MSP Business School

If you listen to our show, you've probably heard us talk about the "curse of the great MSP": the more you automate, the more you do remotely, and the less things tend to break, the more likely it is that your value gets called into question and you get shown the door. What are some things you can do to avoid this curse? In this episode, hosts Brian, Tim, and Robb share some practical steps you can take to break the curse and provide even greater value to your clients, solidifying yourself as an integral part of their business.

The president of EscapeWire Solutions, Michael Beecher's unique experiences – both good and just plain awful – have shaped a solid MSP with a healthy and robust security offering. In this episode, Michael and the hosts dive into how terrible events can sometimes be the best things that happen in a young, growing company. Michael Beecher: https://www.linkedin.com/in/mike-beecher-810523/ EscapeWire Solutions: https://escapewire.com/

The Director of Sales for the MSP Advantage program at Mindmatrix, Eric Weber led an interesting and diverse life before joining the MSP industry. His journey serves as a reminder to show up, be consistent, and give it your all in everything you do, because eventually you'll end up in the right place and just exactly where you should be. Eric Weber: https://www.linkedin.com/in/esweber/ Mindmatrix: https://www.mindmatrix.net/

Sometimes life takes you on a wild ride, and other times you're granted choices that have the possibility of changing everything. Then there are people like Derek Gabriel, Co-Founder and CEO of Ignite Solutions Group. As you'll hear in this episode, Derek is one of those people who doesn't wait for life to offer up wild rides and lucky breaks: he carves the map himself. Listen in for a great tale of experimentation and gutsy moves from Fargo, to Bismarck, to Kansas… to Hawaii. Derek Gabriel: https://www.linkedin.com/in/dereksgabriel/ Ignite Solutions Group: https://www.ignitetheday.com/

Objections to pricing when presenting a prospect with the cost of your services is always an uncomfortable situation. How do you set the tone from the initial encounter to ensure your prospects appreciate the value of the products and services you offer? In this episode, Brian, Robb, and Tim give many examples on how to avoid and overcome price objections at different stages of the sales process.

Frank DeBenedetto has the fascinating perspective of being both an MSP owner and a vendor. We dive in with him about the incredible service he provides through audIT and how it came out of a specific need in his own MSP, Two River Technology Group. Frank DeBenedetto: https://www.linkedin.com/in/frankdebenedetto/ Two River Technology Group: https://www.tworivertech.com/ AudIT: https://www.auditforit.com/

What creates a thriving culture and excellent client base when it comes to MSPs? For Jon Kotman of Kotman Technology, the answer is your principles and core values. Join us for a wonderful discussion on how defining your principles and sticking with them no matter what leads to the best possible outcome for everyone on your team. Jon Kotman: https://www.linkedin.com/in/jonkotman/ Luke Ross: https://www.linkedin.com/in/lucas-ross-238b07143/ Kotman Technology: https://www.kotman.com/

It's our 100th episode of MSP Business School and we couldn't be more excited to be joined by Ed Carroll and Jeremiah Smith of Edison Marks, a brand new company that's promising to be a major disruptor in how MSPs operate in the sales and marketing space. Buckle up and get ready for a few "ah-ha!" moments of your own as you listen to this exciting interview.

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.