37 percent of MSPs polled by IT Glue admit to having trouble with sales and marketing. That figure probably understates the real extent of the problem, according to Arnie Bellini, CEO of Tampa, Fla.-based managed services software maker ConnectWise and a speaker at GlueCon.
“That’s the place that we all fail,” he says. “We like the technology. We sort of take a shortcut on packaging and pricing [and] selling, because we don’t know that as well.”
The consequences can be expensive though, Pica notes.
“No company is going to be profitable if they don’t have a predictable flow of new customers,” he says. “Even if you don’t want to grow fast and scale, you’ve got to have some process around sales and marketing.”
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