The ScopeStack Blog

Tips and tricks for creating a more sustainable services business.

Episode 9: What You’re Getting Wrong About Your Scoping Process with Brook Lee

Efficient and thoughtful processes are critical to success for any MSP. No one knows those processes better than Brook Lee of Eureka Process, who leads MSPs to financial success by flipping them inside out and ironing out their internal structures. She tells Jon the most common mistakes she sees MSPs make in the marketplace. Surprise—the biggest goofs happen during the scoping process. Tune in to hear why.

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Episode 8: Why Relationships Matter More Than You Think with Kenny Taylor

Kenny Taylor is the Manager of Systems Engineering at Cisco. He shares with Jon his secret to leading a successful sales team, dropping some serious gems along the way. At the heart of everything: strong relationships that never stop growing. He gives some advice for managers out there looking to better improve their connections with their existing business. Tune in for some great tips!

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Episode 7: The Missing Manual with Todd Kane

Episode 7: The Missing Manual with Todd Kane

Todd Kane has spent the last decade helping MSPs and VARs deliver higher value to their clients while bringing their turnover down and skyrocketing their team morale. He talks Jon through the science of selling services while managing a team that performs at a high level. This episode is a great resource for anyone in a management level role at an MSP or VAR looking to sharpen their approach.

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Episode 6: How to Price Services with Dennis Manfra

Episode 6: How to Price Services with Dennis Manfra

Dennis Manfra is the VP of Technical Services at IE, and he’s joining Jon to talk pricing. We know, it’s not the sexiest topic, but that doesn’t mean it’s not incredibly important. Dennis and Jon talk through two approaches to pricing: T&M and Fixed pricing. Each has its advantages and disadvantages, but they also send a message to your client and your team. Learn more about these approaches and when each one is best to use!

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ConnectWise MSP Pricing

ConnectWise MSP Pricing

So back in 2018 Joe Panettieri wrote an article about then ConnectWise CEO Arnie Bellini and his efforts to simplify services and pricing models for managed service providers. Jon Scott, ScopeStack CEO, discusses the relevance to MSPs now.

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Episode 5: Building a Pre-sales Team, Measuring Success

Episode 5: Building a Pre-sales Team, Measuring Success

Steven Madick knows a thing or two about the presales process. He’s been in this world for years, building and managing wildly success teams for a number of service providers. He talks with Jon about what makes managing presales teams so difficult, and how you can overcome those obstacles. Terms like awareness and understanding are great to say, but how can you actually execute them? And can you turn your vision into action? Dive into this episode to find the answers!

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Episode 4: How to Improve Profitability Through the Presales Process

Episode 4: How to Improve Profitability Through the Presales Process

An ineffecient presales process bleeds money, plain and simple. And if your company isn’t profitable, you’re going to struggle to keep your doors open. It doesn’t matter how good your solutions are—if your presales process isn’t ironed out, your profits will suffer. Skip Tappen from the ScopeStack team talks Jon through how to identfy an inefficient presales team, and what changes service providers can make to revive their profits.

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The Role Your Presales Team Plays in Your Services Practice

The Role Your Presales Team Plays in Your Services Practice

A good member of the presales team is like a Jedi Knight—they have to deeply understand the balance between the highly technical side of your service and have a great image of the end product from a sales perspective. Skip Tappen from the ScopeStack team talks with Jon about all things presale; what do good presales team members look like? When’s the best time to bring this team into the fold? How can you make their jobs easier?

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