How to create a business blueprint and increase your MSP’s revenue and profits

CompTIA’s MSP Profit Builder course helps managed service providers create proven business strategies. It also teaches them how to create new solutions and target the right customers. Many managed service providers face challenges in growing their business profitably, regardless of whether it’s $1million, $5m or $10m. It can be frustrating and even demoralizing to reach a revenue target or other growth goal. CompTIA’s MSP Profit Builder Course was created to help overcome those obstacles.
The course was developed with the support of MSP leaders and helps participants implement proven business strategies. It also teaches how to create a solution and target the right customers. The next course will be held at ChannelCon in August. Register for the class or learn more from MSPs.
According to Corey Kirkendoll (president and CEO of Plano-Texas-based 5K Technical Services), the course can be a valuable resource, especially for a developing MSP looking to strengthen or improve its offerings. He was also able to participate in several pilot sessions.
“Most MSP leaders come from technical or engineering backgrounds, and it can be difficult to start a solution-oriented business. This course will teach you how to create a solution that your customers love and then bring it to the market.
Tim Malm, the owner of CorePoint360 in Sunnyvale, Calif. MSP, said that a pilot version of MSP Profit Builder Course helped him to formalize strategies and create a business plan. He is happy with the results.
Malm stated that “When I started my company, I can’t claim that I had a clear vision of where it was going to go.” “The class exposed to me important ideas about how to change my communication about our services to focus on the message of how our solution serves the client’s needs. It was a valuable experience.
Market, develop, and implement new solutions
According to George Mellor (president and CEO of KloudReadiness), a SaaS-based business evaluation platform developer based out of Plymouth, Mass. who was an instructor during pilot sessions, there are many reasons MSPs should attend the course. These include:
The curriculum goes beyond traditional sales training plans in terms of context and approach.
Participants can use the concepts in their own organizations to achieve consistent, sustainable growth-oriented objectives.
Proven advice includes tips for having more relevant and impactful business conversations with prospects or clients.

Mellor stated that “you get a solid understanding of how businesses operate and why technology is procured to solve their business problems.” Participants are taught how to understand business models, market to multiple buyer personas and then how to communicate with multiple functional business leaders outside of IT. It’s quite a journey.”
MSPs can use the curriculum to help them adopt a framework around the concepts Awareness, Capture Expansion, Results (ACER), in order to create new revenue streams and grow their business.
Mellor stated that the goal is to help customers achieve their business objectives through a strategic sales approach. “Everything, from reducing risk through a solid cybersecurity framework to automating mundane, error-prone processes to creating digital-ready infrastructures that can be tuned and ready for businesses to digitize.
Increase Profits and Attract New Customers
CorePoint360’s Malm learned a lot while taking the course. He applied the knowledge he gained immediately to his business. This success was shared with the presenter and the other participants during a final capstone presentation.
“We changed our story. Malm said that instead of talking about technical skills and competencies, we now talk about the great things that we do for our clients. Without the lessons learned from the course, we wouldn’t be able to go to market.
Malm combined CompTIA’s Technology Marketing Toolkit resources with course content to better understand the focus on business needs. He also considered cross-selling and upselling options that he hadn’t considered before.
He said that the most important lesson he had learned was the importance of communication. It should address buyers’ needs at every stage of their journey. “Now we have the right communication about our service offering that addresses customer pain and makes their lives easier. Or how we remove frustration and uncertainty to help customers be more productive. We don’t care about how big, fast or cool I think it is.