Susan Elder has been here and done that like few other people in our industry. Having led the marketing program at Jenne, she has had a front row seat for the many seasons and transformations that have occurred over time. “Many companies say they have a plan, but they don’t really have a written plan,” says Elder, commenting on how many people dive into projects using scarce resources and incomplete strategy only to later be disappointed. As the economic situation changes, and as MSPs face a new era where they will need to be creative and more competitive to find, sign, and retain business, Elder discusses how MSPs can step back, and then step forward with an organized way to make their goals. In this podcast we learn about how taking an audit of how a current business finds new customers, is a very good first step to building a successful path. Elder describes how sales and marketing are connected, but different and then relates these differences to the MSP challenge. We also learn how to do things now, using limited resources, and then making small tests of ideas to find what works.
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