{"id":52658,"date":"2024-02-28T12:53:15","date_gmt":"2024-02-28T12:53:15","guid":{"rendered":"https:\/\/www.n-able.com\/?p=52658"},"modified":"2024-02-29T13:07:27","modified_gmt":"2024-02-29T13:07:27","slug":"our-checklist-for-creating-a-co-managed-it-go-to-market-plan","status":"publish","type":"post","link":"https:\/\/www.n-able.com\/pt-br\/blog\/our-checklist-for-creating-a-co-managed-it-go-to-market-plan","title":{"rendered":"Our Checklist for Creating a Co-managed IT Go-to-Market Plan"},"content":{"rendered":"<p class=\"p2\"><span class=\"s2\">In the previous blog posts in this series we\u2019ve talked about a number of different ways that co-managed IT services can help MSPs develop their businesses, including: <\/span><\/p>\n<ul>\n<li class=\"p3\"><span class=\"s4\"><a href=\"https:\/\/www.n-able.com\/blog\/embracing-co-managed-it-part-one-strategic-benefits\" target=\"_blank\" rel=\"noopener\"><span class=\"s5\">The Strategic Benefits of Co-managed<\/span><\/a><\/span><\/li>\n<li class=\"p4\"><span class=\"s4\"><a href=\"https:\/\/www.n-able.com\/blog\/why-current-economic-conditions-are-ideal-for-co-managed-it\" target=\"_blank\" rel=\"noopener\"><span class=\"s5\">Why the Current Economic Conditions are Ideal for Co-Managed IT<\/span><\/a><\/span><\/li>\n<li class=\"p4\"><span class=\"s4\"><a href=\"https:\/\/www.n-able.com\/blog\/elevate-your-cybersecurity-offerings-with-co-managed-services\" target=\"_blank\" rel=\"noopener\"><span class=\"s5\">How Co-managed Can Elevate Your Cybersecurity Offerings<\/span><\/a><\/span><\/li>\n<li class=\"p4\"><span class=\"s4\"><a href=\"https:\/\/www.n-able.com\/blog\/co-managed-services-a-powerful-way-to-bridge-the-it-talent-gap\" target=\"_blank\" rel=\"noopener\"><span class=\"s5\">How Co-managed Can Help Bridge the IT Talent Gap<\/span><\/a><\/span><\/li>\n<li class=\"p4\"><span class=\"s4\"><a href=\"https:\/\/www.n-able.com\/blog\/co-managed-services-your-secret-sauce-for-client-retention\" target=\"_blank\" rel=\"noopener\"><span class=\"s5\">How Co-managed Can Be Your Secret Sauce for Client Retention<\/span><\/a><\/span><\/li>\n<\/ul>\n<p class=\"p2\"><span class=\"s2\">The next step is to talk about how you take your new Co-Managed services offering to market. <\/span><\/p>\n<h2 class=\"p2\"><span class=\"s2\">Creating a Go-to-Market (GTM) strategy<\/span><\/h2>\n<p class=\"p2\"><span class=\"s2\">A GTM strategy is a step-by-step plan for launching a new product or service. It can also be used to expand into a new market with an existing product or service. Your GTM strategy is typically tailored for a specific launch and focused on a certain time-based activity or campaign.<\/span><\/p>\n<p class=\"p2\"><span class=\"s2\">Here a checklist of seven steps you need to consider when crafting your co-managed GTM strategy:<\/span><\/p>\n<h2 class=\"p2\"><span class=\"s2\">1. Define Your Ideal Client Profile<\/span><\/h2>\n<ul>\n<li class=\"p6\"><span class=\"s2\">Who is your target audience? <\/span><\/li>\n<li class=\"p6\"><span class=\"s2\">What does your ideal client profile look like for this market?<\/span><\/li>\n<li class=\"p6\"><span class=\"s2\">What vertical markets, geographical locations, roles of personnel, new logos, or existing customers do you want to target?<\/span><\/li>\n<li class=\"p6\"><span class=\"s2\">What type of IT organizational structure will your services best support (top-heavy departments, bottom-heavy departments, thin or 1-person departments)?<\/span><\/li>\n<li class=\"p6\"><span class=\"s2\">Where will you source company names to help build our prospect lists for marketing and tele-sales purposes?<\/span><\/li>\n<\/ul>\n<h2 class=\"p5\"><span class=\"s2\">2. Identify the Problem<\/span><\/h2>\n<ul>\n<li class=\"p6\"><span class=\"s2\">What problem(s) will your co-managed services help solve for internal IT departments?<\/span><\/li>\n<li class=\"p6\"><span class=\"s2\">What are the purchasing triggers and pain points of your target audience? This will help you create your key messaging and value prop statements for your co-managed IT services. <\/span><\/li>\n<li class=\"p6\"><span class=\"s2\">Consider the issues plaguing internal IT departments today that you will want to consider addressing in your marketing and sales material. Some of the main ones that you can highlight are:<\/span>\n<ul>\n<li class=\"p8\"><span class=\"s2\">IT Companies are experiencing staffing challenges and struggling to find qualified staff.<\/span><\/li>\n<li class=\"p8\"><span class=\"s2\">Existing staff are busy and forced to do more with less, which is leading to burn out, exhaustion and turnover due to overworked staff.<\/span><\/li>\n<li class=\"p8\"><span class=\"s2\">Networks are becoming increasingly more and more complex and cyber threats are becoming more sophisticated making it difficult to keep up.<\/span><\/li>\n<li class=\"p8\"><span class=\"s2\">The ever-changing technological and threat landscapes are causing internal IT to lag behind.<\/span><\/li>\n<li class=\"p8\"><span class=\"s7\"><\/span><span class=\"s2\">Internal IT live on an island, with limited exposure compared to MSP staff.<\/span><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<h2 class=\"p2\"><span class=\"s2\">3. Research the Competition<\/span><\/h2>\n<p class=\"p10\"><span class=\"s2\">Questions to ask yourself:<\/span><\/p>\n<ul>\n<li class=\"p11\"><span class=\"s2\">What other MSPs in your market offer co-managed services?<\/span><\/li>\n<li class=\"p11\"><span class=\"s2\">What type of co-managed service programs are they promoting?<\/span><\/li>\n<li class=\"p11\"><span class=\"s2\">How do their offerings compare to your offerings? <\/span><\/li>\n<li class=\"p11\"><span class=\"s2\">What vertical markets, role types, geographic regions are your competitors targeting? <\/span><\/li>\n<li class=\"p11\"><span class=\"s2\">How is your competition doing at promoting their co-managed services? <\/span><\/li>\n<li class=\"p11\"><span class=\"s2\">What kind of marketing and promotion activities are being advertised?\u00a0 <\/span><\/li>\n<\/ul>\n<h2 class=\"p5\"><span class=\"s2\">4. Create Key Messaging &amp; Define Value Prop<\/span><\/h2>\n<p class=\"p13\"><span class=\"s2\">For each problem identified above outline in Step 2, complete the following: <\/span><\/p>\n<p class=\"p10\"><span class=\"s2\">Pain Point:_________________________________________________________\u00ad\u00ad\u00ad\u00ad\u00ad\u00ad__<\/span><\/p>\n<p class=\"p15\"><span class=\"s2\">Benefit\/Value Provided: _____________________________________________<\/span><\/p>\n<p class=\"p15\"><span class=\"s2\">Key Message: ______________________________________________________<\/span><\/p>\n<h2 class=\"p2\"><span class=\"s2\">5. Determine your Marketing Channels<\/span><\/h2>\n<p class=\"p10\"><span class=\"s2\">Ask yourself: <\/span><\/p>\n<ol>\n<li class=\"p11\"><span class=\"s2\">What marketing channels will I use to help make my co-managed services stand out from my competition and get the attention of my audience?<\/span><\/li>\n<li class=\"p11\"><span class=\"s2\">How will I convert attention to lead generation or sales? <\/span><\/li>\n<li class=\"p11\"><span class=\"s2\">Once you get your prospect\u2019s attention, how are you going to move them to the next step in the process?<\/span><\/li>\n<li class=\"p11\">Consider leveraging MarketBuilder to create a \u201cCo-managed Services Event-in-a-Box\u201d<\/li>\n<\/ol>\n<h2 class=\"p5\"><span class=\"s2\">6. Set your GTM Goals and Objectives<\/span><\/h2>\n<p class=\"p16\"><span class=\"s2\">Use Key Performance Indicators (KPIs) To Measure Campaign Success<\/span><\/p>\n<ul>\n<li class=\"p17\"><span class=\"s2\">What are your goals for this campaign? <\/span><\/li>\n<li class=\"p18\"><span class=\"s2\">What KPIs will you be tracking to gauge its success?<\/span><\/li>\n<\/ul>\n<p class=\"p12\"><span class=\"s2\">Example: If conducting an in-person seminar or webinar event, possible KPIs to track:<\/span><\/p>\n<ul>\n<li class=\"p6\"><span class=\"s2\">Event Registration<\/span><\/li>\n<li class=\"p6\"><span class=\"s2\">Event Attendance<\/span><\/li>\n<li class=\"p15\"><span class=\"s2\">Marketing Effectiveness to Populate Event:<\/span>\n<ul>\n<li class=\"p19\"><span class=\"s9\">Email<\/span><\/li>\n<li class=\"p11\"><span class=\"s2\">Proactive Call Campaign<\/span><\/li>\n<li class=\"p11\"><span class=\"s2\">Social Media<\/span><\/li>\n<li class=\"p11\"><span class=\"s2\">Direct Mail Invitation<\/span><\/li>\n<\/ul>\n<\/li>\n<li class=\"p15\"><span class=\"s2\">Sales Qualified Leads to be Generated from Event<\/span><\/li>\n<li class=\"p15\"><span class=\"s2\">Pipeline Generated<\/span><\/li>\n<li class=\"p15\"><span class=\"s2\"># of New Customers Acquired<\/span><\/li>\n<li class=\"p15\"><span class=\"s2\">Customer Acquisition Costs<\/span><\/li>\n<li class=\"p15\"><span class=\"s2\">Event ROI<\/span><\/li>\n<li class=\"p15\"><span class=\"s2\">Event Feedback Surveys Received<\/span><\/li>\n<li class=\"p6\"><span class=\"s2\">Event Budget vs. Actual Spend<\/span><\/li>\n<\/ul>\n<h2 class=\"p5\"><span class=\"s2\">7. Create your Sales Plan<\/span><\/h2>\n<ul>\n<li class=\"p17\"><span class=\"s2\">Who will be involved in the sales process? <\/span><\/li>\n<li class=\"p17\"><span class=\"s2\">What role will they have?<\/span><\/li>\n<li class=\"p18\"><span class=\"s2\">What will their primary activities be?<\/span><\/li>\n<\/ul>\n<p class=\"p5\"><span class=\"s2\">And that\u2019s it! You now have a basis for creating your GTM plan for your new co-managed services model. don\u2019t hesitate to log into N&#8209;able MarketBuilder and to gain access to all the ready-made content and campaign materials that have been developed to support your marketing and sales efforts. <\/span><\/p>\n<p class=\"p20\"><span class=\"s2\"><b>Unlock the secrets to Co-managed success with our digital playbook! Discover the ultimate blueprint for creating, selling, and pricing co-managed services with our Co-Managed Digital Playbook.\u00a0Here\u2019s what one of our partners had to say about the playbook:<\/b><\/span><\/p>\n<p class=\"p20\"><span class=\"s2\"><b>\u201cBravo on the Co-managed Digital Playbook. It is awesome. It&#8217;s an actual blueprint of how to create your Co-managed offering, with real useable insights including how to structure your pricing. This is something you never really see with vendor guides. Thanks for all of the content and hard work put into this.\u201d\u00a0Robby Garon, President Teknertia<\/b><\/span><\/p>\n<p class=\"p20\"><span class=\"s2\"><b>To get hold of your copy, N&#8209;able partners should contact\u00a0<\/b><a href=\"mailto:stefanie.hammond@n-able.com?subject=I%27d%20like%20a%20copy%20of%20the%20Co-managed%20Digital%20Playbook\" target=\"_blank\" rel=\"noopener\"><span class=\"s10\"><b>Stefanie Hammond<\/b><\/span><\/a><b>.<\/b><\/span><\/p>\n<p class=\"p21\"><span class=\"s11\"><b>Non-partners can\u00a0<\/b><a href=\"https:\/\/www.n-able.com\/resources\/co-managed-digitial-playbook\" target=\"_blank\" rel=\"noopener\"><span class=\"s12\"><b>download the Playbook here<\/b><\/span><\/a><b>.<\/b><\/span><\/p>\n<hr \/>\n<p><strong>Check out this video interview with Stefanie for more on Co-Managed<\/strong><\/p>\n<p><iframe loading=\"lazy\" width=\"560\" height=\"315\" src=\"https:\/\/www.youtube.com\/embed\/0czS_tl3-8w?si=FazaztEm9v78Wckp\" title=\"YouTube video player\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" allowfullscreen=\"allowfullscreen\" data-mce-fragment=\"1\"><\/iframe><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Once you\u2019re ready to take your new co-managed IT services to your clients, here are the 7 steps to help you effectively market your new offering.<\/p>\n","protected":false},"author":63,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"class_list":["post-52658","post","type-post","status-publish","format-standard","hentry","topic-msp-business"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - 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