365 Technologies Shares the Secret to How They Sell Managed IT
365 Technologies, a Managed Service Provider (MSP) based in Canada, offers innovative IT solutions with a focus on reliable customer service and business growth. The MSP has grown by over 86% in the last few years, and has evolved its sales process with the help of The MSP Sales Process, setting the stage for even more success.
Challenges:
For years, 365 Technologies relied on their PSA tool, ConnectWise Manage, for sales operations. However, Michael Anderson, CEO of 365 Technologies, recognized that the system lacked the CRM capabilities needed to manage the company's growing sales. Key challenges included:
- Unorganized Data: Years of accumulated data from multiple sources, making it difficult to track prospects, manage campaigns, and maintain structured sales pipelines.
- Limited CRM Features: The PSA tool lacked the specialized CRM features needed to streamline the sales process effectively.
“We had almost 15 years of data, but there wasn’t any structure around it. We had lists that didn’t make sense, and it wasn’t easy to track people or move them through campaigns.”
As 365 Technologies continued to scale, they knew they needed a solution that would improve sales management and help them grow.
Solution:
The breakthrough came when Michael saw a LinkedIn post recommending The MSP Sales Process. Though they initially tried to set it up themselves, they found the process to be inefficient. After learning about The MSP Sales Process, which was pre-configured for MSPs, the decision was clear.
Key Benefits of Adopting The MSP Sales Process:
- Purpose-built Sales Process: The MSP Sales Process streamlined their workflow, eliminating inefficiencies from the self-setup.
- Dynamic Task Loading: The MSP Sales Process displayed relevant tasks automatically based on the sales process, saving valuable time and effort.
- Centralized Data Management: Data, such as active users or competitor information, was stored centrally and appeared in the right places as deals progressed.
- Integration with M365 and ActiveCampaign: Easy integration with tools like Microsoft 365 and ActiveCampaign improved email campaigns and data synchronization.
“The MSP Sales Process version made everything cleaner, more efficient, and purposeful. It saved us hours in setup and ultimately resulted in a much better final product.”
Training and Enablement:
The MSP Sales Process’s training resources played a pivotal role in ensuring that both Michael and his sales team were up to speed. Michael praised the platform’s comprehensive training tools, which helped both experienced and new reps get acclimated quickly.
Key Features Supporting Training:
- Automated Coaching: The MSP Sales Process offers in-platform triggers to guide sales reps with actionable insights, ensuring that deals progress smoothly.
- Coaching Tools for Managers: Michael leveraged The MSP Sales Process’s story stream and activity reporting features to monitor his team's activities and provide timely coaching.
- Paired with a sales enablement platform, The MSP Sales Process has all the education you need to start selling yourself or start training and managing new sales reps.
“As a CEO that is new to sales management, the automated coaching and activity reporting in The MSP Sales Process have made my job so much easier. I can track everything in real-time and provide feedback to my rep instantly.”
Results:
Since implementing The MSP Sales Process, 365 Technologies has seen remarkable improvements in sales operations:
- Increased Efficiency: The sales process became more streamlined, enabling faster and more organized data entry.
- Scalability: With the refined sales process, training new sales reps became more effective, enabling faster scaling.
- Objective Pipeline Health Metrics: Michael now enjoys a clear view of the pipeline’s health, including deal progression, closure probabilities, and potential bottlenecks.
- Revenue Growth: The company’s project labor revenue surged from $100K to $350K annually, with expectations to hit $5M this year.
“Now, with Membrain.com CRM, I have an objective way to assess the health of our pipeline. I can see where deals are stalling and take action quickly. It's data-driven, and that's something we didn’t have before.”
Additionally, the upcoming integration with ConnectWise and Fox and Crow Group's proprietary AI and lead scoring features promises to further enhance sales and marketing efforts.
This Is How We Sell at 365 Technologies:
Switching to The MSP Sales Process has been a game-changer for 365 Technologies.
By moving sales activity out of their Connectwise PSA (Professional Services Automation) tool, and into a specialized CRM for MSPs, they achieved greater efficiency, smoother sales processes, and clearer insights into pipeline health.
“Membrain.com CRM has made a huge difference for us. The integration with M365 and ActiveCampaign, combined with a structured sales process, has helped us scale faster and more efficiently than I ever thought possible.”
With The MSP Sales Process’s tailored features, ease of adoption, and ongoing development, 365 Technologies remains well positioned for continued growth and success.
Thank You 365 Technologies!
We greatly appreciate the clients that take time to provide testimonials and case studies as The MSP Sales Process continues to gain traction in the MSP community.
"It is especially flattering when previous clients return to work with us again - we are grateful for our partnership with Membrain.com and 365 Technologies!" -Carrie Richardson, Partner, Fox and Crow Group
Ready to see how you can sell managed IT in a repeatable way using a proven process and tools built just for MSPs?
