loader from loading.io

Jacob Cane – Maximizing your Centers of Influence

MSP Business School

Release Date: 02/14/2023

Brian Guenther show art Brian Guenther

MSP Business School

Show Website: Guest Name: Brian Guenther LinkedIn page: Company: Exceed Cybersecurity & I.T. Services Website: Host Brian Doyle:  Brian Guenther is a seasoned cybersecurity expert and the founder of Exceed Cyber. With over 26 years of experience in the IT and cybersecurity industry, Brian started his career by building PCs and gradually transitioned into IT franchise ownership. He founded Exceed Cyber in 2017, focusing on helping businesses navigate the complex landscape of cybersecurity compliance, specifically for those with federal contracts mandated by regulations such as...

info_outline
Zack Keeney - Bridging the Skills Gap: Empowering Tomorrow's IT Leaders show art Zack Keeney - Bridging the Skills Gap: Empowering Tomorrow's IT Leaders

MSP Business School

Show Website: Guest Name: Zack Keeney  LinkedIn page: Company: TriUnity Strategies Website: Host Brian Doyle:  In this engaging episode of MSP Business School, host Brian Doyle talks with Zack Keeney from Triunity Strategies. Zack shares his inspiring journey from growing up in a challenging environment to excelling in the corporate world with Domino's, where he developed robust operational and leadership skills. This episode unpacks Zack's life experiences and his passion for empowering others through Triunity Strategies, a company focused on providing leadership and skill...

info_outline
Dan Tomaszewski | The Power of MSP Communities: Thriving Through Connection show art Dan Tomaszewski | The Power of MSP Communities: Thriving Through Connection

MSP Business School

Show Website: Guest Name: Dan Tomaszewski LinkedIn page:  Company: Everything MSP Website: Host Brian Doyle: Welcome to the latest episode of the MSP Business School Podcast featuring Brian Doyle and guest Dan Tomaszewski from Everything MSP. Listeners will be captivated by the dynamic conversation that flips the usual script—a reflection on the shared experiences of being both the interviewer and the interviewee. Brian and Dan delve into the evolution of MSPs and highlight the critical need for community among them through initiatives like Everything MSP. Dan shares his...

info_outline
Paul Daigle Scaling Success The Blueprint to Elevating Your MSP show art Paul Daigle Scaling Success The Blueprint to Elevating Your MSP

MSP Business School

Show Website: Guest Name: Paul Daigle  LinkedIn page: Company: BizAdvisoryBoard Website: Host Brian Doyle: Brian Doyle is joined by Paul Daigle from bizadvisoryboard.com to discuss navigating the MSP landscape. Paul shares insights on transitioning from a VAR to an MSP, growth through acquisitions, and the importance of specialization in markets. They delve into the challenges of scaling MSP businesses, focusing on moving through financial peer groups, and understanding business valuation. Paul introduces tools to help MSPs assess their business worth and provides guidance on...

info_outline
PitchIT 24 | Doug Kreitzberg, Seedpod Cyber show art PitchIT 24 | Doug Kreitzberg, Seedpod Cyber

MSP Business School

In this engaging episode of the MSP Business School podcast, host Brian Doyle welcomes Doug Kreitzberg of SeedPod Cyber as a Pitch IT finalist. Doug, joined by recurring guest and ConnectWise Evangelist, Sean Lardo and his coach Matt Koenig, a PitchIT finalist with Nodeware. They discuss the significance of cyber insurance within the MSP space. Brian humorously acknowledges Sean's growth as a regular contributor on the show before diving deep into how SeedPod Cyber's innovative solutions are bridging critical gaps in the industry. Matt, a coach from across the globe, shares insights from...

info_outline
Pitch IT | Daniel Ellis PC Powersave show art Pitch IT | Daniel Ellis PC Powersave

MSP Business School

info_outline
PitchIT Zach Kromkowski Senton show art PitchIT Zach Kromkowski Senton

MSP Business School

Join Brian Doyle and special guests Bobby Jacobs from Thread and Zach Kromkowski from Senteon, as they delve into the intricacies of the Connectwise Pitch It competition. In this captivating episode, you will get an insider's view of what it takes to succeed in a Shark Tank-like contest designed for startup vendors who support the MSP (Managed Service Provider) space. Bobby and Zach discuss the nuances of pitching, their experiences in the competition, and invaluable advice for aspiring entrepreneurs. Sean Lardo, the mastermind behind the Pitch It program, adds depth with his industry insights...

info_outline
ConnectWise PitchIT | Helping Build Communities and Relationships in the Startup World show art ConnectWise PitchIT | Helping Build Communities and Relationships in the Startup World

MSP Business School

Show Website: Guests: Sean Lardo - Andrea Barrow - Sam Hoyen - Company: ConnectWise (Invent) Website: Today’s episode features an in-depth discussion with the Connectwise PitchIT team, including Sean Lardo, Andrea Barrow, and Sam Hoyen. As they gear up for IT Nation Connect, the team shares the excitement and challenges of the PitchIT competition, where innovative startups compete for the top spot. This year’s PitchIT program saw a diverse group of finalists, each representing different tech industry segments. Sean Lardo emphasizes the evolution and improved quality of...

info_outline
Brandi Bonds | Maximizing Your MSP's Value: Secrets from a Fractional CFO show art Brandi Bonds | Maximizing Your MSP's Value: Secrets from a Fractional CFO

MSP Business School

Show Website: Guest Name: Brandi Bonds  LinkedIn page: Company: Next Level Now Website: Hosts: Brian Doyle: 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...

info_outline
Building a Collaborative Office of VCIO for Enhanced Customer Management show art Building a Collaborative Office of VCIO for Enhanced Customer Management

MSP Business School

Show Website: 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...

info_outline
 
More Episodes

Jacob has 25 years of experience in managed IT and cybersecurity services and has participated in multiple startups, acquisitions, and successful exits with experience from company formation through exit and integration. Jacob was Co-Founder and CEO of Proactive Technologies, where he led revenue growth to over $10M per year with an owner-led sales model until Proactive’s acquisition by Abacus Group. Jacob currently works with MSPs to help them optimize owner-led sales and lay the groundwork to make dedicated sales professionals successful.

In this episode, they talked about Maximizing your Centers of Influence.

2:23 – Jacob tells how he stumbled into the managed services industry. He did not begin as an IT professional, and he recalls beginning to work in it shortly after graduating from college. 25 years later, he reflects on his generation's lack of IT degrees and notes that it is frequently the profession of the intelligent but unprepared.

11:04 – Tim believes that teaching customers that no one is perfect is one of the most crucial aspects of the sales cycle. You go and try to sell your product or service, whether you're an MSP or simply a little firm. People must be aware of the good, the bad, and the ugly.

12:06 – Robb's question is answered by Jacob. He noted that when they first started the business, their intention was not to be labeled as a financially minded MSP. We wanted to be all things to all people.

14:29 – Brian adds a comment in response to what Jacob stated. He stated that if you can cut through all the minutia and get to the subject the way people see it.

17:28 – Jacob explained that they had finally received their first lead, which he declined. They went through the sales procedure and were selected as finalists. It turned out to be quite difficult to turn down the lead, but what it did is that he always looked at his right leads can come and go.

21:50 – “Did you have a big sales department? Did you have a giant marketing department to get all these hedge funds? How did that work for you?” Robb asks Jacob. 

26:26 – Brian said it's fantastic to have it so well set out and know and stay under control while he does that because obviously there's that part of us that just wants to keep hitting the accelerator when sales start flowing in, but they do get to look at it objectively from the other side.

27:23 – Tim claims that because you worked in a field where people tended to come and go quickly, spending time with them after they left was wonderful because they were either going to move on to something else, catch on, or advance in status wherever they went.

28:12 – Brian wraps up the show with a recap. When going through this, he really thought about developing your center of influence, getting those people on board, and really making sure you're treating the people that are closest to you.