IT Channel Insider - June 2021

IT Channel Insider - June 2021

IT CHANNEL INS IDER

4 Keys To Choosing The RIGHT Virtual Events In 2021

How Bruce McCully of

Galactic Advisors Generated Over $1 Million In NEW

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A Win-Win Campaign For Dell And Our Members

SALES Since Partnering With Big Red Media

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5 Irrefutable Signs It’s Time To Fire Your Salesperson And More From MSP Success! Page 7

June 2021 | Volume 4

A Big Red Media Production

Letter From The Editor

Upcoming Channel Events

Producers Club Meetings When: Q2 - July 15–17, 2021 Q3 - Oct. 7–9, 2021 Where: Cool Springs Marriott, Franklin, TN RobinsProducersClub.com

As I write this, we’re putting the final touches on the first big event back in the channel and I’m certain it is going to be a roar - ing success. If you missed it, check out Flickr.com/robinrobins to get a feel for the event. I can guarantee that it was amazing! COVID-19 isn’t over quite yet, but we’re all on our way to kicking its butt and getting back to “business as normal.” Thanks to the effects of COVID-19, we here at Technology Marketing Toolkit/Big Red Media have seen a big shift that has changed the industry forever … • The popularity of virtual events • A huge surge in digital marketing within the channel What started out as a necessary shift to keep the lead flow coming in has turned into “business as usual” for many MSP channel companies. The big question I keep on hearing is what’s going to happen once live events come back in full force? In this issue, we dive deep into this question with an excel - lent digital marketing case study from Dell and our tips on how to pick the BEST virtual events to sponsor moving forward. Additionally, in this issue, I’m so happy to feature a good friend of the Robin Robins community, Bruce McCully. I first met Bruce as a new Producers Club member seven years ago when he joined the group for his MSP, Dynamic Edge. With of - fices in both Nashville and Michigan, Bruce has long been a wel - come face in our office and at Producers Club meetings. Over the years, he grew (and then eventually sold) Dynamic Edge into a thriving monster of an MSP and was a two-time Better Your Best contest finalist (our top MSP competition each year at Technology Marketing Toolkits IT Sales And Marketing Boot Camp). When Bruce came to me last January during our London MSP event with the idea for a new channel-focused company, I was certain from the start that it would be a hit … not because of the concept, but because of the leader that was ready to start the company — Bruce. Fast forward to 2021 and Bruce has gone all in on Galactic Advisors and all in on the Robin Robins com - munity, already netting $1 Million-plus in first-year revenues from this community alone. His story is one that any channel company leader can learn and grow from. Hope you enjoy!

The New Digital Marketing Roadshow

When & Where: Sept. 8–9, 2021 | Washington, D.C.

Sept. 28–29, 2021| Dallas, TX Oct. 21–22, 2021| Newark, NJ Oct. 28–29, 2021| Chicago, IL Nov. 2–3, 2021| Las Vegas, NV (Plus Virtual) BigRedMedia.com/events/roadshow

IT Nation Secure When: June 21–23, 2021 ConnectWise.com/theitnation

dattoCon When: Oct. 11–14, 2021 DattoCon.com

ConnectIT When: Oct. 19–22, 2021 ConnectIT.com

Jeff Johnson Executive Director, Big Red Media

For a complete list of channel events, visit MSPSuccessMagazine.com/channel-events

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Big Red Media | A Robin Robins Company

4 Keys To Choosing The RIGHT Virtual Events In 2021 A fter a year or more when live, in-person events were a rarity, we know some channel companies may be burned out on virtual events. However, even as live events are making a comeback, there is still tremendous value in partnering with virtual events.

First, virtual events can reach more of your target au- dience. Even with vaccinations available, not everybody is ready or even capable of attending a live event. Plus, inter - national travel, including Canada, may be restricted quite a while longer. Virtual events side step these obstacles. Second, companies can bring more of their teams to virtual events. Without the expense and productivity slide of live events, MSPs can now bring additional decision-makers or influencers (technical staff, business partners, spouses, etc.) to events like never before. Therefore, you can connect with more company decision-makers. Third, virtual events can offer greater connection op- portunities and better lead generation. Instantly engage with your target audience at any time and showcase your products or services through virtual social communities. Plus, you can capture attendee leads without attracting them to a physical booth. The fact is that the number of quality leads, lucrative con - nections, and new sales you receive all depend on choosing the RIGHT virtual event using these four critical keys. Key 1: Aligning With The RIGHT Platform Virtual event platforms today can range from a glorified Zoom call to our own platform at BigRedVirtual.com , which comes surprisingly close to a live event. We’ve tested dozens of plat - forms, and it’s clearly the easiest, most secure, and problem-free virtual event platform. Plus, it’s the only one specialized for the channel. With unlimited attendees and sessions, sponsors ap - preciate the ability to share multiple education pieces and have highly engaging conversations with decision-makers.

Key 2: Choosing The RIGHT Event Theme Or Topic MSP virtual events come in all shapes and sizes. By choosing a topic that is aligned with your core company message and where you can add value to attendees, you’ll ensure your products and services closely align with the event. That’s also how you attract your target market for a greater ROI. Pro Tip: Better engage your audience by offering more value over several speaking sessions. Key 3: Connecting With The RIGHT Audience No matter how fancy the virtual event platform, if you’re not meeting with your target audience, what’s the point? Only choose events proven to be able to deliver MSPs with buying power. Key 4: Choose The RIGHT Event Duration Studies show that event sponsors achieve the greatest ROI by partnering with virtual events that are 1–2 days in length. Anything less than a day attracts far fewer attendees, and they are not as engaged with exhibitors and sponsors. n Good news! Rather than scrambling to find the best 100% virtual event opportunities with the right platform, the right topics, the right audience, and the right length, we found two for you coming up soon: • June 30, 2021 — Cyber Security Livecast A Step-By-Step Plan To Add Half A Million Or More In High-Profit MRR Selling Cyber Security Solutions • Aug. 5, 2021 —MSP Mergers & Acquisitions Strategy Day Everything You Need To Know About Acquiring Other Com - panies, Merging With Other IT Firms For Strategic Growth, And Preparing Your Business To Sell For Maximum Profit

Contact Your Big Red Media Account Manager Or Call Our Office At 844-999-0555 For An Event Prospectus Today.

www.BigRedMedia.com

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IT Channel Rock Star Profile

Bruce McCully’s 4-Step Process That Resulted In Over $1 Million In New Sales During His First 10 Months Of Partnering With Robin Robins And Big Red Media

I n 2019, Bruce McCully,

became one of our core values: ‘We enjoy helping people.’” It’s so important to Bruce that he only hires people who “get joy from helping people.” His employees have been known to do things such as clean every car in the parking lot after a big snowstorm. Bruce got into cyber security in 2007 when he started working with >Page 1 Page 2 Page 3 Page 4 Page 5 Page 6 Page 7 Page 8

www.bigredmedia.com

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