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MSP IT | How to Sell Smart Building Managed Service Projects That Generate Years of MRR – Guest: Taylor Clark

Episode 9:

Smart Buildings; Smart Investments

If you’ve been listening to the news in the US, you’ve heard about the Green New Deal, a multi-trillion-dollar plan to redo the energy infrastructure of the US. Part of that plan calls for upgrading every business building in the US to be more energy efficient. In this episode of IoT Playbook, I interview Taylor Clark, who explains how he is already saving building owners an average of 40% of their energy costs using Smart Building technologies and smart MSP IT strategies.

Taylor Clark is the founder of Alternegy, an enterprise-level IoT managed service company that architects and manages enterprise-class IoT projects for cities, building owners, enterprise customers, agribusiness, and more. In this episode, Taylor reveals the two key drivers for smart building success and how you can jump into the Smart Building opportunity, one of the fastest-growing MSP IT opportunities in IoT managed services today.

Taylor reveals his clever method for winning business away from the biggest players in the industry – stealing business from companies 100x his size. So, just head on over to podcast.iotplaybook.com and search for Episode 9, where I’ll show you the actual Playbooks that IoT managed service providers are using to make 7-figures or more of recurring revenue right now.

What You Will Learn:

  • The challenges and processes associated with selling smart building MSP IT solutions
  • How to prospect large commercial buildings and who is involved
  • How Taylor is using AI in agribusiness and cannabusiness
  • How to identify the types of buildings that are ideal opportunities
  • Why event recognition is gaining traction in the smart building space
  • The importance of partnerships for pricing and packaging
  • Why IT people have a major advantage in smart building solutions

Smart Buildings & Smart MSP IT

When it comes to smart buildings and MSP IT solutions, lighting is still Taylor Clark’s bread and butter. However, he also offers an AI IoT platform that uses cameras for face and event recognition. Taylor brings a different solution to the table based on individual clients’ needs. But with smart buildings, prospecting can be a grueling process. Typically, you have to drag your value proposition up the ladder, starting with the building’s facilities manager, then the property manager, and eventually, the portfolio manager. Difficult it may be, a large majority of commercial buildings across the globe have not been retrofitted with a modern MSP IT solution and energy-efficient equipment. So, the reward heavily outweighs the cost of sale. There is a lot of money to be made in this space.

Lighting and Event Recognition

LED lighting should remain at the forefront when you are selling a smart building MSP IT solution because it is the most obvious opportunity. Once you establish a power reduction plan, you can begin to look at control systems and the technological infrastructure managing the building. This is where you embed your solution for recurring revenue. Then you can explore other opportunities such as AI. Event recognition is the first step in automatically figuring out what your MSP IT solution needs to do on a large scale. This combination has been extremely lucrative in schools, agribusiness, and cannabusiness, but there are opportunities everywhere.

Partner Up

Taylor Clark is not a bank, nor is he a lighting manufacturer; he is the architect of his MSP IT solution. He found a great banking partner, insurer, and equipment provider to help him navigate the complex deals in this space. Taylor also recommends finding a partner who can help you tap into the ROI of your IoT platform. Your prospects are only willing to pay for efficiencies and gains and you need to make them measurable. The person who understands the clients’ needs and how to design an MSP IT solution that meets them will see great returns. If you are coming from an IT background, you have a significant advantage there.

About Taylor Clark

Taylor Clark’s career spans over 25 years in Sales, Finance, and Technology. Starting as Assistant Direct of Revenue at White Water responsible for overseeing all revenue-generating verticals within the company. As a Sales Associate for Sprint, Taylor was consistently the highest-ranked sales rep in revenue and quality generating an average of 150% or higher attainment than anyone else and receiving over 30 awards. TIC Ent. he was a gold level authorized partner with AT&T and Nortel and project manager for all network and hardware orders sold by a team of 20.

In 2004, Taylor Clark started an independent Telecommunications Consulting firm with over 45 Tier 1 level carrier agreements across the country. Negotiated a National Dealer agreement with every Bell carrier in the U.S. and ranked in the top 10 of all national authorized dealers in a pool of over 2,500 agencies. Created and managed agent relationships with over 150 companies across the country that referred in 7 figures annually. He formed LED Cents in 2010 offering nationwide all LED Lighting solutions, Lighting and Building Management Control Systems, turnkey Installations, acquisition of all available incentives and rebates, accountant services, recycling, and labor and parts warranty service.

CEO/Owner LED Cents, Marietta, Ga. 2010 – Present Taylor founded a LED lighting distributor and installation company for Atlanta, Ga., Houston, Tx., Chicago, Il., and San Diego, Ca. Our patented auditing software and LED technology served clients as small as grocery stores up to nationwide franchises, Fortune companies such as; Boeing and Georgia Pacific, to Major League Stadiums such as; Washington Nationals, Atlanta Falcons, San Diego Padres, and other arenas, Hospitals and more.

CEO/Owner Alternegy, Marietta, Ga. 2012 – Present Taylor Clark founded Alternegy a Sustainability, IoT, and Telecom solutions company. Designing energy and water conservation services for commercial facilities and municipalities with smart controls. Some of the services include; LED Lighting, HVAC, Water Reduction/Reclamation, Cogeneration, Trigeneration, Solar, Facial Recognition, Security, Building Automation, Data Monetization, Artificial Intelligence, Smart Parks and more.

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