Jenny Kordell – Regional Vice President at CyberStreams

Our most effective strategy has been leveraging our extensive customer testimonials and awards in targeted marketing campaigns. By showcasing our reputation for exceptional service, particularly through the numerous accolades we’ve received, we build immediate trust with potential clients. Additionally, personalized outreach and networking within local chambers of commerce have also driven significant new business.

Mike Bloomfield – President Geek at Tekie Geek

Over the past year, our most effective strategy for winning new clients has been our commitment to client education. By explaining current cybersecurity threats and how hackers target organizations, we help clients understand their own vulnerabilities. Sharing real-world examples and case studies raises awareness and enables clients to make informed decisions about their cybersecurity needs. This transparent approach builds trust and credibility, leading to increased referrals and stronger client relationships.

Zina L. Hassel – CEO at ZLH Enterprises

We have used social media platforms to ‘get the word out,’ and that has greatly assisted with the credibility factor. Other mediums used to garner interest include limited drip campaigns targeting particular building locations or verticals. We have also participated in regional trade shows. The most effective campaign, however, has been word of mouth from existing clients. We do not invest in salespeople—we have not found a glaring ROI in that model.

David Stinner – President at US itek

Setting up live breakfast seminars has been the most effective way to generate new business. We hold monthly events, getting on average about 20 participants, and we speak on an educational topic each month. We do not do any selling, but we are closing one new client at each event.

Paul Nebb – Founder/CEO at Titan Technologies, LLC

Educational content tailored to specific industries has been a critical driver of success. At Titan Technologies, we focus on serving CPA and Law Firms, and we’ve developed deep expertise in their software systems, security frameworks, compliance regulations, and business workflows. This allows us to deliver a level of service that is more specialized than what an ‘IT Generalist’ can offer. By speaking directly to their needs in our marketing efforts—through webinars, white papers, and case studies—we demonstrate our understanding of their pain points and showcase our ability to solve problems unique to their industries. This targeted approach not only attracts the right clients but also builds trust early in the relationship.

How have strategic partnerships contributed to your success in acquiring new business?

Jenny Kordell – Regional Vice President at CyberStreams

Referral partners have connected us to small businesses who can benefit from our IT services. These businesses are already working with and trust our referral partners, and often extend that trust to us. This helps us to build rapport more quickly and often result in a higher close rate than when we pitch to leads that come in through our paid marketing channels.

Christopher Barber – Chief Nerd at Cheaper Than A Geek

Strategic partnerships have been instrumental in expanding our reach and enhancing our service offerings. By aligning with complementary businesses, such as cybersecurity firms and local chambers of commerce, we’ve been able to offer more comprehensive solutions and tap into new client bases. These collaborations not only add credibility but also open doors to referral opportunities that have been key in acquiring new clients.

Mike Bloomfield – President Geek at Tekie Geek

Strategic partnerships with local Chambers of Commerce have been pivotal in acquiring new business. By collaborating with these organizations, we have positioned ourselves as thought leaders through educational initiatives like “lunch and learn” sessions. These events provide us with a platform to share our expertise on cybersecurity and IT management, demonstrating our value to potential clients. These partnerships not only enhance our visibility but also build credibility within the community, leading to new client relationships and a steady flow of referrals from trusted sources.

Zina L. Hassel – CEO at ZLH Enterprises

Strategic partnerships have been very well received both by the partnership and the potential clients that we serve. We are the ‘go-to’ company for several name brand suppliers.

David Stinner – President at US itek

Networking face to face at a local B2B business group with a lot of businesses that have the same strategy or prospect type has been a very rewarding experience. As the president of the MSP, I joined a group a year and a half ago and have closed about five deals, including new MRR.

Paul Nebb – Founder/CEO at Titan Technologies, LLC

Strategic partnerships have been a cornerstone of our growth strategy. By cultivating strong relationships with key vendors, we’ve been able to leverage Market Development Funds (MDF), which has significantly reduced our marketing costs and allowed us to expand our reach through joint campaigns. Beyond that, we’ve formed alliances with industry-specific groups, professional associations, and trade organizations that our clients and prospects are members of, including the NJ Society of CPAs. These partnerships allow us to tap into new networks and provide additional value through shared expertise, joint events, and co-branded resources. This not only strengthens our credibility but also puts us in front of decision-makers at the right time.

What unique value proposition has resonated most with potential clients during your sales process?

Jenny Kordell – Regional Vice President at CyberStreams

Often potential clients will call in and immediately request a quote for our services. Though that would potentially save a lot of time for these potential clients and for us, there is increased risk on both sides. Ultimately, we could over or underestimate what their needs are and provide a quote that doesn’t accurately reflect the services they need. CyberStreams gets to know the unique needs of each potential client through an assessment, and prospects appreciate that we are taking the time to get to know them and charging them for only the things that they need. This enables us to deliver the services they need at one predictable monthly price.

Christopher Barber – Chief Nerd at Cheaper Than A Geek

Our unique value proposition that resonates most is our ability to provide the support of an entire IT department tailored to small businesses, even those as small as one to ten employees. Clients appreciate that we deliver enterprise-level service with a personalized touch, ensuring their IT needs are met with the same care and attention as a much larger organization would receive.

Mike Bloomfield – President Geek at Tekie Geek

The unique value proposition that has resonated most with potential clients is our “IT Superheroes” approach to cybersecurity. Unlike typical IT service providers, we position ourselves as proactive defenders of our clients’ digital assets, combining cutting-edge technology with a hands-on, vigilant approach. This commitment to constant monitoring and swift action against emerging threats reassures clients that their cybersecurity needs are being met with a sense of urgency and expertise. Clients appreciate our focus on both prevention and rapid response, which sets us apart as a reliable and engaged partner in protecting their business.

Zina L. Hassel – CEO at ZLH Enterprises

Being able to offer co-managed IT and particularly sell cybersecurity services while leaving another less capable IT provider in place has been a winning approach. We eventually might take over the Managed IT, but either way, we are in the driver’s seat with the relationship, and the incumbent provider becomes more of a support role.

Paul Nebb – Founder/CEO at Titan Technologies, LLC

Our clients appreciate that we don’t just offer standard IT and cybersecurity services—we provide proactive, forward-looking solutions that help them stay ahead of the ever-evolving threat landscape. By emphasizing the importance of being prepared for cybersecurity risks rather than just reacting to them, we’ve resonated with clients who are looking for peace of mind and want a partner who can anticipate potential threats. This proactive approach, combined with our industry-specific knowledge, has been key in differentiating us from competitors who might only focus on generic, reactive support. It positions us as a long-term partner, not just a service provider.

Get in touch with ZLH Enterprises today to learn more: (732) 845-5288       

Connect with our team: @Zina Hassel @Jodi Hassel    

Learn more about ZLH Enterprises: https://www.zlhent.com    

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