supply” for other brands to being an IT advisor? Read on to learn how VARs can sell and market managed services.

The marketing journey for TSPs is often one that is ripe with questions of who, what, when, where, and how. Who is our audience? What should we even talk about? When should we be sending something? Where do we look? How do we measure our success?

Marketing is a critical part of the growth of any business, but it can be challenging to figure out what works and what doesn’t. As your technology solution provider (TSP) business continues to add services and support your current clients, it’s easy to put building a marketing strategy on the backburner. Doing so can be detrimental to your business—especially if your competitors start ramping their efforts up.

The ability to effectively mine lead pipelines is keeping business afloat during the ‘new normal.’ The landscape has changed drastically in a matter of months, and technology solution providers (TSPs) must adapt to meet sales funnel goals set long before conditions shifted.

In this post, we’ll explore the basics of paid and organic marketing, the pros and cons of each approach, as well as which you should use and when. (Spoiler: A careful balance of both is recommended for optimal results)

What if you could triple your bottom-line profit? Sounds too good to be true, right? I thought so too, honestly, but it’s not. Some service-led partners are already outperforming their peers by 3x. What’s their secret? I sat down with Paul Dippell, CEO of Service Leadership, Inc., for a look into the performance and methods of these high-performing companies in a recent webinar.

You’re running a company and beginning to expand, but you notice there’s a disconnect between where you want to go and where you are – you’re not making long-term progress. Why is it some companies can foresee the future of their industry and meet the challenges head-on, while others struggle to compete?

The first blog in this dynamic duo touched on the importance of building a better relationship with your current and prospective clients, and how that can help you do more for your business. Now we’re focused on really digging into those conversations with key questions that can help you get the right information and better diagnose the best approach to improving not only your reach with prospective customers, but also your ability to amp up service delivery with your current customers at the same time.