MSP Practice Playbook
Module 4 · Launch and grow · 20% of readiness score
GTM and Sales Acceleration Readiness
Plan your go-to-market, enable and incent your sellers, build pipeline with Extreme, and turn early wins into proof.
AMP UP! workshops: AMP UP! GTM Plan Workshop · AMP UP! Sales Acceleration Workshop
Go-to-Market Plan and Routes to Market
Plan how each managed service reaches its target segments: routes to market, messaging, marketing, sales capacity, and launch milestones.
How to use
- Complete the plan summary for each service.
- Choose routes to market per segment and answer the key considerations.
- Set launch milestones and review with your Extreme partner team.
Preview what's inside
GTM plan summary
| Item | Your entry |
|---|---|
| Service(s) launching | |
| Target segments and personas | |
| Value proposition and key messagesFrom your UVP. | |
| Routes to marketSelf-service / digital, inside or outside sales, channels and agents. | |
| Pricing and offers | |
| Marketing planCampaigns, events, content, and Extreme co-marketing. | |
| Sales planCapacity, quotas, enablement. | |
| Launch milestones | |
| Success measuresPipeline, bookings, customers, MRR. |
Route-to-market considerations
| Route to market | Key considerations |
|---|---|
| Self-service / digital | What drives awareness and online demand? What self-service collateral is required? Are there try-to-buy options? Can existing ordering portals be used? Any ordering or customization requirements? What is the order-support plan? How will you understand the order experience? |
| Inside / outside sales | What sales capacity is required per team? What training and enablement are needed? What demo capabilities exist and how do demos fit the sales process? Are objectives and KPIs set and aligned to the business plan? Are quotas, compensation, and incentives in place? |
| Channels, agents, and business partners | What channel sales capacity is required? What channel enablement is needed? Are channel incentives tied to the new services? Are special deal registrations required? |
Target Segments and Accounts
Turn your target segments into a named list of first customers, prioritized by fit and timing, with owners and next steps.
How to use
- Confirm your priority segments.
- List target accounts and score fit 1–5.
- Assign an owner and next step to the top accounts.
Preview what's inside
Priority segments
| Segment | Why this segment | Lead service | Estimated accounts | Priority (1–3) |
|---|---|---|---|---|
| e.g. Healthcare clinics | Lean IT, compliance needs | Managed Wi-Fi + security | 120 | 1 |
Target account list
| Account | Segment | Existing customer (Y/N) | Current Extreme footprint | Trigger / timing | Fit score (1–5) | Owner | Next step |
|---|---|---|---|---|---|---|---|
| e.g. Riverside Health | Healthcare clinics | Y | 14 sites, 300 APs | Refresh in 9 months | 5 | J. Patel | Exec briefing |
Marketing Assets and Demand Generation Plan
Inventory the collateral you need to sell managed services and plan the campaigns that build pipeline, including Extreme co-marketing.
How to use
- Mark each asset as available, in progress, or needed.
- Plan campaigns by quarter with budget and expected pipeline.
- Ask your Extreme partner team about co-marketing funds and assets.
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Collateral and assets
| Asset | Status (available / in progress / needed) | Owner | Due date | Notes |
|---|---|---|---|---|
| Website service pages | ||||
| Service overview datasheet | ||||
| Customer presentation | ||||
| Pricing and proposal template | ||||
| Demo or interactive tour | ||||
| ROI or TCO calculator | ||||
| Case study / customer story | ||||
| Email nurture sequence | ||||
| Social content | ||||
| Battlecard | ||||
| Event / webinar kit |
Demand generation calendar
| Campaign | Segment | Channel / tactic | Quarter | Budget ($) | Leads target | Pipeline target ($) | Extreme co-marketing (Y/N) |
|---|---|---|---|---|---|---|---|
| e.g. Wi-Fi health check offer | K-12 education | Email + webinar | Q2 | 5000 | 40 | 400000 | Y |
Sales Readiness and Enablement Plan
Assess each seller's readiness to lead with managed services and plan the training, tools, and coaching to close the gaps.
How to use
- Rate each seller 1–5 on each skill; averages calculate automatically.
- Plan enablement activities for the lowest-rated skills.
- Re-rate after 90 days.
Preview what's inside
Seller readiness (rate 1–5)
| Seller | Value and positioning | Discovery | Pricing and deal structure | Demo | Objection handling | Extreme portfolio | Average |
|---|---|---|---|---|---|---|---|
Calculated columns update automatically in the Excel file.
Enablement plan
| Activity | Audience | Format | Owner | Date | Status |
|---|---|---|---|---|---|
| Managed services value and positioning | |||||
| Discovery and qualification for managed services | |||||
| Pricing, proposals, and deal structure | |||||
| Demo and customer presentation | |||||
| Objection handling | |||||
| Extreme portfolio and programs (AMP UP!) | |||||
| Ride-alongs and deal coaching |
Joint Account Plan with Extreme
Plan target accounts together with your Extreme account team: shared objectives, stakeholders, opportunities, and next steps.
How to use
- Complete one plan per strategic account with your Extreme counterpart.
- Review monthly in your joint pipeline meeting.
- Update the actions table after every customer touchpoint.
Preview what's inside
Account overview
| Item | Your entry |
|---|---|
| Account | |
| Your account owner / Extreme account manager | |
| Current footprint (Extreme and other) | |
| Customer business priorities | |
| Managed services opportunity | |
| Joint objective for the next 12 months |
Stakeholders
| Name | Title | Role in decision | Relationship owner | Sentiment |
|---|---|---|---|---|
Opportunities and actions
| Opportunity / action | Value ($) | Close / due date | Owner (partner / Extreme) | Status |
|---|---|---|---|---|
Sales Compensation and Incentive Planner
Model a compensation plan that rewards recurring revenue: a new monthly recurring revenue (MRR) quota, commission per dollar of new MRR, accelerators, and new-logo spiffs. Payouts and affordability calculate automatically.
How to use
- Enter plan assumptions for each role.
- Model a sample deal to see the payout.
- Confirm the plan is affordable against your gross margin targets.
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Compensation model
| Assumption | Account executive | Inside sales | Channel / alliance manager |
|---|---|---|---|
| Base salary | |||
| On-target variable pay | |||
| On-target earnings (auto) | |||
| Annual new-MRR quota | |||
| Commission per $1 of new MRR (auto) | |||
| Accelerator | |||
| New-logo spiff | |||
| Sample deal payout and % of first-year gross profit (auto) |
Calculated columns update automatically in the Excel file.
Customer Success Story
Capture a customer win in a consistent format your sellers and Extreme can use in proposals, on your website, and in joint marketing.
How to use
- Interview the customer 60–90 days after go-live.
- Quantify outcomes wherever possible.
- Get customer approval before publishing; share with your Extreme partner team for co-marketing.
Preview what's inside
Story
| Item | Your content |
|---|---|
| HeadlineOne sentence with the outcome. | |
| CustomerName, industry, size, locations. | |
| ChallengeWhat was not working and why it mattered. | |
| SolutionYour managed service and the Extreme technology behind it. | |
| ResultsQuantified outcomes: uptime, tickets, cost, time saved, user experience. | |
| Customer quoteApproved quote with name and title. | |
| ApprovalApproved by, date, permitted uses. |
Interview questions
| # | Question |
|---|---|
| 1 | What prompted you to look for a managed service? |
| 2 | What alternatives did you consider? |
| 3 | What has changed since go-live? |
| 4 | Can you quantify the impact? |
| 5 | What would you tell a peer considering this service? |