Overview

From MSP to BSP: Pivot from Managed Services Provider to Business Services Provider to Profit from I.T. Disruption As the world moves to mobile devices, the cloud, and everything-as-a-Service (XaaS), Managed Services Providers (MSPs) become irrelevant. How can you provide managed services when there's nothing left in the data center to manage? In this pragmatic discourse about the changing role of technology business partners, you learn why this trend accelerates and how to pivot to be a Business Services Provider (BSP), where you work with C-level business executives to implement their roadmap by delivering foresight, management, and protection irrespective of the location or ownership of the technology that runs their company.

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9781884059261

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Reviews

Mark Smith delineates critical differences between B2C and B2B marketing that technologists must not ignore. Perry Marshall, Author of 80/20 Sales and Marketing Anyone who has owned a technology firm knows that you have to reinvent yourself every 5 -7 years to stay current, relevant, and above the commoditization fray. Mark's book is a must read for MSP's who want to continue to survive and thrive in this era of digital transformation. Linda Rose, Retired Founder and CEO of multiple Microsoft Partner companies After decades in the I.T. business as founder and CEO of the industry's oldest IT Channel Community, The ASCII Group, it is clear that we are watching the biggest disruption of all time. Some will make it, and those who aren't paying attention, won't. Mark lays out why you must pay attention, what you must do today to make the change, and how to make more profit than ever. Read it. Act on it. Profit from it. Alan Weinberger, Founder, The ASCII Group A timely guide for selling in the age of digital transformation. Mark S A Smith's book could not have come at a better time. The 'new' answers to 'what do I do, what do I say, to whom, how, and when' are exquisitely covered in detail. Now it's your turn to take Mark's material, internalize it, execute it, own it, and reach the sales success you deserve. Marylou Tyler, Co-author, Predictable Prospecting & Predictable Revenue In business the last thing you need is stability... change presents opportunity and we have never seen such change as is happening in our world today. Everything we know is being challenged. Mark has once again applied his experi-ence, observations and incredible insight into a concise toolkit that allows us to understand where in this tsunami of change business opportunity exists. From frictionless transactions through augmented reality the commercialization of space travel and paradigm shift from senior professionals to Millen-nials. This is gold. Tony Bulleid, VP Sales Marketing and Operations EMEA I've never seen our industry in such upheaval as it is. Mark's words are sage advice to those who want to be in it in the future. Otto E. Coppen, Field Account Executive, Synnex This book describes the disruption occurring within the I.T. industry. Old business models are evaporating and new business models are proliferating. It then offers sound, practical advice on how sellers can win business in this rapidly changing milieu. If you sell into the I.T. space this book is a must read... for your survival. If you don't sell into the I.T. space read it because it succinctly describes how to sell within a disrupted market. Thomas J. Williams, Managing Director Strategic Dynamics Inc. Now more than ever, it is critical to work ON all of areas of your business, not just IN them. Mark's impactful and action-able insights are a catalyst to do just that! Mary Ellen Grom, Executive Director, Marketing Communication, AFL Global A treasure trove of nuggets! Gold nuggets... Heart of Selling is 90%, Transaction engine vs Trust engine. Mark artfully paves the way towards selling Mission Critical systems. A must embrace. Rajesh Rao, VP Asia Pacific, Viavi Solutions Well worth the read. Mark points out, don't be just a trusted I.T. advisor. Be the customer's business partner. Work with them to solve their business issues before your competition does. Grow your businesses together. This book shows you how. Mike Fritzler, Director of Business Development, Powerland, Canada

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