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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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:
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Pitch IT | Daniel Ellis PC Powersave
10/10/2024
Pitch IT | Daniel Ellis PC Powersave
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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:
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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:
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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:
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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:
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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.
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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:
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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:
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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:
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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.
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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:
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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:
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Shane Naugher | From Automation to Intelligence: The Evolution of Business Processes
07/09/2024
Shane Naugher | From Automation to Intelligence: The Evolution of Business Processes
Show Website: Guest: Name: Shane Naugher Linkedin page: Company: website Hosts Brian Doyle: Shane Naugher is a seasoned technology expert with nearly 30 years of experience in the industry. He is the founder of Dazzee, a company he launched in July 2000. Shane has a notable background in VAR (Value Added Reseller) services and has partnered with giants like Cisco and Southwestern Bell (pre-AT&T merger) to implement large-scale infrastructure projects. More recently, Shane has focused on AI and business process automation to enhance business efficiencies and customer experiences, especially within the context of MSP (Managed Service Provider) operations. Episode Summary: In this episode of MSP Business School, host Brian Doyle welcomes Shane Naugher, founder of Dazzee. Shane delves into the exciting world of AI and business process automation, illustrating how these technologies can revolutionize the operations of MSPs and their clients. With nearly three decades of tech experience, Shane brings a wealth of knowledge to the discussion, particularly in how AI can be practically applied to improve workflows and enhance productivity. Shane discusses the two sides of AI deployment: vendors eager to integrate AI into their software and MSPs whose clients are still cautious about embracing it. He stresses the importance of MSPs understanding and leveraging AI internally before advocating its benefits to their clients. Shane shares his journey of integrating AI into Dazzee's operations, particularly in sales and service processes. He provides an insightful example of how AI-driven sales call analysis has helped refine sales strategies and performance. Sponsor
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Rod Capobianco The Secret Sauce to Sales Training: What Your Reps Really Need
06/25/2024
Rod Capobianco The Secret Sauce to Sales Training: What Your Reps Really Need
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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.
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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:
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Mastering Differentiation How to Stand Out in a Crowded Market
06/04/2024
Mastering Differentiation How to Stand Out in a Crowded Market
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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:
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Connor Swalm, The Future of Cybersecurity Moving from Check the Box to Inbox
05/21/2024
Connor Swalm, The Future of Cybersecurity Moving from Check the Box to Inbox
Show Website: Guest: Connor Swalm, CEO Linkedin: Company: Phin Security Website: In this insightful episode of MSP Business School, host Brian Doyle sits down with Connor Swalm from Phin Security to discuss the entrepreneurial journey and the innovative approach Phin Security is taking to simplify cybersecurity training for MSPs. The conversation delves into Connor's backstory, his initial foray into real estate, and his subsequent pivot to cybersecurity following a pivotal loss that reshaped his life and career. Connor provides a frank perspective on the challenges of starting a business and underscores the importance of passion beyond just a dislike for one's job. He also shares his experience networking with industry peers to grow your brand. ###Key Takeaways: * Starting a business requires more than dissatisfaction with a job; passion and resilience are crucial components. * MSPs need easy-to-use tools to maintain cyber awareness training and ensure compliance without overburdening their staff. * Phin Security is focused on automating and simplifying cyber awareness training, making it more accessible and effective for MSPs. * Future advancements in cybersecurity training should integrate naturally within business systems for proactive defense. * Community and mentorship within the MSP industry are invaluable and help drive innovation and success. Host Brian Doyle: Sponsors vCIOToolbox: Sales MaturIT:
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The MSP's Guide to SOC 2: How to Get Started and What to Expect
05/14/2024
The MSP's Guide to SOC 2: How to Get Started and What to Expect
In the latest installment of MSP Business School, Brian Doyle hosts an insightful conversation with compliance experts Bo Bito and Angelika Mayen from Render Compliance. The episode zeroes in on the increasingly critical subject of SOC 2 compliance for Managed Service Providers (MSPs), delving into the nuts and bolts of the process and offering pearls of wisdom for businesses considering the SOC 2 journey. The discussion kicks off with a detailed expedition into the SOC 2 process, demystifying the steps from an MSP's standpoint. Bo and Angelica highlight the importance of involving experienced personnel or consultants early on and underscore the value of engaging with auditors in the initial stages. Offering a rare peak behind the SOC 2 curtain, they detail the differences between SOC 2 Type 1 and Type 2 reports, explaining the significance of each type in establishing and demonstrating a company's commitment to security and compliance. Key Takeaways: MSPs looking to obtain SOC 2 compliance should start by evaluating in-house expertise, consider working with consultants, and connect with auditors early in the process. SOC 2 Type 1 vs. Type 2: Type 1 evaluates the design of controls at a point in time, while Type 2 assesses how those controls operate over a period. Engaging with technology and tools such as compliance platforms can streamline the SOC 2 process by organizing tasks and centralizing evidence collection. Timeline and cost: A typical SOC 2 engagement may span nine weeks, with costs starting from $16,000 up to $40,000, depending on various factors like business size and control complexity.
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Unveiling the Secrets of Cyber Warranties What MSPs Need to Know
05/07/2024
Unveiling the Secrets of Cyber Warranties What MSPs Need to Know
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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:
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EP 187 Create MRR with vCISO services
04/23/2024
EP 187 Create MRR with vCISO services
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EP 186 The Real Difference between Vulnerability Scans and Pen Tests
02/27/2024
EP 186 The Real Difference between Vulnerability Scans and Pen Tests
Show Website: Guest: Name: Frank Raimondi Linkedin page: Company: IGI Cybersecurity & Nodeware Website(s): https://igicybersecurity.com/ and About the Guest(s): Frank Raimondi is a seasoned channel and partner strategy specialist currently associated with IGI Global, working specifically with their Nodeware product. With a wealth of experience spanning over two decades, Frank has a track record of fostering partnerships and alliances in the tech industry. He has previously held notable positions at Apple Computer and Intel, where he focused on maximizing value from hardware components and driving vendor relationships. His entry into the cybersecurity and software realm marks a significant transition from his earlier focus on hardware. Episode Summary: In the latest installment of MSP Business School, we are joined by cybersecurity expert Frank Raimondi from Nodeware, a part of IGI Global. This episode dives into the intricate differences between penetration testing and vulnerability scanning and their integration into the assessment processes for security validation. We unravel the essentials defining each concept and explore their roles in fortifying MSPs against increasing cyber threats. Frank Raimondi elaborates on the vital mechanics behind vulnerability assessments and management, illustrating how these defenses act as a company's internal security checkpoints. In contrast, he clarifies the crucial role of penetration testing performed by an external third party to ethically evaluate the security from an outsider's perspective. The conversation further navigates the relationship between these tests, cybersecurity insurance, and regulatory compliance, underlining the importance of ongoing scrutiny in an ever-evolving threat landscape. Key Takeaways: Vulnerability Assessments vs. Management: A snapshot of current system vulnerabilities against a continuous, proactive approach to mitigating them. The Necessity for External Penetration Testing: MSPs must ensure that an independent third party carries out penetration tests for unbiased security validation. Preparation for Compliance and Insurance: Active vulnerability management programs are becoming essential prerequisites for regulatory compliance and favorable cybersecurity insurance premiums. Strategic Scheduling of Cybersecurity Tests: Implementing vulnerability management can prepare a system for penetration testing and vice versa. Importance of Cyber Hygiene: Frank highlights four pillars of cyber hygiene: security awareness training, MFA, email security, and vulnerability management. Hosts Brian Doyle: Robb Rogers: Tim McNeil: Sponsors vCIOToolbox: OSR Manage:
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EP 185 Managing Gen Z, the new playbook with Alexander Abney-King
02/06/2024
EP 185 Managing Gen Z, the new playbook with Alexander Abney-King
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EP 184 New Prospecting with Professor Jake
01/23/2024
EP 184 New Prospecting with Professor Jake
About the Guest: In this episode, we are joined by Jake Carroll, renowned for his expertise in sales strategy and storytelling. Jake brings to the table a wealth of experience in sales management and leadership, with a specific talent for making connections through storytelling. His aptitude for understanding customer needs and offering relevant solutions has cemented his reputation in the industry. Jake endorses practical frameworks and strategies that enable salespeople to resonate with prospects and effectively communicate value. Episode Summary: In the latest installment of MSP Business School, hosts Brian Doyle, Tim McNeil, and Rob Rogers engage in a captivating conversation with Jake Carroll, exploring the intricate art of storytelling in sales. The episode delves into the challenges faced by salespeople in today's market and offers a fresh perspective on connecting with prospects. Beginning with a candid discussion about the ongoing struggles with today's viruses impacting both personal health and business operations, the episode quickly pivots to its core: equipping sales individuals with a storytelling framework that enhances their ability to engage clients. Carroll outlines a simple yet powerful storytelling structure designed to captivate potential customers by addressing their needs and offering tangible solutions. Furthermore, the dialogue touches on the effectiveness of concise communication, especially within email outreach and social selling strategies. Key Takeaways: Sales storytelling requires a structured approach to be effective; the "Who, What's Their Want, But, and So" framework can guide sales representatives in crafting their narratives. Familiarity with the customer's industry and challenges is key to resonating and connecting with prospects. Integrating social selling with traditional approaches can increase familiarity and name recognition among your target market. Modern sales communication, especially emails, should be brief and packed with value to capture the reader's attention within seconds. Tools like Lavender and AI platforms, such as ChatGPT, can enhance and streamline the email composition process for sales outreach. Show Website: Guest: Jake Carroll LinkedIn: Company: https://osrmanage.com Hosts Brian Doyle: Robb Rogers: Tim McNeil: Sponsors vCIOToolbox: https://vciotoolbox.com OSR Manage: https://osrmanage.com
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Death to the Ticket
01/16/2024
Death to the Ticket
Show Website: Guest Name: Mark Alayev, CEO Thread linkedin page: Company: Hosts Brian Doyle: Robb Rogers: Tim McNeil: About The Guest: Mark Alayev is the CEO at Thread, a service experience platform that focuses on providing digital-first communication for MSPs. With a background in infrastructure security and development, Mark brings a unique perspective to the MSP industry. He is passionate about creating exceptional customer experiences and streamlining service delivery processes. Summary: Mark Alayev, the Director of Service Experience at Thread, joins the MSP Business School podcast to discuss the challenges of traditional ticketing systems and the future of AI in the MSP industry. Mark shares his journey in the MSP world and how it led him to co-found Thread. He explains how Thread's service experience platform simplifies ticketing and improves technician and customer experiences. Mark also discusses the role of AI in automating simple tasks and empowering technicians to focus on more complex problem-solving. He shares his vision for the future of AI in the MSP industry, where full service automation and digital-first communication will revolutionize service delivery. Key Takeaways: Thread's service experience platform simplifies ticketing and improves technician and customer experiences. AI and generative AI will automate simple tasks, allowing technicians to focus on more complex problem-solving. Full-service automation and digital-first communication will revolutionize service delivery in the MSP industry.
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Jeff Farris, Driving Business Growth with MSPs: Leveraging Analytics and AI for Success
01/09/2024
Jeff Farris, Driving Business Growth with MSPs: Leveraging Analytics and AI for Success
Show Website: Guest Name: Jeff Farris LinkedIn: Company: Hosts Brian Doyle: Robb Rogers: Tim McNeil: About The Guest(s): Jeff Ferriss is the founder of CloudRadial, a platform that helps MSPs manage their clients at scale and improve client relationships. With over 40 years of experience in the MSP industry, Jeff has witnessed the evolution of the industry and understands the challenges and opportunities that come with it. Summary: Jeff Ferriss discusses the changing landscape of the MSP industry and the need for MSPs to adapt and evolve. He emphasizes the importance of building strong client relationships and delivering outcomes that go beyond technical support. Jeff also introduces CloudRadial, a platform that helps MSPs manage their clients and improve collaboration through a client portal. He highlights the role of AI and analytics in the future of the industry and the need for MSPs to stay ahead of their clients' needs. Key Takeaways: The MSP industry is constantly evolving, and MSPs need to adapt to new technologies and client expectations. Building strong client relationships and delivering outcomes are essential for the success of MSPs. CloudRadial provides a client portal that allows MSPs to improve collaboration and transparency with their clients. AI and analytics will play a significant role in the future of the MSP industry, and MSPs need to stay ahead of their clients' needs.
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Jennifer Bleam, The close is the natural culmination of a really good conversation
01/02/2024
Jennifer Bleam, The close is the natural culmination of a really good conversation
About The Guest(s): Jen Bleam is the founder of MSP Sales Revolution and the author of "Simplified Security Sales for MSPs." With a deep background in marketing and sales, Jen helps MSPs develop effective sales systems and marketing frameworks to accelerate their growth. Summary: Jen Bleam, founder of MSP Sales Revolution, shares her journey into the world of MSP and how she helps MSPs overcome their sales and marketing challenges. She emphasizes the importance of troubleshooting skills in sales and highlights the need for a sales system and marketing framework to achieve growth. Jen also discusses the upcoming MSP Transformation Machine event, where MSP leaders can learn how to reach the $5 million mark in their businesses. Key Takeaways: Troubleshooting skills can be applied to sales and marketing to identify and solve challenges. A sales system and marketing framework are essential for MSPs to achieve growth. The close of a sales call should be a natural culmination of a good conversation. The MSP Transformation Machine event helps MSP leaders reach the $5 million mark in their businesses.
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