The Top 5 ‘must focus’ a reas o f y our MSP Marketing strategy in 2012

1. The Top 5 ‘must focus’ areas of your MSP Marketing strategy in 2012

2. Presentation outline • Stuart R. Crawford MSP Business Development Consultant • Richard Tubb Consultant • Chris Martin GFI MAX

3. Why is marketing crucial? • 2012 is the year of the stolen base • Your success is directly proportional to how well you out market your competitors • Online • Traditional • Word of mouth • Company culture • Being technology better = who cares!

4. Starting Your 2012 Marketing Plan It’s not too late! Five Focus areas • Getting everyone on the bus • Those who love you • Prospecting with power • Getting plugged into the community • Your vendors rock

5. Area one

6. Get EVERYONE on the bus Area One Get your team onboard with your focus, values and marketing strategy • Everyone must know: • What the perfect client looks like? • What solutions are core to success? • Who are your key strategic partners? • Who are the top clients? • Company culture • ICE fully baked

7. Area Two

8. Those who love you Area Two Sell to those who have already purchased goods and services from you. • Talk to your existing clients everyday: • Client Solution Roadmap • Corporate newsletters • Quarterly business reviews • Client focused events • Client advisory councils • Social media • Your Top 10% plan

9. Area Three

10. Prospecting with POWER Area Three Prospecting for new clients is important. It is very expensive to acquire new business. But, we have to do it. Economically. • How is your pipeline: • Business-to-business networking • Social gatherings • Website • Are you found online? • How healthy is your word of mouth? • Events

11. Area Four

12. Plug into the community Area Four All successful organizations are plugged into their local community and the industries they serve. • Are you leveraging the community: • Service organizations • Chamber of Commerce • Industry groups • Vendor advisory councils • Online forums • Local business blogs

13. Area Five

14. Your Vendors ROCK! Area Five Strong relationships with your vendors are essential to the success of your MSP. • Are you making the most of your vendors: • Are they included in your planning? • Monthly, Quarterly and Annually • Do they know about everything you do? • Are you aligned? Marketing, technical, sales? • Can you leverage MDF? • Don’t forget about the local guy.

15. Summary

16. RECAP Focus on the five areas of your marketing strategy • Your Team • Existing Clients • New Clients • The Community • Vendor Partners

17. Takeaways Contact Stuart • Email me: scrawford@ulistic.com now and get: • MDF Request Form • Weekly Sales Funnel Report • Inside Marketing Plan • Client Solution Roadmap Contact Richard • richard@tubblog.co.uk • Twitter: @tubblog • Web: www.tubblog.co.uk

18. My CV Stuart’s CV • Canadian Military Retired 1997 • Ran successful MSP in Calgary, Canada 2001 – 2008 • Assist in corporate merger two Alberta based MSPs in 2009 • Co-founded Ulistic in 2010

19. Thank you