MSP Business School
A podcast geared to Technology Service Providers where we bring you strategies and tactics to grow your business and build a winning culture. This podcast helps MSPs and MSSPs accelerate their business through strategies, tips, and tactics for driving sales, marketing, and account management. Join our host, Brian Doyle, every Tuesday!
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James Davis | Surviving the Commoditization of MSPs: Strategies for Future-Proofing
09/08/2026
James Davis | Surviving the Commoditization of MSPs: Strategies for Future-Proofing
In this episode of MSP Business School, host Brian Doyle sits down with technology consultant and advisor James Davis to discuss the evolving landscape of the MSP industry. They dive deep into the transition from traditional break-fix models to the more integrated role of technology partners. Davis reflects on his own journey through various facets of the MSP world, offering rich insights into the shifts and transformations necessary for survival in the current digital age. Throughout the conversation, Brian and James explore the changing expectations of the modern client, emphasizing the need for MSPs to move beyond just infrastructure management to a more consultative role in business growth. They navigate the complexities introduced by AI and cybersecurity, advising MSPs to not merely add these as cosmetic changes but to fundamentally reimagine their business models. Davis stresses the importance of understanding clients' business challenges and aligning with their strategic objectives, a notion he refers to as becoming a "Technology Solutions Partner" rather than remaining a traditional MSP. Key Takeaways: Evolving Roles: MSPs need to transition from break-fix models to a comprehensive consultative role, focusing more on data, workflow, and clients' business needs. Vertical Specialization: Emphasizing the importance of specialization, MSPs should consider vertical or horizontal approaches to better align with client industries. Client-Centric Approach: Prioritizing client conversations and understanding their challenges is crucial for developing relevant technology solutions. Skepticism of Industry Hype: Davis encourages skepticism of industry trends without real insight, urging MSPs to focus on client-specific needs over generic industry advice. Transformative Opportunities: Viewing modern challenges as opportunities for transformational growth, with a focus on advisory services, strategic conversations, and rising above infrastructure management. Guest Name: Brian Davis LinkedIn page: Company: The TSP Adivsory Company Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Dave Sobel | The AI Gold Rush Needs a Reality Check
09/01/2026
Dave Sobel | The AI Gold Rush Needs a Reality Check
In this insightful episode of MSP Business School, host Brian Doyle welcomes esteemed guest Dave Sobel to discuss the hot topics circulating at the recent GTIA event, ChannelCon, in San Diego. The conversation dives into the prevailing discourse around artificial intelligence (AI) within the Managed Services Provider (MSP) space. Both Brian and Dave reflect on the parallels between the current AI boom and historical tech transformations, like the Internet and cloud computing. The episode focuses on the need for MSPs to thoughtfully engage with AI, recognizing both the hype and the genuine business applications it brings forth. The dialogue progresses to address the delicate balance MSPs must maintain between educating and collaborating with clients on AI strategies, avoiding a stance that might come across as overly risk-averse. With AI consumption models evolving rapidly and differently, insights about navigating these changes are provided, emphasizing a strategic approach that aligns technology with business outcomes. Dave Sobel points out that deliberate action is more critical than ever, particularly as the MSPs' advisory role grows in importance to help clients harness AI's full potential while managing costs proficiently. Key Takeaways: Evolution of AI in MSPs: Understand the AI journey, drawing parallels with past innovations such as the Internet and cloud computing, while planning deliberate and thoughtful integration strategies. Strategic Positioning: MSPs should continue to position themselves as partners in AI's progression, providing expertise in selecting right tools and technologies that benefit businesses, without succumbing to the pressure of moving too hastily. AI's Economic Impact: The economic dynamics of AI differ from traditional software; increased AI usage may lead to higher expenses. Thus, understanding consumption billing and its implications is crucial. Customer Engagement: Proactive, collaborative conversations with clients about AI adoption and governance are essential, moving beyond fear-based tactics to foster innovation. Profitability Focus: Rather than rushing, focus on sustainable, profitable growth, aligning technological advancements with clients' specific needs and risk tolerances. Guest Name: Dave Sobel LinkedIn page: Company: MSP Radio Company Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Megan Killion | The Critical Opportunity MSPs Can't Afford to Miss
08/25/2026
Megan Killion | The Critical Opportunity MSPs Can't Afford to Miss
In this captivating episode of the MSP Business School podcast, host Brian Doyle converses with Megan Killion from Pisces Growth. This episode zeroes in on one of the most pressing challenges for Managed Service Providers (MSPs) - acquiring new customers. Megan Killion shares her story of accidental entry into the MSP domain and highlights her transformation from being an agency owner to a focused consultant. This episode is a must-listen for MSPs looking to enhance their go-to-market strategies, especially in a time dominated by digital transformations and AI. Megan discusses the importance of a strong go-to-market strategy, emphasizing the need for well-aligned messaging and recognizing local market opportunities. She shares her experiences and stresses the significance of understanding customer needs and leveraging strategic insights to achieve business growth. Megan also touches upon the evolving role of AI in the industry, recommending MSPs to seize the opportunity and integrate AI into their service offerings to remain competitive. Her approach to business development is a blend of strategic insight, curiosity, and leveraging local reputations for building trustworthy relationships. Key Takeaways: Local Focus: Emphasize strengthening local market reputation to gain competitive advantages rather than overextending reach to unfamiliar markets. Targeted Messaging: Craft concise, targeted messaging that aligns with how potential clients self-identify and solve specific pain points they experience. AI Integration: Encourage MSPs to adopt and integrate AI into their processes and service offerings to remain competitive and meet client expectations. Client-centric Approach: Build strong relationships by focusing on understanding and solving client problems comprehensively, thereby enhancing value. Continuous Learning: Keep evolving your product offerings by revamping strategies and adapting to new technologies, ensuring future-proof MSP operations. Guest Name: Megan Killion LinkedIn page: Company: Pisces Growth Consulting Company Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Finian Nally | What the Fastest-Growing MSPs Do Differently
08/18/2026
Finian Nally | What the Fastest-Growing MSPs Do Differently
Join host Brian Doyle in the latest episode of MSP Business School as he delves into the evolving landscape of managed services with Finian Nally, the Director of Strategy at Sherweb for the UK and Ireland. As many MSP professionals find their initiation into the field starts with unexpected opportunities, Finian shares his unique career journey from technical support to strategic leadership, providing invaluable insights into the world of distribution and strategy formulation at Sherweb. This episode unravels the intricacies faced by MSPs as they grapple with evolving market demands. With a focus on sales enablement and strategic partnerships, Finian highlights Sherweb's role in empowering MSPs to redefine their customer strategies and deliver outcome-based solutions. The discussion also explores the pressing need for MSPs to adopt AI by first implementing it internally, thus equipping them to better guide their clients through the AI revolution. The conversation scratches the surface of the challenges and opportunities that MSPs face today, providing a look into how Sherweb supports them in overcoming these hurdles. Key Takeaways: Growth Enablement Through Distribution: Sherweb positions itself as a growth enabler, helping MSPs build profitable business models through expert guidance in technical training and sales strategy. Outcome-Based Selling: To succeed in today's market, MSPs must pivot from traditional sales tactics to outcome-driven conversations that resonate with customer business objectives. Internal AI Adoption: MSPs should first deploy AI solutions internally to build confidence and expertise, which is critical before extending these services to their clients. Holistic Strategic Support: Sherweb's framework-based approach facilitates a comprehensive MSP development process, from cyber resilience to AI practice enhancements. Expect More from Distributors: Finian emphasizes that MSPs should "expect better" from their distributor relationships, seeking genuinely beneficial partnerships that transcend transactional interactions. Guest Name: Finian Nally LinkedIn page: Company: Sherweb Company Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Josh Kotler | The Private Equity Secret that Reshaping the MSP Industry
08/11/2026
Josh Kotler | The Private Equity Secret that Reshaping the MSP Industry
In this engaging episode of MSP Business School, host Brian Doyle reunites with Josh Kotler, a veteran in the MSP industry, to explore the evolving dynamics of mergers and acquisitions (M&A) and the role of private equity. Josh, who has been instrumental in scaling MSP businesses, shares his journey from building and selling a successful MSP to his current endeavor with Axial Reed Capital. This episode is a rich resource for MSP owners interested in understanding market trends and making informed decisions on potential exits. The conversation delves into the challenges and opportunities present in the MSP landscape, underlining the influence of private equity and emphasizing the strategic value of organic sales growth. Josh shares his insights on why many MSP owners should contemplate selling, given the industry’s rapid changes and the influx of private equity. He highlights the importance of aligning with reliable partners and discusses the benefits of being part of a larger scaling platform, all while providing practical advice for those considering stepping into the world of M&A. Key Takeaways: Private equity has significantly boosted valuations in the MSP industry, offering lucrative opportunities for business owners. MSP owners in their 50s and 60s should evaluate their ability to adapt to industry changes and consider selling as a strategic move. Growing an MSP through mergers and acquisitions can be a faster approach to scaling than organic growth, with essential roles emerging in larger scaling platforms. Despite competition weighing heavily on smaller MSPs, aligning with private equity-backed brands can reduce risks and increase enterprise value. The evolving landscape, marked by technological advancements like AI, will separate proactive and innovative MSPs from those unable to adapt. Guest Name: Josh Kotler LinkedIn page: Company: Canyon Point Technologies Company Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Josh Smith | Stop Selling and Start Educating Your Prospects
08/05/2026
Josh Smith | Stop Selling and Start Educating Your Prospects
In this episode of MSP Business School, host Brian Doyle engages with Josh Smith from Wingman MSP Marketing to explore the dynamic landscape of marketing for MSPs. Josh shares his unique journey from accounting to marketing and the insights he brings to the MSP sector. With discussions ranging from effective marketing strategies to the evolving role of AI in business, the episode offers a wealth of practical advice for MSPs looking to optimize their marketing efforts and embrace new technologies. The conversation delves into the challenges and opportunities in MSP marketing, emphasizing the value of niche targeting and personal engagement. Josh discusses how Wingman helps MSPs navigate these waters, moving beyond traditional lead generation to include comprehensive marketing services like event planning and SEO adaptations to AI advancements. The discussion highlights the importance of understanding your client's pain points and leveraging events, such as educational AI seminars, to create meaningful connections and establish trust in the market. Key Takeaways: Strategic Niching: Identifying and focusing on a specific industry or vertical can significantly enhance marketing effectiveness and client acquisition for MSPs. AI as a Catalyst: Hosting educational events on AI can attract prospects by addressing common business challenges and demonstrating expertise in emerging technologies. Comprehensive Marketing: A full-service marketing approach, including SEO, event planning, and lead generation, is essential to meet the diverse needs of MSPs today. Personality Over Skills: In sales and customer service, hiring for personality is often more successful than focusing solely on technical skills. Adaptation to Change: Both marketing agencies and MSPs must continually pivot and adapt to technological and market shifts, such as the current rise of AI. Guest Name: Josh Smith LinkedIn page: Company: Wingman MSP Marketing Company Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Kevin Surace | AI in the Driver's Seat: Why it's Time for Businesses to Go AI-First
07/28/2026
Kevin Surace | AI in the Driver's Seat: Why it's Time for Businesses to Go AI-First
In this episode of MSP Business School, host Brian Doyle collaborates with technologist and AI pioneer Kevin Surace, exploring his expansive contributions to innovation and the future of AI technologies and business. Kevin, widely known for his role in the development of AI virtual assistants like Mary at General Magic, dives into the transformation AI has inspired across multiple sectors and the ripple effects it creates. As the creator of biometric security systems, Kevin provides invaluable insights into AI's role in reshaping industry landscapes while discussing his latest endeavors and his book, "The Joy Success Cycle," which rewires how people perceive and achieve success through joy. Kevin Surace discusses how AI has been a game-changer in productivity and how it's simultaneously generating new job sectors while impacting existing roles. As he elucidates the security challenges associated with AI, Kevin provides a crucial perspective on the insufficiency of current MFA systems and proposes biometric authentication as a credible solution to counter potential AI-driven cyber threats. This discussion is paired with an analysis of how MSPs can effectively integrate AI to meet contemporary business needs, and a heartfelt discourse on finding joy amid rapid technological changes. Notably, Kevin's book proposes a thought-provoking viewpoint that joy must precede success for a holistic and rewarding life, a topic also highlighted during the conversation. Key Takeaways: Kevin Surace underlines the vast potential and transformative influence of AI, emphasizing the necessity for industries, especially MSPs, to adopt AI-first strategies. AI is not a job extinguisher; instead, it redefines roles and generates new opportunities, evidenced by the rise of jobs with AI in their titles, outpacing job displacement. Current MFA systems are vulnerable to AI-driven cyber threats; Kevin advocates the shift towards biometric authentication systems that can secure user identity effectively. The book "The Joy Success Cycle" is an exploration of how practicing joy before success can result in greater achievement and fulfillment. Kevin advises organizations to start small with AI implementations using "tiger teams" to ensure successful adoption and transition. Guest Name: Kevin Surace LinkedIn page: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Paul Knittle | Why Community Wins Every Time in the MSP Industry
07/21/2026
Paul Knittle | Why Community Wins Every Time in the MSP Industry
In this engaging episode of the MSP Business School podcast, host Brian Doyle welcomes Paul Knittle, CEO of MTMG Inc., to discuss leveraging community building and niche events to invigorate MSP marketing strategies. Paul steps in as a guest at a pivotal moment, highlighting the essence of community responsiveness, a core theme threaded throughout their discussion. As the dialogue unravels, Paul shares insights into his journey from operations director to MSP specialist, with a unique focus on mobile device management—a realm often avoided by traditional MSPs. This episode offers a refreshing perspective on embracing technological evolution and reevaluating conventional MSP roles in the wake of cybersecurity and AI advancements. Delving deeper, Paul unveils MTMG's unique event-driven strategies poised to revolutionize customer engagement for MSPs and tech startups. He underlines the transformative power of personal connections in an industry drowning in digital noise. Paul’s strategic shift from mobile-centric solutions to holistic community-driven models underscores his belief that true connection fosters growth and opportunity. This episode is a well of knowledge for tech leaders keen on distinguishing themselves through innovative approaches and authentic engagement. Key Takeaways: Building community is crucial for MSPs to distinguish themselves amid a sea of sameness and growing digital noise. Personal connections and strategic networking can amplify an MSP’s reach and trustworthiness in their industry. Engaging in niche events and podcasts can present authentic platforms for MSPs to showcase their expertise and differentiate their offerings. Cybersecurity and AI are emerging as vital areas where MSPs must evolve and lead to meet the ever-changing demands of tech-savvy customers. Partnering with trusted resources can bolster an MSP’s service offerings, allowing them to manage modern technological challenges effectively. Guest Name: Paul Knittle LinkedIn page: Company: MTMG Inc. Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Fireside Chat | Mastering the Art of Momentum: Transforming MSP Client Engagement
07/15/2026
Fireside Chat | Mastering the Art of Momentum: Transforming MSP Client Engagement
Join Brian Doyle on this engaging episode of MSP Business School as he delves into the dynamic world of MSPs and the crucial role of technology business reviews. With his vast experience in the industry, Brian emphasizes the need for continuous client engagement beyond traditional QBRs. In a rapidly evolving landscape dominated by AI and technological innovation, Brian advocates for a more holistic approach to client relationships. His strategic insights explore how MSPs can build quarterly momentum by implementing continuous touchpoints, utilizing customer portals, and significantly enhancing client communication. In this episode, Brian Doyle dissects the essential strategies for MSPs to foster lasting client relationships. Emphasizing strategic communication, he guides listeners on transforming quarterly business reviews into constant checkpoints, ensuring the stability and improvement of client relationships. Keywords such as "technology business review," "strategic communications," and "managed service providers" underscore the importance of evolving client engagement strategies. Brian offers a step-by-step framework, detailing five core methods for maintaining ongoing client momentum, fostering transparency, and leveraging modern technology to drive business growth. Key Takeaways: Revolutionizing QBRs: Transform quarterly business reviews from mere meetings into continuous, strategic checkpoints for better client engagement. Modern Touchpoints: Utilize monthly touchpoints, customer portals, and strategic emails to maintain dynamic client relationships and ensure consistent progress. Risk Management: Integrate risk updates into client communication to transparently address potential threats and their impact on business operations. Strategic Insights: Ensure that every interaction with clients is rooted in their specific business goals, enhancing the perceived value of MSP services. Celebrate Milestones: Highlight and communicate project milestones to engage clients in a meaningful way and enhance business trust. Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Brian Strong | Building a Sales Engine That Scales Your MSP
07/07/2026
Brian Strong | Building a Sales Engine That Scales Your MSP
In this enlightening episode of MSP Business School, host Brian Doyle chats with Brian Strong, CEO of TenHats, about sustainable and organic business growth strategies for MSPs. They discuss how Brian's sales expertise catapulted TenHats from a modest standing to over $19 million in business revenue, all without relying on mergers and acquisitions. Brian Strong shares his journey from an outside sales representative to a CEO, emphasizing the importance of building genuine relationships and applying effective sales methodologies rooted in understanding human behavior. Brian Strong delves into the concept of Centers of Influence (COIs) and the significance of targeting the right customers to drive business growth. By nurturing these relationships, avoiding cold calls, and employing intelligent prospecting techniques, Brian has led TenHats to considerable advances in monthly recurring revenue. This episode shatters common myths about building a scalable sales organization within the MSP landscape. Listeners will gain insights into Brian's successful practices and methodologies, which are set to be detailed in his upcoming book, promising a practical roadmap for MSPs aspiring to exceed the $10 million annual revenue mark. Key Takeaways: Center of Influence Strategy: Building relationships with people who know your potential customers can be a powerful tool in strategic sales prospecting for MSPs. Targeted Customer Profiles: Defining and aiming for customers above your current average revenue is crucial to sustainable company growth. Sales Process Management: A robust sales process, aligned with human psychology, is essential, especially when transitioning from owner-led to sales team-led negotiations. Impact of Organic Growth: Companies demonstrating organic growth processes tend to command higher valuations in the market compared to those reliant on acquisitions. Quality of Life through Scale: Achieving scalability beyond $10 million in revenue affords MSP owners and employees better life quality and company culture, reducing burnout and enhancing business resilience. Guest Name: Brian Strong LinkedIn page: Company: TenHats Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Frank Raimondi | Continuous Vulnerability Management in the Age of AI
06/23/2026
Frank Raimondi | Continuous Vulnerability Management in the Age of AI
Join Brian Doyle in an engaging episode of MSP Business School as he welcomes Frank Raimondi from Nodeware, a frequent guest and expert in cybersecurity and MSP strategies. This discussion veers from the typical focus on specific technologies, diving into the transformative impact of AI on security and technology advancements. Frank shares insights from his extensive background in vulnerability management, discussing how AI affects the landscape of cybersecurity and the role of MSPs in navigating these changes. In this episode, Doyle and Raimondi explore how AI is reshaping industries and the increasing need for security vigilance. With the rapid emergence of AI tools, businesses face new vulnerabilities that MSPs must manage effectively. Raimondi emphasizes the importance of continuous vulnerability management, highlighting how tools like Nodeware play a crucial role in protecting company assets. They also discuss how AI is enabling faster detection of vulnerabilities and the necessity for MSPs to guide organizations in crafting AI policies to safeguard their data and operations. Key Takeaways: AI's Impact on Cybersecurity: AI is revolutionizing the speed at which vulnerabilities can be detected, posing both opportunities and challenges for managing security. Continuous Vulnerability Management: The need for ongoing vulnerability assessment is crucial in the fast-paced tech landscape, as highlighted by Nodeware's offerings. Role of MSPs: Managed Service Providers are evolving into Managed Information Providers, crucial in educating clients about AI's implications and establishing protective measures. AI Policies and Compliance: The development of AI policies is essential for organizations to safeguard their data and operational integrity. Navigating Technology Advancements: MSPs should position themselves as trusted advisors, providing insightful guidance on adopting and managing technological innovations. Guest Name: Frank Raimondi LinkedIn page: https://www.linkedin.com/in/frankraimondi/ Company: Nodeware Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Johnathan Skofi | The Art of Purpose-Driven Leadership
06/16/2026
Johnathan Skofi | The Art of Purpose-Driven Leadership
Join Brian Doyle as he hosts Johnathan Schofield, aka Skofi, in an engaging episode of MSP Business School. Jonathan, a celebrated community connector, shares insights into his journey into the IT service world and talks about the art of sales in the industry. He touches on his accidental foray into IT services, stressing the importance of community in propelling his career forward. The conversation unfolds with a deep dive into the impact of AI on the IT services industry. Johnathan and Brian discuss the real and perceived roles of AI, examining both the opportunities and misconceptions surrounding its implementation within small to medium-sized service providers. They delve into the crucial importance of understanding a buyer's current and future needs, and how AI can bridge this gap in a meaningful way. This episode is rich with strategies on leveraging AI without losing sight of core sales principles—a must-listen for aspiring MSPs and IT vendors. Key Takeaways: Community Focus: Johnathan emphasizes the role of community in growing and sustaining a successful business in the IT services field. AI's Role in Sales: While AI offers extraordinary capabilities, it's crucial to first understand and communicate the needs and future visions of customers. Sales Fundamentals: Despite technological advancements, the core principles of sales—understanding and tailoring to customer needs—remain unchanged. AI Readiness: MSPs should evaluate their clients' current usage of AI and establish governance and security measures to avoid data risks. Channel Collab Initiative: Johnathan's Channel Collab promotes local networking, learning, and sharing among MSPs and vendors, emphasizing growth through relationships. Guest Name: Johnathan Skofi LinkedIn page: Company: Skofi - findmyitpartner.com Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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John Harden | Turning MSPs into Managed Intelligence Providers with AI
06/09/2026
John Harden | Turning MSPs into Managed Intelligence Providers with AI
In this episode of MSP Business School, host Brian Doyle engages in a dynamic discussion with John Harden, a pioneer in the AI realm within the MSP industry. With an impressive 17-year tenure in the sector, John Harden brings an expert perspective on the rapid evolution of AI technology. As MSPs grapple with AI's practical applications and benefits, Harden provides insights into achieving scalability, responsibility, and repeatability with AI solutions. John also shares his experience of launching Lemhi, a new venture focused on guiding MSPs to effectively harness AI for service improvements and operational excellence. John Harden and Brian Doyle highlight how AI is transforming the landscape for MSPs. Through engaging dialogue, they discuss tooling, responsible deployment, and strategic implementation of AI to boost client relations and service offerings. They emphasize the importance of establishing a repeatable sales motion and developing a robust, manageable AI framework. Harden's Lemhi is positioned to directly address this by providing the necessary resources and expertise to integrate AI into MSP operations effectively, focusing on incremental value creation across all levels of client relationships. Key Takeaways: AI Strategy and Deployment: Successful AI integration requires repeatable, responsible, and scalable strategies, as articulated by John Harden based on his extensive research and experience. MSP Transformation: MSPs have an unprecedented opportunity to evolve into Managed Intelligence Providers, offering AI-driven solutions that enhance service offerings and deepen client engagement. Project vs. Ongoing Engagement: Rather than viewing AI implementations as one-off projects, MSPs can achieve greater value by adopting a continuous, relationship-focused approach that caters to individual job roles within client organizations. Lemhi's Offering: The launch of Lemhi aims to help MSPs initiate a repeatable sales motion around AI, supporting them with tools and frameworks for effective AI rollout and management. Open Engagement Opportunities: John emphasizes building in collaboration with design partners and actively encourages MSPs to engage with Lemhi for better alignment and co-development. Guest Name: John Harden LinkedIn page: Company: Lemhi Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Fireside Chat | The MSP's Guide to Becoming an AI Strategic Partner
06/04/2026
Fireside Chat | The MSP's Guide to Becoming an AI Strategic Partner
Join Brian Doyle in this insightful episode of MSP Business School as he delves into the burgeoning role of AI in Managed Service Providers (MSPs). This episode offers a deep dive into how MSPs can navigate the dynamic landscape of AI to enhance their service offerings and foster substantial client relationships. Brian leverages his wealth of experience to outline strategic approaches to integrating AI into business conversations, underscoring the shift from traditional IT services to a more holistic AI-driven advisory role. Throughout the episode, Brian outlines the significant impact of AI readiness assessments and governance strategies. He emphasizes the crucial need for MSPs to incorporate AI into their strategic frameworks, noting significant financial opportunities and the potential to transition from commodity services to strategic partners. The discussion spans various critical aspects, including data readiness, infrastructure, security concerns, and the cultural and executive buy-in necessary for a successful AI adoption framework. The episode paints a vivid picture of AI as a transformative force, capable of driving efficiency, ROI, and innovation, while also highlighting the necessity of ongoing governance and adaptation to evolving AI models. Key Takeaways: AI Opportunities for MSPs: AI projects offer considerable financial opportunities, with projects averaging between $3,000 and $15,000 and up to $30,000 in recurring revenue through governance services. Importance of Readiness Assessments: Conducting comprehensive readiness assessments involving data, infrastructure, security, and cultural dynamics is critical for successful AI integration. Need for Strategic AI Governance: Long-term AI success is tied to robust governance frameworks due to continual model evolution and security risks. Cultural and Executive Buy-In: Establishing executive and cultural buy-in within client organizations is essential for AI adoption and maximizing its potential. Avoiding Scope Creep and Complexity: MSPs must maintain a clear strategy, limit options for clients, and focus on clear business outcomes to avoid project complexity and provide tangible client value.
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Chris Cooke | The Secret to Building a Sustainable Business
05/26/2026
Chris Cooke | The Secret to Building a Sustainable Business
In this episode of MSP Business School, host Brian Doyle engages with Chris Cooke, founder of Ethikai, to explore innovative strategies for business growth, particularly within the world of Managed Service Providers. The episode introduces Chris's unique approach to operations consultancy that prioritizes understanding the core of business challenges instead of only addressing surface symptoms. Doyle and Cooke delve into topics such as pattern recognition, the importance of ethical business practices, and the Japanese concept of "Ikigai" which contributes to Ethikai's ethos. The conversation highlights the importance of business self-awareness and strategic planning. Chris emphasizes the necessity of knowing one’s business goals, likening the direction of a business to a road trip where knowing your destination is crucial. Discussions unfold around the six types of working genius, a model by Patrick Lencioni that Chris utilizes to help businesses ensure employees are in suitable roles to thrive. Through anecdotes and strategies, the episode provides insights into operating on the principle that personal and business growth stem from understanding and leveraging individual and collective strengths. Key Takeaways: Leveraging Pattern Recognition: Chris Cooke highlights how identifying business patterns can prevent stagnation and foster growth, contrasting repetition with innovation. The Six Types of Working Genius: This model helps align team members with roles that fit their strengths and prevent burnout, enhancing productivity and job satisfaction. Aligning Business Goals with Personal Values: The discussion stresses the importance of defining whether a business should be a lifestyle or high-growth venture, and choosing a path that aligns with the owner’s values. Importance of Self-awareness in Business Leadership: Knowing who you are and what you want from your business is crucial for effective leadership and strategic planning. Applying Pragmatism to Business Challenges: A pragmatic, root-cause analysis approach can provide effective solutions rather than sticking to traditional models or surface-level fixes. Guest Name: Chris Cooke LinkedIn page: Company: Ethikai Consulting Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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The Trusted Advisor Blueprint: Evolving VCIO, VCISO & AI Leadership in MSPs
05/19/2026
The Trusted Advisor Blueprint: Evolving VCIO, VCISO & AI Leadership in MSPs
In this engaging episode of MSP Business School, host Brian Doyle dives deep into the evolving roles of external leadership within managed service providers (MSPs). Focused on concepts like VCIOs and the newer roles of VCISOs and Virtual Chief AI Officers, Brian unpacks the complexities and contributions these positions bring to customer leadership hierarchies. Through personal anecdotes and professional insights, he shares valuable strategies on how MSPs can position themselves as trusted advisors and integral parts of their clients' success stories. Brian explores the challenges and opportunities of embedding MSP professionals into client leadership structures, stressing the importance of building trust, understanding organizational culture, and strategic alignment with business goals. In a landscape crowded with rapid technological changes and increasing cybersecurity threats, he advocates for MSPs to harness their market intelligence and AI insights to drive value for their clients. The episode is brimming with tactical advice on influencing without overstepping, understanding organizational dynamics, and leveraging industry expertise to strengthen client outcomes. Key Takeaways: Importance of Building Trust: Trust with customers is not instantaneous. It's a gradual process that requires consistent engagement and understanding of the client's business environment. Role Evolution in MSPs: The increasing significance of roles like VCISO and Virtual Chief AI Officer highlights the necessity for MSPs to adapt and integrate into broader strategic conversations. Effective External Leadership: Successful MSPs balance influence without authoritative control, remaining essential partners while avoiding entanglement in organizational politics. Strategic Alignment: Understanding clients' business priorities and risks is crucial to building a meaningful, long-term professional relationship that adds measurable value. Cross-Functional Engagement: Communicating across different levels and departments within client organizations is vital to grasp diverse needs and advocate for impactful technology solutions. Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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James Steel | Using Customer Stories to Drive MSP Sales and Marketing
05/12/2026
James Steel | Using Customer Stories to Drive MSP Sales and Marketing
In this engaging episode of MSP Business School, host Brian Doyle sits down with James Steel from MSP Testimonials to discuss the power of customer testimonials in marketing strategies for Managed Service Providers (MSPs). James shares his journey and insights from years within the MSP arena, highlighting how video testimonials can be a game-changer in building trust and establishing new client relationships. With the challenge of marketing acquisition looming large for MSPs, this conversation uncovers actionable steps that can drive substantial results in presence and outreach. Throughout the episode, Brian and James delve into the practical aspects of obtaining and utilizing customer testimonials. The dialogue emphasizes the importance of authenticity over perfection, encouraging MSPs to leverage existing customer satisfaction to foster new connections. The conversation explores strategies for effectively using testimonials to address customer objections, build trust, and nurture ongoing client relationships. With detailed explanations on transitioning testimonials into various content forms, this episode serves as a comprehensive guide to integrating testimonials into marketing and sales processes effectively. Key Takeaways: The Power of Video: Video testimonials are a powerful tool for MSPs to demonstrate their value and build trust with potential clients by showcasing authentic customer experiences. Repurposing Content: Mastering the repurposing of testimonial content into different formats like PDFs, reels, and case studies can enhance reach and effectiveness across sales and marketing channels. Overcoming Perfection Barriers: Authenticity and heartfelt customer feedback often trump the chase for perfect video production, facilitating ease of access to valuable testimonials. Strategic Testimonial Gathering: Identifying the right moments and customer interactions to request testimonials can dramatically improve participation rates and relevance to target audiences. Enhancing Customer Relationships: Engaging clients in the testimonial process can also serve as a relationship-strengthening activity, revealing additional value and fostering loyalty. Guest Name: James Steel LinkedIn page: Company: MSP Testimonials Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Dori Spade | Why Sales and Service Misalignment Is Costing You Deals
05/05/2026
Dori Spade | Why Sales and Service Misalignment Is Costing You Deals
In this episode of MSP Business School, host Brian Doyle welcomes Dori Spade, founder of Call to Action, to delve into the intricacies of the MSP industry. Dori shares her extensive experience in the field, discussing the common issues of misalignment between sales and service teams and how she addresses these through her "Seamless Sales Delivery Model." With a rich background that spans both leadership and operational roles within MSPs, Dori provides insights into how organizations can improve their service delivery to boost client retention and enhance sales performance. Dori emphasizes the significance of trust within teams and with prospective clients, pointing out how an integrated approach between sales and service sectors can result in higher close ratios and better client retention rates. She shares practical strategies like involving multiple team members in the sales process, which not only builds trust but also showcases a cohesive unit to clients. Additionally, Dori touches on the early stages of AI adoption within MSPs, likening it to previous shifts toward cybersecurity services. Her experience-backed advice is designed to equip MSPs with strategies for smooth transitions and enhanced performance, making this episode a must-listen for MSP leaders looking to innovate and grow. Key Takeaways: Aligning Sales and Service: Creating a seamless connection between sales and service teams improves client retention and boosts sales close ratios. Building Trust: The importance of bridging the trust gap both internally and with clients through structured processes and team involvement. Innovative Sales Models: Introducing multiple team members into the sales process can demonstrate competency and foster client trust. AI in MSPs: Anticipate AI adoption similarly to earlier cybersecurity integration, focusing on strategic implementation and alignment. Scalability of Sales Models: Whether it's a small or large MSP, a defined process for roles and responsibilities can scale with the organization. Guest Name: Dori Spade LinkedIn page: Company: Call To Action LLC Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Amy Babinchak | Avoid These Costly Mistakes When Selling Your MSP
04/28/2026
Amy Babinchak | Avoid These Costly Mistakes When Selling Your MSP
In this engaging episode of the MSP Business School podcast, host Brian Doyle welcomes Amy Babinchak, a respected authority in the MSP industry, to discuss the crucial steps and emotional aspects of selling a managed service provider business. With her extensive background and years of direct experience, Amy delves into the journey of exiting a business through her new book, "20 Questions Every Owner Should Ask Before Selling Their MSP." The conversation focuses on preparing MSP owners emotionally and strategically for the sale of their business while ensuring they maximize the value of their life's work. Listeners will gain valuable insights into the emotional journey of selling an MSP, emphasizing the significance of planning ahead, with a recommended timeframe of three to five years. Amy shares her wisdom and expertise on the key aspects of preparing a business for sale, including understanding the market, aligning personal goals with business goals, and optimizing operations for a successful exit. Doyle and Babinchak discuss crucial factors that impact valuation, such as owner dependency, client concentration, and technological readiness, while offering advice on how to mitigate potential red flags during the sale process. Key Takeaways: Proper preparation and strategy can ease the emotional and logistical burdens of selling an MSP. Understanding personal goals and future plans are vital for a successful business sale. The importance of a stable and modernized business environment to attract potential buyers. Recognizing and mitigating potential red flags that could devalue the business. Leveraging experience and resources can significantly enhance the readiness and value of an MSP in the market. Guest Name: Amy Babinchak LinkedIn page: Company: Sell My MSP Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Sean Sweeney | Navigating Enterprise Challenges as an MSP
04/21/2026
Sean Sweeney | Navigating Enterprise Challenges as an MSP
In this episode, Sean Sweeney shares his unique journey from law to technology, his experience supporting enterprise and SMB clients, and insights on AI adoption and risk management in MSPs. Guest Name: Sean Sweeney LinkedIn page: Company: Valley Technology Partners Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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The Gap Between What You Sell and What Clients Hear
04/07/2026
The Gap Between What You Sell and What Clients Hear
In this enlightening coaching session, Brian Doyle offers his seasoned insights into the gap between client perceptions and the actual deliverables provided by Managed Service Providers (MSPs). Doyle, drawing on his extensive background as an MSP, provides a nuanced understanding of how to bridge these gaps through clear communication and precise contract terms. The episode dives into topics like client assumptions about MSP deliverables, how to manage these expectations, and offers strategic approaches to avoid conflicts arising from misunderstandings in service agreements. Throughout the session, Brian discusses critical strategies that can help MSPs redefine their offerings and improve client satisfaction. Emphasizing the importance of clear onboarding processes and consistent language across sales and marketing materials, the conversation focuses on the necessity of aligning internal and external communications to avoid discrepancies that might affect service perception. Specifically, the dialogue delves into the complications arising from varied service offerings and the steps MSPs should take to streamline their security and compliance services for better client understanding and engagement. Key Takeaways: Clear Communication: Emphasizing the importance of defining what services are and are not included in MSP contracts to avoid client misunderstandings and disappointment. Client Perception Management: Highlighting the need to manage client expectations from the start, explaining notions like 'all-in contracts' and security assurances effectively. Sales and Onboarding Coordination: Discussing the significance of consistent messages from sales to service delivery to ensure clients receive a uniform understanding of what services they’ve signed up for. Spotting Misalignments: Encourages continuous review of marketing materials to ensure they accurately reflect current service offerings and contractual agreements. Operational Success: Suggesting strategies like simplified service tiers and comprehensive client education to improve service delivery and customer satisfaction. Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Josh Hohbein | Simplifying Security Without Sacrificing Protection
03/31/2026
Josh Hohbein | Simplifying Security Without Sacrificing Protection
In this episode of MSP Business School, host Brian Doyle welcomes the dynamic and insightful Josh Hohbein from centrexIT. Josh, highlighted as a rising star in cybersecurity, shares his expansive journey from tech support to a leadership role in cybersecurity and automation. The conversation unveils how Josh's background in service industries has shaped his understanding and approach to managing IT services. Josh discusses the challenges of aligning cybersecurity frameworks with client understanding and interest. By distilling complex standards into manageable and actionable plans, he ensures clients’ needs are met both for cyber insurance and operational efficiency. He offers insights into creating a security foundation through simplified frameworks while stressing that most clients are indifferent to detailed frameworks until regulatory compliance is an issue. Further, the episode delves into the key aspects of MSP security platforms, the importance of communication in service-based industries, and how automation and AI are transforming IT operations at centrexIT. The episode also covers the excitement and challenges in preparing MSPs for incident response scenarios, emphasizing the significance of practice and readiness in mitigating potential breaches. Key Takeaways: Simplifying Cybersecurity Frameworks: Josh emphasizes the importance of breaking down complex security frameworks into understandable and actionable steps for clients, particularly focusing on aligning MSP services to cyber insurance requirements. Service Industry Insights: The parallels between the restaurant industry and MSP operations highlight the value of communication, multitasking, and maintaining composure in high-pressure environments. Preparation for Incidents: Through simulated incident response games, Josh demonstrates the critical need for practice in managing real-life cybersecurity incidents, ensuring MSPs are well-prepared for unexpected challenges. AI and Automation Enhancements: Josh is pioneering AI and automation efforts at centrexIT, aiming to improve internal processes and customer interactions by focusing on efficiency and proactive strategies. Community Engagement and Sharing: Active participation in the industry and sharing knowledge helps elevate the entire cybersecurity community, aiding others in understanding and navigating the evolving landscape. Guest Name: Josh Hohbein LinkedIn page: Company: centrexIT Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Brendan Giesick | The Evolution of MSP Leadership
03/24/2026
Brendan Giesick | The Evolution of MSP Leadership
In this engaging episode of MSP Business School, host Brian Doyle welcomes Brendan Giesick, the industrious CRO of Adams Brown Technology. They delve into Brendan’s unique journey into the MSP industry, illustrating his transition from a business major with ambitions in retail marketing to a key figure in managed services. Brendan shares insightful anecdotes from his experiences, highlighting the valuable lessons learned from his mentors and career pivots that led him to his current role at Adams Brown. The conversation unravels the distinctions between established MSP organizations like Gilmore Solutions and the startup environment at Adams Brown Technology. Emphasizing the importance of relationship-building, Brendan discusses how their approach to client onboarding and strategic alignment has been pivotal in their success. Key discussions ensue about the critical need for MSPs to engage with clients’ C-suites, paving the way for deeper strategic relationships. The episode also explores the shift towards strategic IT conversations, AI applications, and how these elements are shaping the future of the MSP landscape. Key Takeaways: Strategic Client Engagement: Building strategic relationships with clients is essential for long-term success in the MSP industry. Inviting C-suite leaders to the conversation fosters trust and opens doors for meaningful partnerships. Adapting to Change: Transitioning from an established MSP to a new, growing firm like Adams Brown Technology requires flexibility and a proactive approach to chaos management. The Power of AI and Compliance: As technology evolves, MSPs must adapt to discussions around AI and compliance to remain competitive and relevant in the industry. Cultural Readiness for AI: Before implementing AI strategies, organizations must evaluate their cyber hygiene and prepare policies to manage new technological tools responsibly. Dynamic Sales Leadership: A good sales manager can make all the difference, as evidenced by Brendan's career journey following his mentor, Chris Schneider, across different ventures. Guest Name: Brendan Giesick LinkedIn page: Company: Adams Brown Technology Specialists Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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The Blueprint for a High-Impact vCIO Program
03/17/2026
The Blueprint for a High-Impact vCIO Program
In this episode of MSP Business School, host Brian Doyle delves into the evolving role of the VCIO within the managed service provider space, coinciding with a special St. Patrick's Day greeting to viewers. Brian contrasts the often superficial duties of traditional account managers with the strategic, forward-thinking responsibilities critical to the position of a VCIO. The episode emphasizes how MSPs can develop VCIOs not just as technical overseers but as integral business leaders capable of steering organizations through the rapid changes imposed by new technological advancements. Exploring the anatomy of a successful VCIO, Brian shares insights on moving beyond traditional metrics and reporting. He voices the need for MSPs to transition their VCIO strategies from reactive to proactive, addressing the execution of business alignment and risk mitigation within client organizations. With the rapid advancements in AI technology and ever-pressing cybersecurity concerns, the VCIO's role is under transformation—from mere operational support to pivotal strategic leadership. This means engaging client leadership teams, influencing technology-driven decisions, and being strong business allies capable of fostering growth through technology. Key Takeaways: The true role of a VCIO extends beyond being a glorified account manager; it requires strategic business involvement and leadership skills. A structural shift is necessary for MSPs to enable VCIOs to speak effectively at executive levels and align technology with business goals. Training and leadership-focused growth are essential for VCIOs to become leaders capable of influencing client decisions and outcomes. Effective VCIOs engage in meaningful discussions about strategy, budgeting, and risk, focusing on future opportunities rather than past metrics. Challenges like AI and cybersecurity underscore the importance of a robust VCIO role to guide client organizations through technological evolution. Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Shane Naugher | Automation or Extinction
03/03/2026
Shane Naugher | Automation or Extinction
In this engaging episode of MSP Business School, host Brian Doyle sits down with Shane Naugher, a pioneering figure in the world of AI and automation for MSPs. The discussion takes a deep dive into the real-world application of AI, focusing on how it can be utilized to streamline operations and deliver tangible ROI for businesses. Whether you're curious about how AI fits into your MSP strategy or eager to learn about automation opportunities, this episode delivers practical insights into what Shane calls the "mature business model" of MSPs. As the conversation unfolds, Shane shares his dual expertise as the CEO of DaZZee IT Services and founder of Innovative Automations, offering a rare glimpse into the intersection of AI, automation, and managed services. The episode explores the challenges of integrating AI into everyday business operations, shedding light on how AI-enabled automations can transform traditional processes, particularly in professional services and industries reliant on legacy systems. Shane shares valuable experiences and success stories, highlighting key automation opportunities and the significance of partnering with trusted AI advisors to navigate the rapidly evolving tech landscape. Key Takeaways: Practical AI Application: Understanding the difference between shiny AI tools and meaningful automation that drives business outcomes. Industry-Specific Automation: How different sectors, particularly professional services, can benefit from AI to achieve significant ROI. The Role of APIs: Leveraging open APIs and traditional RPA platforms for connecting disparate business applications and optimizing workflows. Partnership Model: The importance of MSPs partnering with AI and automation specialists to provide comprehensive client solutions. Strategic AI Conversations: Encouraging MSPs to lead AI integration discussions with clients to maintain a competitive edge. Guest Name: Shane Naugher LinkedIn page: Company: Innovative Automations / DaZZee IT Website: / Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Doug Kreitzberg | The Hidden Insurance Risk Lurking in Your Clients’ Tech Stack
02/24/2026
Doug Kreitzberg | The Hidden Insurance Risk Lurking in Your Clients’ Tech Stack
Join Brian Doyle on this episode of MSP Business School as he sits down with Doug Kreitzberg from SeedPod Cyber to discuss the intricate world of cybersecurity insurance. Kreitzberg, with a rich background in the insurance industry, explores the dynamic relationship between MSPs and cyber insurance providers. He highlights the importance of having well-designed insurance programs that align with the specific technology and risk environments of SMBs (Small and Medium-sized Businesses). Doug's insights shed light on how MSPs can leverage cyber insurance to build trust and offer more value to their clients. In this episode, Doug Kreitzberg delves into the complexities of cyber insurance underwriting, emphasizing the role of MSPs in ensuring their clients are adequately protected. He reveals eye-opening statistics regarding insurance claims and the common pitfalls businesses face when they fail to understand the nuances of their coverage. By partnering with firms like SeedPod Cyber, MSPs can better navigate these challenges, offering their clients tailored insurance solutions that account for evolving risks, including the impacts of AI on cybersecurity protocols. Kreitzberg shares the latest trends in the industry, where insurers are starting to offer managed security services, potentially disrupting traditional MSP roles. Key Takeaways: Understanding Claims: 44% of cyber incidents result in denied claims due to unmet tech stack requirements, emphasizing the need for comprehensive and precise policy coverage. MSP Partnerships: Collaborations between MSPs and cyber insurance providers can enhance risk management and simplify the insurance process, benefiting both parties. Insurer Trends: Some insurance carriers are venturing into offering security services, creating potential conflicts of interest with MSPs. Risk Evaluations: Tools like the Insurability Audit help MSPs communicate risks and insurance needs more effectively to clients, aligning coverage with actual tech environments. Fee Income Opportunities: MSPs can benefit financially by incorporating SeedPod's systems, offering audit processes that create additional revenue streams. Guest Name: Doug Kreitzberg LinkedIn page: Company: SeedPod Cyber Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Dave Sobel | How to Build a Business That Actually Survives the AI Pivot
02/17/2026
Dave Sobel | How to Build a Business That Actually Survives the AI Pivot
In this episode of MSP Business School, host Brian Doyle welcomes back industry analyst and media personality Dave Sobel. Known for his critical and transparent approach, Sobel dives into the transformative journey of his recent acquisition, discussing the strategic merger with Carl Polachuk's Small Business Thoughts Community. This episode provides an in-depth look into the dynamics of the merger and acquisition process, touching upon essential topics such as collaboration, community building, and strategic growth within the MSP industry. During the conversation, Dave Sobel elaborates on the critical importance of transparency and unbiased content in media, specifically within the IT services sector. Sobel shares insights on his approach to acquisitions, emphasizing the value of due diligence, legal consultation, and careful financial planning. By integrating his media expertise with Carl Polachuk's well-regarded community resources, Sobel aims to craft a holistic educational ecosystem for MSPs, stressing the need for adaptation in the face of technological advancements such as AI and automation. Key Takeaways: Transparency and community are central to building valuable resources in the MSP space, as demonstrated by Dave Sobel’s recent acquisition of the Small Business Thoughts Community. Transitioning to new business models involves careful strategic planning and risk assessment, including extensive collaboration with legal, financial, and advisory teams. Embracing new technologies like AI requires a balanced approach, focusing on both technical execution and business strategy to ensure sustainable growth. Legal and governance aspects are critical when integrating new technological solutions, highlighting the importance of thorough contract reviews and stakeholder alignment. Building a community that supports the ongoing education and development of MSPs is vital for navigating the constantly evolving tech landscape. Guest Name: Dave Sobel LinkedIn page: Company: MSP Radio Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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Keegan Sullivan | If You’re Talking to Everyone, You’re Talking to No One
02/10/2026
Keegan Sullivan | If You’re Talking to Everyone, You’re Talking to No One
In this engaging episode of MSP Business School, host Brian Doyle introduces Keegan Sullivan, a creative marketing force leading the charge at Threat Captain. The discussion highlights Keegan's unique approach to marketing, emphasizing the importance of storytelling, authenticity, and creative expression in an industry saturated with sameness. Keegan shares his professional journey, from his early days of capturing stories with a camera to his current role, where he uses his talents to demystify complex concepts and build captivating narratives that resonate with audiences. Throughout the episode, Keegan offers insights into his strategies for making Threat Captain's marketing efforts distinct and memorable. He emphasizes the significance of empathy in storytelling, focusing on understanding the audience's needs and concerns. Keegan also discusses the balance required between professional and personal authenticity on platforms like LinkedIn, encouraging professionals to present their true selves to establish genuine connections. Furthermore, the episode explores Keegan's passion project outside of work—a cigar tracking app called Ashtag—and its journey to the Apple App Store, showcasing his continual drive to innovate and create in various domains. Key Takeaways: Empathy in Marketing: Keegan highlights the importance of empathetic storytelling in connecting with audiences, advocating for a focus on understanding the audience's problems and demonstrating genuine interest in solving them. Authenticity on LinkedIn: Keegan stresses the value of authenticity in professional networking, advising listeners to present their real selves to build trust and stand out in a sea of corporate sameness. Consistent Branding: The conversation underscores the power of consistent visuals and voice in branding, demonstrated through Threat Captain's recognizable marketing presence. Diverse Content Strategies: Keegan shares his approach to content creation, emphasizing the need to cater to various audience preferences through different content types, from educational to humorous posts. Innovation Beyond Work: Keegan's development of the cigar tracking app, Ashtag, exemplifies his entrepreneurial spirit and dedication to solving everyday challenges with creative solutions. Guest Name: Keegan Sullivan LinkedIn page: Company: ThreatCaptain Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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REPLAY | The Ultimate Guide to Streamlining QBRs with VCIO Toolbox
02/03/2026
REPLAY | The Ultimate Guide to Streamlining QBRs with VCIO Toolbox
In this engaging episode of MSP Business School, host Brian Doyle takes listeners through a comprehensive exploration of Technology Business Reviews (TBRs) and their evolving role in the MSP industry. TBRs have shifted from data-heavy presentations to become more strategic and client-focused, addressing clients' growing needs around cybersecurity, compliance, and risk management. Brian Doyle delves into a structured approach to Quarterly Business Reviews (QBRs), breaking down the process into four distinct phases. Each phase targets specific aspects of technology management—from setting a solid foundation in Q1 to addressing security and risk in Q2, examining health and assets in Q3, and culminating in a year-end summary. By consistently updating scorecards, roadmaps, and strategic plans, MSPs can provide clients with a clearer view of progress and maintain transparency and trust in their business relationships. Key Takeaways: Brian Doyle emphasizes the need for MSPs to transition TBRs from sales meetings to strategic planning sessions to better engage clients. Implementing a quarterly QBR cadence helps in systematically addressing security risks, assets, and compliance, ensuring consistent client engagement. The joint strategic plan is crucial for aligning technology goals with business objectives, providing clarity on project impacts and fostering better decision-making. Regular feedback loops, such as CSAT and Net Promoter Score surveys, are vital for maintaining strong relationships with key stakeholders in client organizations. Documenting risk assessments and client decisions is essential for liability protection and demonstrating value in MSP services. Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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REPLAY | Danny Suk Brown | Mastering the MSP Owner Mindset: Breaking Barriers for Explosive Growth
01/20/2026
REPLAY | Danny Suk Brown | Mastering the MSP Owner Mindset: Breaking Barriers for Explosive Growth
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. Guest Name: Danny Suk Brown LinkedIn page: Company: AppMeetup Website: Show Website: Host Brian Doyle: Sponsor vCIOToolbox:
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