MSP Business School

In this episode of MSP Business School, host Brian Doyle explores the dynamics of breaking into enterprise markets with expert guest Rob Warshaw. With his extensive experience in the Fortune 10 healthcare industry, Rob offers invaluable insights into how MSPs can navigate the complexities of engaging large-scale organizations. This episode presents a deep dive into the strategic steps needed to penetrate the enterprise segment, emphasizing the significance of understanding the customer and nurturing long-term relationships. The conversation begins with touching on the necessity for MSPs to understand the distinctive nature of enterprise clients compared to smaller-scale businesses. According to Rob and Brian, those targeting the enterprise sector should anticipate a long, yet rewarding journey involving arduous procurement processes and often extended sales cycles. The episode discusses critical elements such as aligning technological solutions effectively with client needs and setting realistic timelines to ensure a successful entry into the enterprise marketplace. Key Takeaways: Understanding the Client's Needs: Companies must prioritize understanding the specific problems their enterprise clients face and demonstrate a clear capability to solve these problems. Relationships Matter: The importance of having a strategic, long-term relationship rather than just a transactional approach cannot be overstated. Establishing trust and proving genuine interest in the client's industry are vital. Sales Cycle Realities: Preparing for an extended sales process is crucial, as closing deals in the enterprise sector often demands patience and strategic planning. Preparation is Key: Enterprises appreciate vendors who exhibit preparation, industry awareness, and tailored solutions, which are often more valued than mere enthusiasm or innovation claims. Pitfalls to Avoid: Misalignment between client needs and vendor capabilities can be a quick disqualifier. Vendors need to avoid appearing naive or uninformed about the client's industry and challenges. Guest Name: Rob Warshaw LinkedIn page: https://www.linkedin.com/in/robwarshaw/ Company: DigiStratEx Website: https://digistratex.com/ Host: Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor: vCIOToolbox: https://vciotoolbox.com

In this episode of MSP Business School, hosted by Brian Doyle, listeners are introduced to CJ Arlotta, an expert in public relations with a rich background in journalism and communications. The episode promises valuable insights into how MSPs (Managed Service Providers) can effectively engage with the press and media, a crucial yet often overlooked aspect of business growth and visibility. CJ, with his extensive experience, shares practical advice on positioning MSPs as thought leaders and utilizing strategic PR efforts to enhance brand visibility. Throughout the conversation, CJ emphasizes the importance of cultivating relationships with journalists and understanding the narrative needed to capture their interest. He provides detailed strategies on how MSPs can become credible sources for media outlets by consistently offering value through insights and expertise. Furthermore, CJ discusses the role of a PR consultant in bridging the gap between MSPs and media, outlining how specialized knowledge in verticals like IT and hospitality can significantly boost a company’s media presence. This episode is packed with actionable tips for MSPs seeking to enhance their media engagement and establish themselves as industry leaders. Key Takeaways: Relationship Building: Engage with journalists beyond the times you need coverage by offering insights and positioning yourself as a resource. Understanding Media Needs: Tailor your pitches to align with the journalist's current focus and the publication's audience. Strategic PR Initiatives: Employ PR specialists to navigate media landscapes effectively and ensure consistent messaging across all media platforms. Leveraging Content: Use media appearances and content creation as tools to establish credibility and thought leadership within your industry. Emerging Opportunities: Utilize emerging podcasts and local media to reach niche audiences and potential clients effectively. Guest Name: CJ Alotta LinkedIn page: https://www.linkedin.com/in/cjarlotta/ Company: CJ Media Solutions, LLC Website: https://cjmediasolutionsllc.com/ Host: Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/ Sponsor: vCIOToolbox: https://vciotoolbox.com

In this illuminating episode of "MSP Business School," host Brian Doyle is joined by industry expert Todd Kane for a deep dive into the innovative world of Managed Service Providers (MSPs). Todd Kane discusses his early foray into the MSP domain and the wealth of experience he's gathered over the years. Listeners are taken on a journey through Todd's impressive career, from his beginnings as a young consultant in the tech field to his impactful roles at leading MSP companies like Longview Systems and Fully Managed. Through a data-driven and operationally focused lens, Todd sheds light on the challenges facing MSPs today, such as hypergrowth management and leadership development. The discussion emphasizes the significance of internal promotions and operational standardization to maintain a sustainable growth trajectory. Kane also addresses the critical factors an MSP needs to consider for organizational efficiency, demonstrating how the right KPIs and supportive leadership can drive substantial improvements in operational performance. Additionally, Todd explains how his consultancy endeavors, like the Service Manager Boot Camp, aim to equip MSPs with the necessary tools and training for efficient operations and effective leadership. Key Takeaways: Todd Kane emphasizes the importance of promoting leadership from within, focusing not just on senior technical ability but on holistic managerial and people skills. Operational standardization both in technical deliverables and internal processes is crucial for an MSP's success, helping eliminate chaos and ensure a predictable workflow. Effective management requires setting clear expectations, ongoing support and training, and optimal prioritization of tasks. Building and maintaining a healthy business culture is a proactive journey, reliant on deliberate leadership actions and adherence to core organizational values. Continuous operational assessment and strategic client management, including the bold step to "fire" unsuitable clients, are fundamental for long-term success and profitability in the MSP landscape. Guest Name: Todd Kane LinkedIn page: https://www.linkedin.com/in/toddakane/ Company: Evolved Management Consulting Website: https://www.evolvedmgmt.com/ Host: Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/ Sponsor: vCIOToolbox: https://vciotoolbox.com

In this engaging episode of "MSP Business School," host Brian Doyle chats with David Shultis, who shares unique insights from his dual role as an MSP leader and a university professor. Shultis delves into his journey from working in customer service to founding Red Panda Systems, an MSP recognized for its exceptional client-centric approach and comprehensive cybersecurity solutions. This episode brings out David’s dedication to teaching and his proactive efforts in shaping cybersecurity education at UNLV. Throughout the conversation, Shultis emphasizes the importance of integrating top-notch customer service with technical expertise. Keywords like "cybersecurity," "MSP solutions," and "customer experience" are prominent as the discussion turns to how organizations can stay competitive amidst evolving threats. David shares practical approaches to risk management and education, highlighting the importance of real-world experience in fostering cybersecurity skills. Discover how Red Panda Systems and its commitment to community involvement exemplify innovative practices in the business landscape. Key Takeaways: Service Excellence: Providing top-tier customer service creates a unique distinction in the competitive MSP landscape. Cybersecurity Education: Real-world experience is crucial, and educational institutions like UNLV are leading the way in practical cybersecurity training. Community Engagement: Volunteering and community involvement are essential components of a thriving business strategy. Career Development: Investing in employee education not only boosts individual growth but enhances organizational success. Business with a Purpose: Understanding both the technological and business aspects of cybersecurity helps drive successful outcomes.   Guest Name: David Shultis LinkedIn page: https://www.linkedin.com/in/redpanda-systems/ Company: Red Panda Systems  Website: https://redpandasystems.com/ Host: Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/ Sponsor: vCIOToolbox: https://vciotoolbox.com

In this engaging episode of the MSP Business School podcast, host Brian Doyle reconnects with Jake Carroll, a recognized voice in the MSP sphere, currently spearheading innovative initiatives at Inforcer. Jake shares his extensive insights on AI enablement and how AI is transforming the MSP landscape, particularly through security applications and policy management within Microsoft 365. In a world where technology is continuously evolving, this episode poses essential discussions on leveraging AI tools to optimize efficiency and improve market reach. The conversation dives deep into how inforcer positions itself in the market by aiding MSPs in configuring and maintaining secure Microsoft 365 environments. Jake elaborates on the significance of Microsoft 365 security in underpinning AI readiness for SMBs and details how MSPs can grow and solidify their relationships with clients by tackling pressing issues like AI security. Core themes explored include the interplay between AI adoption and business risk management, showcasing how MSPs can capitalize on these developments to enhance client interactions and service delivery.   Key Takeaways: AI is being increasingly used in the MSP industry for content creation, enhancing efficiency and streamlining communication tasks. inforcer aids MSPs by managing and securing Microsoft 365 environments, emphasizing the importance of security as fundamental for AI readiness. MSPs are encouraged to focus on understanding clients’ business models, critical workflows, and how technology can address business risk and efficiency. With AI tools like Microsoft Copilot becoming integral, MSPs need to adopt and adapt to these technologies to provide enhanced client service. Leveraging AI and content repurposing strategies can greatly improve MSPs’ marketing output and client engagement tactics. Guest Name: Jake Carroll LinkedIn page: https://www.linkedin.com/in/jake-carroll-3855977/ Company: inforcer  Website: https://www.inforcer.com/ Host: Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/ Sponsor: vCIOToolbox: https://vciotoolbox.com

MSP Business School 289 subscribers Analytics     Edit video       0             Share       Promote       In this episode of MSP Business School, host Brian Doyle dives into what it means to be a modern-day Managed Service Provider (MSP). With a strong emphasis on adapting to the rapidly changing landscape of IT, Brian identifies the key areas where MSPs can evolve to meet contemporary challenges. The discussion covers critical topics such as involvement in line-of-business applications, embracing artificial intelligence, maintaining robust security practices, and forging strategic customer relationships. Brian starts by drawing parallels between today's MSPs and "modern-day warriors," whose mission is to protect data from cyber threats. He highlights the shift from traditional IT services to a more strategic approach that incorporates business intelligence and application-driven insights. As the tech landscape evolves with AI and cloud solutions, MSPs must engage proactively with these advancements to stay relevant. Brian provides actionable strategies to do so, stressing the importance of understanding customers' line of business applications and mastering AI tools. He presents tools like Whisper Flow and Jasper AI as examples of how technology can improve efficiency and customer engagement. As security remains a vital pillar, MSPs should focus on the outcomes of security measures rather than the intricacies of their tech stack. Key Takeaways: Modern-Day MSPs: The episode emphasizes the evolution of MSPs into strategic partners who must protect and manage data flows proficiently. Strategic Customer Engagement: Encourages MSPs to understand customers' business goals and align IT services accordingly to facilitate ROI-driven outcomes. AI Integration: Suggests incorporating AI forward, not first, by leveraging tools like Whisper Flow and Jasper AI to improve business processes and enhance customer solutions. Security Prioritization: Reinforces the importance of shifting focus from the stack's technicalities to the tangible security outcomes for customers. Future Readiness: MSPs should prepare for the AI-driven future by developing AI policies and understanding industry-specific AI tools. Notable Quotes: "We've all become modern-day warriors at this stage… being a modern-day warrior doesn't mean that we carry a shield and a sword anymore. It really means that we're protecting data." "Your customer, as much as you do, doesn't care about your stack…they just want to know that they have the tools to protect them. "The people across the table from you are business people. They are not IT people." "It's not just about having an AI tool, but it's how you can imply implement it into a process for application providers like me." "If we're able to show something on the risk register and we can show the impact and likelihood being pretty high, we know what systems it's touching." Resources: Whisper Flow: Tool for voice-to-text conversion. Jasper AI: AI-driven platform for marketing teams to optimize content creation. Decipher AI: An application that aids in generating social media posts and blog content from video material Show Website: https://mspbusinessschool.com Host Brian Doyle:   / briandoylevciotoolbox   Sponsor vCIOToolbox: https://vciotoolbox.com

In this episode of MSP Business School, host Brian Doyle engages in a compelling conversation with Chris Johnson from GTIA about the upcoming Channel Con event and the importance of the GTIA Cybersecurity Trust Mark. Doyle shares his excitement about Channel Con being an excellent opportunity to network with vendors, customers, and partners in an educational and social environment. The discussion shifts focus to the GTIA Cybersecurity Trust Mark, where Chris elaborates on its significance in helping MSPs evidence their cybersecurity posture. The episode dives into the nuanced aspects of compliance, governance, and cybersecurity maturity. With an emphasis on understanding frameworks like the Trust Mark, both Brian and Chris highlight how they offer a structured way for MSPs to demonstrate their cybersecurity resilience and improve their internal processes. They discuss the real-world implications of policies, evidence collection, and the importance of embracing governance for long-term business viability. The episode serves as a wealth of insights into strategic business practices that bolster security and trust. Key Takeaways: GTIA Cybersecurity Trust Mark: An initiative aimed at enhancing MSPs’ cybersecurity resilience through compliance and governance best practices. Channel Con Event: An upcoming conference facilitating networking and education among MSPs and their partners, held in Nashville. Importance of Governance: Governance must align with leadership and strategy to ensure effective cybersecurity implementation. Assessment Process: Understanding and preparing for cybersecurity assessments is crucial for MSPs to effectively demonstrate their security posture. Industry Collaboration: The Channel Con event exemplifies the collaborative spirit of MSPs and vendors working together towards industry betterment. Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com Guest Name: Chris Johnson LinkedIn page: https://www.linkedin.com/in/chrisjohnson1337msp/ Company: GTIA Website https://gtia.org/

In this enlightening episode, Brian Doyle delves into the often-misunderstood world of strategic planning in customer success. While many in the industry are just starting to embrace strategy as a novel concept, Brian brings clarity and depth to the conversation by distinguishing between tactical and strategic initiatives. A frequent fixture on LinkedIn, Brian uses his platform to express his views on thriving as a service provider and how to leap from mere problem-solvers to proactive business partners. Focusing on building joint strategic plans with customers, Brian underlines the importance of understanding client goals and challenges to foster trust and collaboration. The episode highlights the nuances of technology roadmaps, warning against the oversimplification of categorizing them as strategic plans. Instead, it critiques this oversimplification as a failure to advance business outcomes. Detailed discussions cover how service providers can become indispensable by connecting technology services with client business goals, outlining the necessity of evolving as management consultants to enhance client relationships and secure long-term partnerships. Key Takeaways: Differentiating strategic initiatives from tactical tasks is crucial for service providers aiming to align closer with customer goals. Building joint strategic plans with customers helps establish a productive and transparent partnership, allowing for better alignment on shared goals. Understanding and utilizing current technologies can create low-cost, high-impact improvements in client operations, fostering trust. Reinforcing strategies with clear, cause-and-effect scenarios increases the perceived value and importance of proposed solutions. Ensuring customers are positioned as the hero in their stories, with service providers acting as expert guides, strengthens long-term relationships. Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com

In this engaging session, Brian Doyle delves into the art of conducting effective Technology Business Reviews (TBRs) for MSPs. With insights drawn from his years of experience, Brian highlights the top five mistakes to avoid in TBR delivery, ensuring that these interactions build stronger client relationships and drive business value. Through this coaching session, Brian equips IT professionals with actionable strategies to improve their client communication and presentation techniques. Brian outlines the critical importance of assembling the right stakeholder mix in TBR meetings, emphasizing roles such as financial executives and line-of-business managers. He cautions against common pitfalls like inconsistent data presentation and overly technical jargon that can derail the effectiveness of these sessions. By articulating clear business-to-technology alignments, Brian underscores how MSPs can transform TBRs into strategic planning opportunities that resonate with clients' business drivers and objectives. The session is not just about troubleshooting; it's about paving a path for effective engagement with key decision-makers and enhancing the consultative value offered to clients. These insights are vital for any MSP looking to solidify their position as a trusted advisor in the eyes of their clients. Key Takeaways  Stakeholder Engagement: Successfully conducting TBRs requires engaging the right mix of stakeholders, including C-level executives and line-of-business managers, to ensure comprehensive strategic alignment. Meeting Management: Establish clear agendas and maintain focus, preventing clients from derailing meetings with unrelated issues, thus preserving the session's strategic objectives. Consistency and Clarity: Deliver consistent, non-technical data across meetings to help clients track progress and understand the strategic value being delivered. Business-Technology Alignment: Clearly communicate how technology initiatives align with business goals, offering clients a straightforward view of potential ROI and strategic benefits. Leveraging Relationships: Cultivate relationships with decision-makers by positioning yourself as a partner in achieving their strategic priorities. Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com

In this episode of MSP Business School, Brian Doyle dishes out a raw and insightful exploration of business reviews within the MSP industry. Addressing a trending topic on LinkedIn, Brian questions why strategic business reviews are suddenly being regarded as novel. By revisiting the foundational purpose of Business Reviews, he seeks to realign them with their intended strategic nature. Through this episode, Brian emphasizes how MSPs can harness effective roles such as VCIOs, account managers, and customer success reps to better execute these reviews. Brian discusses the importance of establishing strategic business reviews that prioritize client outcomes over mere sales efforts. He highlights how a truly strategic QBR can transform client relationships, enhance retention, and open avenues for new revenue opportunities. Throughout the episode, Brian reiterates the critical role of VCIOs in marrying technical insights with business strategies to deliver meaningful value to customers. By focusing on understanding a client's goals, challenges, and overall business objectives, MSPs can create and present tailored roadmaps that align with strategic initiatives. Key Takeaways: Strategic business reviews should focus on client outcomes and long-term goals rather than solely attempting to drive immediate sales. The roles of account managers, customer success reps, and particularly VCIOs are crucial in conducting effective strategic business reviews. A successful QBR involves understanding the client's business challenges, goals, and aligning proposed solutions with these strategic objectives. Consistently delivering fresh insights and updating meeting cadences can revitalize client engagement and involvement in their business reviews. Demonstrating risk, ROI, and the tangible benefits of proposed projects can significantly reduce sales friction and enhance client decision-making processes. Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com