“We’ve had better results than any sales and marketing we’ve done in the whole history of our business. Monthly Recurring Revenue was up by over $9,000 within three months. The work put in by Xcellerate in building our sales and marketing engine has far exceeded our expectations.”
Dan Gross, Vice President and Co-Founder, Rock Solid Technology
Rock Solid Technology is an eight-person MSP in Thousand Oaks, California, delivering a fully-managed IT service solution to a loyal core of SMB customers.
Since co-owners Lee Morgan and Dan Gross joined forces in 2007, the Rock Solid value proposition has evolved beyond ‘break-fix’ to ‘business optimisation’ – proactively helping their customers plan, implement and manage the best value IT infrastructure for their particular business. Services span cloud and onsite server support, networking, mobile systems and applications, security, and integrated phone and data. As the name indicates, the company’s mission is to provide a rock-solid IT environment for their customers, focused on IT that actively helps clients grow their business rather than just keep it ticking over.
“We’re the first point of contact for any IT problems our customers have,” says Rock Solid Co-founder and Vice President Dan Gross. “We manage all our clients’ IT needs and we have very low client turnover based on high levels of client satisfaction.”
The challenge is around GROWTH
“Our issue – our challenge – is about growth. Sure, we’ve built a better mousetrap, but customers are not beating a path to our door. Yes, we do get a steady trickle of referrals from happy customers but we want more than that. Our goal is to be a 10 million-dollar business inside the next ten years,” Dan Gross says.
“We initially engaged with Xcellerate because we realised that although we’re good at delivering a sophisticated managed service solution to our customers we’re not so good at marketing and selling.”
“The first thing I discussed with Xcellerate was how to build a sales and marketing engine that would generate a steady stream of new clients.”
“That’s going really well. We’ve had better results than any sales and marketing we’ve done in the whole history of our business. Monthly Recurring Revenue (MRR) was up by over $9,000 within three months. The work put in by Xcellerate in building our sales and marketing engine has far exceeded our expectations.”
“Xcellerate worked with us to build a target prospect list and coached us on how to build a dialogue with our prospects, working in small chunks of 10, to 20, to 50 and achieving a high success rate in qualifying and developing those prospects.”
“Xcellerate has also worked very effectively to give us sales training – which we now understand is critical to converting prospects into customers. Both Lee and I have seen the sales training as a huge thing. We’re really just getting started with it, but I can see a huge improvement in our confidence. Both of us feel that we’re well on the way to getting the business to the next level.”
Beyond marketing and sales training – sharing the Xcellerate vision
With the immediate sales and marketing issues being dealt with, Dan Gross and Lee Morgan are looking ahead to being part of the wider Xcellerate vision, where like-minded MSPs cooperate and collaborate as part of the Xcellerate ecosystem.
The ‘Powered by Xcellerate’ model means becoming one of a select group of high quality MSPs working together to collaborate, cooperate and collectively build a truly market-leading MSP service.
The Xcellerate ecosystem effectively gives participating MSPs access to ‘large MSP’ technology infrastructure, including a NOC and service desk. They also have access to the IP required to conceive and execute strategies and plans plus, a full spectrum of internal systems and processes to build business management, HR, and sales and marketing. It’s a continuum that gives small MSPs what they need to scale and move up to compete and win against much larger MSP competitors.
“We are excited by the potential we see to dramatically accelerate our growth,” Dan Gross says. “It’s early days but suddenly our goal of becoming a $10 million business inside 10 years is looking realistic and achievable.”