Ep 257: What do PE Firms Want from MSPs?
What do PE Firms Want from MSPs? For the last several years MSPs have been courted by private equity firms desperate to enter the managed services space. At the risk of being obvious, what do private equity (PE) firms want from their MSP investments? It's an important question and knowing the answer can help you successfully navigate the process of working with a PE. PE vs other MSP buyers Types of investment Hold times Managed Service Sales is Easier Than you Think Stop overthinking sales. After reading a sales book (non-MSP) I'm convinced that the majority of MSPs have over complicated their approach to sales. Instead of focusing on native skills which all MSPs should have, they believe that it is necessary to acquire sales capabilities which are not native to most sales organizations and may be harmful to selling managed services. Are closing and handling objections the real barriers to successful MSP sales? The MSP sales magic bullet? Lead generation and account handling Help me fix my MSP pricing MSPs struggle with pricing. Pricing questions come up many different sizes of MSP organizations (so it's not just an SMB issue). There are many reasons why MSPs might believe their pricing is either too high or too low. Following these simple methods should help you get a lot more comfort around how and where you price your managed services. Pricing methods revisited Prices are too high Prices are too low Pricing KPIs