MSP Business School

Many MSP's hire their first sales rep and expect a windfall...then are surprised when it does not work out. In our episode today we discuss why your sales rep failed and why that may be your fault. Show Website: https://mspbusinessschool.com/ Hosts Brian Doyle. https://www.linkedin.com/in/briandoyl... Robb Rogers. https://www.linkedin.com/in/robb-roge... Tim McNeil https://www.linkedin.com/in/timmcneil3/ Sponsors vCIOToolbox https://vciotoolbox.com OSR Manage https://osrmanage.com

Craig found inspiration when a client had a phishing attack that caused an employee to purchase $26K on gift cards based on an email. The problem was obvious and he set out to create training that is easy to use and for end users to consume.

Teresa is a woman who enjoys a good fight. As a former Marine, she has seen the threats our country faces each day and when she neared retirement she wanted to keep up the good fight and prepared for a career in cybersecurity. In launching PNT Professional Services with her husband, she put her aim on continuing the fight to protect our great nation. Additionally, they wanted to create an opportunity for service veterans to gain the skills to start a post-military career in cybersecurity. In our conversation today Teresa shares with us the training MSSP's should consider for their staff as they build their security practices. In fact, Teresa is holding a virtual conference, The RNT Cyber Ethics Conference, bringing some of the top minds together for 20+ sessions over three days (Feb.16-18) for only $50! A woman with many anecdotes around tales of cyber threats we focus in on a story of a modern day cattle heist. The Wild, Wild West has gone Hi Tech. Join us today for an action packed episode that will put you in a secure state of mind.

Today we turn the tables and have our Co-Host Brian Doyle on the show to talk about the importance of the vCIO Role. As the CEO and Co-Founder of vCIOToolbox, Brian works with MSP's globally to build strategic account management programs. These programs help the MSP keep the client informed, elevate their perception as a partner, and drive a technology roadmap that creates win/win outcomes for both the client and MSP. In our discussion we talk about how MSP's often focus on client acquisition and service delivery. Those are two key pillars in all service providers, but often overlook is a strong process of staying engaged with the client post-sale and on-boarding. Brian talks about how MSP value is always equated to MRR, but one of the most overlooked steps for many MSP's is managing and controlling the client relationship. Too many times, once on-boarded, the primary point of contact for the client is the helpdesk team. Thus the health of the relationship often is being guarded by your most junior employees. We focus the discussion on what steps an MSP can take to grow closer to their client, maximize long-term value of each relationship, and create happier clients.

Jesse Hill is the President of Tier 3 IT Solutions a MSP located in Edmonton, Alberta. Jesse chats with us about running a business he grew up in and the lessons he has learned since taking over the business. We start with Jesse's story about an acquisition they made and the challenges they faced during the transition and in their approach to the merging cultures. He discusses things that they did not evaluate during this acquisition that impacted the bottom line. Jesse then moves to a story of an event that helped shape Tier 3 Solutions. He attended a conference that helped him see that they truly did not have a defined sales process and how this led to an overhaul of their sales division. We discuss how you can't shortcut the process and steps they took to get sales in line and improve the close rates. Jesse then shares steps they are focused on for 2021 that will help them grow and develop as an organization in 2021. Tier 3 is planning improvements to keep the team engaged as they continue to work remotely. He also talks about how they work to continually improve the relationship with the team and help them feel closer to the decision making process.

Abe Garver and Focus Investment Banking are Merger and Acquisition specialists focusing on the small to mid-market Managed Service Providers with transaction sizes between $5M and $50M.

Show Website: https://mspbusinessschool.com/ Guest Guy Walton. https://www.linkedin.com/in/cybervirture/ CAMO Hosts Brian Doyle. https://www.linkedin.com/in/briandoyl... Robb Rogers. https://www.linkedin.com/in/robb-roge... Tim McNeil https://www.linkedin.com/in/timmcneil3/ Sponsors vCIOToolbox https://vciotoolbox.com OSR Manage https://osrmanage.com

Show Website: https://mspbusinessschool.com/ Guest Guy Walton. https://www.linkedin.com/in/cybervirture/ CAMO Hosts Brian Doyle. https://www.linkedin.com/in/briandoyl... Robb Rogers. https://www.linkedin.com/in/robb-roge... Tim McNeil https://www.linkedin.com/in/timmcneil3/ Sponsors vCIOToolbox https://vciotoolbox.com OSR Manage https://osrmanage.com

Velta Technologies is a firm that specializes in providing security services for the industrial space. Based out of St. Charles, Mo. their practice focuses on the security needs of the manufacturing, utility, and maritime verticals. Craig serves as a Cyber Security Engineer for the organization and in this episode he shares with us an area not often travelled by many MSP's, but can be an area of opportunity, Operational Technology Networks or OT. With the growth of IoT devices coupled with aging production machines this area can often be overlooking in its importance and access within each business and become a huge target for the hacking community. Craig starts the discussion describing what is the first step in security the OT, a Cyber Security Assessment for exposure risks and technology gaps. He then shares with us about how electrical utilities have many compliance regulations for its power generation system and need to be NERC compliant (North American Electrical Reliability Corporation). These regulations map to the areas of critical infrastructure supporting municipal areas. A big area of concern for the plant side of these industrial businesses is the people side of technology. Craig shares what the biggest threat is to the industrial plant networks, rogue assets connecting to the OT network. When technicians com in to service the plant, they often connect to the network and their asset now becomes a point of vulnerability on the network. At the end of the day it all comes back to common sense, similar to the traditional IT network. Ensure you have controls to support the network security and limit access and the risk will be reduced.

Show Website: https://mspbusinessschool.com/ Stuart Selbst joins us in today's episode to discuss the customer experience and steps we can take to have long-term success. We begin the discussion talking about Stuart's path from corporate IT, to MSP, to MSP Coach, to Vendor, and back to MSP. We talk about the customer journey and how important it is to stay in front of your customers to drive long-term success, but that also requires the right individual to lead the customer relationship. We talk about a solid customer relationship breeding loyalty and financial reward for the MSP as the relationship becomes the gift that keeps on giving. Stuart discusses how he had a client that he built such a strong relationship with that they asked to increase their fee. They looked at the value given and the long term need, and quickly realized they were not paying enough to ensure that the MSP (their trusted partner) would be there when called upon. Robb shares how right now the hunters are looking for vulnerable relationships as COVID rages on. These relationships can be ripe for the picking. Stuart talks about how you can re-enagage with your clients and change perception. Guest Stuart Selbst https://www.linkedin.com/in/stuartselbst/ Hosts Brian Doyle. https://www.linkedin.com/in/briandoyl... Robb Rogers. https://www.linkedin.com/in/robb-roge... Tim McNeil https://www.linkedin.com/in/timmcneil3/ Sponsors vCIOToolbox https://vciotoolbox.com OSR Manage https://osrmanage.com