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
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