MSP Business School
MSP Business School
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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 MSP's and MSSP"s accelerate their business through strategies, tips, and tactics to drive sales, marketing, and account management.
Join our hosts Brian Doyle, Tim McNeil, and Robb Rogers every Thursday!
Available episodes
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4 days ago
Frank DeBenedetto, Two River Technology Group & audIT – Get to the Why
Frank DeBenedetto has the fascinating perspective of being both an MSP owner and a vendor. We dive in with him about the incredible service he provides through audIT and how it came out of a specific need in his own MSP, Two River Technology Group.
Frank DeBenedetto: https://www.linkedin.com/in/frankdebenedetto/
Two River Technology Group: https://www.tworivertech.com/
AudIT: https://www.auditforit.com/
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May 10, 2022
Jon Kotman & Luke Ross, Kotman Technology: Core Values, Culture, and Customers
What creates a thriving culture and excellent client base when it comes to MSPs? For Jon Kotman of Kotman Technology, the answer is your principles and core values.
Join us for a wonderful discussion on how defining your principles and sticking with them no matter what leads to the best possible outcome for everyone on your team.
Jon Kotman: https://www.linkedin.com/in/jonkotman/
Luke Ross: https://www.linkedin.com/in/lucas-ross-238b07143/
Kotman Technology: https://www.kotman.com/
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May 3, 2022
Ed Carroll & Jeremiah Smith, Edison Marks – Aiding and Disrupting
It’s our 100th episode of MSP Business School and we couldn’t be more excited to be joined by Ed Carroll and Jeremiah Smith of Edison Marks, a brand new company that’s promising to be a major disruptor in how MSPs operate in the sales and marketing space.
Buckle up and get ready for a few “ah-ha!” moments of your own as you listen to this exciting interview.
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Apr 26, 2022
Roundtable – Marketing Isn't Sales
Sales and Marketing: two departments that are often disregarded by smaller MSPs but are crucial for growth… especially when you structure your company so that they work together.
In this episode, hosts Brian, Tim, and Robb tackle how to integrate a marketing team into your sales efforts in order to create the greatest growth potential for your MSP.
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Apr 19, 2022
Travis Barker, EZ IT: Your Path Will Find You if You Listen
Another addition to our conversations with MSP owners, Travis Barker of EZ IT Solutions joins us to talk about the somewhat crazy and not-so-apparent road that led him and his company to where they are today.
Starting with a great origin story and ending with our best cliffhanger to date, this is a must-listen for any MSP owner.
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Apr 12, 2022
Roundtable – Better Sales Forecasting: Fill or Kill
As a business owner, you need to be able to estimate what your sales are going to be in the near and distant future. But if your sales reps aren’t clearing stale deals out of their pipelines, how will you be able to make an accurate forecast?
In this episode, Brian, Tim, and Robb sit down for a discussion on how you as the owner can help your salespeople create healthy pipelines and actually close more deals in the long run.
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Apr 5, 2022
Allan Jocson, Agilitec: Knowledge + Creativity = Success
Oftentimes the best way to get advice on how to run your business (or ideas for areas of opportunity you hadn’t considered before) is to listen to other successful owners talk about how they got their business to where it is today.
This week, we’re joined by MSP owner Allan Jocson of Agilitec. Allan generously shares how he and his team navigated many challenging times to emerge as a highly successful MSP.
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Mar 29, 2022
Roundtable: What's Old is New – Consulting is Back
The shift in recent years to prioritizing monthly recurring revenue over all other money-making methods has led to a bit of a stalemate in the industry. How do you stand out against the crowd if all you’re doing is offering the exact same services as every other MSP out there?
In this episode, Brian takes the lead as he presents a shift in mindset that will provide your MSP with an endless number of ways to create new avenues of generating revenue and greater value for your company.
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Mar 22, 2022
Roundtable: Presenting an Offer to a Sales Candidate
In episode 90, Brian, Tim, and Robb discussed how to find and recruit MSP salespeople in today’s market. Now that you’ve found the perfect rep, how do you present a job offer to them? And before you do that, how do you put together a competitive compensation plan that makes them want to work for you?
In this episode, the hosts continue their roundtable discussion about hiring salespeople by diving into compensation plans, bonuses, and the right way to present a job offer.
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Mar 15, 2022
Peter Kujawa, Service Leadership: No MPS is an Island
The Vice President of Service Leadership (a ConnectWise solution), Peter Kujawa knows a thing or two about building a business. Assisted by Service Leadership’s support offerings, Peter led the turnaround of Locknet, including the acquisition by EO Johnson Business Technologies. Now, 11 years later, he’s committed to helping MSPs experience success by using the same tools that aided his company’s growth.
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Mar 8, 2022
Joel Zaidspiner, ChannelPro: The Importance of Education and Exposure
The MSP space is a fast-moving, ever-changing industry. Staying on top of the latest information and technology can be challenging, especially for younger MSPs that aren’t quite ready to commit to something like a peer group. Enter ChannelPro: a free publication with a mission to educate and support the MSP community.
Joel Zaidspiner, ChannelPro’s Vice President & Associate Publisher, joins us to share the importance of education, community, and exposure, and how ChannelPro can assist MSPs in their growth and client relationships.
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Mar 1, 2022
Jimmy Hatzell, Quickpass: How Marketing Creates Sales at Scale
Not too many people make the leap from technical positions to the world of sales and marketing, but for Jimmy Hatzell of Quickpass, his background in IT serves as a major plus when developing content and marketing strategies.
In this episode, Jimmy shares his philosophy on marketing, explaining how the right kind of marketing will boost your sales teams’ efforts and create sales at scale.
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Feb 22, 2022
Roundtable – Recruiting Salespeople in 2022
For this special roundtable of MSP Business School, hosts Brian, Tim, and Robb tackle one of the most difficult challenges MSP owners are facing today: finding, recruiting, and hiring salespeople.
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Feb 15, 2022
Michelle Bank, Nuspire: Taking the Confusion out of Cybersecurity
The Executive Vice President and Chief Product and Marketing Officer for Nuspire, Michelle Bank joins us to talk about what has people perplexed in the MSSP space, why end users are confused by the alphabet soup of IT, and what MSPs and MSSPs can do to help their clients better understand cybersecurity
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Feb 8, 2022
Jim Lippie, SaaS Alerts: Solving for SaaS
Are you covering your SaaS? That’s the question that Jim Lippie of SaaS Alerts wants to answer for you in this episode of MSP Business School.
As more and more SMBs are migrating the majority of their business to the cloud, it’s up to MSPs to ensure their clients remain protected no matter the application.
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Feb 1, 2022
Willis Cantey, Cantey Tech Consulting: Making PE Platforms Personal
Willis Cantey of Cantey Tech Consulting joins us to talk about what it’s like to be under the umbrella of a private equity organization, sharing unique strategies they use to grow and find new MSPs coming in, and what the opportunities are for MSPs looking to be targeted.
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Jan 25, 2022
Rob Rae, Datto – The Time Is Now
As the Senior Vice President of Business Development at Datto, Rob Rae is a man who needs no introduction. If you’ve been in the channel for any length of time, chances are you know his name and have most likely seen him at an event or two. We’re delighted to have Rob join us for this episode of MSP Business School to talk about the current climate of the industry and the opportunities he sees for MSPs in the coming year.
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Jan 18, 2022
Walter Contreras, Binox MSP: With Information, There Is (Sales) Power
The CEO of Binox MSP, Walter Contreras is a technologist, entrepreneur, and marketer whose current focus is helping MSPs grow quickly through lead generation and marketing automation technology.
Walter sits down with Brian, Tim, and Robb to discuss the changing landscape of sales and how technology and automation can help MSPs through some of the more difficult parts of the sales process.
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Jan 4, 2022
What Should We Be Thinking About In 2022?
Welcome to MSP Business School’s first episode of 2022!
We made it through another year, and as we look forward to this new year bringing a bit more normalcy and stability as the pandemic continues to wane, we wanted to share the top three things we believe MSPs should be thinking about in 2022.
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Dec 28, 2021
Year In Review 2021 – The Best of MSP Business School
2020 was a challenging year for all of us, but we all hoped for a better 2021. While your opinion of this year may be mixed, it was another great year for the IT Community rich with new opportunity, new stories, and as always new challenges.
We were privileged to have a front row seat to some of the most influential leaders in the MSP space. some of our favorites in 2021 include in no particular order:
3:45 – Teresa Rule, CEO, or RNT Professional Services (Episode 36) shares with us a story of how a countries economic outlook can be impacted through a cyber threat as simple as tracking portable rest rooms.
7:48 – Michael Crean (Episode 60) of Solutions Granted explains how his organizations culture and mission was shaped through the respect of hard working blue collar community in which he was raised and how that shaped his view of relationships that he takes with him to his job each day.
12:09 – Abe Garver (Episode 75), the industries leading M&A advisor at Focus Investment…
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Dec 21, 2021
2021 – The Challenges We Faced
2021 was a year full of challenges and unexpected twists and turns, most of which still carried at least a touch of the pandemic. As we wrap up year two of this brave new world, we highlight the top issues we heard from our listeners and friends in the MSP community.
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Dec 14, 2021
MJ Shoer, CompTIA ISAO – How CompTIA’s ISAO Can Help Your MSP
MJ Shoer of CompTIA ISAO benefits from years of experience in many different areas of the industry. In this episode of MSP Business School, MJ shares some of his own experiences and the many benefits of belonging to a trade organization like CompTIA.
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Dec 7, 2021
Kevin Clune, MSP Spark: Marketing is a Marathon
Kevin Clune of MSP Growth Hacks comes onto the show to share some exciting new tools that MSPs can use to gain consistency in their marketing and to tell us about his new resource and networking platform, MSP Spark.
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Nov 30, 2021
Bill Stucklen, Stack Advisors: The Future is Automated
Bill Stucklen is the Co-Founder and CEO of Stack Advisors, an MSP-focused agency and automation powerhouse.
In this episode, Bill, Brian, Tim, and Robb talk about the importance of automation and why every MSP should automate as much of their workflow as possible in order to achieve scalability and growth.
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Nov 23, 2021
Case Study: Can Onboarding Actually Kill a Deal?
We have another case study from our listeners to dissect: an MSP went through the entire sales process with a prospect. Right before the contract was signed, the new client got spooked by the very thorough and honest 90-day onboarding plan that they were presented with.
What should the MSP do? How do they navigate the new client’s fears and rectify the situation so they start this new relationship on the right foot? Brian, Tim, and Robb weigh in and share their thoughts and experiences.
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Nov 16, 2021
Miles Walker Graphus The Biggest Threats to Security Sit Inside Your Office
In this very special episode of MSP Business School, we welcome Miles Walker of Graphus. Graphus is the industry leader and creator or the world's first anti-phishing defense platform for protecting companies from cybercriminal acting like your teams trusted contacts.
2:14 - Miles shares his unconventional career trajectory and how he found his way into the world of cybersecurity. From a position on a Travel cooking show to a massive layoff in the travel industry, Miles talks of how he hooked up with the folks at Graphus.
6:18 - We discuss what Graphus does and how it can help your business, how they found themselves as part fo the Kaseya family.
13:10– Miles shares with us what the process that Graphus uses to identify bad mail from good mail and how it generates a trust score for all senders via an AI that looks at 20+ behaviors before classifying email.
19:22 – Miles shares a story of a typical phishing attack and how the problem can really cost a company.
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Nov 2, 2021
Abe Garver, Focus Investment Banking – M&A Update: Momentum in 2021
In this very special episode of MSP Business School, we welcome back our first ever repeat guest: Abe Garver. The MSP Team Leader at FOCUS Investment Banking, Abe joins us for an update on the state of M&A in the MSP industry.
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Oct 26, 2021
Roundtable – Close More Deals by Understanding Risk Tolerance
In this episode, hosts Brian Doyle, Tim McNeil, and Robb Rogers break down the benefits of knowledge-based sales, explaining how you can shift the conversation around security from one of fear, uncertainty, and doubt to one of risk tolerance and relationship building.
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Oct 19, 2021
Fireside Chat with Brian and Robb: When Buyers are Liars
What do you do when you find yourself being strung along in the sales process? Do you know how to determine whether a prospect is simply dragging their feet or is actually lying to you about why they’re on the hunt for a proposal? In this episode, hosts Brian Doyle and Robb Rogers sit down for a fireside chat about how to know when it’s time to let go of a potential client and stop wasting your time chasing them down.
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Oct 12, 2021
Matt Scully, Mailprotector: Email Isn't Dead
You hear it everywhere: “email is dead,” leaving many to believe that locking down their email accounts is an unnecessary expense. Enter Matt Scully, Senior Channel Development Manager at Mailprotector. In this episode, Matt shares his thoughts on email security, the state of the industry, and what he sees facing MSPs today.
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Oct 5, 2021
Ali Imran, Boundless Digital – Automate Yourself Out of a Job (but not really)
Ali Imran of Boundless Digital – a company that helps MSPs automate the deployment, troubleshooting, and overall administration of their Cisco Meraki organizations – is an automation evangelist. In this episode of MSP Business School, Ali shares how Boundless works tirelessly to make Meraki a better fit for MSPs, helping them become more efficient and more profitable.
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Sep 28, 2021
Chris Johnson, Pinpoint Solutions – Guiding You on Your Cybersecurity Journey
Chris Johnson is a leading cybersecurity specialist and consultant at Pinpoint Solutions. Having run an MSP himself, Chris knows the challenges surrounding security implementation and compliance when it comes to needs both within your organization and with your clients.
In this episode, Chris shares how he helps MSPs on their cybersecurity journey through consultation, implementation, and even acting as your MSP’s cybersecurity specialist on sales calls.
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Sep 21, 2021
Roundtable – Cutting Through the Confusion of Sales Comp Plans
When it comes to paying salespeople, it can be difficult to determine the right split between guaranteed income and commission-based earnings. In this episode, the hosts lay out their approach to building sales compensation plans. Brian asks Tim and Robb to share from their experiences of helping MSP owners devise these structures, diving into the philosophy behind setting base pay, bonuses, and commissions.
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Sep 14, 2021
Brett Jaffe, ConnectStrat – Businesses Built on a Better OS
Brett Jaffe of ConnectStrat is a name well known in the MSP industry. In this episode, Brett sits down with Brian and Robb to talk about how ConnectStrat came to be, the methods they use with their clients, and how creating a business operating system unique to the MSP industry has helped countless owners redefine and successfully reach their goals.
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Sep 7, 2021
Ryan O'Halloran, Access One – Leveraging Experience to Drive Results
Ryan O’Halloran’s unique set of experiences, coupled with the timing of his entry into the channel, have granted him a fascinating perspective on the MSP industry. In this episode, the hosts sit down with the CTO at Access One to discuss how he leverages these factors to push the technologies that Access One uses and to drive policies and procedures.
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Aug 31, 2021
Roundtable: The Money is in the Follow-Up
In this episode, Brian, Tim, and Robb use their combined knowledge to deliver expert tips and tricks on how to build a successful follow-up process that results in closed deals. Sales may be one of the most brutal parts of building a company, but by implementing the strategies and mindsets shared in this episode, you’re certain to harness the power of prospecting.
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Aug 24, 2021
Paul Schroeder and Lucy Nguyen – Enabling Sales Success by Driving Action
On this episode of MSP Business School, we’re joined by Paul Schroeder and Lucy Nguyen, Account Executive and Content Marketing Specialist at ChannelAssist, a company that provides end to end development and management of channel engagement and incentive programs. Paul and Lucy share excellent suggestions on how to incentivize behaviors with your sales team in order to increase revenue and how ChannelAssist helps companies create these programs.
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Aug 17, 2021
Roundtable – Sales Tales: How We Started in MSP Life
For this special episode of MSP Business School, the hosts share how they got into sales positions early in their careers. Wins and losses, horror stories and personal triumphs, this episode is packed with no-holds-barred stories and invaluable lessons.
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Aug 10, 2021
Will Ominsky, Nerdio: Getting Your MSP PartNERD
When new technologies arise, like the new Windows 365, it can help to have a partner who understands how to shape the technology to fit the needs of your clients. Will Ominsky of Nerdio comes on the show to share how they assist MSPs to leverage new technologies quickly, early, and easily.
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Jul 27, 2021
Roundtable: Selling Security Starts with Understanding Risk
Security is the hot topic these days, with MSPs desperately trying to add that extra “S” by starting a new arm inside their existing organization or by outsourcing to partners. But how do you sell security to clients, especially those whose IT budgets are already pretty tight? For this roundtable discussion, hosts Brian Doyle, Tim McNeil, and Robb Rogers deep dive into tactics you can use to help your prospects and customers understand the importance of adding security.
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Jul 20, 2021
Jay McBain, Forrester: The Exciting Future for Innovative MSPs
Jay McBain is the principal analyst for global channels at Forrester, one of the most influential global research and advisory firms in the world. Jay is a recognized expert in the future of channels (he was named the 2021 Channel Influencer of the Year by Channel Partners Magazine), and in this episode he sits down with the guys to talk about how to determine who should be in your network and how to take advantage of the exciting changes we’re seeing in the industry.
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Jul 13, 2021
Michael Crean, Solutions Granted: Getting the Second "S" in MSSP
Too many times we see an MSP slap an extra “S” in their description and think they’re good to go when it comes to security and compliance. In this episode, Michael Crean of Solutions Granted walks us through the main differences between an MSP and an MSSP, showing that it takes a little more work to provide the security your clients need.
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Jul 6, 2021
Roundtable Discussion: Bad News Doesn't Get Better With Age
In this episode of MSP Business School, hosts Brian Doyle, Tim McNeil, and Robb Rogers sit down to discuss how MSPs handle issues and how to best approach your clients when conflicts and problems inevitably arise. They talk about how to get in front of a problem, reminding us that “bad news doesn’t get better with age,” and that the best way to ensure your client feels taken care of is to communicate early and often.
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Jun 29, 2021
James Pelham, TMB Systems – When a Pandemic Hits and You Sell to Hotels
What do you do when a pandemic hits and your clients are almost exclusively in an industry that shuts down completely? Senior Account Manager James Pelham from TMB Systems – a UK-based MSP that specializes in hospitality (and specifically hotels) – shares the ups and downs of the past sixteen months, giving us a glimpse into the rollercoaster ride experienced by the hospitality industry during lockdown and the shifts made by TMB to make sure their clients made it through the storm.
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Jun 22, 2021
Sean Lardo, OIT – The Benefits of Vendors as Partners
Sean Lardo is the VP of Partner Development at OIT, an organization that specializes in telecommunications and distributed networking. Having started as an MSP working with clients in many different industries, Sean understands the unique needs of OIT’s partners in the MSP industry. In this episode, Sean and the guys discuss how partnering with your vendors can help your MSP reap great benefits and rewards.
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Jun 15, 2021
Roundtable: "Hire the Talent, Train the Skill"
In this episode of MSP Business School, hosts Brian Doyle, Tim McNeil, and Robb Rogers sit down to discuss the challenges that MSPs typically face when hiring sales professionals. They take us on a deep dive into the sales recruiting process, why MSPs struggle with it, and the game-changing approach Tim and Robb implement in their own business.
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Jun 8, 2021
Gary Jones, VCPI "When Ransomware and Automation Lead to Amazing Growth
You don’t often think of ransomware and growth in the same sentence, but for Gary Jones and VCPI, an attack a few months before the pandemic was the catalyst for a whole new approach to security.
Add in a healthy dose of automation, and this episode is packed with unconventional ways to expand your MSP and deepen your client relationships.
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Jun 1, 2021
Jason Cohen, Mission Control "Why Your MSP Should Outsource Your NOC"
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May 25, 2021
Shawn Walsh " Becoming the Leader You Want to Be"
A former MSP owner who successfully grew his business for over 20 years before selling it in 2018, Shawn Walsh of Encore Strategic Consulting knows a thing or two about leadership. In this episode, the guys sit down with Shawn to pick his brain about what makes a good leader and how to develop the skills and qualities needed to lead a team to profitability.
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May 18, 2021
Don Sauer, Aligned Technology Solutions "The Power and Profit of Peer Groups"
As one of the leaders and founders of Aligned Technology Solutions – an MSP with offices in both the DC area and Orlando, Florida – Don Sauer has seen quite a few shifts and changes in the industry over the past few decades.
In this episode, Brian, Tim, and Robb sit down with Don to talk about his path to building a successful MSP and the pivotal decisions that helped propel Aligned to the top.
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May 11, 2021
Doug Lowenthal "Growing Your Business by Getting Out of the Way"
Doug is the CEO of TruTechnology based in Jacksonville, FL.
Doug had a personal situation that caused him to have to delegate more than he had at that point. T
here he learned the lesson many founders find, that by getting out of the way and trusting the team his business flourished.
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May 4, 2021
Zay Campozano, IT Help "Leveraging Outsourcing to Grow Your MSP"
Zay is the Director of Business Development and Partner at IT Help, Inc. Zay, a New York based tech firm where COVID hit hardest, had to find a creative way to grow the organization when companies were leaving the city.
Starting with an outsourcing strategy to allow for scale and meet the demands of almost any market, Zay has built the blueprint for his company's long-term success.
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Apr 27, 2021
Virtual Roundtable Discussion "Do you have a responsibility to your community upon exiting your MSP?"
Today we discuss what is the responsibility of the MSP owner upon exit. Most look to take care of their team, especially if they are not being retained, but how about our responsibility to your community? We give our thoughts about an owners community approach after selling their baby.
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Apr 20, 2021
Dave Hodgdon, Portsmouth Computer Group "Engineering the Perfect Exit "
Dave Hodgdon is someone who truly believes that a company’s success – and therefore its owner’s eventual exit – relies on its people. As the president and founder of PCGIT, an MSP that he began in 1996, Dave has a unique exit strategy that exhibits his faith in his people, ensures his top employees remain with the company, and shows his commitment to making others successful.
1:08 – Dave gives us a quick background on Portsmouth Computer Group and how they slowly transformed over the years from a training company to an MSP, to eventually offering security.
7:09 – The guys ask Dave how his company has handled the work from home phenomenon over the past year, particularly when it comes to security. Dave details the difficulties they’ve encountered as well as the significant increase in the number of risk assessments they’ve conducted. He shares how his team has managed to maintain a sense of company culture while working remotely, and stresses the importance of fosterin…
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Apr 13, 2021
Masterclass “The Emerging Role of the vCIO in Account Management”
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Apr 6, 2021
Virtual Roundtable Discussion "Prospecting in a Post-Pandemic Climate"
This episode of MSP Business School serves as a follow up to last week’s Special Edition episode (episode 45).
A few weeks ago, Robb and Tim joined Brian for his monthly learning series at vCIOToolbox to talk about the future of sales in a post-pandemic world. In this episode, the guys answer some follow up questions that came from that webinar and dive deeper into a few important sales topics they come across on a regular basis.
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Mar 30, 2021
Building a Post-Pandemic Sales Team
Prospecting changed dramatically when the pandemic upended our lives and sent most of us to home offices. While sales meetings have been conducted almost exclusively virtually for the past year, this will soon be behind us (hopefully), and a new sales model will emerge. Are you ready?
For this special episode of MSP Business School, your hosts Brian Doyle, Robb Rogers, and Tim McNeil discuss the future of sales as a part of vCIOToolbox’s monthly learning webinar series.
Robb and Tim talk about the strategies they’re beginning to employ with their teams at OSR and the changes that sales teams should be expecting. They share the steps that every MSP should consider in order to set their teams up for long term success.
6:51 – Tim and Robb share their expectations for sales post-Covid. They talk about their experiences in sales pre-Covid and how those were changed during the pandemic, both positively and negatively. They also discuss which Covid-era practices they see sticking aro…
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Mar 23, 2021
Jamie D'Agostino Netology "The Risk You Take When Going Outside Your Contract"
Jamie D’Agostino is the Founder and CEO of Netology, an MSP out of Stamford, CT. Having been in business for nearly two decades, Jamie is no stranger to the various types of specific and individual requests MSPs encounter.
In this episode of MSP Business School, Jamie shares an example from his own life about the importance of setting defined boundaries with your clients.
1:50 – Jamie gives us some background on Netology and how they’ve operated for the past 18 years. He talks about the changes he’s seen in the industry, specifically around the conversations he’s had with potential clients in recent years, and gives us some insight into which partner vendors he sees the most referrals coming from.
7:28 – We talk about the changes the pandemic has had on Netology, including both the negative and positives impacts. Jamie shares that it was a very busy year for them, and that although several of their clients experienced downsizing, they weren’t too negatively affected be…
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Mar 16, 2021
Dave Cava, Encore Strategic Consulting "Vertical Focus = Maximum Valuation"
In this episode of MSP Business School, Dave Cava shares with us how a vertical focus delivers tremendous payoffs. Centered almost exclusively on the financial sector, Dave and his partner grew Proactive Technologies into a very successful MSP: in the span of just 11.5 years, they were bringing in $10 million annually before a very profitable acquisition in 2019.
While many MSPs are hesitant to have such a narrow approach and instead choose to remain generalists, Dave reminds us that being the top expert and “go-to” business in a single, particular field provides an unparalleled advantage.
Show Notes
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Mar 9, 2021
Ross Brouse, Continuous Networks "How to lose $200K on a salesperson and win!"
Ross Brouse is the president and COO of Continuous, an IT company specializing in “making IT personal.” As someone who’s always curious about how things work, Ross shares his experience with the delicate balance between being involved in all aspects of your company and trying to control every outcome. He gives us a glimpse at how the DEY (Do Everything Yourself) approach taught him some very valuable lessons about the importance of letting go and trusting your team.
1:36 – We talk with Ross about his path to the MSP world, how quitting a job was the best decision he ever made, and why flexibility matters when it comes to your MSP’s operations and offerings. Ross also shares his journey from film school to IT, and how running an MSP is incredibly similar to making a movie.
6:16 – We discuss the things that make Continuous unique, and how their team managed to shift from the commodity world to the consulting world. Ross also shares how Entrepreneurial Operating Systems cha…
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Mar 4, 2021
Roundtable Discussion: 3 MSP Trends we are seeing in 2021
In this episode, MSP Business School’s hosts Brian Doyle, Tim McNeil, and Robb Rogers sit down for a roundtable discussion about three of the trends they’re seeing for MSPs in 2021. Brian, Tim, and Robb offer their insight, advice, and predictions about everything from what an MSP needs to consider before making the shift to becoming an MSSP, to what the future of sales will be in a post-Covid world.
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Feb 25, 2021
Tim Schmitt, Switchfast "Taking Big Risks When Facing the Adversity"
n this episode, we talk with Tim about the strategies Switchfast employed to keep business growing through the pandemic, focusing on the importance of improving current client relationships. He walks us through the M&A process that contributed heavily to the company’s growth, pointing to the methodical due diligence of Switchfast’s CEO as the number one reason for its success.
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Feb 18, 2021
James Kernan Kernan Consulting "Explosive Growth when you Engage a Business Coach"
After running MSPs for the first half of his career, James Kernan found himself speaking at conferences about his experience growing and selling businesses. Fifteen years later, his consulting firm has become one of the most successful management consulting firms in the country.
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Feb 11, 2021
Kevin Clune, MSP Growth Hacks “Showing MSP’s How To Hack Their Way to the Top!”
Kevin Clune is passionate about helping Managed Service Providers learn from his own experiences in the industry. As the former Operations and Marketing Director of a US-based Managed Services company (which he helped grow to an eventual acquisition in 2018), Kevin has first-hand experience with the challenges facing MSPs.
Kevin began writing a blog immediately after this exit, focused solely on educating other MSPs and offering resources he wished he’d had when he was starting out. This grew into MSPGrowthHacks.com, a service where Clune and co-founder Paul Green (another ex-MSP Exec) share with other MSPs how they turned their struggling IT Businesses upside down, grew revenue, cultivated profit, and ultimately successfully sold their businesses.
In this episode of MSP Business School, we chat with Kevin about MSP Growth Hacks, their brand new, in-depth, and exhaustive resource MSP Growth Guide (a publication that gathers all resources available to MSPs into one central, easy-to-…
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Feb 4, 2021
Masterclass "Why your first sales rep will fail (and why it may be your fault)"
Many MSP's hire their first sales rep and expect a windfall...then are surprised when it does not work out. In our episode today we discuss why your sales rep failed and why that may be your fault.
Show Website: https://mspbusinessschool.com/
Hosts
Brian Doyle. https://www.linkedin.com/in/briandoyl...
Robb Rogers. https://www.linkedin.com/in/robb-roge...
Tim McNeil https://www.linkedin.com/in/timmcneil3/
Sponsors
vCIOToolbox https://vciotoolbox.com
OSR Manage https://osrmanage.com
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Jan 28, 2021
Craig Taylor, Cyberhoot "When a client experiences a $26K phishing attack, a business is born"
Craig found inspiration when a client had a phishing attack that caused an employee to purchase $26K on gift cards based on an email.
The problem was obvious and he set out to create training that is easy to use and for end users to consume.
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Jan 22, 2021
Teresa Rule "Teaching the Next Generation of CyberWarriors to Defend the Digital Universe"
Teresa is a woman who enjoys a good fight. As a former Marine, she has seen the threats our country faces each day and when she neared retirement she wanted to keep up the good fight and prepared for a career in cybersecurity.
In launching PNT Professional Services with her husband, she put her aim on continuing the fight to protect our great nation. Additionally, they wanted to create an opportunity for service veterans to gain the skills to start a post-military career in cybersecurity.
In our conversation today Teresa shares with us the training MSSP's should consider for their staff as they build their security practices. In fact, Teresa is holding a virtual conference, The RNT Cyber Ethics Conference, bringing some of the top minds together for 20+ sessions over three days (Feb.16-18) for only $50!
A woman with many anecdotes around tales of cyber threats we focus in on a story of a modern day cattle heist. The Wild, Wild West has gone Hi Tech.
Join us today for an action pack…
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Jan 14, 2021
Brian Doyle, vCIOToolbox "Why Strategic Account Management is Vital to MSP Success
Today we turn the tables and have our Co-Host Brian Doyle on the show to talk about the importance of the vCIO Role. As the CEO and Co-Founder of vCIOToolbox, Brian works with MSP's globally to build strategic account management programs. These programs help the MSP keep the client informed, elevate their perception as a partner, and drive a technology roadmap that creates win/win outcomes for both the client and MSP.
In our discussion we talk about how MSP's often focus on client acquisition and service delivery. Those are two key pillars in all service providers, but often overlook is a strong process of staying engaged with the client post-sale and on-boarding.
Brian talks about how MSP value is always equated to MRR, but one of the most overlooked steps for many MSP's is managing and controlling the client relationship. Too many times, once on-boarded, the primary point of contact for the client is the helpdesk team. Thus the health of the relationship often is being guarded by y…
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Jan 5, 2021
Jesse Hill, Tier 3 Solutions, "Treat your team well and good things will happen"
Jesse Hill is the President of Tier 3 IT Solutions a MSP located in Edmonton, Alberta. Jesse chats with us about running a business he grew up in and the lessons he has learned since taking over the business.
We start with Jesse's story about an acquisition they made and the challenges they faced during the transition and in their approach to the merging cultures. He discusses things that they did not evaluate during this acquisition that impacted the bottom line.
Jesse then moves to a story of an event that helped shape Tier 3 Solutions. He attended a conference that helped him see that they truly did not have a defined sales process and how this led to an overhaul of their sales division. We discuss how you can't shortcut the process and steps they took to get sales in line and improve the close rates.
Jesse then shares steps they are focused on for 2021 that will help them grow and develop as an organization in 2021. Tier 3 is planning improvements to keep the team engaged as the…
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Dec 15, 2020
Abe Garver, "What MSP's can do to prepare for M&A in 2021"
Abe Garver and Focus Investment Banking are Merger and Acquisition specialists focusing on the small to mid-market Managed Service Providers with transaction sizes between $5M and $50M.
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Dec 8, 2020
Guy Walton, CAMO "Going Phishing with a Former FBI Cybercrime Guy"
Show Website: https://mspbusinessschool.com/
Guest
Guy Walton. https://www.linkedin.com/in/cybervirture/
CAMO
Hosts Brian Doyle. https://www.linkedin.com/in/briandoyl...
Robb Rogers. https://www.linkedin.com/in/robb-roge...
Tim McNeil https://www.linkedin.com/in/timmcneil3/
Sponsors
vCIOToolbox https://vciotoolbox.com
OSR Manage https://osrmanage.com
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Dec 1, 2020
Craig Reeds "Protecting the Production Lines From Cyber Crime"
Velta Technologies is a firm that specializes in providing security services for the industrial space. Based out of St. Charles, Mo. their practice focuses on the security needs of the manufacturing, utility, and maritime verticals. Craig serves as a Cyber Security Engineer for the organization and in this episode he shares with us an area not often travelled by many MSP's, but can be an area of opportunity, Operational Technology Networks or OT.
With the growth of IoT devices coupled with aging production machines this area can often be overlooking in its importance and access within each business and become a huge target for the hacking community. Craig starts the discussion describing what is the first step in security the OT, a Cyber Security Assessment for exposure risks and technology gaps.
He then shares with us about how electrical utilities have many compliance regulations for its power generation system and need to be NERC compliant (North American Electrical Reliability Co…
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Nov 17, 2020
Stuart Selbst, Industry Veteran "Customer Success Starts with You"
Show Website: https://mspbusinessschool.com/
Stuart Selbst joins us in today's episode to discuss the customer experience and steps we can take to have long-term success. We begin the discussion talking about Stuart's path from corporate IT, to MSP, to MSP Coach, to Vendor, and back to MSP.
We talk about the customer journey and how important it is to stay in front of your customers to drive long-term success, but that also requires the right individual to lead the customer relationship.
We talk about a solid customer relationship breeding loyalty and financial reward for the MSP as the relationship becomes the gift that keeps on giving. Stuart discusses how he had a client that he built such a strong relationship with that they asked to increase their fee. They looked at the value given and the long term need, and quickly realized they were not paying enough to ensure that the MSP (their trusted partner) would be there when called upon.
Robb shares how right now the hunters are lo…
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Nov 10, 2020
Roundtable Discussion: Commoditization and Competition During COVID
Today we discuss the marketplace as the pandemic rages on. May MSP's are fighting to stay afloat as we head into what looks like it can be a long winter. Robb starts the discussion sharing that in the peer groups he operates sales pro's are indicating that the race to the bottom is on.
We then dive into the difference between building strategic relationships for the long-term vs. solution selling. The goal of a strategic approach is getting closer to the customer and by leveraging a more aligned approach to client management, margins can be preserved.
Brian talks about the fact that the solutions starts through understanding. We are seeing a trend to solution first selling where solutions are't being fully fleshed out and quotes are hitting the streets.
We then discussed how both companies strategies need to be aligned to have a successful relationship and to box out commoditized competitors. Tim and Brin discuss how sales reps can struggle with the strategic discussion as it is a c…
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Nov 3, 2020
Peter Strahan, Lantech, "Sometimes it takes a fire!"
Peter Strahan is the Managing Director for Lantech located Dublin, Ireland.
Peter shares with us a story of a disaster in the form of a fire that hit his customer's building and how in that moment Lantech's unseen value came front and center.
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Oct 27, 2020
Robert Cioffi, Progressive Computing "No Man is an Island"
Robert Cioffi is COO & Co-Founder of Progressive Computing located in Yonkers, NY. Launching in 1993 very early in his and his partner’s careers they learned a lot through the school of hard knocks. One of the primary drivers of his company’s long-term success was engaging a coach and being part of a peer group.
Robert starts the conversation is it takes a certain mindset and ego to start a company, but that can also be one of the biggest blockers to growth. Coaching helped him learn the things he didn’t know and start changing the business model, launching managed services in the early 00’s.
He speaks about his business model and how it differs from the average MSP. Many speak of the “All you can eat (AYCE)” model, but Progressive has taken that to a very literal stance. They include all projects within their plans.
They view the relationship as a true partnership with their clients and truly have adopted and internal IT department mindset of we do what the client needs…
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Oct 20, 2020
Carrie Simpson, Managed Sales Pros, "How I opened a call center overnight, from another country"
Carrie Simpson launched Managed Sales Pros in 2013 as a call center serving the MSP market. Starting with a contract in her native country, Canada, the operations quickly grew. A contract opportunity was presented to her and almost overnight she launched operations in the U.S.
Managed Sales Pros hit a market need that is large in the MSP community, customer acquisition through cold calling. With many of the MSP's being Technologist led organizations, sales can often be a foreign process.
Sometime acquisition comes quickly and without the intention to sell. Carrie speaks of how she reached out to a company to help her with her strong pipeline and staffing needs. With more business than people she could hire in the Las Vegas market, she approached EB Quckstart for assistance with overflow. Their response was how about we just buy your operation, and before you knew it the deal was done.
Post-acquisition Carrie still operates Managed Sales Pros in Canada, but has her eye on the next ch…
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Oct 13, 2020
Jeff Grande & Mike Paone, TBNG Consulting "Building an MSP from 2 to 50 and what we learned along the way"
Jeff Grande and Mike Paone launched TBNG Consulting started their company as many MSP's have, bootstrapping the business while working full-time jobs, in their caae from different states. They accelerated the growth through grit and determination knocking on neighborhood doors and working evenings to kick off the company.
One growth hack that they learned was truly engaging the channel and making investments to become the local leader in newer channel entrants and building long term relationships. Mike shares how he grew those relationships, but does add you "have to sleep with one eye open". n It is also about having clear boundaries with the vendor on what they are willing to sell.
In sharing how they grew TBNG Jeff shares that no growth comes without peril. IT was a constant reinvestment into the business and hiring quality people that they trusted then helping them learn their role.
They also talked about understanding where your deficiencies personally are. In 2012 they reflect…
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Oct 1, 2020
Turning the Tables ” An Interview with Robb Rogers and Tim McNeil, OSR Manage
Today we turn the tables and interview two of MSP Business Schools Co-Hosts, Robb Rogers and Tim McNeil. Robb and Tim started OSR Manage. Originally started as an MSP Lead Generation company OSR has morphed into a Virtual Sales Management juggernaut.
The OSR Manage team focuses on helping Tech Founders build winning sales teams. Their approach which is a mix of Executive, and Sales coaching coupled with peer groups for the individual reps has helped 100’s of companies succeed in s
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Sep 17, 2020
Leigh Wood, Node IT “How a $50K Loss Improved our Business”
Leigh Wood Owner and Director of Node IT Solutions in Biggleswade, England joins us today and shares a story of persistence in the face of adversity. We learn how when faced with a crisis that can cause a company to cease operations, Leigh and his team rose up and met the challenge head on.
Leigh starts with a conversation of his companies rise from its roots as an IT consultancy and its ultimate migration into becoming an MSP. Having formed Node IT Solutions with a co-founder, Leigh initially served as the lead technician. Soon his partner left the business and Leigh began the transition from technician to the business leader holding the main responsibility for Node IT’s sales.
We then moved to a discussion of the biggest challenge that Leigh faced as a small business owner. Returning from vacation, Leigh stepped off the plane to a text none of us would ever like to receive, a client who owed 50,000 pounds announced that they had gone out of business and that debt will never be co…
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Sep 10, 2020
Jason Schaller, Anderson Zurmuehlen "MSSP's: The Wild, Wild West of Risk Assessment"
Jason Schaller joins us in today's episode to discuss the importance of regular assessments and compliance reviews. Anderson Zurmuehlen started as a traditional audit and accounting firm and ultimately added technology as a division of their business. Leveraging their existing relationships where trust was established it only made sense to move into IT where trust of private information is also required.
Jason is responsible for both internal security and serving as the vCISO for the AZTS technology clients. AZTS has built a strong advisory firm focused on IT governance and performing audits like SOC2 and CMMC..
Jason tells us how there is a huge opportunities for MSP's to provide security based resources to the small to mid-sized business community.Accountants have long been conversing with clients about risk management and in his role he is able to use that common language and extend it to IT.
We then discuss how many MSP's are changing their models to MSSP, but most are falling s…
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Sep 3, 2020
Todd Whitley, Brightwire Networks "If You're Not Growing, You're Dying!"
Today's Interview Series guest is Todd Whitley, CEO and Partner for Brightwire Networks. Brightwire started as the traditional owner-led sales organization, and has since completed the transition to a mature sales team. Todd sees 5-year business cycles within his business. They key is being adaptable and focusing on growth.
A key to Brightwire's success is building trust with clients and the sales team to drive the sales relationship. We talk about the responsibilities an MSP and its ownership has to supporting staff, clients, family and community.
One of the biggest challenges Brightwire faces is the pace of change within the technology sector and helping the team keep up with new tech. Todd explains that Brightwire's mentality as a Business first service provider has given them the ability to control the pace of new technology and when their clients will implement new services.
Through consultative advice, business alignment, and strong client relationships, Brightwire is not forc…
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Aug 20, 2020
Roundtable Discussion: Selling Large, Service Models, and Peer Groups
In this episode we recap some of the highlights from our past 5 guests. As experts in the field we have seen that each has their own approach in achieving success. Robb, Tim, and Brian discuss hat they learned and share their opinions on whether they agree or disagree.
We start with a discussion that centered around discussions with Craig Skevinington and Matthew Bookspan. Each has experienced a large, game changing sale and each shared with us what it took to win the deal. The biggest takeaway we learned as each put in about 100 hours of business development time to win the deal. We discuss the tactics you need to take to win a big deal and how it is not for the faint of heart.
We also talk about service models and whether of not a dedicated resource model trumps the pod model for providing support to your key clients.
We close with a discussion around peer groups and how they have helped most of the experts we met with and what they have done for our own businesses'.
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Aug 13, 2020
Tommy Wolosin, NetWorks "Creating Customer Loyalty through an Amazing Culture"
Today we speak to Tommy Wolosin, one of two partners operating NetWorks in Nashville, TN. Tommy talks to us about creating an amazing culture to drive both client and customer relationships.
We start with a conversation around how NetWorks started operations and how growth came from Tommy networking heavily in the Nashville area. We talk about how peer groups and coaching were fundamental in breaking past growth driven by hustle into a more predictable sales model.
We then transition into creating a culture that both customer and staff wanted to be a part of. Tommy shares how Net Works has long term and close relationships with many of their customers. They leverage a strong vCIO process to drive engagement and loyalty in their client relationships.
We also discuss how that culture spills into the business with most employees being part of the team for 10+ and the tactics that Net Works employs to meet the needs of both the business and their team.
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Aug 6, 2020
Jon Rees, Allied Communications “How UCaaS and CCaaS Can Be a Tool for Success in our New Working Conditions”
Jon Rees joins us today on MSP Business School. Jon is the Head of Technologies for Allied Communications, a Communications focused service provider with a large focus on the Casino and Gaming industry. In fact, they are the provider for 37% of the Las Vegas strip and 60% of Atlantic City.
Today we discuss how to approach the enterprise space with a solutions focused approach. How once you crack the first enterprise account, you have to work your relationship to help guide you to the next enterprise opportunity.
We shift gears to solutions to drive the remote workforce. Jon explains how UCaaS and CCaaS can simplify customer interactions in a world of expanding remote workforce. We talk about customer experience and how that can make or break a relationship.
Jon tells us where contact centers can enhance the experience and client support. It can also help managers keep tabs, especially when your team is geographically dispersed.
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Jul 30, 2020
Eric Kiehn, C&W Technologies "Using a Down Economy to Innovate and Succeed"
In today's episode we speak with Eric Kiehn, the owner of C&W Technologies. His service provider business has lasted 36 years and has seen good times and bad. Eric tells us about those experiences and the downturns often led to new revenue opportunities.
Eric speaks about how as he went into the last great recession in '08 it opened up a new market in cloud services for his break-fix shop. Through the need to control costs it opened up a new recurring revenue model. In fact, cloud drove the MSP services vs. the other way around.
Eric also shares how peer groups changed his business and his life. How the feedback from peers, both inside the industry with other MSP's, and with local business leaders shaped his leadership perspective and helped C&W Technologies innovate.
He then shares about C&W's approach to the COVID-19 crisis. Change is more apt to happen during these down periods and clients are open to ideas they may have rejected in the past. He adds that C&W Technologies built a…
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Jul 23, 2020
Matthew Bookspan, Blacktip IT "The Courage to Launch When The Forces Around You Say You Shouldn’t"
Today we start our Interview Series with our first guest Matthew Bookspan talks to us about the launch of Blacktip IT. He did this at a time where most of us would be avoiding risk. Holding a six-figure job and with a baby on the way, Matthew and his wife made the decision to start and IT company and he has never looked back.
Matthew starts by telling us the story of his launch and his decision process to make the jump becoming and IT Service provider. Not only did he take a big risk for himself and his family he went a step further focusing Apple Solutions at a time where Apple could only be termed as 'hyperniche".
Matthew takes us through his journey of going from startup to a multi-million dollar service provider. His story is a great one as he shares the focus and strategy he used to drive growth, keep costs in-line and even fire 200 clients on a single day.
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Jul 16, 2020
Craig Skevington, Steadfast IT "How to Hook a Whale"
Today we start our Interview Series with our first guest Craig Skevington, the founder of Steadfast IT. Steadfast started as a traditional break-fix house, moved to managed services and then took the bold step in focusing on multi-location companies with remote workforce.
Craig shares with us the steps his company took to drive success. This included building a portfolio and driving customer acquisition. Craig discusses how their focus is over delivering to their client base.
By focusing on service analytics and searching to the repeatable issues that affect their clients to streamline support. This yields an 8 minute ticket response goal, and leverages skill based routing for support. This approach increases client happiness and drives referral business.
We then move into Craig's story about the process he took in order to "hook a whale", an extremely large deal his organization has in their portfolio. He discusses the sales process, how critical it is to listen and find the pain,…
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Jul 9, 2020
Motivation through Sales Metrics
On this episode we do another virtual case study on using sales metrics as a source of sales rep motivation.
Brian kicks off the conversation talking about a rep he took on through an acquisition. This rep was a textbook salesperson with a mission. We go into how this mission will drive success
From a metrics perspective this rep was consistent, and his sales metrics reflected that consistency. Knowing how he operated he needed less of a sales manager and more of a sales coach. Someone to keep on track.
We discuss sales DNA and learning what a sales rep looks like based on their DNA. Once this DNA is recognized, it becomes easy to pull the right levers to move the needle.
Robb talks about to provide reps with systems and support in the sales operations process. What tasks should the rep own what tasks should belong to others? We discuss how to approach this.
We then discuss the activities that are required and how you can use ConnectWise sales activity points to manage the Busines…
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Jul 2, 2020
Overcoming Sales Objections – The Two-Headed Monster
As MSP’s work with their clients’ it is easy to get complacent and work exclusively through your primary point of contact. What happens when then contact is not the sole decision maker and has an equal partner who has equal say in your renewal decision. Can you be at risk?
Robb and Tim share a real-life case study of a client who ran into the exact issue described above. The client had been a long-term relationship of the MSP, but primarily in a break-fix fashion. The relationship to date had been primarily reactive. Also, client had added a Level 1 tech making this an even more difficult renewal.
The MSP walked into the renewal finding out that the client that “who loved them“:
* Had been educated to the concept of Managed Services by a competing vendor who provided a proposal.
* The proposal was much lower than his existing fees.
* The other partner liked his model and price.
Tim and Robb then share how the customer worked the deal, and the good, bad, and ugly of th…
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Jun 25, 2020
How TSP's can stay engaged with their clients
Today's conversation focuses on client engagement, especially when things are slow in the relationship and things are working and we have moved to cruise control.
Brian kicks this one off with a discussion around relationship building and how it is critical to not neglect the relationship or take it for granted. So, how can we start this conversation when we don't have much to say? It's all about ice breakers and asking questions about the clients business. This conversation needs to go beyond the point of contact and you need to engage with all key stakeholders in the process.
We discuss how there are always changes going in the client environment. Personnel changes, customer wins, budget changes. These forces can change the client view on our relationship and we need to stay in front of our client so we can see opportunities and problems that may be coming.
We can do this through live touch points, CSAT or NPS surveys and gain information we can use. The challenge is most Account…
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Jun 18, 2020
Breaking Down the Sales Prospecting Process
Today's we break down the prospecting process, how to get organized, focused, and targeted in your plan.
Robb kicks off the conversation with the concept of the Dream 250, a process OSR Manage and their sales teams live by. This process helps you get laser focused and find those valued relationships each sales rep requires.
Tim discusses tactics to get to those target prospects. We dive into a multi-channel approach to sales prospecting and using cold-calls as intelligence gathering. It's not easy to get to your best prospects and the process helps you make each step a valuable exercise on the way to engaging your target.
We then engage on how to qualify MSP clients so prospecting time is not wasted on low value targets. We discuss the information you need to obtain and when to cut a prospect loose.
We also address the common sales gripe, "the leads are no good and I don't have enough". The truth is not the leads, but your approach and mindset will really dictate success. Most reps…
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Jun 11, 2020
How Does Your Management Style Change with a Remote Workforce?
With more an more staff working from home and many businesses looking at making that move permanent for their staff, we look at the impact on manage those teams and steps to take to keep everyone productive.
Sponsored by vCIOToolbox and OSRManage
Today's episode focuses on a trend that been growing steadily over the last decade, the remote office workforce. The work from home model has had steady year over year growth for quite some time, but the recent pandemic event made it a necessity.
Companies are now looking at the overall pro's and con's of this workforce model and many are putting in place plans to not bring many of their employees back into the office. Ultimately, for some businesses this offers the opportunity for reduced operating costs through eliminating rents.
We kick off the discussion with Robb discussing the OSR Manage approach to virtual management and how they are leveraging teams to get the team on the same page.
Tim follows with talk around needing to increase…
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Jun 4, 2020
Should I Focus on a Specific Vertical
Going Vertical! Sounds like we may be talking with skater or snowboarders, but the vertical we will be speaking about today is singular focus on one industry. Many MSP's have adopted the vertical approach, and quite a few with huge success as we can see in the ChannelE2E's Annual Top 100 Vertical MSP report.
But the big question is can a vertical focus be right for my MSP, and is the risk associated with a single industry to big a risk to put all your eggs in one basket?
Robb kicks us off with his opinion and we quickly learn that he is not a fan of the vertical approach. The risk in his perspective of an industry going dry or facing an economic downturn is too big an impact for many MSP's to survive. This is being shown here in the pandemic as you see MSP's that singularly serve the hospitality and entertainment venues seeing big channels.
Brian brings a discussion of not a complete vertical focus, but implementing "pocket verticals" and taking success you may have had as an early…
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May 28, 2020
We Are Going Farming
In this episode we dig deep into the role of the MSP Inside Sales Representative.
Robb starts the discussion with some of the key responsibilities of the farmer rep and discusses their involvement in deal registration and renewals, proposal generation and customer service.
Brian discusses how MSP clients can be the 'gift that keeps on giving" and how it is crucial to keep close to your client and the account manager function needs to support the account and understand the client drivers and obstacles and communicate that internally.
The role of vCIO drives the farming process. In building a roadmap we are better able to illustrate a long term plan. This allows for better client budgeting and shorter sales cycles if executed properly.
We then dive into key activities around communication, cadence, and duties. this includes staying informed on client and propsect news. They keep tabs on press releases, annuncements, and events to keep the entires team aware of current events.
The fa…
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May 21, 2020
MSP Sales Models that Work
In this episode we MSP Sales models that can be leveraged beyond the owner led sales model. We discuss how to get started and the steps you need to take to set yourself up for long-term customer acquisition success.
Tim starts the discussion in outlining owner led sales. This is the most common way most MSP's get started. Robb expands on the owner-led sales model generally starts with the 'friends and family" referral approach and how that doesn't scale. We discuss the realities of this model and why it often doesn't scale.
The discussion then moves into sales tactics and how the money is in the follow up. This starts in the prospecting phase and moves through each step in the sales cycle for MSP's. When this becomes a larger problem this can be an indicator that it is time to expand the sales team.
Robb talks about getting focus and really driving opporunity by building your 'Dream 250". Many MSP's do not focus on clients that are similar to the companies that they have had success…
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May 14, 2020
Social Media Strategy with Jason Moss
In this episode we have a special guest filling in for Robb and Tim. Jason Moss, Director of Marketing at Allied Communications, shares with us the tips and tactics he has employed to grow the Allied following by nearly 600% in seven months on the job.
We begin with a discussion on strategy and the approach model Jason leverages when creating content for the team and when he is posting directly. We talk about the first step is to engage. Early in a social media strategy, commenting and engaging is often more important that posting in raising brad awareness and demonstrating thought leadership.
Jason then dives into how you can train many social media algorithms on the content you prefer and the contacts you want to see most often.
Jason then dives into how you can train many social media algorithms on the content you prefer and the contacts you want to see most often.
We talk content creation and how to find ways to engage people without "post fatigue". As we move through the COVID…
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