If you’re debating how much your MSP needs a marketing presence, heed Matt Solomon’s word.

Solomon, CEO and founder of Channel Halo, has mentored multiple MSPs in their path to growing a dynamic marketing engine. He says marketing often plays second fiddle to the sales process, when it can actually function as a key part of sales.

Solomon, who recently moved from Kaseya/ID Agent to Channel Halo, will be speaking Monday, Nov. 1, at the MSP Summit, collocated with the Channel Partners Conference & Expo, Nov. 1-4.  His talk is titled “How to Become an Authority in Your Network.”

Solomon answered a few questions from Channel Partners about MSP marketing as a preview for his session. We have edited the transcript for clarity.