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!

Jonathan Schofield | Unlocking Referral Gold: The Secret Sauce to MSP Growth 02/04/2025

Jonathan Schofield | Unlocking Referral Gold: The Secret Sauce to MSP Growth Show Website: Guest Name: Jonathan Schofield LinkedIn page: Company: Channel Falcon Website: Host Brian Doyle: In this episode of MSP Business School, host Brian Doyle converses with Jonathan Schofield of Channel Falcon. As a prominent figure in the MSP community, Schofield shares his journey from technology sales into his pivotal role within the managed service provider space. Highlighting the significance of building a recognizable brand through consistent messaging and strategic outreach, Jonathan emphasizes the necessity of authentic connections for accruing mental real estate and driving business success. |Jonathan delves into the concept of mental real estate, illustrating its critical role in MSP growth strategies. Suggesting that traditional marketing approaches don't always translate into the IT services sector, he champions the power of authentic, physical human interactions as a means to earn prospective customers' trust. Throughout the conversation, Schofield offers insights on leveraging existing client relationships, networking locally, and the value of engaging in community-centric initiatives to elevate business visibility. His unique perspective is drawn from firsthand experiences and his ongoing work with Channel Falcon, where he seeks to create an economy of trust for businesses seeking reliable MSPs. Key Takeaways: Mental Real Estate: Building mental real estate through authentic connections is crucial for MSPs to stand out among prospective clients. Networking: Engaging in local networking is a powerful strategy; proximity and personal interactions outweigh traditional marketing methods in the IT service industry. Iterative Development: Seeking client feedback prior to launching new initiatives ensures relevance and increased engagement. Service Responsibility: MSP growth is the sole responsibility of its leadership, emphasizing the importance of proactive and strategic outreach. Channel Falcon Vision: Jonathan's vision for Channel Falcon involves creating a trust-based network that facilitates secure and efficient MSP-client connections. Sponsor: vCIOToolbox: /episode/index/show/mspbusinessschool/id/35137215

Alex Ivanov | Trust as Currency: The New Measurement of Success for VCIOs 01/14/2025

Alex Ivanov | Trust as Currency: The New Measurement of Success for VCIOs Show Website: Guest Name: Alex Ivanov LinkedIn page: Company: Accellis Website: Host: Brian Doyle: Welcome to the latest episode of MSP Business School, featuring Alex Ivanov from Accellis. In this engaging session, host Brian Doyle and Alex explore the evolving role of the Virtual Chief Information Officer (vCIO) within the MSP realm, particularly in the context of Technical Business Reviews (TBRs). Alex shares his wealth of experience in MSP practice, elucidating the journey from an engineering background to leading a client strategy team at Accellis. Through candid conversation, this episode delves into how vCIOs act as client advocates, focus on trust-building, and help demystify the technology landscape for businesses. The discussion navigates the nuanced responsibilities of vCIOs and the inherent need to balance technology recommendations with business goals. Alex emphasizes the importance of establishing trust, likening the vCIO role to being both advisor and partner to clients, especially in industries like legal services replete with type-A personalities. The conversation further highlights the significance of strategic preparation in client relationships, fostering clearer communication, and demystifying cybersecurity risks to empower informed business decisions. Join this insightful session to gain a deeper understanding of navigating complex client dynamics and enhancing MSP client engagement. Key Takeaways: vCIOs must prioritize trust and client advocacy, focusing on strategic guidance rather than sales. Building strong, trust-based relationships with clients is essential for long-term success in MSP engagements. Preparation and understanding client motivations are crucial, especially when dealing with type-A personalities like legal professionals. Regular, non-sales-focused TBRs can enhance client trust and reveal deeper business needs. vCIO roles are evolving to include more emphasis on cybersecurity awareness and client education. Sponsor vCIOToolbox: /episode/index/show/mspbusinessschool/id/34853410

Dror Liwer Coro Transforming MSPs The Secret to 2600 Growth in Cybersecurity 12/26/2024

Dror Liwer Coro Transforming MSPs The Secret to 2600 Growth in Cybersecurity In this engaging episode of MSP Business School, host Brian Doyle introduces Dror Liwer, co-founder of Coro, to dive into the arena of cybersecurity for MSPs (Managed Service Providers). As the holiday season emerges, there's a significant emphasis on drawing the curtains on 2023 with fortified security strategies. Dror shares Coro's approach to simplifying cybersecurity for small and mid-sized businesses by optimizing MSP capabilities through a robust, single-pane management platform. The episode explores Coro's unique positioning in the cybersecurity sphere, highlighting their seamless integration approach to mitigate sunk costs and training burdens faced by MSPs. Drawing keen attention to Coro’s strategic alignment with MSPs, Dror discusses their modular cybersecurity platform that addresses six critical security domains, thus redefining efficiency and cost-efficacy in the cybersecurity landscape. The session also covers how Coro’s solutions facilitate easier transitions to managed services, allowing MSPs to maintain flexibility while expanding their security offerings. Key Takeaways: Coro's modular cybersecurity platform streamlines security management across six key areas, helping MSPs provide comprehensive protection with minimal sunk costs. Leveraging a single endpoint agent, Coro offers seamless integration, allowing IT administrators—regardless of their cybersecurity expertise—to operate efficiently from day one. The growing necessity for robust cybersecurity solutions is recognized as a primary driver for MSP growth, with security services forming a key part of customer retention and acquisition strategy. Dror emphasizes the importance of MSPs tapping into the rapidly expanding SMB cybersecurity market, projected to quadruple by 2028. Coro offers a partner-focused approach, including white-label managed services, to empower MSPs in building and scaling their cybersecurity offerings Show Website: Guest Name: Dror Liwer LinkedIn page: Company: Coro Website: Host Brian Doyle: Sponsor vCIOToolbox: /episode/index/show/mspbusinessschool/id/34625650

Brian Guenther | Crucial Conversations: CMMC, Compliance, and Your Cybersecurity Strategy 12/03/2024

Brian Guenther | Crucial Conversations: CMMC, Compliance, and Your Cybersecurity Strategy 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 CMMC, SoC2, and ISO 27001. His deep understanding of governance, risk, and compliance processes makes him a valuable asset for companies needing to secure their operations against current cyber threats. Episode Summary: In this enlightening episode of MSB Business School, host Brian Doyle sits down with cybersecurity expert Brian Guenther to discuss the nuances of the Cybersecurity Maturity Model Certification (CMMC). As regulations around cybersecurity become more stringent, especially for defense contractors, understanding CMMC's requirements and implications is crucial. Brian Guenther, with his wealth of experience, dives into the evolution of CMMC, highlighting its origins, the essential controls necessary for compliance, and the critical role MSPs play in this landscape. The discussion delves into how CMMC has become a focal point for organizations dealing with controlled unclassified information (CUI) and why being prepared for compliance is vital. Brian Guenther emphasizes the importance of proactive engagement in compliance processes, illustrating how MSPs can leverage their positioning by becoming CMMC-certified to differentiate themselves in the marketplace. He also sheds light on the geopolitical nuances affecting these regulations and how changes in political leadership might influence—but not diminish—the momentum towards stricter cybersecurity standards for federal contractors. Key Takeaways: CMMC is paramount for defense contractors: Understanding and implementing CMMC is crucial as it enforces standards that contractors should have been following since 2017. Compliance does not equal security: While security frameworks like NIST 800-171 underpin CMMC, compliance serves as an initial checkpoint rather than the full spectrum of cybersecurity. MSPs must prepare adequately: Even though MSPs are not directly required to certify under CMMC, being prepared and knowledgeable is crucial for assisting clients. Cyber liability is a key driver: Insurance and regulatory requirements are pushing businesses to adopt more sophisticated cybersecurity measures. Proactive steps are essential: Waiting for enforcement isn't viable; MSPs and their clients should start their compliance journey immediately. Sponsor vCIOToolbox: /episode/index/show/mspbusinessschool/id/34252205

Zack Keeney - Bridging the Skills Gap: Empowering Tomorrow's IT Leaders 11/19/2024

Zack Keeney - Bridging the Skills Gap: Empowering Tomorrow's IT Leaders 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 development programs at no cost to individuals. The conversation further explores the significant gaps in training within the MSP sector and how Triunity Strategies aims to bridge these through strategic business support and personal development initiatives. Zack elaborates on his approach to fostering skills within the community, targeting those from various backgrounds, and creating better pathways for professional growth. This episode focuses on addressing common challenges MSPs face, like resource allocation, and Zack's philosophy of placing "aces in their places" for enhanced operational efficiency. Key Takeaways: Leadership Development Programs: Triunity's initiatives draw inspiration from industry programs like those at Domino's, offering free leadership and skills development opportunities to empower individuals. Addressing Skills Gaps: The MSP industry struggles with a disparity between available skills and market needs, and Zack's company works to bridge this gap by equipping clients with vital skills. Understanding Work Environment Dynamics: Zack emphasizes the importance of a supportive work culture that values employees, citing it as crucial for retention and worker satisfaction. Empowering MSPs in Growth: Triunity Strategies offers strategic solutions for MSPs, helping improve operations, structure, and team accountability, thereby fostering sustainable growth. Innovative Community Empowerment: By creating programs aimed at educating and empowering individuals from varied socio-e Sponsor vCIOToolbox: /episode/index/show/mspbusinessschool/id/33994742

Dan Tomaszewski | The Power of MSP Communities: Thriving Through Connection 10/30/2024

Dan Tomaszewski | The Power of MSP Communities: Thriving Through Connection 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 entrepreneurial journey from high school businesses to founding an MSP, painting a vivid picture of his career rooted in technology and marketing. The episode is brimming with insights into the MSP community's response to the COVID-19 pandemic. Emphasizing community strength, Dan talks about launching Everything MSP to facilitate discussion and growth for MSPs worldwide. From WTF Wednesdays to A Very Merry MSP Holiday, Everything MSP is presented as an invaluable resource for IT professionals seeking collaboration and innovation. Throughout the episode, SEO-optimized discussions touch on key MSP challenges, the concept of "coopetition" in the IT space, and strategies for fostering a collaborative environment in the rapidly evolving tech landscape. Key Takeaways: Entrepreneurial Roots: Dan Tomaszewski's journey from school-time businesses to leading an MSP highlights the importance of passion for technology and entrepreneurship. Community Impact of Everything MSP: The COVID-19 pandemic underscored the role of Everything MSP in providing daily support and resources, evolving into a thriving hub for MSP collaboration. Benefits of Collaboration: The episode emphasizes "coopetition," where MSPs and vendors help each other grow through sharing knowledge and collaboration. Resources for MSPs: Everything MSP offers various free resources such as peer group discussions, educational webinars, and networking opportunities to empower MSPs. Engaging Events: Initiatives like WTF Wednesdays provide MSPs with crucial insights into legal, marketing, sales, and more, while A Very Mer Sponsor vCIOToolbox: /episode/index/show/mspbusinessschool/id/33683972

Paul Daigle Scaling Success The Blueprint to Elevating Your MSP 10/23/2024

PitchIT 24 | Doug Kreitzberg, Seedpod Cyber 10/15/2024

PitchIT 24 | Doug Kreitzberg, Seedpod Cyber 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 Tokyo, Japan, adding a multicultural dimension to the lively discussion. The conversation highlights the critical role of proactive risk management in safeguarding businesses against cyber threats. "There is something sexy about getting your claim paid in full," Brian states, emphasizing the importance of comprehensive cyber policies. With less than three weeks to the finals at It Nation, Doug draws attention to how Seed Pod Cyber is elevating MSPs' capabilities by facilitating conversations around cyber liability insurance. The competition underscores each contestant's unique narrative, promising an intense showdown with Doug's product potentially emerging as a frontrunner. Key Takeaways: Cyber Insurance Importance: Cyber insurance is vital to safeguarding businesses, especially SMBs, post-breach, potentially saving their existence. MSP Empowerment: Seed Pod Cyber aids MSPs in risk conversations, offering insightful tools to guide clients on cyber policies. Product Differentiation: Understanding and explaining the coverage details of insurance policies can set MSPs apart in client interactions. Market Positioning: Matt emphasizes the sexiness of a product that ensures clients' claims will be paid, illustrating market needs. Integration and Involvement: The show discusses vendors' integration within MSP offerings, maintaining efficiency and agnosticism. Show Website: Guest Name: Doug Kreitzberg LinkedIn page: Company: Seedpod Cyber Website: Name: Matthew Koenig LinkedIn page: Company: Nodeware Website: Name: Sean Lardo LinkedIn page: Company: ConnectWise Website: Host Brian Doyle: /episode/index/show/mspbusinessschool/id/33450752

Pitch IT | Daniel Ellis PC Powersave 10/10/2024

PitchIT Zach Kromkowski Senton 10/01/2024

PitchIT Zach Kromkowski Senton 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 and overarching strategies. In the Pitch It competition, 26 vendors undergo a rigorous selection and presentation process, culminating in a thrilling live pitch-off at IT Nation Connect. Bobby Jacobs, who led Thread to victory last year, emphasizes the necessity of articulating your product's value succinctly. Zach Krumkowski, whose company Senteon automates security policy enforcement, shares his strategic approach to reaching the finals. The conversation dives deep into how early-stage tech companies can scale through community engagement and partnership, all while maintaining a focus on solving real-world problems. The discussion also illuminates the role of Connectwise and other industry giants in facilitating the growth of innovative startups. It’s not just about winning the prize money but leveraging the platform to make industry connections that can exponentially grow your business. This episode is a treasure trove of practical advice, motivational stories, and strategic insights beneficial for anyone in the MSP ecosystem or looking to break into the tech world. Key Takeaways Importance of succinctly conveying your product's value to prospective clients and judges. How the Connectwise Pitch It competition can accelerate startup growth by providing exposure and fostering partnerships. Real-world experiences and strategies from past winners and finalists. The critical role of community engagement and customer feedback in refining your product. Practical advice for startups on how to navigate early-stage challenges and scale effectively. Sponsor vCIOToolbox: Show Website: Guest Name: Zach Kromkowski LinkedIn page: Company: Senteon Website: Name: Bobby Jacobs LinkedIn page: Company: Thread Website: Name: Sean Lardo LinkedIn page: Company: ConnectWise Website: Host Brian Doyle: /episode/index/show/mspbusinessschool/id/33280847

ConnectWise PitchIT | Helping Build Communities and Relationships in the Startup World 09/23/2024

ConnectWise PitchIT | Helping Build Communities and Relationships in the Startup World 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 contestants, while Andrea Barrow highlights the importance of community and collaboration among participants. The conversation delves into the unique strengths of each finalist and the supportive environment that PitchIT fosters, encouraging innovation and growth. The episode also explores the Connectwise Invent program, a crucial pathway for vendors to integrate with the Connectwise platform and gain the coveted stamp of approval. Andrea Barrow explains how the program supports vendors through technical guidance and security reviews. Sam Hoyen shares his excitement as a new team member and underscores the importance of community connections formed through events like ChannelCon's Crow’s Nest. Key Takeaways: PitchIT Program Evolution: The quality and diversity of PitchIT contestants have significantly improved, showcasing a wide range of innovative solutions. Community Building Participants benefit from forming valuable connections with peers who are going through similar business challenges. Invent Program: Connectwise’s Invent program provides essential technical and security support for vendors, ensuring high-quality integrations. Importance of Pitch Practice: Competitors need to master different types of pitches (30-second, 1-minute, 5-minute) for various engagement scenarios. Event Highlights: The success of ChannelCon’s Crow's Nest event demonstrates the power of networking and community support. Host: Brian Doyle: Sponsors vCIOToolbox: /episode/index/show/mspbusinessschool/id/33184627

Brandi Bonds | Maximizing Your MSP's Value: Secrets from a Fractional CFO 09/17/2024

Brandi Bonds | Maximizing Your MSP's Value: Secrets from a Fractional CFO 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 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: /episode/index/show/mspbusinessschool/id/33078997

Building a Collaborative Office of VCIO for Enhanced Customer Management 09/10/2024

Building a Collaborative Office of VCIO for Enhanced Customer Management 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 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: Sponsor: vCIOToolbox: /episode/index/show/mspbusinessschool/id/32999602

James Mignacca | Unlocking the Secrets of Data Discovery with Cavelo 09/03/2024

James Mignacca | Unlocking the Secrets of Data Discovery with Cavelo 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. /episode/index/show/mspbusinessschool/id/32878354

Mastering the MSP Owner Mindset Breaking Barriers for Explosive Growth 08/27/2024

Mastering the MSP Owner Mindset Breaking Barriers for Explosive Growth Show Website: Guest Name: Danny Suk Brown LinkedIn page: Company: AppMeetup Website: Hosts Brian Doyle: 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: /episode/index/show/mspbusinessschool/id/32758287

Robert Gillette | Mastering Sales Confidence: Secrets from MSP Dojo 08/20/2024

Robert Gillette | Mastering Sales Confidence: Secrets from MSP Dojo Guest Name: Robert Gillette LinkedIn page: Company: MSP Dojo Website: Hosts Brian Doyle: 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: /episode/index/show/mspbusinessschool/id/32655297

Eric Anthony | Minimizing Drama: Building a Positive MSP Community 08/07/2024

Eric Anthony | Minimizing Drama: Building a Positive MSP Community Show Website: Guest Name: Eric Anthony LinkedIn page: 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: Ignite Website 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: Sponsors vCIOToolbox: /episode/index/show/mspbusinessschool/id/32468072

The Evolution of Managed Services Past Present and Future 08/01/2024

The Evolution of Managed Services Past Present and Future 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. /episode/index/show/mspbusinessschool/id/32389472

Marvin Bee | Mastering MSP Success with Uncle Marv 07/24/2024

Marvin Bee | Mastering MSP Success with Uncle Marv Show Website: Guest Name: Marvin (Uncle Marv) Bee LinkedIn page: Company: MB Systems Website: 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: Sponsors vCIOToolbox: /episode/index/show/mspbusinessschool/id/32270362

George Smith - Essential Strategies to Secure Your M365 Environment 07/18/2024

George Smith - Essential Strategies to Secure Your M365 Environment Show Website: Guest Name: George Smith LinkedIn page: Company: Augmentt Website: Host Brian Doyle: 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: /episode/index/show/mspbusinessschool/id/32192652

Shane Naugher | From Automation to Intelligence: The Evolution of Business Processes 07/09/2024

Rod Capobianco The Secret Sauce to Sales Training: What Your Reps Really Need 06/25/2024

The 5 TBR Killers 06/18/2024

The 5 TBR Killers 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. /episode/index/show/mspbusinessschool/id/31783242

Miles Walker The Art of Storytelling How to Captivate Your Audience 06/11/2024

Miles Walker The Art of Storytelling How to Captivate Your Audience Show Website: Guest Name: Miles Walker LinkedIn page: Company: Website: 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: Sponsors vCIOToolbox: Sales MaturIT: /episode/index/show/mspbusinessschool/id/31570647

Mastering Differentiation How to Stand Out in a Crowded Market 06/04/2024

Brian Gillette - Cracking the Code How to Win More Clients in the MSP Industry 05/28/2024

Brian Gillette - Cracking the Code How to Win More Clients in the MSP Industry 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: Guest Name: Brian Gillette LinkedIn: Company: Host: Brian Doyle LinkedIn: Sponsors vCIOToolbox: Sales MaturIT: /episode/index/show/mspbusinessschool/id/31469777

Connor Swalm, The Future of Cybersecurity Moving from Check the Box to Inbox 05/21/2024

The MSP's Guide to SOC 2: How to Get Started and What to Expect 05/14/2024

Unveiling the Secrets of Cyber Warranties What MSPs Need to Know 05/07/2024

Preventing Cybercrime Why Every Business Needs to Prioritize Cybersecurity 04/30/2024

Preventing Cybercrime Why Every Business Needs to Prioritize Cybersecurity 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, 2024 Show Website: Guest Matthew Quammen, President | Optimize CyberLinkedin page: Company: website: Hosts Brian Doyle: /episode/index/show/mspbusinessschool/id/31013403

MSP Business School

TOPICS