Show Website: https://mspbusinessschool.com/

Welcome to another engaging episode of MSP Business School, where your host Brian Doyle dives into the pressing issue of cyber insurance claims, which shockingly sees over 40% rejected, posing significant threats to businesses. In this fireside chat, Brian navigates through the core challenges MSPs face when dealing with cyber programs for their customers, urging them to build robust security and governance frameworks to minimize risks and ensure their claims are payable during security incidents.

In this episode, the transcript illuminates how MSPs can enhance their cybersecurity offerings by focusing on accurate application processes, comprehensive policies, and improved risk management strategies. By implementing frameworks like NIST CSF or CIS, MSPs can better serve clients, ensuring that gaps are identified, and risks mitigated effectively. Brian stresses the value of multifaceted cybersecurity programs, from human capital considerations to architecture, tools, and advisory services, offering insightful strategies to build resilient client partnerships and establish themselves as trusted advisors in the C-suite.

• Cyber insurance claims see a 40% rejection rate, often due to inaccuracies in insurance applications.

• Creating a culture of cybersecurity through detailed policies, user training, and risk assessment is crucial for businesses.

• MSPs are encouraged to adopt a governance layer, leveraging frameworks like NIST CSF, to facilitate comprehensive risk management profiles.

• Emphasizing the role of VCISO, MSPs should assist clients in developing strategic cyber programs addressing architecture, tools, training, and compliance.

• Ensuring robust incident management and cybersecurity defense programs can safeguard against both immediate threats and long-term reputational damage.

Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/

Sponsor vCIOToolbox: https://vciotoolbox.com

Show Website: https://mspbusinessschool.com/

Guest Name: Larry Meador LinkedIn page: https://www.linkedin.com/in/larrymeador/ 
Company: Cavelo Website: https://cavelo.com

Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/

In this episode of MSP Business School, host Brian Doyle engages in a vibrant conversation with Larry Meador from Cavelo. Brian touches on his past experiences and insights into the MSP space, setting a friendly and informative tone for the discussion. Meanwhile, Larry shares his rich career journey, shedding light on the lessons learned and transformations observed in the industry over the years. The episode explores Larry's transition through different roles and companies, concluding with his current position at Cavelo, where he is instrumental in their mission to redefine attack surface management. Larry Meador delves into Cavelo's core functionalities and the significance of its platform in addressing the complexities of modern MSP environments. He emphasizes the shift towards comprehensive data management, identity access management, and asset discovery as key elements in an MSP's cybersecurity framework. Larry highlights the growing importance of understanding the whereabouts of sensitive data and the increasing demands of cyber insurance protocols. This episode is packed with valuable insights into leveraging technology for compliance and security optimizations, sustaining a trusted adviser role in the MSP sphere.

Key Take Aways: :

• Larry's Career Path: With over 20 years in the MSP space, Larry Meador enriches the discussion with his extensive background and transitions through various roles leading up to Cavelo.
• Cavelo's Platform: Cavelo offers an attack surface management platform focusing on data discovery, asset discovery, identity access management, and vulnerability management for MSPs.
• Increased Compliance Needs: The conversation underscores how compliance and cyber insurance requirements are reshaping the responsibilities and capabilities of MSPs.
• MSP as Trusted Advisors: Larry points out the evolution of MSPs into roles similar to management consultants, emphasizing proactive data and security management.
• Industry Evolution: Addressing the broader industry shifts post-COVID, the discussion draws parallels with past trends, setting the stage for the future of MSP services.
  
  
  Sponsor vCIOToolbox: https://vciotoolbox.com

Show Website: https://mspbusinessschool.com/

Guest Name: Paul Daigle 
LinkedIn page: https://www.linkedin.com/in/pauldaigle100/
Company: BizAdvisoryBoard
Website: https://bizadvisoryboard.com/

Host Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/

Brian Doyle is joined by Paul Daigle from bizadvisoryboard.com to discuss navigating the MSP landscape. Paul shares insights on transitioning from a VAR to an MSP, growth through acquisitions, and the importance of specialization in markets. They delve into the challenges of scaling MSP businesses, focusing on moving through financial peer groups, and understanding business valuation. Paul introduces tools to help MSPs assess their business worth and provides guidance on accelerating growth. This episode is packed with practical advice for MSP owners aiming to enhance their strategic direction and value.

Sponsor vCIOToolbox: https://vciotoolbox.com

In this episode, our team talks about the tactics to accelerate revenue growth.  With many MSPs and MSSPs focused on the holy grail of recurring revenue, there may be some low-hanging fruit to boost your top line and expand your profits.

2:04: Tim opens the discussion by talking about a trend where MSPs feel the need to diminish hardware revenue.  He talks about tactics to work deal registration, discounts, and spiffs to dramatically grow your margin on NRC projects.

4:27: Robb talks about contract reviews and the mindset of not rocking the boat with MRR customers.  If you are not looking at increasing rates for your services within your contracts you will ultimately be losing money (think inflation).  Brian shares his thoughts about the deals that can haunt you if you don't correct them.

9:15: Brian suggests never discounting, but adjusting the scope to the right size on underwater contracts. Robb and Tim share their tactic of reducing the inflationary clause in exchange for time commitment driving a win/win for both parties.

13:04: New customer acquisition strategies and ensuring you are market-pricing are critical.  Leverage peer groups, trade shows, and market demographics to build pricing models.  Robb also mentioned asking for contracts "to ensure apples-to-apples comparisons to get market pricing.  They had an 80% success rate in looking at contracts.

 16:04: We close by looking at how to goal yourself on customer acquisition.  Robb hits the fact...you need to prospect, prospect and prospect.

Vince Tinnirello joins us today on MSP Business School. Vince leads the Business Development team for Anchor Network Solutions and today we talk about the steps he has taken to help grow the business 2x in three years.

2:01 –  Vince kicks off his backstory by sharing the career path that ultimately sent him towards a career in IT.  Coming from a hospitality background, Vince saw that the standard IT companies they worked with didn't deliver with a customer service focus and that became his mission

7:26  – Brian shares his experience in the hospitality sector and Vince responds by sharing about a presentation he has given in the past about "Customer Service the Marriott Way" and shares how problems and questions in the hospitality industry translates to the issues we face in IT.

11:41  – Robb kicks off a discussion on how Anchor got past the $2.5M barrier that many MSPs get stuck at and grew to $6M+ in just 3 years. Vince shared how he helped the team get past that and the steps taken by his management team to drive upward success.

15:03  - The conversation shifts to client assessments/raters that allow you to measure the relationships with your customers.  Tim brings up criteria for firing a client and the team expands on this concept.

22:26 - We close out the conversation of how Vince came to understand how culture is real and plays a part if generating client success.

In this episode, our Brian and Tim talk about Risk Based Selling an how it can drive a more consultative discussion where customers can make a more informed decision about projects and services.

We discuss that the biggest reason that customers do not want to engage in meetings like QBR's is often because it is treated like a sales call by the MSP vs. an opportunity to learn and grow a relationship. Risk based selling can change the narrative.

When leveraging risk based selling process you need to first understand how the customer views risk in their business and then match your discussion to their viewpoint.

We need to help them understand the risk factor and what the cost to be to their business if that risk is realized. This will arm them with the proof points they need make a decision they feel confident about when choosing technology initiatives to move forward.

George Smith joins us today on MSP Business School and we discuss how important it is for MSP's to manage and monitor their clients cloud services and if they do not, someone else will.

2:01 –  George shares his backstory that begins in Northern Ireland, with a stop in London, before settling in his home of Canada.  He talks about his start in tech originating in web development, finally landing at Augmentt

5:25  – George share the history of Augmentt and how the idea for the product came to be. With the support world moving to the cloud MSP's need a tool to manage it.

9:25  – George shares how SaaS management can go beyond risk and help as well with productivity. The conversation shifts to shadow IT and how to manage that problem facing our clients.

13:48 – The conversation pivots to Microsoft 365 management and how to go beyond the Secure Score to drive new opportunity.  Augmentt can support that process and add other security information to help the customer better understand where the total gaps reside.

15:50  - Tim addresses the sales opportunity behind SaaS Management and George shares how MSP's can generate new revenue through security scans as part of the prospecting process.

19:00 - The conversation shifts to user education.  To reduce security issues companies need to build policy to support acceptable applications and users need to know the risk of not following the guidelines to security for the organization.  It starts with a proactive view vs. a reactive approach.

22:22 - We close the episode with a discussion of how to engage with Augmentt and a secret approach to how to get to know Augmentt better (hint Top Golf).

Garret Peaslee joins us and tells the story of a person that has seen it all in the IT services space. Starting in 1986 before the internet, Garret has show the ability to adapt to change and grow a business and expand.

1:17 –  Robb, Tim, and Brian recount their trip to CompTIA ChannelCon and share a story about the "Ducky Derby".

2:47 – Garret starts the conversation sharing his background which starts with him starting operations in 1986, pre-internet, pre-networking, as a desktop publishing service provider.  This launched a career of adjusting and adapting to meet the evolving technologies.

7:38 – Garret shares how as the internet began to explode he and his team invested $5M and built a data center.  This opportunity drove Garret into the world of MRR.  He and Brian share war stories from the data center.

13:03 – The call shifts to his sale of his company.  Once they hit $18-$20M in revenue they enlisted a broker to support the sale.  It was a successful exit and it keep the majority of the team remaining employed post-transaction. A big concern of him and his partners was to find them a safe landing.

16:56 – Tim starts a discussion of how not only was Garret the CEO of Secant, but he also led the sales team. A rare occurrence in the Managed Services industry for a mature MSP.  Garret then shares how it was a passion of his and that is why he kept the controls.

20:09 - They close the episode with a deep dive into the selection process for and M&A broker.  This includes the consulting that broker provided to help drive the sale, the handling of the legal process with a high-end attorney, and leading the marketing process.

In this episode, our team talks about the Whitespace opportunity.  Existing customers offer a huge opportunity to grow revenues and every MSP shares in this chance to expand their relationship with clients.

The Whitespace opportunity starts with an assessment of where each client stands against your tech stack and your standards. When you identify the gaps, you can identify potenitial.

Brian, Robb and Tim engage in a discussion that outlines tips that MSP's and MSSP's can use to to grow their revenue within each customer through cross-selling and upselling opportunities.  Join us as we share how you can grow sales immediately through a whitespace analysis of each client's environment and download our worksheet to do so at our sales development application site Sales MaturIT.

We’re thrilled to have Peter Duflo, join us for an incredible episode. This one is jam-packed with useful information, tidbits, and challenges for anyone thinking about building a leadership team.

2:44 – Peter kicks off the call with his background as an MSP leader who has sat on both sides of the M&A event over his early career.  His experiences led him to realizing that many MSP's needed guidance on the M&A process.  This led him to do some M&A work.  In 2008 when the firesales started, he moved into helping MSP's in finding key talent.

5:36 – Brian kicks off a discussion on why an MSP need recruiters and how it can help accelerate company growth.  Peter shares his model that helps focus MSP's on bringing on key leadership talent when their MSP exceeds $5M in revenue.

10:50 – Tim drives the conversation of the new remote business models and how that plays into recruiting leadership.  Peter shares his experience on executive teams and remote work and the feasibility of a mixed executive team.  This conversation transitions on where to find these resources.

17:57 – The call shifts to culture and how feeling like part of the team and helping the greater good for society are key critieria that is driving a lot of the leadership movement.

19:40 – Conversation turns to search timelines. How long does an executive search take and Peter shares some amazing numbers around hiring timelines.

In this very special episode we introduce to the MSP industry our new Sales Development Platform entitled Sales MaturIT.  This new platform allows MSP's and MSSP's to evaluate their current Sales Maturity Level (SML) and create a guided, self-paced patch to reaching their sales goals.

The platform is geared to meet service providers at that stage their sales team currently resides.  Our approach takes you from the early stages of sales, typically owner led, and guides you through activities and strategies to help you grow sales both in velocity and revenue growth.

It starts with a self-assessment, allowing you to self evaluate the current state of your sales process.  That assessment will allow Sales MaturIT to create a customized training roadmap for your organization.

In this system you can also track your sales financial picture.  Insert a minimum of your last four quarters of sales data and then head to our goals plan, where you can modify growth indicators like customer count, MRR, and contract value to build a sales plan to meet your long term goals.

Sales MaturIT serves as a virtual coach, helping you grow your business and stay on track.

Show Website: https://mspbusinessschool.com/

Guest Name: Hartland Ross https://www.linkedin.com/in/hartlandross/

Company: eBridge Marketing and The HostBroker https://www.ebridgemarketingsolutions.com/ https://www.thehostbroker.com/

Hosts Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/

Robb Rogers: https://www.linkedin.com/in/robb-rogers-07415251/

Tim McNeil: https://www.linkedin.com/in/timmcneil3/

Sponsors vCIOToolbox: https://vciotoolbox.com

OSR Manage: https://osrmanage.com

We’re thrilled to have Hartland Ross, join us for an incredible episode. This one is jam-packed with useful information, tidbits, and challenges for anyone thinking about a future M&A transaction.

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.

• 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: https://mspbusinessschool.com/

Guest Name: Doug Kreitzberg 
LinkedIn page: https://www.linkedin.com/in/dougkreitzberg/
Company: Seedpod Cyber
Website: https://seedpodcyber.com/

Name: Matthew Koenig
LinkedIn page: https://www.linkedin.com/in/mkkoenig/
Company: Nodeware
Website: https://nodeware.com/

Name: Sean Lardo
LinkedIn page: https://www.linkedin.com/in/seanlardo/
Company: ConnectWise
Website: https://connectwise.com

Host

Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/

We’re thrilled to have fellow MSP podcaster and YouTube personality, Dave Sobel of MSP Radio, join us for an incredible episode. This one is jam-packed with useful information, tidbits, and challenges for anyone in the MSP industry.

Dave Sobel: https://www.linkedin.com/in/davesobel/

MSP Radio: https://www.mspradio.com/

Back for the third time on our podcast, Abe Garver of FOCUS Investment Banking joins us for an update on M&A in the MSP industry.

ChannelE2E article referenced by Abe: https://www.channele2e.com/influencers/5-msp-valuation-drivers/

Abe Garver: https://www.linkedin.com/in/abegarver/

FOCUS Investment Banking: https://focusbankers.com/

Jerry Koutavas of The ASCII Group is a household name in the MSP community. In this episode of MSP Business School, we get to hear directly from one of the foremost leaders in the industry as he and the hosts discuss where the MSP industry is now and where it’s headed in the very near future.

Jerry Koutavas: https://www.linkedin.com/in/koutavas/

ASCII: https://www.ascii.com/

As one of the few companies that started during the dial up days, Shane Naugher has seen many shifts and changes in the industry. The evolution of DaZZee IT Services is a master class in paying attention to trends and staying ahead of the curve, even when it’s uncomfortable and pushback is strong.

Shane Naugher: https://www.linkedin.com/in/shanenaugher/

DaZZee IT Services: https://www.dazzee.com/

If you listen to our show, you’ve probably heard us talk about the “curse of the great MSP”: the more you automate, the more you do remotely, and the less things tend to break, the more likely it is that your value gets called into question and you get shown the door.

What are some things you can do to avoid this curse? In this episode, hosts Brian, Tim, and Robb share some practical steps you can take to break the curse and provide even greater value to your clients, solidifying yourself as an integral part of their business.

The president of EscapeWire Solutions, Michael Beecher’s unique experiences – both good and just plain awful – have shaped a solid MSP with a healthy and robust security offering. In this episode, Michael and the hosts dive into how terrible events can sometimes be the best things that happen in a young, growing company.

Michael Beecher: https://www.linkedin.com/in/mike-beecher-810523/

EscapeWire Solutions: https://escapewire.com/

The Director of Sales for the MSP Advantage program at Mindmatrix, Eric Weber led an interesting and diverse life before joining the MSP industry. His journey serves as a reminder to show up, be consistent, and give it your all in everything you do, because eventually you’ll end up in the right place and just exactly where you should be.

Eric Weber: https://www.linkedin.com/in/esweber/

Mindmatrix: https://www.mindmatrix.net/

Sometimes life takes you on a wild ride, and other times you’re granted choices that have the possibility of changing everything. Then there are people like Derek Gabriel, Co-Founder and CEO of Ignite Solutions Group. As you’ll hear in this episode, Derek is one of those people who doesn’t wait for life to offer up wild rides and lucky breaks: he carves the map himself.

Listen in for a great tale of experimentation and gutsy moves from Fargo, to Bismarck, to Kansas… to Hawaii.

Derek Gabriel: https://www.linkedin.com/in/dereksgabriel/

Ignite Solutions Group: https://www.ignitetheday.com/

Objections to pricing when presenting a prospect with the cost of your services is always an uncomfortable situation. How do you set the tone from the initial encounter to ensure your prospects appreciate the value of the products and services you offer?

In this episode, Brian, Robb, and Tim give many examples on how to avoid and overcome price objections at different stages of the sales process.

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/

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/

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.

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.

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.

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.

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.

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.

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.

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.

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.

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: https://vciotoolbox.com

Show Website: https://mspbusinessschool.com/

Guest Name: Zach Kromkowski 
LinkedIn page: https://www.linkedin.com/in/securityzachkromkowski/
Company: Senteon
Website: https://senteon.co/

Name: Bobby Jacobs
LinkedIn page: https://www.linkedin.com/in/bobbyjacobs/
Company: Thread
Website: https://www.getthread.com/

Name: Sean Lardo
LinkedIn page: https://www.linkedin.com/in/seanlardo/
Company: ConnectWise
Website: https://connectwise.com

Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/

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.

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.

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.

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.

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.

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 Banking joined us for a second time to share the M&A outlook for MSP's in 2022 and what makes a successful merger today.

16:58 – MJ Shoer of Comptia ISAO  (Episode 81) helps us understand the roles of an ISAO and how membership can help MSP's and MSSP's cut through the noise surrounding cyberthreats and get actionable information on how to combat active cyberthreats earlier and faster.

22:19 – Our guest Guy Walton, a former FBI cyber agent and founder of Counterthreat Analysis Mitigation Ops (CAMO), (Episode 32) tells us a story of an Intel processor heist and how they found the perpetrator during the early days of cybercrime.

26:45 – Jay McBain, the channel's premier analyst at Forrester Research (Episode 61) joins us to share his thoughts on the future of the service provider and what steps they should take to ensure future success as the industry continues to change. 

31:20 – Shawn Walsh, founder of Encore Strategic Consulting
(Episode 53) talks about what it takes to become an effective leader and how ot avoid business the mistakes that he endured while trying to grow his MSP. One of the first steps is that you work for them, they do not work for you.

35:29– Brett Jaffee, of ConnectStrat (Episode 68) shares his view on how MSP's and MSSP's can get from start up (Level 1) to the growth stage (Level 2) within their business and its starts with what the owner wants and in what timeframe.

35:29– Kevin Clune , Editor of MSPGrowthHacks and founder of MSP Spark  (Episode 80) tells us how new MSP's can get started with marketing and how the MSP Spark community can help you solve your marketing issues and get direction through a group approach to problem solving.

We want to thank all of our listeners for a great 2021 and we look forward to serving you in 2022!

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.

Show Website: https://mspbusinessschool.com/

Guests:

Sean Lardo - https://www.linkedin.com/in/seanlardo/
Andrea Barrow - https://www.linkedin.com/in/andreabarrow/
Sam Hoyen - https://www.linkedin.com/in/sam-hoyen-4711611a4/

Company: ConnectWise (Invent)
Website: https://www.connectwise.com/theitnation/pitchit

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: https://www.linkedin.com/in/briandoylevciotoolbox/ 

Sponsors vCIOToolbox: https://vciotoolbox.com

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