Alex Ivanov | Trust as Currency: The New Measurement of Success for VCIOs

Jan 14, 2025

Alex Ivanov, a leader at Accellis, shares insights into the vital role of Virtual Chief Information Officers (vCIOs). He discusses the significance of trust as a currency in client relationships and how vCIOs can serve as both advisors and partners. The conversation highlights the balance between technology recommendations and business goals, the need for clear communication, and the importance of understanding client needs. Alex emphasizes strategic preparation to build trust, particularly in settings with high-achieving professionals. Tune in for a fresh perspective on elevating client advocacy in the tech landscape.

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Intro

00:00 • 2min

Evolution of a Managed Service Provider: Insights and Community Engagement

01:37 • 6min

The Evolving Role of the VCIO

07:30 • 11min

Building Trust with Clients

18:33 • 9min

Building Trust Through Preparation and Understanding in Client Relationships

27:08 • 5min

Show Website: https://mspbusinessschool.com/

Guest Name: Alex Ivanov LinkedIn page: https://www.linkedin.com/in/alex-ivanov-5018b429/ Company: Accellis Website: https://www.accellis.com/ Host: Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Welcome to the latest episode of MSP Business School, featuring Alex Ivanov from Accellis. In this engaging session, host Brian Doyle and Alex explore the evolving role of the Virtual Chief Information Officer (vCIO) within the MSP realm, particularly in the context of Technical Business Reviews (TBRs). Alex shares his wealth of experience in MSP practice, elucidating the journey from an engineering background to leading a client strategy team at Accellis.

Through candid conversation, this episode delves into how vCIOs act as client advocates, focus on trust-building, and help demystify the technology landscape for businesses.

The discussion navigates the nuanced responsibilities of vCIOs and the inherent need to balance technology recommendations with business goals. Alex emphasizes the importance of establishing trust, likening the vCIO role to being both advisor and partner to clients, especially in industries like legal services replete with type-A personalities.

The conversation further highlights the significance of strategic preparation in client relationships, fostering clearer communication, and demystifying cybersecurity risks to empower informed business decisions. Join this insightful session to gain a deeper understanding of navigating complex client dynamics and enhancing MSP client engagement.

Key Takeaways:

vCIOs must prioritize trust and client advocacy, focusing on strategic guidance rather than sales.
Building strong, trust-based relationships with clients is essential for long-term success in MSP engagements.
Preparation and understanding client motivations are crucial, especially when dealing with type-A personalities like legal professionals.
Regular, non-sales-focused TBRs can enhance client trust and reveal deeper business needs.
vCIO roles are evolving to include more emphasis on cybersecurity awareness and client education.

Sponsor vCIOToolbox: https://vciotoolbox.com