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The MSP Accelerator Program: Setting the Stage for Building & Growing a Profitable Recurring Revenue Business

Len DiCostanzo  (CEO, MSP Toolkit)

Location: Grand Sierra Ballroom A

Date: Tuesday, September 13

Time: 2:00 pm - 3:00 pm

Session Type: Workshop

Vault Recording: TBD

This MSP Accelerator Program provides best-practice guidance on accelerating the growth of a profitable managed services practice built on recurring revenue. The program does this within the framework of a technology solution service (TSP) business model. The program is designed for a range of business models including managed service providers, cloud service providers, value-added resellers, systems integrators, agents/technology advisers and telecom services distributors. No matter where those companies are in their managed services journey — whether just getting started, well into the journey or in the continual-improvement phase of growing a profitable recurring revenue business — there is actional information for them.

The Accelerator is designed for owners, CEOs, managing directors and practice leaders trying to get all stakeholders across the organization on the same page. The program consists of four detailed sessions that address the key business transformation stages encountered when building and maintaining managed services practices. We will deliver two key sessions of the program plus a bonus session during the conference and will be announcing dates for the online version of the complete program during the conference.

Part 1: Define and Manage a Hybrid Service Catalog to Grow Your Monthly Recurring Revenue


In order to grow managed services, technology and communications providers must build a solution foundation around a defined service catalog management process. Otherwise, they will be adding new services and solutions on an ad hoc basis. That’s no way to grow a business; it makes it difficult to add new offerings to the tech stack. Successful service providers must continually add new services to retain and grow wallet share across their client base and to attract new clients. This requires a structured approach to adding new vendor solutions with profitable services to the tech stack. In addition, unless leaders have processes in place to standardize proposals, they will be creating custom proposals for every customer. In this session, attendees will have an opportunity to examine the products, services and solutions they deliver now and plan to sell in the future. Then they will learn how to build a process to organize them into a profitable hybrid IT services catalog including managed services, SaaS and cloud services, and a range of professional and a la carte services.

During this session, Len DiCostanzo, CEO of MSP Toolkit, will share insights including:

  • What a service catalog is and why it is the key to success
  • Best practices and standards for building and managing a service catalog
  • Launching a service catalog with the services you deliver now
  • Key considerations when evaluating and adding new solutions to your stack
  • How practice building accelerates multiple revenue streams
  • How to craft inclusive bundles of managed services and cloud services