Inbound Revenue

Acceleration

Webinar for

Managed Services

& IT Consulting

Jennifer Feinberg

Co-Founder and President

SP Home Run Inc.

Connect With on LinkedIn

Follow @Jen_Feinberg

Joshua Feinberg

Co-Founder and Revenue Growth Strategist

SP Home Run Inc.

Connect With on LinkedIn

Follow @Joshua_Feinberg

Agenda

A. Getting Found Early Enough, in the Right Context, to Matter

B. Creating Scalable, Predictable, Revenue Growth

C. Your Biggest Questions About Growing Your

Managed Services & IT Consulting Revenue

D. Additional Resources

E. Your Homework / Next Steps

This slide deck gives you an outline of the questions covered in the webinar. To watch the recording for the “Inbound Revenue Acceleration Webinar for Managed Services & IT Consulting” visit http://www.sphomerun.com/inbound-revenue-acceleration-webinar-for-managed-services-it-consulting-recording

Getting Found Early Enough, in the Right Context, to Matter

“Every single deal comes down to price. I never get in early enough to explain our real value. This sucks!”

The 2005 Buyer’s Journey

10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

Prospects ready to speak with your sales team

Marketing • Trade shows • Print ads • Direct mail • Email spam

Sales • Buyers at the mercy of sales team • Sales controls access to information (asymmetry) • Marketing could be totally unaccountable and it didn’t matter • Seller-centric sales cycle

Cold calls

Today’s Buyer’s Journey

10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

Prospects ready to speak with your sales team

Marketing • Trade shows • Print ads • Direct mail • Email spam

Sales • Sales needs to get found early as

trusted advisors • Buyer-centric sales cycle • Sales monopoly on info gone

Disruption of Traditional Playbook • Search • Social • Mobile • Cloud

• Sales and marketing alignment is critical • Marketing has massive control over sales’ paychecks

• Personalization is critical • Much more consultative

Buyer’s Journey Within 3 Years

10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

Prospects ready to speak with your sales team

Marketing • Trade shows • Print ads • Direct mail • Email spam

Sales Challengers • Order takers and

explainers gone • True consultants

dominate sales

Disruption of Traditional Playbook • Search • Social • Mobile • Cloud

• Podcasting • Video • Live Video • Personalization

• Sales and marketing “departments” disappear revenue team

• Marketing owns 70% to 90% of revenue generation

Thought Leaders

Is Your Leadership in Denial?

Moment of Truth

Getting found before that 70% point is critical to competing in today’s managed services and IT consulting markets

The way to do so helpful, original, remarkable content ◦ True differentiation! (in eyes of buyer personas)

Is your company on board? ◦ Or living in 2005 with Windows XP?

Agenda

A. Getting Found Early Enough, in the Right Context, to Matter

B. Creating Scalable, Predictable, Revenue Growth

C. Your Biggest Questions About Growing Your

Managed Services & IT Consulting Revenue

D. Additional Resources

E. Your Homework / Next Steps

Creating Scalable, Predictable, Revenue Growth

Public Domain Image Courtesy of the United States Food and Drug Administration

“In God we trust; all others must bring data.” -- W. Edwards Deming American engineer, statistician, professor, author, lecturer, and management consultant

(1900-1993)

Strangers Promoters Visitors Leads Clients

Attract Convert Close Delight

Blog Keywords

Social Media

Forms Calls to Action Landing Pages

Email Sidekick Notifications Workflow Automation

Events Social Inbox

Smart Content

How to Create Scalable, Predictable, Revenue Growth

Moment of Truth

Does your website content talk more about your company? ◦ Or the problems that you solve for your clients?

Tip: During the first 70%+ of the buyer’s journey, even the best prospects won’t give a you-know-what* about your services until you’ve established trusted advisor status. ◦ * Trying to keep today’s content PG-13 (insert your own expletive)

Agenda

A. Getting Found Early Enough, in the Right Context, to Matter

B. Creating Scalable, Predictable, Revenue Growth

C. Your Biggest Questions About Growing Your

Managed Services & IT Consulting Revenue

D. Additional Resources

E. Your Homework / Next Steps

Your Biggest Questions About Growing Your Managed Services & IT Consulting Revenue

What’s Trending?

• clients • right • especially • Leads • area

Strangers

Attract

Blog Keywords

Social Media

How to Create Scalable, Predictable, Revenue Growth

How can we differentiate ourselves from our managed services competition and be seen?

How can we attract the right managed services clients within a small geographic area? (part of the San Francisco Bay area)

Visitors Leads

Convert

Forms Calls to Action Landing Pages

How to Create Scalable, Predictable, Revenue Growth

What’s most important if we want to generate more IT consulting leads?

How can we generate more of the right quality, managed services leads?

How can we grow our IT consulting pipeline?

Leads Clients

Close

Email Sidekick Notifications Workflow Automation

How to Create Scalable, Predictable, Revenue Growth

How can we be consistent with growing our managed services revenue and keep the growth moving?

What managed services pricing strategies should we use? And how should we structure service level agreements?

What should we concentrate on for finding IT consulting clients and sales?

How can we make sure that we find the right size, quality IT consulting clients?

Promoters Clients

Delight

Events Social Inbox

Smart Content

How to Create Scalable, Predictable, Revenue Growth

How can we grow our managed services business?

This slide deck gives you an outline of the questions covered in the webinar. To watch the recording for the “Inbound Revenue Acceleration Webinar for Managed Services & IT Consulting” visit http://www.sphomerun.com/inbound-revenue-acceleration-webinar-for-managed-services-it-consulting-recording

Agenda

A. Getting Found Early Enough, in the Right Context, to Matter

B. Creating Scalable, Predictable, Revenue Growth

C. Your Biggest Questions About Growing Your

Managed Services & IT Consulting Revenue

D. Additional Resources

E. Your Homework / Next Steps

Additional Resources

Watch the Webinar Recording at http://www.sphomerun.com/webinars

Watch the Webinar Recording at http://www.sphomerun.com/webinars

Additional Resources

Watch the Webinar Recording at http://www.sphomerun.com/webinars

Watch the Webinar Recording at http://www.sphomerun.com/webinars

Additional Resources

Download the Guide at http://www.sphomerun.com/it-channel-inbound-marketing-planning-guide

Read the Blog at http://www.sphomerun.com/blog/topic/managed-services

Agenda

A. Getting Found Early Enough, in the Right Context, to Matter

B. Creating Scalable, Predictable, Revenue Growth

C. Your Biggest Questions About Growing Your

Managed Services & IT Consulting Revenue

D. Additional Resources

E. Your Homework / Next Steps

Your Homework / Next Steps

Sign Up at http://www.sphomerun.com/fma

Your Homework / Next Steps

Sign Up at http://www.sphomerun.com/fma

Image Courtesy of Håkan Dahlström

“Skate to where the puck is going,

not where it’s been.” -- Wayne Gretzky

This slide deck gives you an outline of the questions covered in the webinar. To watch the recording for the “Inbound Revenue Acceleration Webinar for Managed Services & IT Consulting” visit http://www.sphomerun.com/inbound-revenue-acceleration-webinar-for-managed-services-it-consulting-recording