Selling Managed IT Services

Selling Managed IT Services

Understand small- to medium-sized businesses and their reliance on technology.

About this course

Welcome to Selling Managed IT ServicesThis course explains the multi-faceted characteristics of small- to medium-sized businesses (SMBs) and describes the critical role of technology in the SMB market. You will uncover the value you can bring to clients, learn how to win their business, and understand how to manage accounts after the sale.

Objectives:

  • Defines SMBs as well as common characteristics and motivations.
  • Explains how a carefully aligned information technology (IT) infrastructure is critical for SMBs to increase value and address pain points.
  • Explores Continuum’s product and service offerings as well as the MSP sales process and describes how to leverage the platform throughout the process.
  • Delves deeper into the buyer’s journey and the MSP’s role throughout the three common selling phases: identify and qualify, assess and recommend, and propose and close.
  • Shares useful strategies to ensure a smooth transition.


Each module contains a short instructional video followed by questions to check your understanding. Once you have completed all video modules, take the Continuum Sales Specialist Exam and earn a score of at least 80% to become certified.

Curriculum02:23:51

  • Setting the Foundation
  • The Small Business Market 00:14:46

    Explains both the SMB market and the positive impact of technology on that market.

  • The SMB IT World 00:13:18

    Introduces the common IT Infrastructure used at an SMB company.

  • The Value of Managed Services 00:05:25

    Describes how managed services can provide value to alleviate SMB IT pain points.

  • The Power of the Platform and the Partnership
  • Power of Platform and Partnership 00:01:41

    Introduces the power available with our unique suite of technology tools and personal support.

  • The Value of Remote Monitoring and Management 00:07:58

    Explains the value and function of Continuum Remote Monitoring and Management (RMM).

  • The Value of Continuum BDR 00:04:32

    Explains the value and function of Continuum’s Backup and Disaster Recovery (BDR) offerings.

  • The Value of Continuum RMM Mobile Care 00:02:51

    Describes the value and function of Continuum RMM Mobile Care, a MaaS360 mobile device management (MDM) solution.

  • The Value of Webroot's Endpoint Protection 00:02:26

    Describes the value and function of Continuum’s partnership and integration with Webroot’s SecureAnywhere Endpoint Protection.

  • The Value of the Network Assessment Tool 00:02:19

    Explains the value of Continuum’s partnership with the RapidFire Network Assessment tool used to initiate new business.

  • The Power of the Partnership 00:04:03

    Identifies the people and resources who will work with you to grow your business.

  • Selling Managed Services
  • The Market Opportunity 00:02:08

    Defines the current market opportunity and explores how to develop business through the three stages of the buyer journey: awareness, research, and purchase.

  • The Three Core Phases of an MSP Sale 00:05:08

    Defines the three core phases of an MSP sale—identify and qualify, assess and recommend, and propose and close—and identifies the key steps in each phase.

  • The First Meeting 00:08:24

    Helps create a strategy to have a successful first meeting with a prospect and dives deeper into the identify and qualify—or discovery—phase of selling.

  • The Three Buyer Personas 00:14:30

    Defines the various buyer personas—the Business Leader, Operations Leader, and Technology Leader—and explains how they are used in sales.

  • Qualifying a Prospect 00:09:17

    Identifies the key characteristics to consider when qualifying a prospect and outlines the seven key steps to qualification.

  • Getting the Assessment Scheduled 00:04:10

    Describes how to enlist effective strategies to schedule and run a RapidFire assessment and complete the second phase of a sale.

  • Objection Handling 00:06:02

    Describes a methodology for handling objections.

  • Assessing the Environment 00:08:27

    Reviews how to leverage RapidFire tools to assess the network and create meaningful recommendations.

  • Making Your Recommendations 00:09:52

    Details how to gain agreement on pain, solution, and price and successfully implement recommendations.

  • Closing the Deal 00:08:12

    Explains how to present a proposal and identify next steps to complete the sales cycle.

  • After the Sale 00:08:22

    Defines the important actions required to ensure a smooth transition to managed services for your new client.

  • Continuum Sales Specialist
  • Continuum Sales Specialist Exam

About this course

Welcome to Selling Managed IT ServicesThis course explains the multi-faceted characteristics of small- to medium-sized businesses (SMBs) and describes the critical role of technology in the SMB market. You will uncover the value you can bring to clients, learn how to win their business, and understand how to manage accounts after the sale.

Objectives:

  • Defines SMBs as well as common characteristics and motivations.
  • Explains how a carefully aligned information technology (IT) infrastructure is critical for SMBs to increase value and address pain points.
  • Explores Continuum’s product and service offerings as well as the MSP sales process and describes how to leverage the platform throughout the process.
  • Delves deeper into the buyer’s journey and the MSP’s role throughout the three common selling phases: identify and qualify, assess and recommend, and propose and close.
  • Shares useful strategies to ensure a smooth transition.


Each module contains a short instructional video followed by questions to check your understanding. Once you have completed all video modules, take the Continuum Sales Specialist Exam and earn a score of at least 80% to become certified.

Curriculum02:23:51

  • Setting the Foundation
  • The Small Business Market 00:14:46

    Explains both the SMB market and the positive impact of technology on that market.

  • The SMB IT World 00:13:18

    Introduces the common IT Infrastructure used at an SMB company.

  • The Value of Managed Services 00:05:25

    Describes how managed services can provide value to alleviate SMB IT pain points.

  • The Power of the Platform and the Partnership
  • Power of Platform and Partnership 00:01:41

    Introduces the power available with our unique suite of technology tools and personal support.

  • The Value of Remote Monitoring and Management 00:07:58

    Explains the value and function of Continuum Remote Monitoring and Management (RMM).

  • The Value of Continuum BDR 00:04:32

    Explains the value and function of Continuum’s Backup and Disaster Recovery (BDR) offerings.

  • The Value of Continuum RMM Mobile Care 00:02:51

    Describes the value and function of Continuum RMM Mobile Care, a MaaS360 mobile device management (MDM) solution.

  • The Value of Webroot's Endpoint Protection 00:02:26

    Describes the value and function of Continuum’s partnership and integration with Webroot’s SecureAnywhere Endpoint Protection.

  • The Value of the Network Assessment Tool 00:02:19

    Explains the value of Continuum’s partnership with the RapidFire Network Assessment tool used to initiate new business.

  • The Power of the Partnership 00:04:03

    Identifies the people and resources who will work with you to grow your business.

  • Selling Managed Services
  • The Market Opportunity 00:02:08

    Defines the current market opportunity and explores how to develop business through the three stages of the buyer journey: awareness, research, and purchase.

  • The Three Core Phases of an MSP Sale 00:05:08

    Defines the three core phases of an MSP sale—identify and qualify, assess and recommend, and propose and close—and identifies the key steps in each phase.

  • The First Meeting 00:08:24

    Helps create a strategy to have a successful first meeting with a prospect and dives deeper into the identify and qualify—or discovery—phase of selling.

  • The Three Buyer Personas 00:14:30

    Defines the various buyer personas—the Business Leader, Operations Leader, and Technology Leader—and explains how they are used in sales.

  • Qualifying a Prospect 00:09:17

    Identifies the key characteristics to consider when qualifying a prospect and outlines the seven key steps to qualification.

  • Getting the Assessment Scheduled 00:04:10

    Describes how to enlist effective strategies to schedule and run a RapidFire assessment and complete the second phase of a sale.

  • Objection Handling 00:06:02

    Describes a methodology for handling objections.

  • Assessing the Environment 00:08:27

    Reviews how to leverage RapidFire tools to assess the network and create meaningful recommendations.

  • Making Your Recommendations 00:09:52

    Details how to gain agreement on pain, solution, and price and successfully implement recommendations.

  • Closing the Deal 00:08:12

    Explains how to present a proposal and identify next steps to complete the sales cycle.

  • After the Sale 00:08:22

    Defines the important actions required to ensure a smooth transition to managed services for your new client.

  • Continuum Sales Specialist
  • Continuum Sales Specialist Exam