7. Poll #1
• Are you currently a ForzaDash Partner Sponsor?
8. #5: Dependable
channel / partner
account managers
Because they manage all aspects of the vendor partner
relationship to ensure it is on track, the most vital member of the
partnership is your Channel/Partner account manager. Their
priority is to help partners successfully grow their businesses.
A good channel/partner manager is a nurturer who focuses on
what important to their partners and is their first line of defense
when needed.
9. #4: Provide
straightforward
communications that will
build trust
For MSPs, the critical elements of their vendor-partner
relationships are communications and trust.
• Communicate
• Be transparent with your program and marketing efforts
• Keep partners up-to-date with the product, roadmap, and
strategies. Tell them what is going on.
• Have candid and ongoing dialogs, that does for everybody
and every department involved with the partners.
• Let your partners know they can always come to you with
concerns. Practice active listening.
10. #3: To Help Them
Build Their Business
Once a relationship is established, the essential endeavor is to
help your partners build their business. Understanding a
partner’s business model and how they make money means that
you have spent the time to get to know them, and have shown
that you care about the partnership.
• How do they go to market with the products and services
they sell?
• Do they have resources to effectively market your products?
• What can you do to help develop and build those resources
if needed?
• What sales and marketing programs can be put in place to
help them increase revenues?
• Do incentive programs work for their type of business?
11. Poll #2
How many marketing campaigns can an MSP run in a year?
1. 1 to2
2. 3 to 5
4. 6 to 10
5. Greater than 10
12. mspradio.com 12
Dave Sobel
• Founded HTG Peer Groups in Europe
• Founded CompTIA Mobility Community
• CompTIA Managed Services Exec Council
• CompTIA Vendor Advisory Council
• CompTIA Emerging Technology Exec
Council
• Host, Business of IT podcast
• Co-Host, Killing IT Podcast
Community
• 10 year owner
• Sold Business, ~85% revenue
retention 3 years later
• Finalist, Microsoft WW Partner of
the Year, Small Business Specialist
• Winner, ConnectWise Best New Idea
• Winner, Kaseya Cutting Edge Award
Solution Provider
• B.S. Computer Science
• Microsoft MVP, Virtualization
• Author, “Virtualization: Defined”
• Channel Partners, Top 20 Tech Thinkers
You Should Know
• Channel Pro 20/20 Visionary
• VAR Guy Top 50 Cloud Influencers
• Channelnomics Top Influencer
Technologist
• Helped sell two vendors
• MSP Mentor Top Execs to Watch
• CRN Channel Chief
• CRN UK A-List
• Channel Futures Circle of Excellence
Vendor
Technologist Solution
Provider
Community
Vendor
14. mspradio.com 14
Top Line Revenue
Monthly Recurring
Engineering Salaries
Technology Tools Costs
COGS
Sales Compensation
Marketing Expenses
SG & A
Expenses
Profit
Typical MSP Profit & Loss
• $1.4M/annually
• $160K/month
• 77K/month
• 5K/month
• 51% (83K in example)
• 7K/month. (8% of revenue)
• 3K/month (2.5% of revenue)
• 28%
• 39%
• 12% or 19,000K
15. mspradio.com 15
Top Line Revenue
Monthly Recurring
Engineering Salaries
Technology Tools Costs
COGS
Sales Compensation
Marketing Expenses
SG & A
Expenses
Profit
Typical MSP Profit & Loss
• $1.4M/annually
• $160K/month
• 77K/month
• 5K/month
• 51% (83K in example)
• 7K/month. (8% of revenue)
• 3K/month (2.5% of revenue)
• 28%
• 39%
• 12% or 19,000K
If your tech can
be charged to the
customer, you go
here
16. mspradio.com 16
Top Line Revenue
Monthly Recurring
Engineering Salaries
Technology Tools Costs
COGS
Sales Compensation
Marketing Expenses
SG & A
Expenses
Profit
Typical MSP Profit & Loss
• $1.4M/annually
• $160K/month
• 77K/month
• 5K/month
• 51% (83K in example)
• 7K/month. (8% of revenue)
• 3K/month (2.5% of revenue)
• 28%
• 39%
• 12% or 19,000K
If you can’t,
you only go
here
17. mspradio.com 17
Top Line Revenue
Monthly Recurring
Engineering Salaries
Technology Tools Costs
COGS
Sales Compensation
Marketing Expenses
SG & A
Expenses
Profit
Typical MSP Profit & Loss
• $1.4M/annually
• $160K/month
• 77K/month
• 5K/month
• 51% (83K in example)
• 7K/month. (8% of revenue)
• 3K/month (2.5% of revenue)
• 28%
• 39%
• 12% or 19,000K / month
This is all in. At
best, the MSP can
do two big
campaigns a year.
20. #2: A well planned /
managed recruitment
& onboarding process
• The time to develop your channel relationships is during or even
before the partner recruitment process. You can meet potential
partners through mutual customers, industry events, and technology
based organizations. Help prospective partners see the value and
opportunity of working together and be prepared ot answer any
questions they may have such as:
• Why does your company use the channel to sell their products
and services?
• What is the best partner profile for your product and services?
• How does your company view channel partners? How are they
welcomed by your sales, marketing and management teams?
• What steps do you take to get to know the partner and their
business model?
• How do you support the partner? What resources are available to
help the partner sell?
21. #1: To be
treated as your
customer
An MSP is your customer since they buy and use your technology. And they are also your partner
because they are employing that technology for their end customers. If you want a profitable
channel organization, a good relationship with your partners is crucial.
• Get to know them. Listen more
• Develop and build a great partner experience
• Be respectful
• Produce immediate actions and solutions if something goes wrong with your product or the
partnership
• Manage expectations
• Know why you want this partnership in the first place
22. How Sponsors help MSPs grow with ForzaDash
11
What is your Vendor Maturity Level (VML) as related to the MSP channel?
23. How Sponsors help MSPs grow with ForzaDash
11
Vendor Maturity Level (VML) Scoring Level 1 to 5
VML is a matchmaking mechanism to see if the vendor is a fit for the MSPs and the MSPs are a fit for the vendor
www.forzadash.com/vml
25. What is ForzaDash?
Which is a growing part of a
$49 Billion
IT Spend
These MSPs are responsible for
250,000
SMB end users
6,000+
MSP Partners WW
Sponsor
Spending Impact of the ForzaDash Community
6
26. 14
ForzaDash Services:
• MQL Generation: Generate “hand raises” from our MSP community for vendors to meet
• Partner Council: Create a MSP council to get direct feedback from your program
• Focus Group: Gather MSPs for a single topic feedback
• API Integration: Connect your platform to ConnectWise and/or Kaseya
• Marketing Integration: Direct ForzaDash leads to your marketing platform
• POC/Sandbox: Set up MSPs to provide Proof of Concept or Sandbox your product or service
27. 14
New Years Special: 50% off first month
for Platinum or Diamond sponsorship…
Save $4,500
Expires: 1/30/20