TechnologyBusinessManagement

MSP Business School

A podcast geared to Technology Service Providers where we bring you strategies and tactics to grow your business and build a winning culture.

This podcast helps MSPs and MSSPs accelerate their business through strategies, tips, and tactics for driving sales, marketing, and account management.

Join our host, Brian Doyle, every Tuesday!

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#290
Yesterday · 24 min
Larry Meador | The Real Threat Is Hiding in Your Clients' Data
In this engaging episode of MSP Business School, host Brian Doyle welcomes back Larry Meador, Channel Chief at Cavelo, to discuss the ever-evolving challenges and opportunities within the managed service provider landscape. With an extensive background spanning over two decades, Larry brings a wealth of knowledge on cybersecurity, capacity issues, and the future impact of AI on threat management and risk reduction. Larry Meador delves into the pressing issue of capacity constraints faced by MSPs when trying to scale their cybersecurity offerings. He underscores the importance of comprehensive cybersecurity measures, noting that "if you're not offering cybersecurity, you're not going to keep pace." With AI rapidly changing the threat landscape, MSPs are under pressure to evolve faster than ever. He shares how MSPs need to understand where their clients' sensitive data resides and who has access to it, warning that, "you can't protect what you can't see." Larry also introduces Cavelo's innovative approach to vulnerability and risk management, highlighting their AI-driven analyst, CORA, which helps automate prioritization and remediation processes, providing a strategic edge in managing cybersecurity tasks efficiently. The episode further explores how AI and tools like Cavelo's platform can alleviate the ever-growing pressure on MSPs to enhance both efficiency and effectiveness in the cybersecurity domain. Larry emphasizes the need for visibility in data management, noting that true value comes when visibility translates into actionable insights. He also touches on the evolving metrics of cybersecurity given the maturing MSP industry and shares his thoughts on the ideal state of cybersecurity management enhanced by AI with guardrails, ensuring a secure yet controlled automated response strategy. Key Takeaways: Larry Meador emphasizes that maintaining robust cybersecurity offerings is crucial for MSPs to stay competitive in the rapidly evolving tech landscape. The growing demand for cybersecurity outstrips the capacity MSPs can typically supply, creating a significant need for automation and improved resource management. Cavelo's platform provides visibility into sensitive data locations, vulnerabilities, and user activity, enabling MSPs to efficiently reduce risk exposure. AI-driven tools, such as Cavelo's Cora, are transforming data analysis and vulnerability management, promising significant reductions in manual processing time and effort. The future of cybersecurity will increasingly involve AI-driven automated remediation with MSP-controlled guardrails to ensure effective and timely threat management. Guest Name: Larry Meador LinkedIn page: https://www.linkedin.com/in/larrymeador/ Company: Cavelo, Inc. Company Website: https://www.cavelo.com/ Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com
#289
October 6 · 22 min
Andrew Jordan | The Financial Fundamentals Every MSP Needs
In this episode of MSP Business School, host Brian Doyle engages with guest Andrew Jordan to uncover the financial fundamentals essential for MSP success. The discussion pivots away from mergers and acquisitions to focus on immediate financial strategies that MSPs can deploy for profitability. Andrew shares insights from his journey from CPA to CFO, underscoring the importance of proper financial management and the pitfalls MSPs often face when setting up their books. The episode provides a detailed walkthrough of smart financial practices for MSPs, highlighting the critical distinction between costs of goods sold and expenses. Andrew explains the necessity for MSPs to accurately determine their gross profit to guide strategic business decisions. He offers guidance on navigating common financial misconceptions and emphasizes the transformative impact of having a competent financial advisor. By emphasizing the personal side of business finances, Andrew encourages MSPs to shift their focus from survival strategies to sustainable growth and operational efficiency. Key Takeaways: Accurately differentiate between costs of goods sold and expenses to maintain a clear financial picture. Gross profit margins of 30-40% are indicative of healthy MSP operations. Understand and utilize financial statements as strategic tools, not just for tax filing. The key to business growth includes seeking financial mentorship and establishing a trusted partnership with an accountant or fractional CFO. Effective financial management can lead to the freedom of time and a well-balanced work-life dynamic. Guest Name: Andrew Jordan LinkedIn page: https://www.linkedin.com/in/andrew-jordan-cpa/ Company: Jordan CPA Services Company Website: https://www.jordancpaservices.com/ Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com
#288
September 29 · 22 min
Shawn Walsh | How to Build an MPS that Can Thrive Without You
Welcome to another enlightening episode of the MSP Business School, featuring the insightful Shawn Walsh from Encore Strategic. In this episode, host Brian Doyle and Shawn dive deep into the intricacies of building and selling a successful MSP business. Shawn shares his unique transition from law enforcement to the world of MSPs, leveraging his skills in computer forensics to grow a thriving business which he ultimately sold to a private equity firm. His current role sees him mentoring MSPs on effectively planning their exit strategies well in advance. In a conversation rich with actionable insights, Shawn and Brian explore common pitfalls that MSPs face, particularly around valuation and the importance of planning for an exit from day one. They discuss the Value Builder Assessment as a tool to measure a company's worth beyond just EBITDA, highlighting the crucial role of building a robust sales engine and the dangers of underpricing services. Shawn emphasizes the need for MSPs to distinguish themselves in the marketplace, warning against straddling the line between being a price leader and a value leader. Key Takeaways: MSPs should plan their exit strategies early, ideally beginning 10 years before the anticipated sale. The Value Builder Assessment can significantly enhance an MSP's valuation by focusing on multiple factors beyond EBITDA. Building a sales engine independent of the owner is crucial for an MSP's sustainable growth and value. Discounting services can undermine a business's perceived value; charge premium prices to ensure clients take the service seriously. Differentiation in the MSP space is vital; focus on boardroom-level conversations to emphasize business goals over technical jargon. Guest Name: Shawn Walsh LinkedIn page: https://www.linkedin.com/in/encorestrategic/ Company: Encore Strategic Company Website: https://encorestrategic.io/ Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com
#287
September 15 · 20 min
James Kudla | The MSP Staffing Model That's Changing the Game
In this episode of MSP Business School, host Brian Doyle welcomes James Kudla, founder of Kalutasan, to discuss the nuances of outsourcing support from the Philippines for MSPs. James shares his professional journey from mechanical engineering to owning a successful MSP, before venturing into the world of providing high-quality outsourced resources. The episode offers a comprehensive look at the benefits and logistics of leveraging international labor to enhance capacity and efficiency for managed service providers. The conversation highlights how strategic outsourcing can address common MSP challenges, including staffing shortages, increasing operational costs, and improving response times. SEO keywords such as "outsourcing," "Philippines labor," and "MSP staffing solutions" are interwoven throughout the discussion, emphasizing the show's focus on innovative workforce management solutions. As a seasoned industry professional, James offers compelling insights into how outsourcing from the Philippines is transforming the MSP landscape, by combining English proficiency and technical expertise to offer significant cost savings and operational flexibility. Key Takeaways: Outsourcing to the Philippines can lead to cost savings of up to 70% compared to domestic staffing, providing a competitive advantage for MSPs. The culture and infrastructure in the Philippines have evolved significantly, making remote work efficient and reliable. Many experienced IT professionals in the Philippines have substantial MSP experience, making them valuable assets for service providers. James Kudla's own journey demonstrates the transformative potential of strategic staffing solutions in overcoming MSP challenges like staffing shortages and rising operational costs. The partnership with Kalutasan is not just about filling roles, but about creating career opportunities and development for Filipino professionals, while strengthening MSP capabilities in North America. Guest Name: James Kudla LinkedIn page: https://www.linkedin.com/in/jameskudla/ Company: Kalutasan, Inc. Company Website: https://kalutasan.com/ Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com
#286
September 8 · 24 min
James Davis | Surviving the Commoditization of MSPs: Strategies for Future-Proofing
In this episode of MSP Business School, host Brian Doyle sits down with technology consultant and advisor James Davis to discuss the evolving landscape of the MSP industry. They dive deep into the transition from traditional break-fix models to the more integrated role of technology partners. Davis reflects on his own journey through various facets of the MSP world, offering rich insights into the shifts and transformations necessary for survival in the current digital age. Throughout the conversation, Brian and James explore the changing expectations of the modern client, emphasizing the need for MSPs to move beyond just infrastructure management to a more consultative role in business growth. They navigate the complexities introduced by AI and cybersecurity, advising MSPs to not merely add these as cosmetic changes but to fundamentally reimagine their business models. Davis stresses the importance of understanding clients' business challenges and aligning with their strategic objectives, a notion he refers to as becoming a "Technology Solutions Partner" rather than remaining a traditional MSP. Key Takeaways: Evolving Roles: MSPs need to transition from break-fix models to a comprehensive consultative role, focusing more on data, workflow, and clients' business needs. Vertical Specialization: Emphasizing the importance of specialization, MSPs should consider vertical or horizontal approaches to better align with client industries. Client-Centric Approach: Prioritizing client conversations and understanding their challenges is crucial for developing relevant technology solutions. Skepticism of Industry Hype: Davis encourages skepticism of industry trends without real insight, urging MSPs to focus on client-specific needs over generic industry advice. Transformative Opportunities: Viewing modern challenges as opportunities for transformational growth, with a focus on advisory services, strategic conversations, and rising above infrastructure management. Guest Name: Brian Davis LinkedIn page: https://www.linkedin.com/in/thejamesdavisaus/ Company: The TSP Adivsory Company Website: https://thetspadvisory.com/ Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com
#285
September 1 · 23 min
Dave Sobel | The AI Gold Rush Needs a Reality Check
In this insightful episode of MSP Business School, host Brian Doyle welcomes esteemed guest Dave Sobel to discuss the hot topics circulating at the recent GTIA event, ChannelCon, in San Diego. The conversation dives into the prevailing discourse around artificial intelligence (AI) within the Managed Services Provider (MSP) space. Both Brian and Dave reflect on the parallels between the current AI boom and historical tech transformations, like the Internet and cloud computing. The episode focuses on the need for MSPs to thoughtfully engage with AI, recognizing both the hype and the genuine business applications it brings forth. The dialogue progresses to address the delicate balance MSPs must maintain between educating and collaborating with clients on AI strategies, avoiding a stance that might come across as overly risk-averse. With AI consumption models evolving rapidly and differently, insights about navigating these changes are provided, emphasizing a strategic approach that aligns technology with business outcomes. Dave Sobel points out that deliberate action is more critical than ever, particularly as the MSPs' advisory role grows in importance to help clients harness AI's full potential while managing costs proficiently. Key Takeaways: Evolution of AI in MSPs: Understand the AI journey, drawing parallels with past innovations such as the Internet and cloud computing, while planning deliberate and thoughtful integration strategies. Strategic Positioning: MSPs should continue to position themselves as partners in AI's progression, providing expertise in selecting right tools and technologies that benefit businesses, without succumbing to the pressure of moving too hastily. AI's Economic Impact: The economic dynamics of AI differ from traditional software; increased AI usage may lead to higher expenses. Thus, understanding consumption billing and its implications is crucial. Customer Engagement: Proactive, collaborative conversations with clients about AI adoption and governance are essential, moving beyond fear-based tactics to foster innovation. Profitability Focus: Rather than rushing, focus on sustainable, profitable growth, aligning technological advancements with clients' specific needs and risk tolerances. Guest Name: Dave Sobel LinkedIn page: https://www.linkedin.com/in/davesobel/ Company: MSP Radio Company Website: https://businessof.tech/subscribe/ Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com
#284
August 25 · 38 min
Megan Killion | The Critical Opportunity MSPs Can't Afford to Miss
In this captivating episode of the MSP Business School podcast, host Brian Doyle converses with Megan Killion from Pisces Growth. This episode zeroes in on one of the most pressing challenges for Managed Service Providers (MSPs) - acquiring new customers. Megan Killion shares her story of accidental entry into the MSP domain and highlights her transformation from being an agency owner to a focused consultant. This episode is a must-listen for MSPs looking to enhance their go-to-market strategies, especially in a time dominated by digital transformations and AI. Megan discusses the importance of a strong go-to-market strategy, emphasizing the need for well-aligned messaging and recognizing local market opportunities. She shares her experiences and stresses the significance of understanding customer needs and leveraging strategic insights to achieve business growth. Megan also touches upon the evolving role of AI in the industry, recommending MSPs to seize the opportunity and integrate AI into their service offerings to remain competitive. Her approach to business development is a blend of strategic insight, curiosity, and leveraging local reputations for building trustworthy relationships. Key Takeaways: Local Focus: Emphasize strengthening local market reputation to gain competitive advantages rather than overextending reach to unfamiliar markets. Targeted Messaging: Craft concise, targeted messaging that aligns with how potential clients self-identify and solve specific pain points they experience. AI Integration: Encourage MSPs to adopt and integrate AI into their processes and service offerings to remain competitive and meet client expectations. Client-centric Approach: Build strong relationships by focusing on understanding and solving client problems comprehensively, thereby enhancing value. Continuous Learning: Keep evolving your product offerings by revamping strategies and adapting to new technologies, ensuring future-proof MSP operations. Guest Name: Megan Killion LinkedIn page: https://www.linkedin.com/in/megankillion/ Company: Pisces Growth Consulting Company Website: https://mkcagency.com/pgi/ Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com
#283
August 18 · 21 min
Finian Nally | What the Fastest-Growing MSPs Do Differently
Join host Brian Doyle in the latest episode of MSP Business School as he delves into the evolving landscape of managed services with Finian Nally, the Director of Strategy at Sherweb for the UK and Ireland. As many MSP professionals find their initiation into the field starts with unexpected opportunities, Finian shares his unique career journey from technical support to strategic leadership, providing invaluable insights into the world of distribution and strategy formulation at Sherweb. This episode unravels the intricacies faced by MSPs as they grapple with evolving market demands. With a focus on sales enablement and strategic partnerships, Finian highlights Sherweb's role in empowering MSPs to redefine their customer strategies and deliver outcome-based solutions. The discussion also explores the pressing need for MSPs to adopt AI by first implementing it internally, thus equipping them to better guide their clients through the AI revolution. The conversation scratches the surface of the challenges and opportunities that MSPs face today, providing a look into how Sherweb supports them in overcoming these hurdles. Key Takeaways: Growth Enablement Through Distribution: Sherweb positions itself as a growth enabler, helping MSPs build profitable business models through expert guidance in technical training and sales strategy. Outcome-Based Selling: To succeed in today's market, MSPs must pivot from traditional sales tactics to outcome-driven conversations that resonate with customer business objectives. Internal AI Adoption: MSPs should first deploy AI solutions internally to build confidence and expertise, which is critical before extending these services to their clients. Holistic Strategic Support: Sherweb's framework-based approach facilitates a comprehensive MSP development process, from cyber resilience to AI practice enhancements. Expect More from Distributors: Finian emphasizes that MSPs should "expect better" from their distributor relationships, seeking genuinely beneficial partnerships that transcend transactional interactions. Guest Name: Finian Nally LinkedIn page: https://www.linkedin.com/in/fnally/ Company: Sherweb Company Website: https://www.sherweb.com/?utm_medium=Social&utm_source=LinkedIn&utm_content=CustomButton Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com
#282
August 11 · 27 min
Josh Kotler | The Private Equity Secret that Reshaping the MSP Industry
In this engaging episode of MSP Business School, host Brian Doyle reunites with Josh Kotler, a veteran in the MSP industry, to explore the evolving dynamics of mergers and acquisitions (M&A) and the role of private equity. Josh, who has been instrumental in scaling MSP businesses, shares his journey from building and selling a successful MSP to his current endeavor with Axial Reed Capital. This episode is a rich resource for MSP owners interested in understanding market trends and making informed decisions on potential exits. The conversation delves into the challenges and opportunities present in the MSP landscape, underlining the influence of private equity and emphasizing the strategic value of organic sales growth. Josh shares his insights on why many MSP owners should contemplate selling, given the industry's rapid changes and the influx of private equity. He highlights the importance of aligning with reliable partners and discusses the benefits of being part of a larger scaling platform, all while providing practical advice for those considering stepping into the world of M&A. Key Takeaways: Private equity has significantly boosted valuations in the MSP industry, offering lucrative opportunities for business owners. MSP owners in their 50s and 60s should evaluate their ability to adapt to industry changes and consider selling as a strategic move. Growing an MSP through mergers and acquisitions can be a faster approach to scaling than organic growth, with essential roles emerging in larger scaling platforms. Despite competition weighing heavily on smaller MSPs, aligning with private equity-backed brands can reduce risks and increase enterprise value. The evolving landscape, marked by technological advancements like AI, will separate proactive and innovative MSPs from those unable to adapt. Guest Name: Josh Kotler LinkedIn page: https://www.linkedin.com/in/joshkotler/ Company: Canyon Point Technologies Company Website: https://canyonpoint.com/ Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com
#281
August 5 · 24 min
Josh Smith | Stop Selling and Start Educating Your Prospects
In this episode of MSP Business School, host Brian Doyle engages with Josh Smith from Wingman MSP Marketing to explore the dynamic landscape of marketing for MSPs. Josh shares his unique journey from accounting to marketing and the insights he brings to the MSP sector. With discussions ranging from effective marketing strategies to the evolving role of AI in business, the episode offers a wealth of practical advice for MSPs looking to optimize their marketing efforts and embrace new technologies. The conversation delves into the challenges and opportunities in MSP marketing, emphasizing the value of niche targeting and personal engagement. Josh discusses how Wingman helps MSPs navigate these waters, moving beyond traditional lead generation to include comprehensive marketing services like event planning and SEO adaptations to AI advancements. The discussion highlights the importance of understanding your client's pain points and leveraging events, such as educational AI seminars, to create meaningful connections and establish trust in the market. Key Takeaways: Strategic Niching: Identifying and focusing on a specific industry or vertical can significantly enhance marketing effectiveness and client acquisition for MSPs. AI as a Catalyst: Hosting educational events on AI can attract prospects by addressing common business challenges and demonstrating expertise in emerging technologies. Comprehensive Marketing: A full-service marketing approach, including SEO, event planning, and lead generation, is essential to meet the diverse needs of MSPs today. Personality Over Skills: In sales and customer service, hiring for personality is often more successful than focusing solely on technical skills. Adaptation to Change: Both marketing agencies and MSPs must continually pivot and adapt to technological and market shifts, such as the current rise of AI. Guest Name: Josh Smith LinkedIn page: https://www.linkedin.com/in/josh-smith-b181b6184/ Company: Wingman MSP Marketing Company Website: https://wingmanmspmarketing.com/ Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com
#278
July 21 · 27 min
Paul Knittle | Why Community Wins Every Time in the MSP Industry
In this engaging episode of the MSP Business School podcast, host Brian Doyle welcomes Paul Knittle, CEO of MTMG Inc., to discuss leveraging community building and niche events to invigorate MSP marketing strategies. Paul steps in as a guest at a pivotal moment, highlighting the essence of community responsiveness, a core theme threaded throughout their discussion. As the dialogue unravels, Paul shares insights into his journey from operations director to MSP specialist, with a unique focus on mobile device management—a realm often avoided by traditional MSPs. This episode offers a refreshing perspective on embracing technological evolution and reevaluating conventional MSP roles in the wake of cybersecurity and AI advancements. Delving deeper, Paul unveils MTMG's unique event-driven strategies poised to revolutionize customer engagement for MSPs and tech startups. He underlines the transformative power of personal connections in an industry drowning in digital noise. Paul's strategic shift from mobile-centric solutions to holistic community-driven models underscores his belief that true connection fosters growth and opportunity. This episode is a well of knowledge for tech leaders keen on distinguishing themselves through innovative approaches and authentic engagement. Key Takeaways: Building community is crucial for MSPs to distinguish themselves amid a sea of sameness and growing digital noise. Personal connections and strategic networking can amplify an MSP's reach and trustworthiness in their industry. Engaging in niche events and podcasts can present authentic platforms for MSPs to showcase their expertise and differentiate their offerings. Cybersecurity and AI are emerging as vital areas where MSPs must evolve and lead to meet the ever-changing demands of tech-savvy customers. Partnering with trusted resources can bolster an MSP's service offerings, allowing them to manage modern technological challenges effectively. Guest Name: Paul Knittle LinkedIn page: https://www.linkedin.com/in/paulknittle/ Company: MTMG Inc. Website: https://mtmginc.com/ Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com
#277
July 15 · 16 min
Fireside Chat | Mastering the Art of Momentum: Transforming MSP Client Engagement
Join Brian Doyle on this engaging episode of MSP Business School as he delves into the dynamic world of MSPs and the crucial role of technology business reviews. With his vast experience in the industry, Brian emphasizes the need for continuous client engagement beyond traditional QBRs. In a rapidly evolving landscape dominated by AI and technological innovation, Brian advocates for a more holistic approach to client relationships. His strategic insights explore how MSPs can build quarterly momentum by implementing continuous touchpoints, utilizing customer portals, and significantly enhancing client communication. In this episode, Brian Doyle dissects the essential strategies for MSPs to foster lasting client relationships. Emphasizing strategic communication, he guides listeners on transforming quarterly business reviews into constant checkpoints, ensuring the stability and improvement of client relationships. Keywords such as "technology business review," "strategic communications," and "managed service providers" underscore the importance of evolving client engagement strategies. Brian offers a step-by-step framework, detailing five core methods for maintaining ongoing client momentum, fostering transparency, and leveraging modern technology to drive business growth. Key Takeaways: Revolutionizing QBRs: Transform quarterly business reviews from mere meetings into continuous, strategic checkpoints for better client engagement. Modern Touchpoints: Utilize monthly touchpoints, customer portals, and strategic emails to maintain dynamic client relationships and ensure consistent progress. Risk Management: Integrate risk updates into client communication to transparently address potential threats and their impact on business operations. Strategic Insights: Ensure that every interaction with clients is rooted in their specific business goals, enhancing the perceived value of MSP services. Celebrate Milestones: Highlight and communicate project milestones to engage clients in a meaningful way and enhance business trust. Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com
#276
July 7 · 29 min
Brian Strong | Building a Sales Engine That Scales Your MSP
In this enlightening episode of MSP Business School, host Brian Doyle chats with Brian Strong, CEO of TenHats, about sustainable and organic business growth strategies for MSPs. They discuss how Brian's sales expertise catapulted TenHats from a modest standing to over $19 million in business revenue, all without relying on mergers and acquisitions. Brian Strong shares his journey from an outside sales representative to a CEO, emphasizing the importance of building genuine relationships and applying effective sales methodologies rooted in understanding human behavior. Brian Strong delves into the concept of Centers of Influence (COIs) and the significance of targeting the right customers to drive business growth. By nurturing these relationships, avoiding cold calls, and employing intelligent prospecting techniques, Brian has led TenHats to considerable advances in monthly recurring revenue. This episode shatters common myths about building a scalable sales organization within the MSP landscape. Listeners will gain insights into Brian's successful practices and methodologies, which are set to be detailed in his upcoming book, promising a practical roadmap for MSPs aspiring to exceed the $10 million annual revenue mark. Key Takeaways: Center of Influence Strategy: Building relationships with people who know your potential customers can be a powerful tool in strategic sales prospecting for MSPs. Targeted Customer Profiles: Defining and aiming for customers above your current average revenue is crucial to sustainable company growth. Sales Process Management: A robust sales process, aligned with human psychology, is essential, especially when transitioning from owner-led to sales team-led negotiations. Impact of Organic Growth: Companies demonstrating organic growth processes tend to command higher valuations in the market compared to those reliant on acquisitions. Quality of Life through Scale: Achieving scalability beyond $10 million in revenue affords MSP owners and employees better life quality and company culture, reducing burnout and enhancing business resilience. Guest Name: Brian Strong LinkedIn page: https://www.linkedin.com/in/brian-strong/ Company: TenHats Website: https://tenhats.com/ Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com
#275
June 23 · 22 min
Frank Raimondi | Continuous Vulnerability Management in the Age of AI
Join Brian Doyle in an engaging episode of MSP Business School as he welcomes Frank Raimondi from Nodeware, a frequent guest and expert in cybersecurity and MSP strategies. This discussion veers from the typical focus on specific technologies, diving into the transformative impact of AI on security and technology advancements. Frank shares insights from his extensive background in vulnerability management, discussing how AI affects the landscape of cybersecurity and the role of MSPs in navigating these changes. In this episode, Doyle and Raimondi explore how AI is reshaping industries and the increasing need for security vigilance. With the rapid emergence of AI tools, businesses face new vulnerabilities that MSPs must manage effectively. Raimondi emphasizes the importance of continuous vulnerability management, highlighting how tools like Nodeware play a crucial role in protecting company assets. They also discuss how AI is enabling faster detection of vulnerabilities and the necessity for MSPs to guide organizations in crafting AI policies to safeguard their data and operations. Key Takeaways: AI's Impact on Cybersecurity: AI is revolutionizing the speed at which vulnerabilities can be detected, posing both opportunities and challenges for managing security. Continuous Vulnerability Management: The need for ongoing vulnerability assessment is crucial in the fast-paced tech landscape, as highlighted by Nodeware's offerings. Role of MSPs: Managed Service Providers are evolving into Managed Information Providers, crucial in educating clients about AI's implications and establishing protective measures. AI Policies and Compliance: The development of AI policies is essential for organizations to safeguard their data and operational integrity. Navigating Technology Advancements: MSPs should position themselves as trusted advisors, providing insightful guidance on adopting and managing technological innovations. Guest Name: Frank Raimondi LinkedIn page: https://www.linkedin.com/in/frankraimondi/ Company: Nodeware Website: https://nodeware.com/ Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com
#274
June 16 · 25 min
Johnathan Skofi | The Art of Purpose-Driven Leadership
Join Brian Doyle as he hosts Johnathan Schofield, aka Skofi, in an engaging episode of MSP Business School. Jonathan, a celebrated community connector, shares insights into his journey into the IT service world and talks about the art of sales in the industry. He touches on his accidental foray into IT services, stressing the importance of community in propelling his career forward. The conversation unfolds with a deep dive into the impact of AI on the IT services industry. Johnathan and Brian discuss the real and perceived roles of AI, examining both the opportunities and misconceptions surrounding its implementation within small to medium-sized service providers. They delve into the crucial importance of understanding a buyer's current and future needs, and how AI can bridge this gap in a meaningful way. This episode is rich with strategies on leveraging AI without losing sight of core sales principles—a must-listen for aspiring MSPs and IT vendors. Key Takeaways: Community Focus: Johnathan emphasizes the role of community in growing and sustaining a successful business in the IT services field. AI's Role in Sales: While AI offers extraordinary capabilities, it's crucial to first understand and communicate the needs and future visions of customers. Sales Fundamentals: Despite technological advancements, the core principles of sales—understanding and tailoring to customer needs—remain unchanged. AI Readiness: MSPs should evaluate their clients' current usage of AI and establish governance and security measures to avoid data risks. Channel Collab Initiative: Johnathan's Channel Collab promotes local networking, learning, and sharing among MSPs and vendors, emphasizing growth through relationships. Guest Name: Johnathan Skofi LinkedIn page: https://www.linkedin.com/in/johnathan-schofield/ Company: Skofi - findmyitpartner.com Website: https://findmyitpartner.com/ Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com
#273
June 9 · 24 min
John Harden | Turning MSPs into Managed Intelligence Providers with AI
In this episode of MSP Business School, host Brian Doyle engages in a dynamic discussion with John Harden, a pioneer in the AI realm within the MSP industry. With an impressive 17-year tenure in the sector, John Harden brings an expert perspective on the rapid evolution of AI technology. As MSPs grapple with AI's practical applications and benefits, Harden provides insights into achieving scalability, responsibility, and repeatability with AI solutions. John also shares his experience of launching Lemhi, a new venture focused on guiding MSPs to effectively harness AI for service improvements and operational excellence. John Harden and Brian Doyle highlight how AI is transforming the landscape for MSPs. Through engaging dialogue, they discuss tooling, responsible deployment, and strategic implementation of AI to boost client relations and service offerings. They emphasize the importance of establishing a repeatable sales motion and developing a robust, manageable AI framework. Harden's Lemhi is positioned to directly address this by providing the necessary resources and expertise to integrate AI into MSP operations effectively, focusing on incremental value creation across all levels of client relationships. Key Takeaways: AI Strategy and Deployment: Successful AI integration requires repeatable, responsible, and scalable strategies, as articulated by John Harden based on his extensive research and experience. MSP Transformation: MSPs have an unprecedented opportunity to evolve into Managed Intelligence Providers, offering AI-driven solutions that enhance service offerings and deepen client engagement. Project vs. Ongoing Engagement: Rather than viewing AI implementations as one-off projects, MSPs can achieve greater value by adopting a continuous, relationship-focused approach that caters to individual job roles within client organizations. Lemhi's Offering: The launch of Lemhi aims to help MSPs initiate a repeatable sales motion around AI, supporting them with tools and frameworks for effective AI rollout and management. Open Engagement Opportunities: John emphasizes building in collaboration with design partners and actively encourages MSPs to engage with Lemhi for better alignment and co-development. Guest Name: John Harden LinkedIn page: https://www.linkedin.com/in/john-harden/ Company: Lemhi Website: https://www.lemhi.com/ Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com
#272
June 4 · 26 min
Fireside Chat | The MSP's Guide to Becoming an AI Strategic Partner
Join Brian Doyle in this insightful episode of MSP Business School as he delves into the burgeoning role of AI in Managed Service Providers (MSPs). This episode offers a deep dive into how MSPs can navigate the dynamic landscape of AI to enhance their service offerings and foster substantial client relationships. Brian leverages his wealth of experience to outline strategic approaches to integrating AI into business conversations, underscoring the shift from traditional IT services to a more holistic AI-driven advisory role. Throughout the episode, Brian outlines the significant impact of AI readiness assessments and governance strategies. He emphasizes the crucial need for MSPs to incorporate AI into their strategic frameworks, noting significant financial opportunities and the potential to transition from commodity services to strategic partners. The discussion spans various critical aspects, including data readiness, infrastructure, security concerns, and the cultural and executive buy-in necessary for a successful AI adoption framework. The episode paints a vivid picture of AI as a transformative force, capable of driving efficiency, ROI, and innovation, while also highlighting the necessity of ongoing governance and adaptation to evolving AI models. Key Takeaways: AI Opportunities for MSPs: AI projects offer considerable financial opportunities, with projects averaging between $3,000 and $15,000 and up to $30,000 in recurring revenue through governance services. Importance of Readiness Assessments: Conducting comprehensive readiness assessments involving data, infrastructure, security, and cultural dynamics is critical for successful AI integration. Need for Strategic AI Governance: Long-term AI success is tied to robust governance frameworks due to continual model evolution and security risks. Cultural and Executive Buy-In: Establishing executive and cultural buy-in within client organizations is essential for AI adoption and maximizing its potential. Avoiding Scope Creep and Complexity: MSPs must maintain a clear strategy, limit options for clients, and focus on clear business outcomes to avoid project complexity and provide tangible client value.
#271
May 26 · 24 min
Chris Cooke | The Secret to Building a Sustainable Business
In this episode of MSP Business School, host Brian Doyle engages with Chris Cooke, founder of Ethikai, to explore innovative strategies for business growth, particularly within the world of Managed Service Providers. The episode introduces Chris's unique approach to operations consultancy that prioritizes understanding the core of business challenges instead of only addressing surface symptoms. Doyle and Cooke delve into topics such as pattern recognition, the importance of ethical business practices, and the Japanese concept of "Ikigai" which contributes to Ethikai's ethos. The conversation highlights the importance of business self-awareness and strategic planning. Chris emphasizes the necessity of knowing one's business goals, likening the direction of a business to a road trip where knowing your destination is crucial. Discussions unfold around the six types of working genius, a model by Patrick Lencioni that Chris utilizes to help businesses ensure employees are in suitable roles to thrive. Through anecdotes and strategies, the episode provides insights into operating on the principle that personal and business growth stem from understanding and leveraging individual and collective strengths. Key Takeaways: Leveraging Pattern Recognition: Chris Cooke highlights how identifying business patterns can prevent stagnation and foster growth, contrasting repetition with innovation. The Six Types of Working Genius: This model helps align team members with roles that fit their strengths and prevent burnout, enhancing productivity and job satisfaction. Aligning Business Goals with Personal Values: The discussion stresses the importance of defining whether a business should be a lifestyle or high-growth venture, and choosing a path that aligns with the owner's values. Importance of Self-awareness in Business Leadership: Knowing who you are and what you want from your business is crucial for effective leadership and strategic planning. Applying Pragmatism to Business Challenges: A pragmatic, root-cause analysis approach can provide effective solutions rather than sticking to traditional models or surface-level fixes. Guest Name: Chris Cooke LinkedIn page: https://www.linkedin.com/in/cookechris/ Company: Ethikai Consulting Website: https://ethikai.co.uk/ Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com
#270
May 19 · 22 min
The Trusted Advisor Blueprint: Evolving VCIO, VCISO & AI Leadership in MSPs
In this engaging episode of MSP Business School, host Brian Doyle dives deep into the evolving roles of external leadership within managed service providers (MSPs). Focused on concepts like VCIOs and the newer roles of VCISOs and Virtual Chief AI Officers, Brian unpacks the complexities and contributions these positions bring to customer leadership hierarchies. Through personal anecdotes and professional insights, he shares valuable strategies on how MSPs can position themselves as trusted advisors and integral parts of their clients' success stories. Brian explores the challenges and opportunities of embedding MSP professionals into client leadership structures, stressing the importance of building trust, understanding organizational culture, and strategic alignment with business goals. In a landscape crowded with rapid technological changes and increasing cybersecurity threats, he advocates for MSPs to harness their market intelligence and AI insights to drive value for their clients. The episode is brimming with tactical advice on influencing without overstepping, understanding organizational dynamics, and leveraging industry expertise to strengthen client outcomes. Key Takeaways: Importance of Building Trust: Trust with customers is not instantaneous. It's a gradual process that requires consistent engagement and understanding of the client's business environment. Role Evolution in MSPs: The increasing significance of roles like VCISO and Virtual Chief AI Officer highlights the necessity for MSPs to adapt and integrate into broader strategic conversations. Effective External Leadership: Successful MSPs balance influence without authoritative control, remaining essential partners while avoiding entanglement in organizational politics. Strategic Alignment: Understanding clients' business priorities and risks is crucial to building a meaningful, long-term professional relationship that adds measurable value. Cross-Functional Engagement: Communicating across different levels and departments within client organizations is vital to grasp diverse needs and advocate for impactful technology solutions. Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com
#269
May 12 · 25 min
James Steel | Using Customer Stories to Drive MSP Sales and Marketing
In this engaging episode of MSP Business School, host Brian Doyle sits down with James Steel from MSP Testimonials to discuss the power of customer testimonials in marketing strategies for Managed Service Providers (MSPs). James shares his journey and insights from years within the MSP arena, highlighting how video testimonials can be a game-changer in building trust and establishing new client relationships. With the challenge of marketing acquisition looming large for MSPs, this conversation uncovers actionable steps that can drive substantial results in presence and outreach. Throughout the episode, Brian and James delve into the practical aspects of obtaining and utilizing customer testimonials. The dialogue emphasizes the importance of authenticity over perfection, encouraging MSPs to leverage existing customer satisfaction to foster new connections. The conversation explores strategies for effectively using testimonials to address customer objections, build trust, and nurture ongoing client relationships. With detailed explanations on transitioning testimonials into various content forms, this episode serves as a comprehensive guide to integrating testimonials into marketing and sales processes effectively. Key Takeaways: The Power of Video: Video testimonials are a powerful tool for MSPs to demonstrate their value and build trust with potential clients by showcasing authentic customer experiences. Repurposing Content: Mastering the repurposing of testimonial content into different formats like PDFs, reels, and case studies can enhance reach and effectiveness across sales and marketing channels. Overcoming Perfection Barriers: Authenticity and heartfelt customer feedback often trump the chase for perfect video production, facilitating ease of access to valuable testimonials. Strategic Testimonial Gathering: Identifying the right moments and customer interactions to request testimonials can dramatically improve participation rates and relevance to target audiences. Enhancing Customer Relationships: Engaging clients in the testimonial process can also serve as a relationship-strengthening activity, revealing additional value and fostering loyalty. Guest Name: James Steel LinkedIn page: https://www.linkedin.com/in/james-steel-8964947/ Company: MSP Testimonials Website: https://www.msptestimonials.com/mspbs Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com

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