Mastering the MSP Owner Mindset Breaking Barriers for Explosive Growth
Release Date: 08/27/2024
Rob Warshaw | He Cracked the Fortune 10 Code. Now He's Revealing His Secrets.
MSP Business School
In this episode of MSP Business School, host Brian Doyle explores the dynamics of breaking into enterprise markets with expert guest Rob Warshaw. With his extensive experience in the Fortune 10 healthcare industry, Rob offers invaluable insights into how MSPs can navigate the complexities of engaging large-scale organizations. This episode presents a deep dive into the strategic steps needed to penetrate the enterprise segment, emphasizing the significance of understanding the customer and nurturing long-term relationships. The conversation begins with touching on the necessity for MSPs to...
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CJ Arlotta | The PR Playbook MSPs Don’t Know They Need (Until It’s Too Late)
MSP Business School
In this episode of MSP Business School, hosted by Brian Doyle, listeners are introduced to CJ Arlotta, an expert in public relations with a rich background in journalism and communications. The episode promises valuable insights into how MSPs (Managed Service Providers) can effectively engage with the press and media, a crucial yet often overlooked aspect of business growth and visibility. CJ, with his extensive experience, shares practical advice on positioning MSPs as thought leaders and utilizing strategic PR efforts to enhance brand visibility. Throughout the conversation, CJ emphasizes...
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Todd Kane | The Harsh Truth About Growth: When to Raise Prices, Fire Clients, and Lead Better
MSP Business School
In this illuminating episode of "MSP Business School," host Brian Doyle is joined by industry expert Todd Kane for a deep dive into the innovative world of Managed Service Providers (MSPs). Todd Kane discusses his early foray into the MSP domain and the wealth of experience he's gathered over the years. Listeners are taken on a journey through Todd's impressive career, from his beginnings as a young consultant in the tech field to his impactful roles at leading MSP companies like Longview Systems and Fully Managed. Through a data-driven and operationally focused lens, Todd sheds light on the...
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David Shultis | Outcomes Over Automation: The Human Side of Cybersecurity in MSPs
MSP Business School
In this engaging episode of "MSP Business School," host Brian Doyle chats with David Shultis, who shares unique insights from his dual role as an MSP leader and a university professor. Shultis delves into his journey from working in customer service to founding Red Panda Systems, an MSP recognized for its exceptional client-centric approach and comprehensive cybersecurity solutions. This episode brings out David’s dedication to teaching and his proactive efforts in shaping cybersecurity education at UNLV. Throughout the conversation, Shultis emphasizes the importance of integrating top-notch...
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Jake Carroll | Why Content is King for MSPs: Leveraging AI for Better Engagement
MSP Business School
In this engaging episode of the MSP Business School podcast, host Brian Doyle reconnects with Jake Carroll, a recognized voice in the MSP sphere, currently spearheading innovative initiatives at Inforcer. Jake shares his extensive insights on AI enablement and how AI is transforming the MSP landscape, particularly through security applications and policy management within Microsoft 365. In a world where technology is continuously evolving, this episode poses essential discussions on leveraging AI tools to optimize efficiency and improve market reach. The conversation dives deep into how...
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MSP are Modern Day Warriors driving the Tech Future
MSP Business School
289 subscribers 0 Share In this episode of MSP Business School, host Brian Doyle dives into what it means to be a modern-day Managed Service Provider (MSP). With a strong emphasis on adapting to the rapidly changing landscape of IT, Brian identifies the key areas where MSPs can evolve to meet contemporary challenges. The discussion covers critical topics such as involvement in line-of-business applications, embracing artificial intelligence, maintaining robust security...
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Chris Johnson | The Ultimate Guide to Surviving Your First Cybersecurity Audit
MSP Business School
In this episode of MSP Business School, host Brian Doyle engages in a compelling conversation with Chris Johnson from GTIA about the upcoming Channel Con event and the importance of the GTIA Cybersecurity Trust Mark. Doyle shares his excitement about Channel Con being an excellent opportunity to network with vendors, customers, and partners in an educational and social environment. The discussion shifts focus to the GTIA Cybersecurity Trust Mark, where Chris elaborates on its significance in helping MSPs evidence their cybersecurity posture. The episode dives into the nuanced aspects of...
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From Commodity to Consultant: Elevating Your Client Relationships
MSP Business School
In this enlightening episode, Brian Doyle delves into the often-misunderstood world of strategic planning in customer success. While many in the industry are just starting to embrace strategy as a novel concept, Brian brings clarity and depth to the conversation by distinguishing between tactical and strategic initiatives. A frequent fixture on LinkedIn, Brian uses his platform to express his views on thriving as a service provider and how to leap from mere problem-solvers to proactive business partners. Focusing on building joint strategic plans with customers, Brian underlines the importance...
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5 Killer Mistakes You're Making in Technology Business Reviews
MSP Business School
In this engaging session, Brian Doyle delves into the art of conducting effective Technology Business Reviews (TBRs) for MSPs. With insights drawn from his years of experience, Brian highlights the top five mistakes to avoid in TBR delivery, ensuring that these interactions build stronger client relationships and drive business value. Through this coaching session, Brian equips IT professionals with actionable strategies to improve their client communication and presentation techniques. Brian outlines the critical importance of assembling the right stakeholder mix in TBR meetings, emphasizing...
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RANT: Are Strategic Business Reviews New?
MSP Business School
In this episode of MSP Business School, Brian Doyle dishes out a raw and insightful exploration of business reviews within the MSP industry. Addressing a trending topic on LinkedIn, Brian questions why strategic business reviews are suddenly being regarded as novel. By revisiting the foundational purpose of Business Reviews, he seeks to realign them with their intended strategic nature. Through this episode, Brian emphasizes how MSPs can harness effective roles such as VCIOs, account managers, and customer success reps to better execute these reviews. Brian discusses the importance of...
info_outlineShow 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