Selling Cloud services is a crowded space – but you can gain an edge and capture your target if you develop buyer personas. Doing this should be one of your first steps in creating an MSP marketing plan that breaks through the noise. If you haven’t done so already, read our earlier post on why MSPs should develop buyer personas and you’ll quickly learn why buyer personas matter. 

To help you out, we’ve documented three of the most common MSP buyer personas in our four-part blog series. This post explores Go-Getter Gary and explains how to use his persona insights to improve your sales effectiveness.

MSP Buyer Persona: Go-Getter Gary

Go-Getter Gary is a male in his mid 30s and he’s the Director of IT for a large financial software company. Gary has an undergraduate degree in computer science, has been in the workforce for just over a decade, and earns $125,000 a year. Gary lives in the city with his wife and one young child. He enjoys the finer things in life and isn’t afraid to splurge a little when he sees something he likes. Gary reads technical publications and relies on third-party information to stay up to date on current trends in IT.

When it comes to MSP purchasing decisions, Gary always searches for better marketplace options. As an older millennial, he’s not interested in the nitty-gritty details of technology and prefers to rely on hiring third-party expertise to offload the work. His company’s current infrastructure is outdated and the employees want a change. But, Gary’s working with a reduced IT budget. He’s interested in  a cost-effective solution that will deliver better results such as quicker support response times or improved security and monitoring from his service provider.

Go-Getter Gary Identifiers

Go-Getter Gary is the “returns guy,” always looking for for the best value for his money. But he wants things fast; he likes action and delights in making quick purchases. He is captivated by simple steps, new adventures, and anything that will save him time. Gary makes decisions quickly, primarily driven by his gut feelings and emotions. He is easily distracted and loses interest when faced with traditional processes. In short, he’s impatient and doesn’t like lots of options when making purchasing decisions.