Cobweb’s MD Michael Frisby on the need for marketing and training:
Cobweb’s Managing Director talks about the issues in marketing and selling security as a service on behalf of Mimecast. In this talk to the 2017 Managed Services and Hosting Summit Michael relates how 70% of the buyer’s journey is done before they pick up the phone to us, hence the need for marketing. “Some 8%-10% of our revenues are now spent on marketing,” he says, “both on acquiring new customers and continuing to engage with the existing clients to drive that lifetime customer value.” On the issue of security, he says “you cannot protect at the perimeter any more. Defence starts with protecting the identity, then.” “We help customers in the three ways – help them think about productivity, modernise the infrastructure and secure the business. Productivity in particular is about a lot more than selling Office 265.” Partnering is absolutely essential; managed services is a journey and organisations involved have to become much more about learning and their own education as they go through these changes, he concludes, adding that Cobweb has increases its training budget four-fold going in to the current year. The experience that the customer gets is only as good as the people who can deliver it.
David Groves, Director of Product Management, Maintel on the MSPs need for changing processes and mindsets:
“Security is at the heart of what we do and we do it through managed services,” David Groves, Director of Product Management. Maintel told the 2017 Managed Services and Hosting Summit on behalf of Highlight. But this has meant changes in the organisation, transitioning from a maintenance service which is purely reactive. “Moving to becoming proactive is a different style and is what we call a managed service, very much aligned with the customer’s business processes.” Providing things much more in line with what the customer needs is a higher value service. “In terms of people, we have had to change our culture, which is a different mindset from measuring uptime.” Processes also change, and the methodology, systems and customer engagement changes.
Sam Walis, Senior Account manager at Autotask:
“This is my third year at this event, and it is something that Autotask takes seriously. At this event we find good quality, strong conversations, with good quality people. For us personally it is about meeting with Autotask customers, including those who may not be customers yet – those we don’t know yet and who we are meeting for the first time.” We find [the event offers] very rich content from the likes of Gartner and the viewpoints of actual MSPs, plus a very good delegate list.”
Chris Tate, Datto Business Development Director, EMEA:
“The value of this event is huge; it is actually two-fold – one of which is meeting new MSPs and partners that come into the business. But it is just as valuable as a great way to connect with our existing partnerbase where we may not see a lot of them apart from one or two events a year. It is always good to see them, to talk about new products and services we are offering. The sessions are great – really informative - but the breaks and networking are really useful for us as well.”
Nadia Karatsoreos, SolarWinds MSP Channel Development and Enablement:
“It is always a great event…. so excited to be here again. Education of partners is something we take really seriously – not just on technology but also on the business side of things.” Value of this event: “I love these types of event – it gets everyone in one place; spending time on their business rather than in their business. It gives them a great opportunity to meet vendors, maybe find out what new technologies are coming out, but also that peer-to-peer networking time. I’m just standing there listening to peoples’ conversations; listening to the questions they are asking. I can see that a lot of the MSPs can see the value in it as they are trying to transform, whether it is with security services, or print services or whatever, it is a great opportunity to get together with their peers.”
Previous Year's Testimonials
Please find below a selection of testimonials from our event in 2016 from our sponsors.
View all testimonials here
“This was our first MSP Show for UniPrint and we only signed after thorough evaluation of the attendee lists from the previous events. We shouldn’t have been concerned. The organisers delivered the interactions they promised from the outset. We have very impressed by the quality of the conversations all there with one common goal – to increase service levels via a hosted model.”
- Marketing Manager Uniprint.net
“One of the best events for specific industry knowledge and channel engagements”
- Marketing Events Manager Datto
“For me I think [the value of this event] is that it is one place where I can see a lot of different things - the different things that MSPs should be aware of; what are the options they have to take to their customers and how do they add value to that. It gives a 360 degree view of the industry from one place. For us we can talk to MSPs and see the pain points, and that has been my value in this; useful.”
- Senior Director of Partner Community and Field Marketing SolarWinds MSP