MSP Business School

Sales and Marketing: two departments that are often disregarded by smaller MSPs but are crucial for growth… especially when you structure your company so that they work together. In this episode, hosts Brian, Tim, and Robb tackle how to integrate a marketing team into your sales efforts in order to create the greatest growth potential for your MSP.

Another addition to our conversations with MSP owners, Travis Barker of EZ IT Solutions joins us to talk about the somewhat crazy and not-so-apparent road that led him and his company to where they are today. Starting with a great origin story and ending with our best cliffhanger to date, this is a must-listen for any MSP owner.

As a business owner, you need to be able to estimate what your sales are going to be in the near and distant future. But if your sales reps aren’t clearing stale deals out of their pipelines, how will you be able to make an accurate forecast? In this episode, Brian, Tim, and Robb sit down for a discussion on how you as the owner can help your salespeople create healthy pipelines and actually close more deals in the long run.

Oftentimes the best way to get advice on how to run your business (or ideas for areas of opportunity you hadn’t considered before) is to listen to other successful owners talk about how they got their business to where it is today. This week, we’re joined by MSP owner Allan Jocson of Agilitec. Allan generously shares how he and his team navigated many challenging times to emerge as a highly successful MSP.

The shift in recent years to prioritizing monthly recurring revenue over all other money-making methods has led to a bit of a stalemate in the industry. How do you stand out against the crowd if all you’re doing is offering the exact same services as every other MSP out there? In this episode, Brian takes the lead as he presents a shift in mindset that will provide your MSP with an endless number of ways to create new avenues of generating revenue and greater value for your company.

In episode 90, Brian, Tim, and Robb discussed how to find and recruit MSP salespeople in today’s market. Now that you’ve found the perfect rep, how do you present a job offer to them? And before you do that, how do you put together a competitive compensation plan that makes them want to work for you? In this episode, the hosts continue their roundtable discussion about hiring salespeople by diving into compensation plans, bonuses, and the right way to present a job offer.

The Vice President of Service Leadership (a ConnectWise solution), Peter Kujawa knows a thing or two about building a business. Assisted by Service Leadership’s support offerings, Peter led the turnaround of Locknet, including the acquisition by EO Johnson Business Technologies. Now, 11 years later, he’s committed to helping MSPs experience success by using the same tools that aided his company’s growth.

The MSP space is a fast-moving, ever-changing industry. Staying on top of the latest information and technology can be challenging, especially for younger MSPs that aren’t quite ready to commit to something like a peer group. Enter ChannelPro: a free publication with a mission to educate and support the MSP community. Joel Zaidspiner, ChannelPro’s Vice President & Associate Publisher, joins us to share the importance of education, community, and exposure, and how ChannelPro can assist MSPs in their growth and client relationships.

Not too many people make the leap from technical positions to the world of sales and marketing, but for Jimmy Hatzell of Quickpass, his background in IT serves as a major plus when developing content and marketing strategies. In this episode, Jimmy shares his philosophy on marketing, explaining how the right kind of marketing will boost your sales teams’ efforts and create sales at scale.

For this special roundtable of MSP Business School, hosts Brian, Tim, and Robb tackle one of the most difficult challenges MSP owners are facing today: finding, recruiting, and hiring salespeople.