We figured it out.
Today’s buyers are smart and competition is fierce. Managed Service Providers, Value-Added Resellers, and Cloud Service Providers today have to contend with the reality that the old methods of getting business just don’t work like they used to any more.
Running a B2B business was never easy, but there was at least a reliable blueprint businesses could follow for the last several decades. You could reach out with advertising campaigns and cold calls and drum up sustainable interest in your product or service.
- You’d reach out with cold calls and drum up sustainable interest in your product or service
- Sales calls were critical opportunities for customers to learn how they could solve their problems
- Traditional advertising was also a valuable chance to showcase your service
But those companies that still demand on these older methods will have noticed what’s different.
Customers know more.
If you’re selling cybersecurity for instance, you’re likely getting frustrated that even as the risks are greater than ever, customers are growing less and less receptive to your traditional sales outreach.
Why MSP and VAR Marketing Is Harder
The thing is, before they ever get to a sales rep, today’s customer has done extensive research online. And they want to do that research — they’re less receptive to you initiating the contact, and when they do start reaching out to vendors, they’ve already narrowed the field considerably and are just looking for the final few differentiating factors between the companies on their shortlist.
Their decision’s practically already made — and your traditional sales and marketing approach locked you out before you even knew the door was open.
Here's What MSPs and VARs Need to Do to Grow Revenue
As an MSP, VAR, or CSP, successful companies don’t simply sell, for example Microsoft Office or space on a hard drive in a datacentre. They sell companies the ability to do business collaboratively, or the seamlessness of returning from a client-side data loss. If some new technology came along that enhanced their ability to deliver those things, they’d adapt and add it to their repertoire.
What trips up traditional marketing firms is the idea that they’re selling just marketing: ad buys, branding, and so on. The deeper goal of marketing is growth, right? So, if conditions for growth have changed due to today’s more educated customer, shouldn’t your marketing company have transformed too?
At Flawless Inbound, we’ve always operated with the idea that growth is the central focus of everything we do.
We said we figured it out. Here, we’ll let our CEO and Founder tell you himself.
We’ve found the best strategy for reliably growing B2B companies is aligning sales, marketing, and service departments together as one focused whole that shares information and collaborates on ensuring customer success.
Saher Ghattas, Founder, Flawless Inbound
Sales, Marketing, and Service Alignment through a CRM: For the IT Service Provider
As engineering companies, your customers are often looking for solutions to complex problems — and they’re going to do their research. Addressing that, our methodology’s first step makes your company a part of that research.
With Marketing Enablement, we show you how to transform your marketing department into an inbound lead machine. This means getting in tune with what your potential customers are worrying about and putting the answers on your website.
- Write blogs explaining common problems and solutions
- Create a series of video tutorials for a more visual approach
- Produce an FAQ that serves as a valuable resource
- Compile lots of information together into longer guides clients can use as references
Above all, this content marketing should educate: it’s about demonstrating value and allowing your customer to begin building trust.
Anticipate How Your Customer Seeks to Resolve Their Pain
As their research begins, a customer is experiencing pain without necessarily knowing the problem. Perhaps they are becoming increasingly frustrated at the limitations of old software deployments, but they’re looking at specific fixes: file compatibility, a broken widget, or a slow connection.
With a little SEO mixed in, your content will rank highly for your customer’s query, and will tackle that concern while guiding them to your solution — possibly just how easy it can be to deploy industry-standard upgrades that address the root causes of their day-to-day IT challenges.
You keep it all educational, and as they begin to trust your company, they’ll eventually take an action to convert to a lead. It’ll take time — but when you’re typically looking at a long sales cycle anyway in the MSP, VAR, or CSP business, that’s par for the course. And just more time for that trust to build. The crucial thing?
They came to you.
So Now What Do You Do With Them?
Through Sales Enablement, we’ll help you understand what to do with your leads. Who’s most qualified to buy from you, and what’s the right approach? We’ll teach you how to blend together good old personal one-on-one contact with the power of automated communication and the information gathered in the marketing process to become the obsessively helpful partner that’ll nudge that lead over to customer.
Think it’s over just because you signed a contract? For B2B businesses, especially MSPs, VARs, and CSPs, you’re interested in an ongoing relationship with every customer — but at any time, a customer could decide that a competitor is a better fit.
With Service Enablement and focusing on facilitating customer success, you recognise the opportunity to cross sell, upsell, and turn that customer into an evangelist. Combine that with a united approach from additional marketing and sales outreach, and what you’ve got is a flywheel. Sales, marketing, and service each add repeated momentum to thrust the customer toward success.
- Marketing continues to reach out with new helpful materials to cement your relationship as a trusted partner
- Sales remains in contact to ensure needs are being met rather than simply disappearing after a jarring handoff
- Service learns how best to interact with the client and shares information with sales and marketing to maintain cohesion
But most importantly? You’re in control.
The HubSpot CRM
The critical tool that makes it all work together in harmony is the HubSpot CRM. Using this, you integrate your website, your customer data, your communication, and even your customer service, into one comprehensive, cohesive engine.
Ready to jump in?
Let’s talk about your business, your customers, and what we can do to help you grow.