Overcoming Sales & Marketing Struggles

In IT Glue’s Global MSP Benchmark Survey, we asked over 1500 MSPs what their biggest struggle was, and an overwhelming majority indicated that sales is where they need the most help. Marketing came in as the #2 answer. This shouldn’t be a surprise when sales and marketing aren’t a core function of an MSP, but an important one nonetheless that can make or break your business. So how does an MSP owner or CEO move the needle on sales and marketing functions?

Invest

The obvious answer of course is to throw some money at the issue. But notice the key word here is “invest”, not “spend”. When you see sales and marketing as expense line items, you’re going to struggle to justify the cost, especially when you don’t have a reliable way to analyze the added value new hires will bring. Your first sales and marketing hires have to be viewed as investments, ones that may not pay off on day one, but will pay off further down the road. Remember: It takes money to make money. Marketing and sales professionals are efficient and will take a ton of burden off of your shoulders, but not if you go with the cheapest option.