In this Q&A, sales and marketing expert Robin Robins discusses some findings from the ChannelPro 2023 State of the Channel survey and her own TMT member data, commenting that “the opportunities are vast and amazing, but there are still some things people need to worry about.” She’ll be covering both at the annual IT Sales and Marketing Boot Camp in Nashville April 11-14. In this preview to that event, you’ll hear her take on:
- Revenue, profits, and MRR are up for MSPs, but leads and new logos are down
- Referrals and networking are still the No. 1 way to get new customers, so MSPs need to stay focused on “the meat and potatoes” of marketing
- Many MSPs are failing to capture and follow up on inbound leads—a missed opportunity
- Compliance, security, and going upmarket are big growth areas
- The importance of surrounding yourself with successful peers
