Avsnitt
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Show Website: https://mspbusinessschool.com/
Guest Name: Brandi Bonds
LinkedIn page: https://www.linkedin.com/in/brandi-bonds-998a676/
Company: Next Level Now
Website: https://nextlevelnow.net/
Hosts: Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/
In this episode of MSP Business School, host Brian Doyle welcomes Brandi Bonds, Managing Partner of Next Level Now. Brandi brings her wealth of expertise in fractional CFO services to the table, discussing how MSPs can better manage their finances and increase profitability. With her extensive background in the industry, Brandi offers valuable insights into the financial challenges and opportunities MSPs face, especially in today’s competitive market influenced by mergers, acquisitions, and private equity firms.The conversation kicks off with Brandi sharing her background and journey into the MSP world. She then delves into the critical issue of how financial structuring can significantly impact a business’s valuation, particularly during acquisitions. Brandi emphasizes the importance of proper financial presentation and discusses common pain points MSPs encounter, such as improper expense classification and misunderstanding the accrual versus cash basis accounting. She also highlights the benefits of transit.
Key Takeaways:
Proper Financial Structuring: Correctly setting up financial systems and understanding accrual versus cash basis can significantly enhance business valuation. Importance of Utilization: Tracking employee utilization accurately can help optimize staffing and improve profitability. Advantages of Fixed Fee Billing: Shifting from hourly to fixed fee contracts can stabilize revenue, simplify billing, and increase business valuation. Investment Decisions: Borrowing when you don't need it and utilizing reliable financial forecasting tools are crucial for prudent business investments. AI and MSPs: Integrating AI can streamline routine tasks, yet maintaining personal connections with clients remains vital.
Sponsors vCIOToolbox: https://vciotoolbox.com -
Show Website: https://mspbusinessschool.com/
In this episode of MSP Business School, Brian Doyle dives into the concept and structure of the "Office of VCIO," drawing parallels from the enterprise-level office of CIO. Originally presented as part of a webinar, this detailed discussion outlines the significance of having a cohesive team approach to delivering Quarterly Business Reviews (QBRs), Strategic Business Reviews (SBRs), and other essential fractional VCIO services.
Brian emphasizes that while tools such as the VCIO Toolbox can facilitate this process, any MSP can implement these principles to evolve their service offerings and better meet client needs. By structuring a team with clearly defined roles for engineers, VCISOs, customer success managers, and executives, MSPs can ensure more efficient project management and customer satisfaction.
Brian provides insights into how this model helps maintain strong client relationships and opens up avenues for new recurring revenue streams. He discusses the importance of regular check-ins, risk management, and continuous education to keep clients informed and engaged. Additionally, the episode explores leveraging assets and risk management to drive informed decision-making and sales.
Key Takeaways:
The office of the VCIO model promotes a team-based approach to client management, ensuring cohesive and comprehensive service delivery.
Engineers play a critical role in the QBR process, and their timely assessments are crucial for identifying gaps and driving projects. The VCISO role is becoming increasingly vital in MSPs with a growing focus on security and compliance, offering opportunities for new recurring revenue streams. Customer Success Managers help maintain strong client relationships by collecting feedback and keeping customers informed and engaged. Effective VCIO programs require executive buy-in and support to handle escalations and ensure that the QBR process remains a priority.Host: Brian Doyle: / briandoylemetathinq
Sponsor: vCIOToolbox: https://vciotoolbox.com
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Saknas det avsnitt?
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James Mignacca is the CEO of Cavelo, a company that specializes in providing advanced data discovery and classification solutions for MSPs. With almost 20 years of experience in the cybersecurity and startup ecosystem, James has been instrumental in several significant ventures, including Sandvine and eSentire. The success of his prior startups validates his ability to lead and innovate, and his current role at Cavelo aims to further enhance the capabilities of MSPs through streamlined, effective solutions.
Episode Summary
Welcome to another engaging episode of MSP Business School, where host Brian Doyle interviews James Mignacca, the CEO of Cavelo. This conversation explores James's unique journey from cybersecurity startups to pioneering advanced data discovery and classification solutions for Managed Service Providers (MSPs). Sharing insights from his experience at companies like Sandvine and E Centire, James discusses the importance of simplifying complex cybersecurity tasks for MSPs and integrating effective data management solutions to meet growing regulatory demands.
James details the crucial role of data discovery and classification in maintaining cybersecurity, especially as organizations embrace hybrid work environments. Highlighting the growing demand for regulatory compliance and the impact of cybersecurity insurance, he discusses Cavelo’s approach to making these processes manageable and profitable for MSPs. Alongside this, James shares personal anecdotes and strategic insights into how Cavelo integrates seamlessly with existing MSP workflows, ultimately enabling them to offer robust security solutions without the complexity and overhead.
Key Takeaways:
Simplifying Complexity: James emphasizes creating easy-to-use solutions for MSPs that condense multiple functionalities into a single platform, reducing complexity and improving efficiency. Data Discovery and Classification: Crucial for security, especially in hybrid work environments where data is scattered across multiple cloud services and devices. Regulatory Compliance: Increasingly integral in cybersecurity, the ability to meet stringent compliance requirements is a priority for MSPs serving larger organizations and critical infrastructure. Team and Culture: The importance of maintaining a cohesive and talented team through transitions and acquisitions to sustain innovation and drive success. Consolidation and Efficiency: Reducing the number of vendors and integrating essential tools contribute to a streamlined, profitable operation for MSPs. -
Show Website: https://mspbusinessschool.com/
Guest
Name: Danny Suk Brown
LinkedIn page: https://www.linkedin.com/in/dannysbrown/
Company: AppMeetup
Website: https://appmeetup.com/
Hosts
Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/
Danny Brown is a seasoned professional with extensive experience in the Managed Service Provider (MSP) industry. Holding dual degrees in mechanical engineering and physics, along with a Master's in computer science and an MBA, Danny’s career spans diverse roles from network engineer to sales engineer and fractional Chief Revenue Officer (CRO). He founded a successful MSP focusing on architectural and engineering clients, which he later sold. Danny co-authored "Talk it Up" with his identical twin brother, and currently provides training and consulting services through his company, AppMeetup.Episode Summary
In this episode of MSP Business School, host Brian Doyle interviews Danny Brown, a veteran in the MSP industry who made the transition from a technical background to thriving in sales and business growth. Doyle and Brown delve into the critical changes MSP owners need to adopt for growth, effective sales strategies, and the importance of having the right mindset and processes in place. Brown discusses his journey from a technical specialist to a business leader, emphasizing the importance of letting go and trusting employees to succeed. The conversation covers actionable insights for MSP owners struggling to build a sales process, highlighting the significance of focusing on ideal client profiles (ICPs) and understanding customer needs.
Furthermore, Danny shares his experiences and tips on improving public speaking skills, adapted from his co-authored book "Talk it Up," to help MSP owners better connect and communicate their value.
Key Takeaways
Mindset Shift: Embrace an abundance mindset instead of a scarcity one; this shift can lead to letting go and empowering employees. Effective Processes: Implement standard operational procedures (SOPs) and proper training mechanisms to foster a trusting and efficient work environment. Sales Strategies: Know your ideal client profile (ICP) and build connections rather than pushing for immediate sales. Understand your sales numbers and pipeline metrics to fine-tune your approach. Public Speaking: Improve your public speaking skills with nonverbal communication strategies to foster trust and engagement. Be Omnipresent: Increase brand awareness by being omnipresent in your industry and participating actively in industry events, conferences, and podcasts.
Sponsors
vCIOToolbox: https://vciotoolbox.com -
Guest
Name: Robert Gillette
LinkedIn page: / rwgillette
Company: MSP Dojo
Website: https://www.mspdojo.net/Hosts
Brian Doyle: / briandoylemetathinq
Robert Gillette is the founder of MSP Dojo, a revolutionary platform designed to enhance sales performance in the MSP (Managed Service Provider) industry. With a rich background that spans over seven years as a lead sales executive, Robert has significantly contributed to the growth of an MSP from $10 million to $30 million in revenue. His innovative approach combines practical sales training and peer collaboration, making him an influential figure in the MSP sales community.
Episode Summary
In this enlightening episode of MSP Business School, host Brian Doyle welcomes Robert Gillette, the founder of MSP Dojo, to discuss the challenges and solutions in MSP sales. Brian starts off with a brief update about his summer and then introduces Robert, who shares his unexpected journey into the MSP world and his transition into a role that combines his sales heritage with a passion for consultative selling.
Robert delves into the impetus behind MSP Dojo, explaining how he identified a gap in the market for practical sales training and peer-to-peer role-playing exercises. Highlighting shocking statistics like 85% of MSPs setting fewer than ten net new first-time appointments annually, Robert underscores the critical need for regular practice to build sales confidence and competency.
The conversation also touches on the importance of role-playing, the unique offerings of MSP Dojo, and the advantages of competitor collaboration. Throughout the episode, Brian and Robert touch on key strategies for improving sales performance, such as understanding the nuances between referral-led and marketing-led sales processes and recognizing the human component of sales confidence.
By the end of the episode, listeners are provided with actionable insights and a clear understanding of how MSP Dojo can serve as a transformative tool for any MSP's sales trajectory.
Key Takeaways:
*Importance of Sales Practice: Regular, structured practice is crucial for building confidence and competency in sales.
*MSP Dojo: Offers a unique platform for MSP sales professionals to practice sales scenarios and improve their skills through peer collaboration.
*Sales Statistics: A significant percentage of MSPs struggle with low numbers of net new appointments, highlighting a need for better sales processes.
*Competitive Collaboration: Engaging with competitors in a constructive manner can enhance differentiation and improve overall sales strategies.
*Sales Confidence: Building confidence in sales techniques can lead to higher close rates and better business outcomes.
Sponsors
vCIOToolbox: https://vciotoolbox.com
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Show Website: https://mspbusinessschool.com/
Guest Name: Eric Anthony
LinkedIn page: https://www.linkedin.com/in/esanthony/
Company: All Things MSP
Episode Summary:In this episode of MSP Business School, host Brian Doyle engages with Eric Anthony from All Things MSP to delve into purposeful discussions, offering valuable insights into the MSP (Managed Service Provider) landscape. Eric, a seasoned media professional, shares his extensive journey from starting as a teenage consultant to becoming the Director of Partner Engagement at Ignite.
The conversation captures critical themes, including industry evolution, community building, and providing a balanced professional and personal life. Eric emphasizes the significance of work-life balance, a common struggle in the MSP realm, and introduces effective strategies like time blocking and purposeful scheduling to mitigate daily chaos. Analysis of AI implementation in SMBs, particularly generative AI, forms another crucial segment, highlighting opportunities and challenges. Eric and Brian discuss the gap in perception about AI adoption and its practical, secure usage within businesses, offering listeners a valuable guide to navigating the future of technology.
Key Takeaways:
Work-Life Balance Strategies: Eric stresses the importance of time blocking and creating dedicated personal time within daily schedules to maintain a healthy work-life balance. AI
Adoption in SMBs: Despite MSPs underestimating it, 77% of SMBs are using generative AI, presenting new service opportunities for MSPs.
Addressing Security Concerns: The need for MSPs to develop AI policies and provide education on secure AI usage to mitigate risks.
Community Engagement: Learn about Eric's efforts with All Things MSP, fostering a supportive, non-technical space for MSP professionals.
Industry Evolution: The evolution of MSP roles extending into AI technology and the essential shift towards consulting in tech-driven business environments.
Resources:
All Things MSP Facebook Group: facebook.com/groups/allthingsmsp
All Things MSP
YouTube Channel: YouTube Channel
Ignite: IgniteWebsite Books Mentioned: The 12 Week Year by Brian P. Moran and Michael Lennington
Discover more by listening to the full episode, and stay tuned for further engaging content from MSP Business School as we delve into more industry insights and expert advice. Feel free to subscribe to our podcast on your favorite platforms, and join us in our next episode as we continue to bring you critical discussions and strategies from the world of MSPs.
Hosts Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/
Sponsors vCIOToolbox: https://vciotoolbox.com
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Episode Summary:
In this very special 200th episode of the MSP Business School podcast, host Brian Doyle reflects on the journey since their inception in 2020. This episode, recorded live from ChannelCon at Comptia, resonates with appreciation and a forward-looking vision for the MSP community. Brian delves into the origins of the podcast, the motivations behind starting it with his co-founders Rob Rogers and Tim O’Neill, and the milestones they have achieved over the past four years.
Throughout the episode, Brian emphasizes the podcast's commitment to delivering valuable insights into MSP sales, business development, and broader industry trends. He discusses the evolution of managed services from the early days of box sales and VOIP systems to the current landscape dominated by AI, cloud services, and heightened cybersecurity demands. Brian highlights the necessity for MSPs to adapt to these changes by building use cases for AI, focusing on security and governance, and becoming management consultants to their clients.
Key Takeaways:Evolution of MSP Business: Brian outlines the transformation of managed services over the past two decades, highlighting shifts from hardware sales to cloud services and AI integration.
Importance of Cybersecurity: A major theme is the increasing importance of cybersecurity, especially in light of evolving threats and the complexities introduced by AI.
Adapting to Market Changes: The need for MSPs to continually adapt, embrace new technologies, and serve as business consultants to their clients is emphasized.
Community Engagement: Brian expresses gratitude to listeners and encourages engagement to tailor future content to the community's needs.
Future Direction: He provides insights into the future direction of the podcast, focusing on advanced topics like AI, security, and new service models for MSPs.
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Show Website: https://mspbusinessschool.com/
Guest Name: Marvin (Uncle Marv) Bee
LinkedIn page: https://www.linkedin.com/in/marvinbee/
Company: MB Systems
Website: https://itbusinesspodcast.com
Marvin Bee, also known as Uncle Marv, hosts the IT Business Podcast and the Unhealthy Podcast. He has been in the business since 1997 and runs a boutique managed service provider (MSP) shop in Fort Lauderdale, Florida. Marvin has a diverse background, starting from a tech-shop role to building his personalized IT service business focused on providing high-quality, customized solutions to his clients.Marvin is known for his community-minded approach and deep understanding of the IT industry's technical and business aspects.
Episode Summary:
In this episode of MSP Business School, host Brian Doyle welcomes Marvin Bee, the renowned host of IT Business Podcast, known to many as Uncle Marv.
This engaging conversation revolves around Marvin's journey in the MSP industry, his unique approach to business, and his thoughts on community and collaboration within the IT sector. Marvin shares his experiences, from his early days running a tech shop to becoming an established figure in the MSP community, emphasizing the importance of building long-term client relationships and adapting to their needs. Marvin highlights his strategy of running a boutique MSP shop, focusing on quality over quantity and optimizing the tech stack to suit customer requirements. He discusses the importance of listening to clients, networking, and nurturing relationships over time to drive business growth.
The discussion also touches on the current state of the MSP industry, the significance of community, and differing business strategies, including the concept of stack optimization versus just aiming for a perfect stack. Marvin also shares his thoughts on work-life balance, demonstrating the value of setting boundaries to avoid burnout and maintain growth and happiness.
Key Takeaways:
Networking and Community: Marvin advocates for the power of networking and community support in the MSP industry, highlighting how simple acts of help can lead to significant business opportunities. Stack Optimization vs. Perfect Stack: Marvin discusses the importance of optimizing the tech stack based on client needs rather than forcing a one-size-fits-all solution, suggesting a flexible and customized approach. Diverse Business Strategies in the MSP Sector: Understanding that different business models and strategies can succeed, Marvin talks about catering to varied customer needs and pursuing a personally fulfilling business path. Work-Life Balance: Emphasizing the need for boundaries, Marvin shares his strategies for maintaining a healthy work-life balance and the
Host
Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Sponsors
vCIOToolbox: https://vciotoolbox.com -
Show Website: https://mspbusinessschool.com/
Guest Name: George Smith
LinkedIn page: https://www.linkedin.com/in/george-smith-augmentt/
Company: Augmentt
Website: https://augmentt.comHost Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/
George Smith is a renowned professional in the Managed Service Provider (MSP) industry and currently serves as a key team member at Augment. With a robust background that includes a pivotal role in growing a Canadian MSP and focusing on managed services in the healthcare vertical, George has transitioned to the vendor side. At Augment, he works alongside industry pioneers like Gavin Garbutt and Derek Belair.Over the past three and a half years, he has been instrumental in driving the company’s mission to simplify and enhance Microsoft 365 security for MSPs.
Episode Summary:
Welcome to another insightful episode of MSP Business School hosted by Brian Doyle! In this discussion, Brian engages with George Smith from Augment, a dynamic and innovative company in the MSP sector. George shares his intriguing journey from working at a Canadian MSP to joining a tech startup. This episode dives deep into how Augment is revolutionizing the way MSPs secure and manage Microsoft 365 environments.
George highlights the core challenges faced by MSPs, especially in managing the complex Microsoft ecosystem. By utilizing Augment’s tools such as security posture dashboards, multi-tenant management capabilities, and automated processes, MSPs can significantly enhance technician efficiency and overall service delivery. This comprehensive conversation addresses the importance of education, security, digital IQ, governance, and the evolving landscape of IT solutions.
Key Takeaways:
Technician Efficiency:** Simplifying tasks such as password resets and MFA implementations through Augment’s dashboards can empower junior and non-technical staff. Security and Management: Augment addresses the inherent insecurity of Microsoft 365 out-of-the-box and provides MSPs with tools to harden these environments easily. Education and Proliferation: The need for MSPs and vendors to focus on educating clients to build trust and communicate value effectively. Governance and Compliance: The growing importance of IT governance and compliance in MSP operations, supported by tools that simplify reporting and management.
Sponsors vCIOToolbox: https://vciotoolbox.com -
Show Website: https://mspbusinessschool.com/
Guest:
Name: Shane Naugher
Linkedin page: https://www.linkedin.com/in/shanenaugher/
Company: website
Hosts
Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Shane Naugher is a seasoned technology expert with nearly 30 years of experience in the industry. He is the founder of Dazzee, a company he launched in July 2000. Shane has a notable background in VAR (Value Added Reseller) services and has partnered with giants like Cisco and Southwestern Bell (pre-AT&T merger) to implement large-scale infrastructure projects. More recently, Shane has focused on AI and business process automation to enhance business efficiencies and customer experiences, especially within the context of MSP (Managed Service Provider) operations.
Episode Summary:
In this episode of MSP Business School, host Brian Doyle welcomes Shane Naugher, founder of Dazzee. Shane delves into the exciting world of AI and business process automation, illustrating how these technologies can revolutionize the operations of MSPs and their clients. With nearly three decades of tech experience, Shane brings a wealth of knowledge to the discussion, particularly in how AI can be practically applied to improve workflows and enhance productivity.Shane discusses the two sides of AI deployment: vendors eager to integrate AI into their software and MSPs whose clients are still cautious about embracing it. He stresses the importance of MSPs understanding and leveraging AI internally before advocating its benefits to their clients. Shane shares his journey of integrating AI into Dazzee's operations, particularly in sales and service processes. He provides an insightful example of how AI-driven sales call analysis has helped refine sales strategies and performance.
Sponsor
https://vciotoolbox.com
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Episode Summary: In this episode of MSP Business School, host Brian Doyle dives deep into the critical topic of Quarterly Business Reviews (QBRs). Drawing from his extensive experience at VCIO Toolbox, he identifies and discusses the five main pitfalls that can undermine effective QBRs. Whether you're an MSP struggling to engage your clients or looking to elevate your business review process, Brian offers meaningful solutions to common challenges. Brian opens the discussion by emphasizing the importance of having the right people in the room. He highlights the necessity of demonstrating value to ensure key decision-makers attend these strategic sessions. Next, he addresses the issue of keeping QBR meetings on track, stressing the importance of clear agendas and focused discussions to prevent the derailment by day-to-day issues. Brian also speaks on the importance of bringing consistent data points and avoiding technical jargon that can alienate non-technical stakeholders. Lastly, he underscores the importance of showcasing business outcomes to make QBRs more than just sales pitches, transforming them into valuable, consultative engagements. ### Key Takeaways: - **Getting the Right People in the Room:** Engage and demonstrate value to key decision-makers, including business owners and CFOs, to ensure their attendance and participation. **Maintaining Meeting Focus:** Establish and circulate clear agendas before meetings, and effectively communicate the strategic nature of QBRs to keep discussions on track. **Consistency in Data:** Present consistent and meaningful data across meetings to help clients recognize improvements and understand key metrics. **Simplifying Technical Information:** Translate technical details into business outcomes to make QBRs valuable and comprehensible for non-technical stakeholders. **Showcasing Business Outcomes:** Align technology recommendations with the client’s business goals to create actionable roadmaps and foster stronger partnerships.
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Show Website: https://mspbusinessschool.com/
Guest Name: Miles Walker
LinkedIn page: https://www.linkedin.com/in/mileswalker9th/
Company:
Website: https://kaseya.com
Miles Walker is the featured guest on this instalment of MSP Business School podcast. With an impressive journey traversing numerous countries and industries, Walker brings a global perspective to the MSP space. Born in England and having lived in places like the Dominican Republic, Cambodia, Ethiopia, and Australia, his extensive background in the travel industry as a Sales Director provides unique insights into his current role.Today, Walker serves as part of the team at Kaseya, a leading provider of IT infrastructure management solutions for managed service providers (MSPs) and internal IT organizations. In this episode, Walker discusses his transition from the travel industry to the IT sector, the evolution of Kaseya's offerings including the groundbreaking Kaseya 365, and how cyberattacks are shaping business needs.
Episode Summary: In the latest episode of MSP Business School, **Brian Doyle** engages **Miles Walker from Kaseya** in a fascinating discussion that spans personal backstories, industry evolution, and the future of IT management for MSPs. Walker shares his international experience and how it informs his work at Kaseya, emphasizing the importance of storytelling in connecting with clients and audiences. * Walker's transition from the travel industry to IT showcases the fluidity of professional growth and the value of diverse experiences in our digital age. He articulates how providing solutions for MSPs is akin to selling dreams in travel—both require instilling confidence and securing futures. * Kaseya 365 emerges as a pivotal solution in combating stack fatigue, offering a consolidated subscription model that encompasses a suite of services integral to MSP operation and security. The conversation delves into how acquisitions in the IT sector are stimulating innovation and growth, a sign of a healthy marketplace. ### Key Takeaways: * **Adaptability in Career Shifts**: Miles Walker's transition from travel to IT illustrates adaptability and utilizing transferable skills in sales and customer engagement. * **Comprehensive IT Management**: Kaseya 365 provides a unified platform for IT management, reflecting Kaseya's commitment to addressing MSP needs and reducing stack fatigue. * **Acquisition Dynamics**: Walker discusses the normality of acquisitions in the IT space, signifying both growth prospects and market valuation, including Kaseya's strategic moves. * **Cyberattack Impact**: Real-world stories illustrate the escalating cyber threats that businesses face, underscoring the need for robust MSP solutions and cybersecurity measures. * **Market Evolution**: The conversation highlights how compliance and cybersecurity are now critical considerations, shaping how businesses operate and insurances assess risk. Host Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/ Sponsors vCIOToolbox: https://vciotoolbox.com Sales MaturIT: https://salesmaturit.com -
Guest Name: Dan Adams
LinkedIn page: https://www.linkedin.com/in/danielericadams/
Company: https://up-skill.com
Hosts Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/Dan Adams brings a wealth of experience to the table with a seasoned career in information technology that stretches back to his days on the initial team integrating Macintoshes onto PC networks. From his early involvement with software company Novell, Dan has seen the IT industry evolve significantly. Today, he proudly holds two pivotal roles: as the CEO of Upskill Consulting, where he's committed to enhancing career progression and success for IT professionals, and as Chairman of NENS, a thriving managed services provider. His remarkable journey through IT demonstrates a track record of leadership, innovation, and dedication to the industry.
Episode Summary:In this enlightening session of MSP Business School, host Brian Doyle welcomes back Dan Adams, a returning guest and now a "friend of the show," who has provided Brian and his team invaluable insights on numerous occasions. This episode delves into the nuanced terrains of MSP branding, team building, and the evolution of customer expectations in the IT space; a sector where Dan has decades of impactful contributions.
The dialogue begins with a dive into market differentiation, as Dan reflects on the shift from vendor certifications toward more substantive brand distinctions based on process transparency and service delivery. He emphasizes the importance of showing customers a roadmap for success, rather than solely relying on technical accreditation to instill confidence. Moreover, the conversation flows into the strategic importance of setting and exceeding client expectations. Dan advises that understanding the client's definition of success is essential for any MSP aiming to become a true trusted advisor. The episode concludes with rich discussions on the maturity of MSP businesses and the powerful role of systematized processes in both client engagement and operational consistency.
Key Takeaways:Vendors' certifications are no longer the key differentiator in the MSP market; instead, clearly defined processes and the customer success roadmap play a more significant role.
Successful MSPs must align their service delivery with the client's expectations of success to achieve trusted advisor status.
Experience and a proven track record in delivering IT services contribute greatly to establishing credibility and fostering trust.
Fostering transparency and showing the methodology behind services not only instills confidence but also sets up a collaborative relationship with clients.
The maturation of an MSP i
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Brian Gillette is a notable figure in the Managed Service Provider (MSP) industry, renowned for his expert knowledge in sales coaching and growth strategies. As the founder of Feelgood MSP, he has honed his skills over a 15-year career in sales and particularly within the MSP channel since 2017. Starting as a VP of Sales for a small MSP in Southern California, Brian distinguished himself by achieving remarkable growth, expanding their Monthly Recurring Revenue (MRR) significantly. His approach to sales is linear and is based on doing the right thing consistently over time, rather than seeking rapid, unsustainable expansion.
Episode Summary:In this episode of MSP Business School, host Brian Doyle welcomes sales coach Brian Gillette, who brings an enlightening perspective on acquiring clients and managing growth in the MSP sector. The session is a deep dive into pragmatic sales strategies that Brian Gillette has effectively utilized and now shares as a coach.
The episode begins with Brian Doyle introducing the upcoming BCIO Toolbox event, followed by exploring Gillette's journey from a VP of Sales to a highly respected sales trainer in the MSP community. A substantial segment provides actionable insights into cold calling and LinkedIn strategies, stressing the importance of grit and consistent action over mere information or methodologies.
Key Takeaways:Linear Growth Over Quick Wins: Success in sales within the MSP market is about consistent, linear progress rather than overnight growth.
Practical Selling on LinkedIn: Utilize the power of LinkedIn by expanding your network and gently engaging with leads throughout time.
Cold Calling Approaches: Modify your approach to cold calling by focusing on human interaction, respecting the recipient's time, and not taking rejections personally.
Importance of Execution: Knowledge of sales tactics is beneficial, but the real game-changer is consistent execution.
Value-Driven Workshops for MSPs: Brian Gillette offers monthly workshops aimed to provide comprehensive sales training for MSPs at an accessible price.
Show Website: https://mspbusinessschool.com/
Guest Name: Brian Gillette
LinkedIn: https://www.linkedin.com/in/brian-gillette/
Company: https://feelgoodmsp.com
Host: Brian Doyle
LinkedIn: https://www.linkedin.com/in/briandoylemetathinq/
Sponsors
vCIOToolbox: https://vciotoolbox.com
Sales MaturIT: https://salesmaturit.com
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Show Website: https://mspbusinessschool.com/
Guest: Connor Swalm, CEO
Linkedin: https://www.linkedin.com/in/connor-swalm/
Company: Phin Security
Website: https://www.phinsec.io/
In this insightful episode of MSP Business School, host Brian Doyle sits down with Connor Swalm from Phin Security to discuss the entrepreneurial journey and the innovative approach Phin Security is taking to simplify cybersecurity training for MSPs.
The conversation delves into Connor's backstory, his initial foray into real estate, and his subsequent pivot to cybersecurity following a pivotal loss that reshaped his life and career. Connor provides a frank perspective on the challenges of starting a business and underscores the importance of passion beyond just a dislike for one's job. He also shares his experience networking with industry peers to grow your brand.
###Key Takeaways:
* Starting a business requires more than dissatisfaction with a job; passion and resilience are crucial components.
* MSPs need easy-to-use tools to maintain cyber awareness training and ensure compliance without overburdening their staff.
* Phin Security is focused on automating and simplifying cyber awareness training, making it more accessible and effective for MSPs.
* Future advancements in cybersecurity training should integrate naturally within business systems for proactive defense.
* Community and mentorship within the MSP industry are invaluable and help drive innovation and success.
Host
Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/
Sponsors
vCIOToolbox: https://vciotoolbox.com
Sales MaturIT: https://salesmaturit.com -
In the latest installment of MSP Business School, Brian Doyle hosts an insightful conversation with compliance experts Bo Bito and Angelika Mayen from Render Compliance. The episode zeroes in on the increasingly critical subject of SOC 2 compliance for Managed Service Providers (MSPs), delving into the nuts and bolts of the process and offering pearls of wisdom for businesses considering the SOC 2 journey.
The discussion kicks off with a detailed expedition into the SOC 2 process, demystifying the steps from an MSP's standpoint. Bo and Angelica highlight the importance of involving experienced personnel or consultants early on and underscore the value of engaging with auditors in the initial stages. Offering a rare peak behind the SOC 2 curtain, they detail the differences between SOC 2 Type 1 and Type 2 reports, explaining the significance of each type in establishing and demonstrating a company's commitment to security and compliance.
Key Takeaways:MSPs looking to obtain SOC 2 compliance should start by evaluating in-house expertise, consider working with consultants, and connect with auditors early in the process.
SOC 2 Type 1 vs. Type 2: Type 1 evaluates the design of controls at a point in time, while Type 2 assesses how those controls operate over a period.
Engaging with technology and tools such as compliance platforms can streamline the SOC 2 process by organizing tasks and centralizing evidence collection.
Timeline and cost: A typical SOC 2 engagement may span nine weeks, with costs starting from $16,000 up to $40,000, depending on various factors like business size and control complexity.
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In this informative episode of MSP Business School, host Brian Doyle engages in conversation with cybersecurity expert Matt Quammen, President of Optimized Cyber. Together, they unravel the intricate world of cyber protection, showcasing the significance of safeguarding businesses in today's digital age. This dialogue invites listeners to explore the realms of vulnerability scanning and penetration testing, emphasizing their roles in maintaining robust security infrastructures.
Quammen emphasizes the importance of remembering 'why' businesses must prioritize cybersecurity – to prevent the crippling financial losses that cybercrimes can inflict. As a guiding principle that steers all cybersecurity endeavors, this 'why' permeates Matt's advocacy for simple yet effective security strategies. Emphasizing the three pillars of cyber risk – IT and security management, cyber insurance, and risk management – they dissect how each element buttresses a business's defense against cyber threats. Detailed discussions around the necessity of manual, professional penetration testing versus automated vulnerability scanning are elucidated, conveying the gravity of personalized security measures.
Key Takeaways:Cybersecurity should be underpinned by a passion for protecting businesses from financial losses due to cyber attacks.
Simplifying cybersecurity for business owners is essential; focus on practical measures like Multi-Factor Authentication (MFA) and password management.
A comprehensive approach to cyber risk involves 24/7 IT and security management, cyber insurance, and risk management through regular audits and third-party tests.
Penetration testing, as distinguished from vulnerability scanning, must be a manual effort to emulate the behaviors of real-world attackers.
MSP businesses can expand their services and value to clients by becoming the 'governor' of cybersecurity, orchestrating the right tools, processes, and partnerships.
No views Apr 27, 2024Show Website: https://mspbusinessschool.com/
GuestMatthew Quammen, President | Optimize Cyber
Linkedin page: / matthewquammen
Company: website: https://optimizecyber.com/
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Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ - Visa fler
