CHALLENGE: MSPS HAVE A LOT ON THEIR PLATE
With constant changes in technology, competition and vendor landscapes, it’s a real challenge just keeping up with day-to-day operations.
So, for many small and medium-sized practices, it’s no surprise that a lack of time, resources and know-how means marketing often takes a back seat.
However, in a competitive market, where acquiring new customers and retaining and growing existing ones is critical, opting out of marketing simply isn’t an option.
This blog covers:
- Why marketing matters
- What is truly important
- How to maximise
#1 REASON WHY NOT MARKETING IS NOT AN OPTION
The latest Datto research, tells the evolving story of tech leaders across 1000 MSPs globally, revealing their experiences, challenges and aspirations for 2025.
Amongst everything else going on, acquiring new customers is the #1 business issue keeping MSPs awake.
“Despite optimistic revenue trends, MSPs face a variety of challenges that reflect the competitive nature of the industry and the internal pressures of maintaining a successful business… as they navigate growth, profitability and client demands.”
Datto, State of the MSP Industry 2025 Look Ahead: Trends, Growth and Strategies for Success
3 MORE REASONS WHY NOT MARKETING IS NOT AN OPTION
Techreviewer surveyed small and medium IT service providers globally (with 36% from ANZ) to understand their marketing budgets, activities, challenges and plans for the year ahead.
The top 3 marketing and sales challenges are:
1. Generating leads
2. Long sales cycles
3. Increasing competition
(most feel the market is intensely competitive)
‘IT service providers in 2025 face significant barriers in initiating customer relationships and converting leads into clients, driven by a competitive environment and the challenge of differentiating the company’s offerings. The challenge of lead generation and long sales cycles suggests that IT vendors should look for effective IT marketing strategies.”
Techreviewer Research, May 2025, Main Marketing Channels of IT Services Companies in 2025
WHAT MATTERS MOST: 5 PRIORITIES THAT MAKE A BIG IMPACT
Rome wasn’t built in a day – and neither is a strong marketing program. But if you nail the basics,
you’ll already be well ahead of most competitors.
1. Define your value:
Craft a unique value proposition and narrative that can stand the test of time.
2. Refresh existing content:
Apply your value proposition to your website, proposals, marketing materials and social media.
3. Pick low hanging fruit:
Before getting fancy, look for easy revenue wins such as:
• Leads you have generated but not followed up effectively
• Cross-sell or upsell opportunities within your loyal customer base
• Testimonials or case studies that have been agreed but not created
4. Optimise your website – it’s your 24/7 salesperson
Does it communicate what you do, who you do it for and why you’re different?
Can people easily find what they are looking for and connect with you?
5. Build on a strong foundation:
With the basics covered you are ready to scale your marketing efforts and grow your
business. But first, prepare a marketing plan, including:
• Measurable goals
• What has (and hasn’t) worked in the past
• Competitor activity and where you can win
• Market context and audience needs
• What you can teach your audience about their own needs and experiences that can
naturally lead to your solutions and services
• Relevant channels and costs
Customer acquisition tip
To keep costs low, start with your own network, partnerships and affordable channels. For example industry associations can offer engaged audiences, less competition and bonus marketing opportunities for content that offers genuine value to their members.
HOW TO GET CRACKING IF YOU LACK TIME AND EXPERTISE?
Meet Rocket Science, a team of senior marketing specialists 100% focused on the B2B technology sector. We have deep experience working across the whole IT ecosystem
from distributors and vendors to partners and independent solution providers. We think differently and strive for excellence in everything we do. Our clients call us unicorns.
We partner with you, whether you need a:
Virtual marketing manager:
A dedicated and affordable marketing specialist to support your team and drive your day-to-day needs.
Marketing strategy:
We work with you to unpack complex challenges, develop a value proposition and build an effective and sustainable program of activity.
Full-service agency:
We cost-effectively and expertly create and execute campaigns – catering for all sized projects, across all channels.
Or you may need a combination of these any given day – whatever your situation, we have you covered.
Download our Little Book of Marketing for ANZ MSPs
Ready for lift-off? Get in touch.
Rocket Science is a strategic marketing consultancy and full service agency 100% focused on the technology sector with deep experience across the whole IT ecosystem including distributors, vendors, channel partners and independent solution providers. Get in touch to discuss your marketing needs melj@rocketscience.com.au
