Episode 5
Driving Value and Revenue through effective Account Management
MSP customers can be the gift that keeps giving. To ensure that you are maximizing each relationship you will require a strategic account management process.
About This Episode
In this episode we discuss the role of the MSP Account Manager. A great account manager can maximize the lifetime value of the relationship and ensure that the relationship sticks long-term
Brian outlines the strategic account management process he employed while running his MSP. Key points are understanding the key initiatives and obstacles that a client is facing and making recommendations to contribute to solving each.
We also identify the key difference between the Key Account Manager (KAM) and the Technical Account Manager (TAM). Key drivers for each role depends on the size on personnel of the MSP. We also discuss how these resources can “stealth sell”.
Tim discusses how to leverage the DISC profile for assessing resources and determining how to assess success in each role. Robb discusses the communication style that can be leveraged within the DISC profile.
We dive into QBR’s as an account management tool. We discuss the frequency of Business Reviews and that should drive those meetings. WE talk about ways to rate your clients to determine frequency and driving value back to your client.
We close the meeting with staying in contacts with clients begin the key to account management. You need to be proactive and stay ahead of issues.
Related Episodes
Chris Johnson – Gaining Trust with Security Trustmark
Episode 138 Chris Johnson, CompTIA Gaining Trust with Security TrustmarkHosts Brian Doyle Tim McNeil Robb Rogers Guests Chris Johnson CompTIA Share Episode Instagram Facebook LinkedInAbout This EpisodeChris Johnson is a cybersecurity compliance...
A-Jay Orr Building Opportunity for Veterans in Transition
Episode 137 A-Jay Orr, Simple Plan IT Building Opportunity for Veterans in TransitionHosts Brian Doyle Tim McNeil Robb Rogers Guests A-Jay Orr Simple Plan IT Share Episode Instagram Facebook LinkedInAbout This EpisodeA-Jay Orr, the founder, and CEO of...
EP 136 Roundtable – Five Things on the mind of CIOs in 2023
Episode 136 Roundtable Five things on the mind of CIOs in 2023 Know more about the five things that are on the mind of senior CIOs and MSP experts this 2023Hosts Tim McNeil Robb Rogers Brian Doyle Share Episode Instagram Facebook LinkedInListen on your favorite...