Main Sales Activities

Basic sales activities for nearly all channel firms include ongoing visits with existing customers, lead acquisition through business development and detailed sales proposal writing, according to CompTIA.

CompTIA found that 30 percent of MSPs – but just 15 percent of solution providers - used social media for customer acquisition over the past year. The study suggests that MSPs might be overseen by younger people better-versed in social media's potential as a sales tool.

In addition, 40 percent of large channel firms – but just 20 percent of small and midsize firms - purchased an outside database or customer list. CompTIA said customer list acquisition can be expensive and more in line with the budgets of large channel firms.