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Beyond the Horizon: Future-Focused MSP Insights
Welcome to The MSP Horizons Podcast, your go-to resource for the latest insights, trends, and strategies shaping the world of Managed Service Providers. Hosted by industry veterans, this podcast delves deep into the findings of the MSP Horizons Report, providing actionable insights to transform your IT business.
Each episode features in-depth discussions with experts, thought leaders, and successful MSPs who share their experiences and strategies for navigating the ever-evolving landscape of managed services. From cybersecurity and AI integration to cloud management and compliance, we cover the critical topics that matter most to you.
Join us as we explore the future of managed services, uncover growth opportunities, and provide you with the tools and knowledge to stay ahead of the curve. Whether you're looking to enhance your service offerings, improve customer acquisition, or stay compliant with the latest regulations, The MSP Horizons Podcast is here to guide you every step of the way.
Subscribe now and stay at the forefront of the MSP industry, turning challenges into opportunities and vision into reality. Tune in to ensure your business is not just prepared for the future but thriving in it.
Disclaimer: This podcast provides educational information about issues that may be relevant to information technology service providers. Nothing in the podcast should be construed as any recommendation or endorsement by N-able, or as legal or any other advice. The views expressed by guests are their own and their appearance on the podcast does not imply an endorsement of them or any entity they represent. Views and opinions expressed by N-able employees are those of the employees and do not necessarily reflect the view of N-able or its officers and directors. The podcast may also contain forward-looking statements regarding future product plans, functionality, or development efforts that should not be interpreted as a commitment from N-able related to any deliverables or timeframe. All content is based on information available at the time of recording, and N-able has no obligation to update any forward-looking statements.
Beyond the Horizon: Future-Focused MSP Insights
Why Your Cloud Sales Pitch Is Failing (And How to Fix It)
N-able Head Nerd Joe Ferla sits down with Stefanie Hammond, Head Sales & Marketing Nerd, to explore how MSPs can reposition, price, and bundle their services in the cloud era—without leaning on tech jargon. This episode is a sales masterclass for MSPs navigating the shifting SaaS and cybersecurity landscape.
In this episode…
In the first episode of N-able’s Cloud Podcast Series, Joe Ferla kicks things off by addressing a common challenge MSPs face—not with the tech itself, but with how to sell it. To explore this further, he brings in Stefanie Hammond, N-able's Head Sales and Marketing Nerd, to unpack how MSPs can rethink their sales strategies as cloud adoption and end-user awareness skyrocket.
Drawing from insights gathered at recent Empower events and real-world MSP conversations, Joe and Stefanie dive deep into how cloud migration is disrupting traditional pricing and bundling models. Stefanie emphasizes that MSPs should stop selling based on features or products and instead focus on outcomes—namely, productivity and peace of mind through cybersecurity.
From bundling strategies and per-user pricing to the evolving buyer psychology in a semi-educated tech market, this episode delivers tactical, experience-driven advice. Joe also underscores the importance of value-based selling, automation, executive business reviews, and adapting sales approaches in a rapidly changing industry.
Whether you're a veteran MSP or just beginning your cloud transition, this conversation is packed with actionable insights to help you differentiate in a crowded market.
Key Topics Covered
- The shift in MSP sales strategy from selling tech to selling outcomes
- Why cloud adoption is disrupting traditional pricing and packaging models
- The case for per-user pricing vs. per-device pricing
- How increased user awareness is changing the sales conversation
- Operational efficiency and automation as revenue multipliers
- Importance of Executive Business Reviews (EBRs) in client retention
- Risk acceptance and how to price for cloud-related security gaps
- Why value-based selling outperforms product-based selling
- Stefanie’s book club and continuous sales education for MSPs
Disclaimer: This podcast provides educational information about issues that may be relevant to information technology service providers. Nothing in the podcast should be construed as any recommendation or endorsement by N-able, or as legal or any other advice. The views expressed by guests are their own and their appearance on the podcast does not imply an endorsement of them or any entity they represent. Views and opinions expressed by N-able employees are those of the employees and do not necessarily reflect the view of N-able or its officers and directors. The podcast may also contain forward-looking statements regarding future product plans, functionality, or development efforts that should not be interpreted as a commitment from N-able related to any deliverables or timeframe. All content is based on information available at the time of recording, and N-able has no obligation to update any forward-looking statements. https://www.n-able.com