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MSP Business School
30 minutes | 5 days ago
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.
38 minutes | 12 days ago
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.
28 minutes | 19 days ago
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 fostering community in the workplace. 13:20 – Dave shares his incredibly unique, twofold exit and retention strategy. He explains why the venture capital route isn’t right for him and how he’s able to feel like he has more control over his legacy. Dave believes that treating your people like partners is the most surefire way to increase revenue and exponentially grow your company’s value. 20:00 – Dave digs into the details of how his plan works, clarifying some points and making it clear that with his approach, he and his people have skin in the game, and both sides end up winning. In closing, Dave reminds us that giving the best client experience is the most important thing. He stresses that if there’s an issue that needs to be resolved, or you feel something is off, a phone call or a visit in person is far more effective than an email.
26 minutes | a month ago
Masterclass “The Emerging Role of the vCIO in Account Management”
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27 minutes | a month ago
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.
58 minutes | a month ago
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 around. 14:53 – Brian, Tim, and Robb talk about the benefits of tools such as email campaigns and LinkedIn Sales Navigator, and how they’re being used differently today than they were a year ago. They discuss how to employ LinkedIn most successfully and how they see it continuing to be useful in the upcoming land grab. 29:26 – Tim and Robb go into the differences between how virtual meetings and onsite meetings were viewed pre-pandemic versus now. They dive into how the expectations have shifted and where they see the trend going. 38:50 – Robb and Tim remind us of the importance of building stories around your MSP, giving us excellent examples on how to do that effectively. 47:35 – Robb and Tim tackle questions from an audience member about virtual events and how to implement them, and also about how to effectively use business groups to grow your network.
29 minutes | 2 months ago
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 because of the heavy load of projects they’ve been completing. 15:53 – Jamie tells us about an account he recently lost that had a major impact on his company. He lays out the difficulties they had with this particular client, sharing that the revenue wasn’t worth the amount of extra work they were being asked to do. Jamie and the hosts discuss the importance of boundary setting within a contract, and the even greater importance of keeping those boundaries. 21:14 – We wrap up the episode with a discussion about the parallels between client relationships and romantic relationships, and the telltale signs that a potential new client may not be the best fit. Jamie leaves us with a reminder to take it easy on ourselves, and urges us to remember that even though we’re coming out of the pandemic, it’s been a very tough year on everyone.
28 minutes | 2 months ago
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
28 minutes | 2 months ago
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 changed the way he approaches everything about the company – not just with clients, but internally as well. Ross tells his engineers that they are “80% psychologist and 20% technologists” and that as long as they keep that in mind, they’ll do the right thing. 10:45 – Ross shares a story about how losing $200K on a single salesperson was the wakeup call he needed in order to finally get the company’s sales and marketing on track… and how to avoid that mistake yourself. 20:30 – Ross explains how consistent discipline and owning responsibility for every success and failure at the company helped him break out of the cycle of control and ultimately find growth and success. 23:13 – Ross updates us on how this mindset shift and pivot are going, and leaves us with parting thoughts about growth and change.
37 minutes | 2 months ago
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.
25 minutes | 2 months ago
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.
13 minutes | 3 months ago
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.
29 minutes | 3 months ago
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-use pamphlet), and the mindsets that are crucial for all MSPs to adopt. We dive into out-of-the-box strategies MSPs can employ when growing their networks – including how to leverage relationships you may not traditionally consider – and focus on how to foster a community that shares resources rather than hoard them. We explore a turning point in Kevin’s career that helped him shape this mindset of abundance in client and vendor relationships and launched him into an exploration of connections with people outside of those he was transacting with, to the benefit of his MSP. We talk about how addressing the pain point for a vendor led to an extended network of new clients and new contracts. We wrap up with a brief discussion about what we can expect from MSP Growth Hacks in the near future – spoiler alert: we’ve got a very exciting resource to look forward to that is certain to be a game changer.
30 minutes | 3 months ago
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
29 minutes | 3 months ago
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.
28 minutes | 4 months ago
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 packed episode that will put you in a secure state of mind.
29 minutes | 4 months ago
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 your most junior employees. We focus the discussion on what steps an MSP can take to grow closer to their client, maximize long-term value of each relationship, and create happier clients.
23 minutes | 4 months ago
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 they continue to work remotely. He also talks about how they work to continually improve the relationship with the team and help them feel closer to the decision making process.
30 minutes | 5 months ago
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.
26 minutes | 5 months ago
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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