Avsnitt
-
Show Website: https://mspbusinessschool.com/
Guest:
Name: Frank Raimondi
Linkedin page: https://www.linkedin.com/in/frankraimondi/
Company: IGI Cybersecurity & Nodeware
Website(s): https://igicybersecurity.com/ and https://nodeware.com/
About the Guest(s):
Frank Raimondi is a seasoned channel and partner strategy specialist currently associated with IGI Global, working specifically with their Nodeware product. With a wealth of experience spanning over two decades, Frank has a track record of fostering partnerships and alliances in the tech industry. He has previously held notable positions at Apple Computer and Intel, where he focused on maximizing value from hardware components and driving vendor relationships. His entry into the cybersecurity and software realm marks a significant transition from his earlier focus on hardware.
Episode Summary:
In the latest installment of MSP Business School, we are joined by cybersecurity expert Frank Raimondi from Nodeware, a part of IGI Global. This episode dives into the intricate differences between penetration testing and vulnerability scanning and their integration into the assessment processes for security validation.
We unravel the essentials defining each concept and explore their roles in fortifying MSPs against increasing cyber threats. Frank Raimondi elaborates on the vital mechanics behind vulnerability assessments and management, illustrating how these defenses act as a company's internal security checkpoints.
In contrast, he clarifies the crucial role of penetration testing performed by an external third party to ethically evaluate the security from an outsider's perspective. The conversation further navigates the relationship between these tests, cybersecurity insurance, and regulatory compliance, underlining the importance of ongoing scrutiny in an ever-evolving threat landscape.
Key Takeaways:
Vulnerability Assessments vs. Management: A snapshot of current system vulnerabilities against a continuous, proactive approach to mitigating them.
The Necessity for External Penetration Testing: MSPs must ensure that an independent third party carries out penetration tests for unbiased security validation.
Preparation for Compliance and Insurance: Active vulnerability management programs are becoming essential prerequisites for regulatory compliance and favorable cybersecurity insurance premiums.
Strategic Scheduling of Cybersecurity Tests: Implementing vulnerability management can prepare a system for penetration testing and vice versa. Importance of Cyber Hygiene: Frank highlights four pillars of cyber hygiene: security awareness training, MFA, email security, and vulnerability management.
Hosts
Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/
Robb Rogers: https://www.linkedin.com/in/robb-rogers-07415251/
Tim McNeil: https://www.linkedin.com/in/timmcneil3/
Sponsors
vCIOToolbox: https://vciotoolbox.com
OSR Manage: https://osrmanage.com
-
Saknas det avsnitt?
-
About the Guest:
In this episode, we are joined by Jake Carroll, renowned for his expertise in sales strategy and storytelling. Jake brings to the table a wealth of experience in sales management and leadership, with a specific talent for making connections through storytelling. His aptitude for understanding customer needs and offering relevant solutions has cemented his reputation in the industry. Jake endorses practical frameworks and strategies that enable salespeople to resonate with prospects and effectively communicate value.
Episode Summary: In the latest installment of MSP Business School, hosts Brian Doyle, Tim McNeil, and Rob Rogers engage in a captivating conversation with Jake Carroll, exploring the intricate art of storytelling in sales. The episode delves into the challenges faced by salespeople in today's market and offers a fresh perspective on connecting with prospects. Beginning with a candid discussion about the ongoing struggles with today's viruses impacting both personal health and business operations, the episode quickly pivots to its core: equipping sales individuals with a storytelling framework that enhances their ability to engage clients. Carroll outlines a simple yet powerful storytelling structure designed to captivate potential customers by addressing their needs and offering tangible solutions. Furthermore, the dialogue touches on the effectiveness of concise communication, especially within email outreach and social selling strategies.
Key Takeaways:
Sales storytelling requires a structured approach to be effective; the "Who, What's Their Want, But, and So" framework can guide sales representatives in crafting their narratives. Familiarity with the customer's industry and challenges is key to resonating and connecting with prospects. Integrating social selling with traditional approaches can increase familiarity and name recognition among your target market. Modern sales communication, especially emails, should be brief and packed with value to capture the reader's attention within seconds. Tools like Lavender and AI platforms, such as ChatGPT, can enhance and streamline the email composition process for sales outreach.Show Website: https://mspbusinessschool.com/
Guest: Jake Carroll LinkedIn: https://www.linkedin.com/in/jake-carroll-3855977/
Company: https://osrmanage.com
Hosts Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/
Robb Rogers: https://www.linkedin.com/in/robb-rogers-07415251/
Tim McNeil: https://www.linkedin.com/in/timmcneil3/
Sponsors vCIOToolbox: https://vciotoolbox.com OSR Manage: https://osrmanage.com
-
Show Website: https://mspbusinessschool.com/
Guest Name: Mark Alayev, CEO Thread
linkedin page: https://www.linkedin.com/in/mark-alayev-a1194525/
Company: https://getthread.com
Hosts
Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/
Robb Rogers: https://www.linkedin.com/in/robb-rogers-07415251/
Tim McNeil: https://www.linkedin.com/in/timmcneil3/
About The Guest:Mark Alayev is the CEO at Thread, a service experience platform that focuses on providing digital-first communication for MSPs. With a background in infrastructure security and development, Mark brings a unique perspective to the MSP industry. He is passionate about creating exceptional customer experiences and streamlining service delivery processes.
Summary:
Mark Alayev, the Director of Service Experience at Thread, joins the MSP Business School podcast to discuss the challenges of traditional ticketing systems and the future of AI in the MSP industry. Mark shares his journey in the MSP world and how it led him to co-found Thread. He explains how Thread's service experience platform simplifies ticketing and improves technician and customer experiences. Mark also discusses the role of AI in automating simple tasks and empowering technicians to focus on more complex problem-solving. He shares his vision for the future of AI in the MSP industry, where full service automation and digital-first communication will revolutionize service delivery.
Key Takeaways:
Thread's service experience platform simplifies ticketing and improves technician and customer experiences. AI and generative AI will automate simple tasks, allowing technicians to focus on more complex problem-solving. Full-service automation and digital-first communication will revolutionize service delivery in the MSP industry.
-
Show Website: https://mspbusinessschool.com/
Guest Name: Jeff Farris
LinkedIn: https://www.linkedin.com/in/jfarris
Company: https://cloudradial.com
Hosts
Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/
Robb Rogers: https://www.linkedin.com/in/robb-rogers-07415251/
Tim McNeil: https://www.linkedin.com/in/timmcneil3/About The Guest(s):
Jeff Ferriss is the founder of CloudRadial, a platform that helps MSPs manage their clients at scale and improve client relationships. With over 40 years of experience in the MSP industry, Jeff has witnessed the evolution of the industry and understands the challenges and opportunities that come with it.
Summary:
Jeff Ferriss discusses the changing landscape of the MSP industry and the need for MSPs to adapt and evolve. He emphasizes the importance of building strong client relationships and delivering outcomes that go beyond technical support. Jeff also introduces CloudRadial, a platform that helps MSPs manage their clients and improve collaboration through a client portal. He highlights the role of AI and analytics in the future of the industry and the need for MSPs to stay ahead of their clients' needs.
Key Takeaways:
The MSP industry is constantly evolving, and MSPs need to adapt to new technologies and client expectations. Building strong client relationships and delivering outcomes are essential for the success of MSPs. CloudRadial provides a client portal that allows MSPs to improve collaboration and transparency with their clients. AI and analytics will play a significant role in the future of the MSP industry, and MSPs need to stay ahead of their clients' needs. -
About The Guest(s):
Jen Bleam is the founder of MSP Sales Revolution and the author of "Simplified Security Sales for MSPs." With a deep background in marketing and sales, Jen helps MSPs develop effective sales systems and marketing frameworks to accelerate their growth.Jennifer Bleam's LinkedIn
Summary:
Jen Bleam, founder of MSP Sales Revolution, shares her journey into the world of MSP and how she helps MSPs overcome their sales and marketing challenges. She emphasizes the importance of troubleshooting skills in sales and highlights the need for a sales system and marketing framework to achieve growth. Jen also discusses the upcoming MSP Transformation Machine event, where MSP leaders can learn how to reach the $5 million mark in their businesses.Key Takeaways:
Troubleshooting skills can be applied to sales and marketing to identify and solve challenges. A sales system and marketing framework are essential for MSPs to achieve growth. The close of a sales call should be a natural culmination of a good conversation. The MSP Transformation Machine event helps MSP leaders reach the $5 million mark in their businesses. -
About The Guest(s):
Andrea Barrow: Andrea is a senior ecosystem marketing manager at ConnectWise. She has been working in the MSP space since 2010 and is responsible for managing the Invent program. Louie Cocchiola: Louie is a senior ecosystem marketing manager at ConnectWise. He has been working in the MSP space since 2010 and is responsible for raising awareness of the ConnectWise ecosystem. Sean Lardo: Sean is an economy evangelist at ConnectWise. He has been working with MSPs and vendors in the industry for many years and is responsible for managing the Pitch It program.Summary:
In this episode of MSP Business School, Brian Doyle, Tim McNeil, and Rob Rogers are joined by Andrea Barrow, Louie Cocchia, and Sean Lardo from ConnectWise. They discuss the Pitch It program and the Invent program, both of which aim to support and promote innovative vendors in the MSP space. The Pitch It program is a shark tank-like competition that helps vendors gain exposure and funding, while the Invent program focuses on technical integration and marketing visibility. The guests share their experiences and the benefits of participating in these programs.Key Takeaways:
The Pitch It program is a competition that helps innovative vendors gain exposure and funding in the MSP space. The Invent program focuses on technical integration and marketing visibility for vendors in the ConnectWise ecosystem. Certification and security reviews are important aspects of the Invent program to ensure the quality and security of integrations. The ConnectWise marketplace is a platform where MSPs can discover and browse integrations that meet their business needs. Certified integrations have a higher page view advantage in the marketplace, making them more attractive to MSPs.Quotes:
"The Pitch It program is a shark tank-like competition to find the best innovators in the MSP space." - Sean Lardo "The Invent program focuses on technical integration and marketing visibility for vendors in the ConnectWise ecosystem." - Louie Cocchiola -
About The Guest(s):
Brian Doyle: Former MSP and co-host of MSP Business School. Tim McNeil: Co-host of MSP Business School.Summary: Brian Doyle and Tim McNeil discuss strategies for MSPs to maximize sales during the final two weeks of the year. They emphasize the importance of capitalizing on the budget spending season and offer tips for closing deals and engaging with key clients. They also recommend using this time to plan for the upcoming year, including analyzing customer needs and identifying opportunities for growth. Additionally, they discuss the current market conditions and the need for creativity in sales approaches.
Key Takeaways:
The final two weeks of the year are a prime time for MSPs to close deals and secure project commitments from clients who need to spend their budgets before year-end. Engaging with key clients during the holiday season by taking them to lunch or giving small gifts can help build relationships and set the stage for future sales. Conducting a business canvas analysis of clients can reveal opportunities for providing additional value and optimizing their operations. Sales cycles may be longer during this time due to market uncertainties, but once clients commit, they are highly engaged and ready to move forward. MSPs should be creative in their sales approaches, offering flexible payment options or tiered pricing to accommodate clients' needs without compromising MRR.Quotes:
"This is the time to go get that low hanging fruit. Close up those hardware deals." - Brian Doyle "Get out in front of those key clients or the ones that are ready to be risen up and make sure you're making some personal connections." - Brian Doyle "Don't touch your MRR. And even if you do touch your MRR, don't reduce it, just spread it differently." - Tim McNeilhttps://mspbusinessschool.com
Sponsors
vCIOToolbox
OSR Manage
Sales MaturIT -
In this episode, we discuss how you can set yourself up for long-term success in your job by taking small steps today. The team discusses tactics to look at the next 5 days and determine which tasks will push the needle short-term and how to integrate long-term initiatives to ensure success in the future.
Check us out at
MSP Business School website
Subscribe to our YouTube Channel
-
Show Website: https://mspbusinessschool.com/
Guest
Jake Carroll https://www.linkedin.com/in/jake-carroll-3855977/
OSR Manage https://osrmanage.com/Hosts
Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/
Robb Rogers: https://www.linkedin.com/in/robb-rogers-07415251/
Tim McNeil: https://www.linkedin.com/in/timmcneil3/Sponsors
vCIOToolbox: https://vciotoolbox.com
OSR Manage: https://osrmanage.com00:30:00 Robb kicks off today's podcast with a warm introduction to our special guest, setting the stage for the insightful conversation ahead. As we dive into the world of co-management, Robb sheds light on the unique challenges that come with it.
00:03:49 Sharing his own experiences, Jake chimes in with valuable thoughts and practical insights on overcoming hurdles. Robb also shares his personal strategy for effective co-management with IT professionals.
00:07:10 Jake stresses the significance of understanding people's preferences, aspirations, and capabilities. Unpacking the crucial concepts of capacity and capability gaps, he highlights the need to identify these gaps, ensuring clarity about roles and responsibilities.
00:10:33 Jake emphasizes that ‘story telling” is a key. He emphasizes that knowing the challenges your prospects face and demonstrating how you can bridge those gaps, coupled with compelling storytelling, is a recipe for success. Naturally, he goes on to share some tried-and-true tips.
00:14:08 Talking about business risks Jake enlightens us on potential pitfalls that could lead to failure. He places importance on discussing risk mitigation and high profitability with both IT professionals and business owners alike, advocating for a proactive approach to success.
-
Show Website: https://mspbusinessschool.com/
Guest
Name: Carrie Lyn Richardson https://www.linkedin.com/in/carrielynnrichardson/
Company: Croocial https://www.linkedin.com/company/croocial/Hosts
Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/
Robb Rogers: https://www.linkedin.com/in/robb-rogers-07415251/
Tim McNeil: https://www.linkedin.com/in/timmcneil3/Sponsors
vCIOToolbox: https://vciotoolbox.com
OSR Manage: https://osrmanage.com0:1:41 Carrie kicks off the podcast by talking about how she and Robb first met. She also talks about herself, her work experience, and how she started working in the MSP industry.
00:4:59 Carrie describes her company, Croocial. She tells the story of how the company began, talks about the tough times and the good times it had during the pandemic, and explains why she decided to start making podcasts.
00:13:35 Robb asks Carrie about the MSP makeover. Carrie explains in detail what it is, how it's making a difference in the community, and talks about its significant impact on vendors.
00:17:10 Carrie outlines the qualifications required for the MSP makeover. She gives a detailed overview, talks about what vendors will do, shares the topics they'll cover, and explains how to succeed in this new project.
00:20:00 Robb raises the question about the pre-preparations leading up to the podcast recording. Carrie shares insights into the meticulous groundwork essential for crafting engaging and impactful podcast episodes.
-
Show Website: https://mspbusinessschool.com/
Guest
Name: Dan Adams https://www.linkedin.com/in/danielericadams/
Company: Up-Skill.comHosts
Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/
Robb Rogers: https://www.linkedin.com/in/robb-rogers-07415251/
Tim McNeil: https://www.linkedin.com/in/timmcneil3/Sponsors
vCIOToolbox: https://vciotoolbox.com
OSR Manage: https://osrmanage.com00:1:25 Dan starts by talking about his work history in the industry. He shares about the different jobs he's had in well-known companies. He talks about the important changes he's seen happen in the tech industry during his time working.
00:3:30 Brian talks about Dan's book, "The Tech Nerds Guide to Career Success," explaining what it's mainly about and how it helps people with their jobs. He also talks about the forum Dan is running, where important people in the tech industry can talk about and solve difficult problems they face.
00:5:50 Dan looks really closely at the main problems that Managed Service Providers (MSPs) often face. He talks about the mistakes they might make that could hurt their businesses. Dan gives clear examples to explain these problems and then suggests practical ways to fix them. He says how important it is for MSPs to be professional, good at technical stuff, and have good people skills because these things really affect how successful they can be in the industry.
00:15:08 Tim starts talking about how important it is to have good ways of doing things and making plans to make a business successful. Dan says that the most important thing for making progress is people being ready to change and learn new things. He explains that it's really important for everyone in a company to think in a similar way and be open to new ideas, saying that being ready for change is key to doing well.
00:18:12 Dan talks about how being a good leader and taking responsibility are really important in a company. He says it's crucial to tell employees exactly what's expected of them. Dan explains the difference between just being the boss and taking real responsibility. He says it's really important for everyone to have the same goals and understand what's expected so that the work can go smoothly and the team can work well together.
00:21:28 Dan elaborates on a prevalent misconception within tech companies regarding hiring practices. He addresses the fallacy that solely assembling a proficient tech team guarantees a company's success. Dan goes further into this idea, explaining that there are many other important things a company needs to do to be successful besides having a skilled tech team. He talks about all the different parts that are needed for a company to do well, not just having good tech people.
-
Show Website: https://mspbusinessschool.com/
Hosts
Brian Doyle: https://www.linkedin.com/in/briandoyl...
Robb Rogers: https://www.linkedin.com/in/robb-roge...
Tim McNeil: https://www.linkedin.com/in/timmcneil3/Sponsors
vCIOToolbox: https://vciotoolbox.com
OSR Manage: https://osrmanage.com1:09 Robb starts the podcast enthusiastically as he mentions that both companies, OSR and vCIOToolbox, are attendees for IT Nation.
4:40 Robb commends Brian for his improved 30-second pitch and expresses pride in his progress in delivering a concise message. Brian then discusses the challenges of crafting a 30-second pitch and how he improved through the PitchIT program.
6:11 Brian talks about his journey from avoiding self-promotion to becoming more comfortable with it. They discuss the benefits of receiving constructive criticism and the importance of embracing it to grow.
12:43 They discuss the impact of PitchIT and how it has helped them refine their pitches and brand messages.
15:02 The hosts encourage listeners to attend the PitchIT competition at IT Nation and witness vendors' well-crafted 30-second pitches.
19:44 Brian delivers a short and concise pitch for vCIOToolbox and asks for the audience's support in the competition.
-
Show Website: https://mspbusinessschool.com/
Guest
Name: Ian Y. Garrett https://www.linkedin.com/in/ianygarrett/
Company: https://www.phalanx.io/Hosts
Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/
Robb Rogers: https://www.linkedin.com/in/robb-rogers-07415251/
Tim McNeil: https://www.linkedin.com/in/timmcneil3/Sponsors
vCIOToolbox: https://vciotoolbox.com
OSR Manage: https://osrmanage.com
Ian Y. Garrett is the CEO and co-founder of Phalanx, and was formally a US Army Cyber officer as well as a data scientist in the defense sector. He combines his operational knowledge with his PhD research to bring unique insights to the intersection of artificial intelligence & cybersecurity.1:49 Ian Garrett, our guest today, takes a moment to introduce himself and give us a peek into his journey into the industry. Ian also talks about data loss prevention solutions, offering us his professional insights and thoughts on these products.
9:24 Ian highlights the prevalence of AI automation tools in the data loss prevention landscape. He sheds light on the dual-edged sword these tools represent, as they empower both defenders and attackers. This discussion underscores the significance of incorporating automation into your defense and security strategies, emphasizing that relying solely on human efforts is akin to starting a losing battle.
13:00 Tim raises a pivotal question about integrating AI effectively. Ian advocates for a focus on automation over AI, pointing out that sometimes, it's the automation itself that holds the key, without the need for AI complexity. He strongly emphasizes the importance of reducing or eliminating human involvement within the system as a critical step to mitigate or prevent data loss.
18:00 BBrian discusses the nuances of risks and de-risking and turns to Ian to explore his approach model, particularly for those individuals who may not be well-versed or deeply invested in the nuances of AI.
-
Show Website: https://mspbusinessschool.com
Hosts
Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/
Robb Rogers: https://www.linkedin.com/in/robb-rogers-07415251/
Tim McNeil: https://www.linkedin.com/in/timmcneil3/Sponsors
vCIOToolbox: https://vciotoolbox.com
OSR Manage: https://osrmanage.com2:19 Robb kicks things off by discussing how you can really get into AI, and he suggests using Chat GPT. He goes on to explain how simple yet incredibly valuable AI can be, saving you a ton of time. However, he also highlights a common stumbling block - improper use of prompts that hinders many from harnessing AI's full potential.
8:05 Tim raises a valid question about the downsides of systems like ChatGPT, and Robb addresses some of the issues and limitations he's come across. Robb also mentions that many companies are working on developing their own private AI models to avoid some of these pitfalls.
14:52 Tim brings up the topic of AI regulation, expressing his concern about the lack of regulation in this field. He points out that this is indeed a complex issue. Robb offers an example of how AI, like ChatGPT, could potentially claim ownership of content you've worked hard on. Brian chimes in and talks about the challenges in regulating AI and its effects.
17:01 Brian shifts the conversation to deepfakes, noting their incredible yet somewhat unsettling potential. Robb agrees with Brian and mentions examples like Descript and D-ID AI, which he found to be impressive.
19:16 Brian then looks ahead to the future of AI. Robb shares his insights, anticipating significant AI developments in the next two years, such as AI making prospecting calls. Tim adds that he envisions a future where we can have meaningful conversations with AI, where they assist people, gather reactions, handle objections, and even train individuals.
-
Show Website: https://mspbusinessschool.com/
Guest
Gar Whaley linkedin.com/in/garwhaley/
Don Sauer linkedin.com/in/donsauer
Reid Johnston linkedin.com/in/reidjohnston/
Company: TealTech tealtech.comHosts
Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/
Robb Rogers: https://www.linkedin.com/in/robb-rogers-07415251/
Tim McNeil: https://www.linkedin.com/in/timmcneil3/Sponsors
vCIOToolbox: https://vciotoolbox.com
OSR Manage: https://osrmanage.comDon Sauer
Took a more direct path to acquiring nearly 35 years of IT expertise. It began in the US Navy, where he first worked on computer-controlled weapons systems.
From there he amassed diverse IT experience in every kind of industry and organization, public-sector and private, startup to large-scale enterprise. Each presented unique challenges and allowed Don to develop a rare diversity of perspectives when it comes to designing and deploying IT solutions, and it never obscured Don’s focus on learning what’s best for a specific business, agency, or organization.
Gar Whaley
Gar Whaley, Aligned cofounder, always knew he wanted to run his own business. As technologically savvy as he is today, he honed his customer-centric business philosophy in the restaurant industry. Though he found satisfaction in owning a successful franchise, this experience introduced him to computer systems. Gar realized how beneficial appropriate IT solutions could be for other small businesses. This realization led him into the technology sector over 25 years ago, during the dot-com boom.
Reid Johnston
TechGen Consulting, Inc. was founded by Reid in 2000 as a sole proprietorship and later incorporated in 2002. Before starting TechGen, Reid worked as a web application developer, with a passion for problem-solving and working with people.
A technology enthusiast from a very early age, Reid dismantled and rebuilt computers before finishing elementary school. He holds a Bachelor of Science degree in Entrepreneurial Management from the Carlson School of Management at the University of Minnesota.
1:33 Gar Whaley kicks things off by sharing how he, Don, and Reid started working together and what their current projects are. Then, Reid speaks on why choosing to merge was a game-changer, not just for him personally but for their company too. And Don chimes in, explaining how their teamwork is a win-win, allowing them to serve their clients even more effectively."12:05 Tim throws a curveball, asking, "What caught you off guard during the merger?" Don doesn't hold back and spills the beans about a client bailing just four days before the settlement. It was a gut punch, but thanks to their strong bond, they saw it as a mere speed bump on their journey.
16:33 Reid chimes in with his response to Tim's query. He admits that navigating the varying communication styles and practices between their merging companies posed a real challenge. They knew it would be par for the course, but they're committed to smoothing out these wrinkles as they move forward.
18:10 Gar delves into why and how their merger hit the bullseye. The fact that they had remarkably similar tech stacks and product offerings was a major win. What's more, sharing nearly identical core values, makes the merger feel like a walk in the park.
23:29 Reid gives a bit of advice to those who are planning on doing a merger or acquisition to have partners you can trust. Gar says that having an entrepreneurial mindset is also one of the keys which Brian agrees.
-
Show Website: https://mspbusinessschool.com/
Guest
Frank Raimondi linkedin.com/in/frankraimondi
Matthew Koenig linkedin.com/in/mkkoenig
Company: Nodeware® https://nodeware.com/
Hosts
Brian Doyle: https://www.linkedin.com/in/briandoyl...
Robb Rogers: https://www.linkedin.com/in/robb-roge...
Tim McNeil: https://www.linkedin.com/in/timmcneil3/
Sponsors
vCIOToolbox: https://vciotoolbox.com
OSR Manage: https://osrmanage.com
2:23 Matthew shares how he started his MSP journey. Interestingly, he was in a band before and even played for Disney! He shares that similar to a lot of people in the industry, he also started as a salesperson and he kind of drifted to specializing in MSP. Frank also shares his background and experiences with some notable companies such as Apple, Intel, and more.
13:30 Matt and Frank discuss their integration with vCIOToolbox.
17:31 Frank discusses the concept of Cyber hygiene and how it relates to compliance and GRC. He simplifies the idea of cyber hygiene, emphasizing its relevance to anyone navigating the digital landscape. He also talks about vulnerability management.
19:48 Brian addresses the impacts of the changes on the end user. He observes that in the current landscape, there's a noticeable shift in emphasis, with cyber liability taking center stage over the traditionally dominant concerns related to regulatory adherence and compliance. This shift reflects a growing recognition of the evolving digital risks and the increasing need to address them comprehensively.
22:12 To wrap up the podcast, Brian provides valuable insights into the functionality of vCIOToolbox and explains how its seamless integration with Nodeware can bring significant benefits to end users.
-
Show Website: https://mspbusinessschool.com/
Hosts
Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/
Robb Rogers: https://www.linkedin.com/in/robb-rogers-07415251/
Tim McNeil: https://www.linkedin.com/in/timmcneil3/Sponsors
vCIOToolbox: https://vciotoolbox.com
OSR Manage: https://osrmanage.com
2:11 Tim kicks things off by mentioning that there are various paths to making a transition. He then shares a story about how he and Robb got their transition journey underway, offering some friendly advice on how to go about hiring more folks and what initial steps you should take when thinking about making a switch. Afterward, Robb chimes in on Brian's question about the ideal timing for bringing in a sales rep, pondering whether it's best to do it before you commit to a transition or afterward.8:57 When talking about sales reps, Tim points out that if someone's doing well within the MSP community, they really know their stuff. However, he also emphasizes that it's not a one-person show. Having a solid sales engineer and a good process working behind the scenes is just as important.
11:00 When Brian reflects on the most memorable onboarding experiences, he fondly recalls receiving gifts, but what stood out was that these gifts weren't just for the new sales reps themselves—they were actually thoughtful gestures for their spouses or partners. He also brings up some other awesome practices that he found really valuable during onboarding.
16:00 Robb jumps in and gives a full list of what to do and how to properly onboard a new sales rep. Brian and Tim add their two cents by sharing one of their memorable experiences.
20:00 Returning to the key question about shifting towards owner-led sales, Brian explains that having a great sales rep has a direct impact on your sales. It's crucial to consider how these reps communicate with the team, their people skills, and how they handle interactions with others, as this reflects how they treat your company's customers.
-
Show Website: https://mspbusinessschool.com/
Guest Name: Bobby Jacobs https://www.linkedin.com/in/bobbyjacobs/
Company: Thread https://www.getthread.com/about-us
Hosts
Brian Doyle: https://www.linkedin.com/in/briandoyl...
Robb Rogers: https://www.linkedin.com/in/robb-roge...
Tim McNeil: https://www.linkedin.com/in/timmcneil3/
Sponsors
vCIOToolbox: https://vciotoolbox.com
OSR Manage: https://osrmanage.com
Bobby Jacobs is the Head of Growth at Thread. It has previously sold refurbished HP products on AIM. Prior to Thread, Bobby was an early employee at Liongard where he helped MSPs increase their security, efficiencies, and profit. Bobby is also the 2nd Grade Biggest Smile Winner.
3:15 – Bobby tells us more about himself and how he ended himself in the strange world of MSP. He loves the MSP space. When he was first at Liongard, he introduced many of his friends to the MSP space. He is also an undergraduate entrepreneur. He was looking for his next opportunity, and a mentor of his knew a person who owned a company in Houston that resold and refurbished IT hardware. For around 30 years, this company has been reselling compact items.
7:48 – Brian claims that all of them have specialized knowledge and are mostly attempting to teach a person how to fish out here. He adds that he, Robb, and Tim were all from that area and that he sought to take what little of it they accomplished and figure out a way to share it with others.
8:45 – Tim emphasizes that there are a lot of vendors in the space that came specifically from the MSP world. He also states that they do not need to begin in the MSP community, but it does make the transfer into the vendor market much easier.
14:46 – Bobby states that he was been really cool about what happened a year ago now. They held a weekend hackathon to begin utilizing open AI, which generated discussion. As a result, they developed the first iteration of their automated time input application and gave their AI service the name co-pilot.
20:34 – Brian indicates that the applications are endless. Robb and Tim have discussed it from a sales perspective. He also says that they are investigating how they may help with investigations by understanding the responses that have been supplied globally.
21:25 – Robb places a bet with Bobby for the first time in years that there will be more AI firms with cybersecurity concepts out there, and that vendors with AI front and center will outnumber vendors with cybersecurity front and center. -
Show Website: https://mspbusinessschool.com/
Guest Name: Karla Reffold https://www.linkedin.com/in/karlareffold/
Company: Orpheus Cyber https://orpheus-cyber.com/
Hosts
Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/
Robb Rogers: https://www.linkedin.com/in/robb-rogers-07415251/
Tim McNeil: https://www.linkedin.com/in/timmcneil3/
Sponsors
vCIOToolbox: https://vciotoolbox.com
OSR Manage: https://osrmanage.com
Karla is the COO of Orpheus Cyber. Orpheus is a threat intelligence company with a SAAS platform that helps organizations manage their own risk, and that of their third parties, with an easy-to-understand cyber risk score. Prior to joining Orpheus, Karla founded the international recruitment business, BeecherMadden before overseeing their acquisition by Nicoll Curtin. As a Director for Nicoll Curtin, she expanded the company further before moving to the US to accelerate the growth of the American business.2:55 – Karla shares her background and how she got involved with the MSP Marketplace. She made a shout-out to Mark of Appgate saying he is the person who opened the MSP door for her and introduced her to a variety of people, events, and other activities.
7:47 – Brian appreciates Karla's observation. Brian also emphasizes that the MSP market is starting to realize the importance of security. He also poses a question about Third-Party Risk and the matrix to be shared with the customer.
15:16 – Karla states that she was amazed to be able to watch teams go from one head of information security who couldn't obtain a budget to teams of 10 to 20 or more.
18:29 – Brian claims that even threats are constantly evolving, therefore they require the support of someone who can remain on top of it for them since MSP owners and teams already have too many responsibilities. He also asks Karla about MSPs collaborating with customers to help vendors better.
20:15 – Tim mentioned that he and Robb work more on the sales side, and he thinks that it'll be game-changing to find new ways to show vulnerabilities to prospects and ways that they can help.
- Visa fler
