MSP Business School

Guest Name: Robert Gillette LinkedIn page:   / rwgillette    Company: MSP Dojo Website: https://www.mspdojo.net/ Hosts Brian Doyle:   / briandoylemetathinq   Robert Gillette is the founder of MSP Dojo, a revolutionary platform designed to enhance sales performance in the MSP (Managed Service Provider) industry. With a rich background that spans over seven years as a lead sales executive, Robert has significantly contributed to the growth of an MSP from $10 million to $30 million in revenue. His innovative approach combines practical sales training and peer collaboration, making him an influential figure in the MSP sales community.  Episode Summary In this enlightening episode of MSP Business School, host Brian Doyle welcomes Robert Gillette, the founder of MSP Dojo, to discuss the challenges and solutions in MSP sales. Brian starts off with a brief update about his summer and then introduces Robert, who shares his unexpected journey into the MSP world and his transition into a role that combines his sales heritage with a passion for consultative selling. Robert delves into the impetus behind MSP Dojo, explaining how he identified a gap in the market for practical sales training and peer-to-peer role-playing exercises. Highlighting shocking statistics like 85% of MSPs setting fewer than ten net new first-time appointments annually, Robert underscores the critical need for regular practice to build sales confidence and competency. The conversation also touches on the importance of role-playing, the unique offerings of MSP Dojo, and the advantages of competitor collaboration. Throughout the episode, Brian and Robert touch on key strategies for improving sales performance, such as understanding the nuances between referral-led and marketing-led sales processes and recognizing the human component of sales confidence. By the end of the episode, listeners are provided with actionable insights and a clear understanding of how MSP Dojo can serve as a transformative tool for any MSP's sales trajectory.  Key Takeaways:  *Importance of Sales Practice: Regular, structured practice is crucial for building confidence and competency in sales.  *MSP Dojo: Offers a unique platform for MSP sales professionals to practice sales scenarios and improve their skills through peer collaboration. *Sales Statistics: A significant percentage of MSPs struggle with low numbers of net new appointments, highlighting a need for better sales processes.  *Competitive Collaboration: Engaging with competitors in a constructive manner can enhance differentiation and improve overall sales strategies.  *Sales Confidence: Building confidence in sales techniques can lead to higher close rates and better business outcomes. Sponsors vCIOToolbox: https://vciotoolbox.com

Show Website: https://mspbusinessschool.com/ Guest Name: Eric Anthony LinkedIn page: https://www.linkedin.com/in/esanthony/ Company: All Things MSP Episode Summary: In this episode of MSP Business School, host Brian Doyle engages with Eric Anthony from All Things MSP to delve into purposeful discussions, offering valuable insights into the MSP (Managed Service Provider) landscape. Eric, a seasoned media professional, shares his extensive journey from starting as a teenage consultant to becoming the Director of Partner Engagement at Ignite. The conversation captures critical themes, including industry evolution, community building, and providing a balanced professional and personal life. Eric emphasizes the significance of work-life balance, a common struggle in the MSP realm, and introduces effective strategies like time blocking and purposeful scheduling to mitigate daily chaos. Analysis of AI implementation in SMBs, particularly generative AI, forms another crucial segment, highlighting opportunities and challenges. Eric and Brian discuss the gap in perception about AI adoption and its practical, secure usage within businesses, offering listeners a valuable guide to navigating the future of technology. Key Takeaways: Work-Life Balance Strategies: Eric stresses the importance of time blocking and creating dedicated personal time within daily schedules to maintain a healthy work-life balance. AI Adoption in SMBs: Despite MSPs underestimating it, 77% of SMBs are using generative AI, presenting new service opportunities for MSPs. Addressing Security Concerns: The need for MSPs to develop AI policies and provide education on secure AI usage to mitigate risks. Community Engagement: Learn about Eric's efforts with All Things MSP, fostering a supportive, non-technical space for MSP professionals. Industry Evolution: The evolution of MSP roles extending into AI technology and the essential shift towards consulting in tech-driven business environments. Resources: All Things MSP Facebook Group: facebook.com/groups/allthingsmsp  All Things MSP YouTube Channel: YouTube Channel Ignite: Ignite Website Books Mentioned: The 12 Week Year by Brian P. Moran and Michael Lennington Discover more by listening to the full episode, and stay tuned for further engaging content from MSP Business School as we delve into more industry insights and expert advice. Feel free to subscribe to our podcast on your favorite platforms, and join us in our next episode as we continue to bring you critical discussions and strategies from the world of MSPs. Hosts Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/ Sponsors vCIOToolbox: https://vciotoolbox.com

  Episode Summary: In this very special 200th episode of the MSP Business School podcast, host Brian Doyle reflects on the journey since their inception in 2020. This episode, recorded live from ChannelCon at Comptia, resonates with appreciation and a forward-looking vision for the MSP community. Brian delves into the origins of the podcast, the motivations behind starting it with his co-founders Rob Rogers and Tim O’Neill, and the milestones they have achieved over the past four years. Throughout the episode, Brian emphasizes the podcast's commitment to delivering valuable insights into MSP sales, business development, and broader industry trends. He discusses the evolution of managed services from the early days of box sales and VOIP systems to the current landscape dominated by AI, cloud services, and heightened cybersecurity demands. Brian highlights the necessity for MSPs to adapt to these changes by building use cases for AI, focusing on security and governance, and becoming management consultants to their clients. Key Takeaways: Evolution of MSP Business: Brian outlines the transformation of managed services over the past two decades, highlighting shifts from hardware sales to cloud services and AI integration. Importance of Cybersecurity: A major theme is the increasing importance of cybersecurity, especially in light of evolving threats and the complexities introduced by AI. Adapting to Market Changes: The need for MSPs to continually adapt, embrace new technologies, and serve as business consultants to their clients is emphasized. Community Engagement: Brian expresses gratitude to listeners and encourages engagement to tailor future content to the community's needs. Future Direction: He provides insights into the future direction of the podcast, focusing on advanced topics like AI, security, and new service models for MSPs.

Show Website: https://mspbusinessschool.com/ Guest Name:  Marvin (Uncle Marv) Bee LinkedIn page: https://www.linkedin.com/in/marvinbee/ Company: MB Systems Website: https://itbusinesspodcast.com Marvin Bee, also known as Uncle Marv, hosts the IT Business Podcast and the Unhealthy Podcast. He has been in the business since 1997 and runs a boutique managed service provider (MSP) shop in Fort Lauderdale, Florida. Marvin has a diverse background, starting from a tech-shop role to building his personalized IT service business focused on providing high-quality, customized solutions to his clients. Marvin is known for his community-minded approach and deep understanding of the IT industry's technical and business aspects. Episode Summary: In this episode of MSP Business School, host Brian Doyle welcomes Marvin Bee, the renowned host of IT Business Podcast, known to many as Uncle Marv.  This engaging conversation revolves around Marvin's journey in the MSP industry, his unique approach to business, and his thoughts on community and collaboration within the IT sector. Marvin shares his experiences, from his early days running a tech shop to becoming an established figure in the MSP community, emphasizing the importance of building long-term client relationships and adapting to their needs. Marvin highlights his strategy of running a boutique MSP shop, focusing on quality over quantity and optimizing the tech stack to suit customer requirements. He discusses the importance of listening to clients, networking, and nurturing relationships over time to drive business growth. The discussion also touches on the current state of the MSP industry, the significance of community, and differing business strategies, including the concept of stack optimization versus just aiming for a perfect stack. Marvin also shares his thoughts on work-life balance, demonstrating the value of setting boundaries to avoid burnout and maintain growth and happiness. Key Takeaways:  Networking and Community: Marvin advocates for the power of networking and community support in the MSP industry, highlighting how simple acts of help can lead to significant business opportunities. Stack Optimization vs. Perfect Stack: Marvin discusses the importance of optimizing the tech stack based on client needs rather than forcing a one-size-fits-all solution, suggesting a flexible and customized approach. Diverse Business Strategies in the MSP Sector: Understanding that different business models and strategies can succeed, Marvin talks about catering to varied customer needs and pursuing a personally fulfilling business path. Work-Life Balance: Emphasizing the need for boundaries, Marvin shares his strategies for maintaining a healthy work-life balance and the Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsors vCIOToolbox: https://vciotoolbox.com

Show Website: https://mspbusinessschool.com/ Guest Name: George Smith LinkedIn page: https://www.linkedin.com/in/george-smith-augmentt/ Company: Augmentt Website: https://augmentt.com Host Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/ George Smith is a renowned professional in the Managed Service Provider (MSP) industry and currently serves as a key team member at Augment. With a robust background that includes a pivotal role in growing a Canadian MSP and focusing on managed services in the healthcare vertical, George has transitioned to the vendor side. At Augment, he works alongside industry pioneers like Gavin Garbutt and Derek Belair. Over the past three and a half years, he has been instrumental in driving the company’s mission to simplify and enhance Microsoft 365 security for MSPs. Episode Summary: Welcome to another insightful episode of MSP Business School hosted by Brian Doyle! In this discussion, Brian engages with George Smith from Augment, a dynamic and innovative company in the MSP sector. George shares his intriguing journey from working at a Canadian MSP to joining a tech startup. This episode dives deep into how Augment is revolutionizing the way MSPs secure and manage Microsoft 365 environments. George highlights the core challenges faced by MSPs, especially in managing the complex Microsoft ecosystem. By utilizing Augment’s tools such as security posture dashboards, multi-tenant management capabilities, and automated processes, MSPs can significantly enhance technician efficiency and overall service delivery. This comprehensive conversation addresses the importance of education, security, digital IQ, governance, and the evolving landscape of IT solutions. Key Takeaways: Technician Efficiency:** Simplifying tasks such as password resets and MFA implementations through Augment’s dashboards can empower junior and non-technical staff. Security and Management: Augment addresses the inherent insecurity of Microsoft 365 out-of-the-box and provides MSPs with tools to harden these environments easily. Education and Proliferation: The need for MSPs and vendors to focus on educating clients to build trust and communicate value effectively. Governance and Compliance: The growing importance of IT governance and compliance in MSP operations, supported by tools that simplify reporting and management. Sponsors vCIOToolbox: https://vciotoolbox.com

Show Website: https://mspbusinessschool.com/ Guest: Name: Shane Naugher  Linkedin page: https://www.linkedin.com/in/shanenaugher/ Company: website Hosts Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Shane Naugher is a seasoned technology expert with nearly 30 years of experience in the industry. He is the founder of Dazzee, a company he launched in July 2000. Shane has a notable background in VAR (Value Added Reseller) services and has partnered with giants like Cisco and Southwestern Bell (pre-AT&T merger) to implement large-scale infrastructure projects. More recently, Shane has focused on AI and business process automation to enhance business efficiencies and customer experiences, especially within the context of MSP (Managed Service Provider) operations. Episode Summary: In this episode of MSP Business School, host Brian Doyle welcomes Shane Naugher, founder of Dazzee. Shane delves into the exciting world of AI and business process automation, illustrating how these technologies can revolutionize the operations of MSPs and their clients. With nearly three decades of tech experience, Shane brings a wealth of knowledge to the discussion, particularly in how AI can be practically applied to improve workflows and enhance productivity. Shane discusses the two sides of AI deployment: vendors eager to integrate AI into their software and MSPs whose clients are still cautious about embracing it. He stresses the importance of MSPs understanding and leveraging AI internally before advocating its benefits to their clients. Shane shares his journey of integrating AI into Dazzee's operations, particularly in sales and service processes. He provides an insightful example of how AI-driven sales call analysis has helped refine sales strategies and performance.  Sponsor https://vciotoolbox.com

In this podcast, Brian Doyle discusses the critical topic of Quarterly Business Reviews (QBRs). He highlights the importance of having the right people in the room, maintaining meeting focus, using consistent data, simplifying technical details, and showcasing business outcomes for client engagement.

Show Website: https://mspbusinessschool.com/ Guest Name: Miles Walker LinkedIn page: https://www.linkedin.com/in/mileswalker9th/ Company: Website: https://kaseya.com Miles Walker is the featured guest on this instalment of MSP Business School podcast. With an impressive journey traversing numerous countries and industries, Walker brings a global perspective to the MSP space. Born in England and having lived in places like the Dominican Republic, Cambodia, Ethiopia, and Australia, his extensive background in the travel industry as a Sales Director provides unique insights into his current role. Today, Walker serves as part of the team at Kaseya, a leading provider of IT infrastructure management solutions for managed service providers (MSPs) and internal IT organizations. In this episode, Walker discusses his transition from the travel industry to the IT sector, the evolution of Kaseya's offerings including the groundbreaking Kaseya 365, and how cyberattacks are shaping business needs. Episode Summary: In the latest episode of MSP Business School, **Brian Doyle** engages **Miles Walker from Kaseya** in a fascinating discussion that spans personal backstories, industry evolution, and the future of IT management for MSPs. Walker shares his international experience and how it informs his work at Kaseya, emphasizing the importance of storytelling in connecting with clients and audiences. * Walker's transition from the travel industry to IT showcases the fluidity of professional growth and the value of diverse experiences in our digital age. He articulates how providing solutions for MSPs is akin to selling dreams in travel—both require instilling confidence and securing futures. * Kaseya 365 emerges as a pivotal solution in combating stack fatigue, offering a consolidated subscription model that encompasses a suite of services integral to MSP operation and security. The conversation delves into how acquisitions in the IT sector are stimulating innovation and growth, a sign of a healthy marketplace. ### Key Takeaways:  * **Adaptability in Career Shifts**: Miles Walker's transition from travel to IT illustrates adaptability and utilizing transferable skills in sales and customer engagement. * **Comprehensive IT Management**: Kaseya 365 provides a unified platform for IT management, reflecting Kaseya's commitment to addressing MSP needs and reducing stack fatigue. * **Acquisition Dynamics**: Walker discusses the normality of acquisitions in the IT space, signifying both growth prospects and market valuation, including Kaseya's strategic moves. * **Cyberattack Impact**: Real-world stories illustrate the escalating cyber threats that businesses face, underscoring the need for robust MSP solutions and cybersecurity measures. * **Market Evolution**: The conversation highlights how compliance and cybersecurity are now critical considerations, shaping how businesses operate and insurances assess risk. Host Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/ Sponsors vCIOToolbox: https://vciotoolbox.com Sales MaturIT: https://salesmaturit.com

Dan Adams, an IT veteran, discusses MSP branding, team building, and evolving customer expectations. He advocates for market differentiation based on service delivery over certifications and emphasizes the importance of building trust with customers through documented processes in the podcast.