In Scope: The IT Services Podcast
Are you looking to increase services revenue? Join ScopeStack CEO Jon Scott as he talks to IT industry leaders to get their insights. These experts from the top MSPs and VARs will share their actionable tips and tactics to help you optimize your presales process.
SEs (or whatever you call your presales team members) are a key piece of your business. That’s a no-brainer. They’re also a significant investment and as such, they require a ton of support and direction in order to perform at their best. Steven Madick joins us to talk about the fundamentals of presales and how leaders can enable this very critical team to go out and serve clients best. Check it out!
Nicko Roussos is the VP of Cisco Operations and Digital Transformation at TD SYNNEX. He’s been in this game for a while and has helped Jon out with his rise, too. His wealth of knowledge in this industry is so vast, and we’re so excited for him to join the show today to share some of that knowledge with us! This episode covers a lot of really important topics, from selling and serving clients to building a strong MSP. Nicko also gives us his version of our industry’s future—and it’s probably not what you’re expecting! Tune in to hear it all.
Looking to grow a young services company? Take some advice from someone who’s built several services companies to remarkable heights and value. Scott Millwood joins us again on In Scope to share what he’s learned from his decades of experience in scaling companies. There are so many things to get right on this journey—recruitment, client acquisition, internal processes—and they’re all pretty tough. Listen to this episode to get a solid plan in place for your scaling plans.
The efficiency of your sales process directly affects how your company brings in money, point blank. Although each customer has a different need, there are still plenty of similarities in their purchasing processes. And many of those similarities just add a whole lot of time until they give you the coveted signature. We grabbed Scott Millwood, successful tech salesman, to walk us through the ways sales teams can get their customers closer to agreeing a sale in less time. An efficient sales process means more cash—we can all agree that’s a good goal to aim for.
The typical 18-day presales turnaround window is insane, to be frank. There are way too many boxes for the presales team to check off their list before they can actually present a solution to their client. That’s a nearly 3-week process, and it puts a ton of weight on everyone in the process. We brought in Henry Egan, Sales Manager at SHI, to tell us how we can make this process even easier. An easy presales process means less time, which means more money. Find out how you can streamline this process!
The services industry is not immune from evolution. As we try to provide more and more value for clients while growing our own teams, it means the definition of “services” is always changing. Heck, it’s changed a ton even since 2020 with the rise of packaged offerings and an emphasis on recurring revenue. We had Chris Ward, Vice President at DEft, talk us through what he thinks the future of services looks like. Check it out!
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.
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!
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.
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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