Uncle Marv's IT Business Podcast

Uncle Marv kicks off the show by recapping his recent visit to DattoCon in Miami, where Kaseya made significant announcements about new user licenses and product offerings. He then welcomes Jennifer Bleam, author of "Simplified Cybersecurity Sales for MSPs," to discuss marketing and sales strategies. Jennifer emphasizes the importance of a holistic approach to marketing, explaining the concept of a marketing funnel and how different tactics serve various purposes. She stresses that while leads are the ultimate goal, top-of-funnel activities like creating awareness and engagement are crucial steps in the process. The conversation shifts to LinkedIn marketing, with Jennifer cautioning against aggressive tactics that can erode trust. She advocates for a more thoughtful approach, suggesting that valuable content and personalized outreach can set businesses apart in a sea of generic pitches. Jennifer provides practical advice on nurturing leads without being pushy, recommending a consistent schedule of weekly emails and regular social media posts across platforms. She introduces the concept of "habit stacking" to help MSPs build a sustainable marketing routine. The discussion turns to sales techniques, with Jennifer outlining a strategy to naturally lead prospects towards closing. She explains the importance of revealing gaps in a prospect's current situation and helping them visualize the consequences of inaction. Uncle Marv and Jennifer also touch on the value of qualification and disqualification in the sales process, emphasizing that not every lead is worth pursuing. They discuss how to gracefully exit conversations with prospects who aren't a good fit. The episode concludes with Uncle Marv's signature "Florida Man" segment, where Jennifer shares a bizarre local story from Maryland, only to be outdone by Uncle Marv's tale of a Florida man's inexplicable in-flight assault.Websites and Links Mentioned: Jennifer's Book, Simplified Cybersecurity Sales for MSPs: https://amzn.to/48rDSq6Jennifer's Book, with Bonus Material: https://mspsalesrevolution.com/book-plus-bonus They Ask, You Answer by Marcus Sheridan: https://amzn.to/3YNvk8PKeyword Research Tool: https://answerthepublic.com/Florida Man Assaults Sleeping Passenger: https://tinyurl.com/2emdvxjuPeople Mentioned: Dawn SizerTim GoldenSean Lardo === Show InformationWebsite: https://www.itbusinesspodcast.com/Host: Marvin BeeUncle Marv’s Amazon Store: https://amzn.to/3EiyKoZBecome a monthly supporter: https://ko-fi.com/itbusinesspodcast

Uncle Marv kicks off the podcast with Robert Thompson, an ASCII member and Spark peer group leader from Canada. Thompson shares his journey from break-fix to managed services, highlighting the importance of client communication and technology business reviews. He emphasizes the value of the ASCII community in knowledge sharing and business growth. The podcast then shifts gears with Vladan Gajicic, owner of GVS IT Services in Jacksonville, Florida. Gajicic recounts his transition from working for managed service providers to starting his own business in 2018. He discusses how his company unexpectedly grew during the COVID-19 pandemic by providing level three support to other MSPs. The episode concludes with an exciting interview featuring Juan Fernandez from SuperOps. Fernandez unveils SuperOps' new AI, named Monica, and hints at upcoming integrations. The conversation also touches on the ASCII Cup event, sponsored by SuperOps, which includes a DeLorean-themed party and break dancers, emphasizing the importance of community building in the IT industry.Key Segments: Robert Thompson on managed services and client communicationASCII community benefits and peer group leadershipVladan Gajicic's journey from employee to business ownerUnexpected growth during the COVID-19 pandemicSuperOps' new AI integration: MonicaASCII Cup event and community buildingThe future of managed services and IT business  === Show InformationWebsite: https://www.itbusinesspodcast.com/Host: Marvin BeeUncle Marv’s Amazon Store: https://amzn.to/3EiyKoZBecome a monthly supporter: https://ko-fi.com/itbusinesspodcast

Uncle Marv kicks off the episode with Joe Balsarotti, a long-time ASCII member and owner of Software to Go, a computer store with over 40 years of history. Joe shares his journey from retail software sales to becoming a full-service IT provider serving customers in 42 states. He emphasizes the importance of empowering staff, sharing how he gives his employees credit cards and encourages them to think like owners. Joe recounts a heartwarming story about hiring his office manager from a McDonald's drive-thru and how she's grown to handle basic tech support for clients. He also discusses the evolution of his business model and the value of ASCII membership over the years, highlighting the importance of relationship-building and networking at events. The episode then shifts to an interview with Terry McAdams of Mac Tech Solutions, representing ASMC (Apple Solutions Marketing Corporation). Terry explains the recent partnership between ASCII and ASMC, aimed at bridging the gap between PC-focused MSPs and Apple-centric businesses. He shares his background in both Windows and Mac environments, debunking misconceptions about the limitations of Macs in business settings. Terry discusses the opportunities for collaboration between ASCII and ASMC members, including hardware sales, co-managed services, and knowledge sharing. He also touches on the challenges of transitioning to managed services and the overwhelming array of tools available in the industry. Both interviews provide valuable perspectives on adapting to industry changes, the importance of customer relationships, and the potential for growth through strategic partnerships. Key Segments: Joe Balsarotti's 40+ years in the IT industryEvolution of Software to Go's business modelEmpowering employees in IT businessesLong-term value of ASCII membershipASCII and ASMC partnershipTerry McAdams' journey from Air Force to Mac Tech SolutionsMisconceptions about Macs in business environmentsOpportunities for collaboration between PC and Mac-focused MSPsChallenges in transitioning to managed servicesThe overwhelming landscape of IT tools and servicesPeople Mentioned for Shout Outs: Jeffrey BoydBradley Gross === Show InformationWebsite: https://www.itbusinesspodcast.com/Host: Marvin BeeUncle Marv’s Amazon Store: https://amzn.to/3EiyKoZBecome a monthly supporter: https://ko-fi.com/itbusinesspodcast

Sean Lardo Interview: IT Nation event coming up in two weeks (November 6-8) at Rosen Shingle Creek in Orlando, FloridaPitchIT competition highlights: record number of applicants (over 150) from global regionsFinal three PitchIT competitors: PC PowerSafe, Senteon Cybersecurity, and Seedpod CyberIT Nation features: Tony Hawk as keynote speaker, Stone Temple Pilots for entertainmentK9s for Warriors philanthropy initiative with autographed Tony Hawk skateboards for top donorsUnexpected $1,001 donation pledge from Uncle Marv for K9s for WarriorsStanley Louissaint Interview: ASCII SPARK peer groups: geographically dispersed members grouped by revenue rangesBenefits of peer groups: problem-solving, sharing experiences, and business growthImportance of consistency in business and client satisfactionDiscussion on client acquisitions and IT integration challengesAutomation in IT businesses: balancing efficiency with practicalityPersonal anecdote about over-complicating automation for financial data conversionKey Segments: IT Nation and PitchIT competition updatesASCII SPARK peer groups overviewBusiness consistency and growthClient acquisitions and IT integrationAutomation in IT businessesPersonal experiences with automation attemptsWebsites mentioned:IT Nation PitchIT: https://www.connectwise.com/theitnation/pitchitIT Nation Connect, November 6-8: https://www.connectwise.com/theitnation/connect-naPeople mentioned for shout outs: Michael Crean from SonicWallChad Kempt Dawn Sizer === Show InformationWebsite: https://www.itbusinesspodcast.com/Host: Marvin BeeUncle Marv’s Amazon Store: https://amzn.to/3EiyKoZBecome a monthly supporter: https://ko-fi.com/itbusinesspodcast

Uncle Marv kicks off the episode with Steve Copeland from RYTHMz, discussing their innovative "internet in a box" solution. Steve explains how their 5G technology is revolutionizing business continuity and disaster recovery. He shares examples of how RYTHMz has helped partners increase profits and maintain connectivity during critical events. The conversation then shifts to the future of technology, touching on AI, 5G, and IoT. Steve provides insights into how MSPs can effectively use AI in their operations, emphasizing the importance of monitoring and training clients on AI usage. In the second part of the episode, Uncle Marv interviews Dawn Sizer from 3rd Element Consulting. Dawn discusses her company's impressive growth, attributing it to client expansion, targeted marketing strategies, and the introduction of new service divisions. Dawn shares her experience working with Decoded Strategies to revamp their website, highlighting the importance of tailoring language to target high-risk clients. She also reveals 3rd Element Consulting's plans for new divisions in access control, event management, and content marketing. The episode concludes with a heartwarming exchange between Uncle Marv and Dawn, emphasizing the value of personal connections in the IT industry. Key Segments: RYTHMz's 5G "internet in a box" solutionBusiness continuity and disaster recovery in ITThe future of AI, 5G, and IoT in the IT industry3rd Element Consulting's growth strategiesWebsite revamp and targeted marketingExpansion into new service divisionsThe importance of personal connections in ITWebsites and Links: RYTHMz: https://rythmz.com/3rd Element Consulting: https://www.3rdelementconsulting.com/People Mentioned for Shout Outs: Stan LouissaintKristen and Annie from Decoded StrategiesDave (Dawn's husband and business partner) === Show InformationWebsite: https://www.itbusinesspodcast.com/Host: Marvin BeeUncle Marv’s Amazon Store: https://amzn.to/3EiyKoZBecome a monthly supporter: https://ko-fi.com/itbusinesspodcast

Uncle Marv kicks off the show by introducing Eric Torres, who recently joined Pax8 in a new role focused on channel and community engagement. The conversation covers Eric's transition to Pax8 and his first experiences with the company, including attending the Pax8 Beyond event in Berlin. Eric shares insights on Pax8's approach to community engagement, highlighting their extensive event calendar and plans to expand their reach. He discusses the importance of the Pax8 marketplace and how it's leveling the playing field for MSPs, allowing them to compete for larger clients and offer enterprise-grade solutions. The discussion touches on a recent Channelnomics report, which reveals that 90% of IT solution providers expect a rise in marketplaces by 2029. Eric elaborates on how embracing the marketplace model has led to increased profitability and service offerings for MSPs. Eric and Uncle Marv explore current trends in the MSP industry, including the ongoing M&A activity and the growing importance of peer groups and community collaboration. They also discuss the evolving relationship between vendors, distributors, and MSPs, with a focus on education and enablement. The conversation shifts to the Pax8 Beyond event in Berlin, with Eric sharing his perspective on how it compared to the North American events and its significance for the European market. He provides insights into the differences and similarities between MSPs in various global regions. Finally, Eric teases upcoming Pax8 initiatives and events, emphasizing their commitment to reaching MSPs in smaller markets and continuing to innovate in the distribution space.Websites Mentioned: Pax8 Website: https://www.pax8.com/en-us/Pax8 Events: https://www.pax8.com/en-us/pax8-events/People Mentioned: Rob RayJay McBainMatt Lee === Show InformationWebsite: https://www.itbusinesspodcast.com/Host: Marvin BeeUncle Marv’s Amazon Store: https://amzn.to/3EiyKoZBecome a monthly supporter: https://ko-fi.com/itbusinesspodcast

Uncle Marv and Jennifer Bleam dive deep into the world of MSP marketing and sales, offering a fresh perspective on how to revolutionize your approach. They discuss: The Marketing Pendulum: Jennifer explains the concept of the "marketing pendulum" and why MSPs should avoid swinging to extremes in their marketing efforts.Overcoming the "Marketing Doesn't Work" Mindset: Learn practical strategies to shift your thinking and recognize the value of effective marketing.The Importance of Disqualifying Leads: Discover why it's crucial to identify and disqualify unqualified prospects early in the sales process.Solution Selling Best Practices: Gain insights into how to sell solutions rather than just features, focusing on solving customer problems.The Art of Discovery: Uncover techniques for conducting effective discovery calls and uncovering your prospects' true needs.Closing Techniques: Jennifer shares her perspective on closing deals naturally as a culmination of a well-executed sales process.Throughout the episode, Jennifer emphasizes the importance of adopting a holistic approach to marketing and sales, viewing it as an essential part of serving your community and protecting businesses from cybersecurity threats.Websites and Links:MSP Sales Revolution - mspsalesrevolution.comThe Wedge: How to Stop Selling and Start Winning: https://amzn.to/3Ywh5pEHow to Get Your Competition Fired Without Saying Anything Bad About Them: https://amzn.to/3YB2KZq === Show InformationWebsite: https://www.itbusinesspodcast.com/Host: Marvin BeeUncle Marv’s Amazon Store: https://amzn.to/3EiyKoZBecome a monthly supporter: https://ko-fi.com/itbusinesspodcast

Uncle Marv welcomes Jennifer Bleam, founder of MSP Sales Revolution, to discuss sales and marketing strategies for MSPs. Jennifer shares her journey from focusing solely on sales coaching to incorporating marketing due to client needs. She emphasizes the importance of knowing key metrics like average customer lifetime value and monthly recurring revenue. Jennifer outlines her four-arm approach to marketing: branding, list-building, nurturing, and making offers. She stresses the significance of nurturing leads, a step often overlooked in traditional marketing funnels. Jennifer contrasts vendor and MSP marketing approaches, highlighting the need for MSPs to adapt strategies to their smaller scale. The conversation touches on the balance between persistence and respect in sales follow-ups. Jennifer advocates for a "declining cadence" approach to follow-ups, always aiming to provide value. She warns against the extremes of over-pestering prospects or never following up at all. Jennifer reveals her willingness to work with smaller MSPs (as low as 250K annual revenue), unlike many industry coaches who focus on larger companies. She explains how she adapted her services to meet the needs of these smaller businesses while still providing valuable guidance. The episode concludes with Jennifer describing her coaching approach, which focuses on creating custom marketing and sales systems for MSPs, emphasizing genuine, human-centric strategies.Websites and Links:MSP Sales Revolution - www.mspsalesrevolution.comAmazon (for Jennifer's book) - Simplified Cybersecurity Sales for MSPs === Show InformationWebsite: https://www.itbusinesspodcast.com/Host: Marvin BeeUncle Marv’s Amazon Store: https://amzn.to/3EiyKoZBecome a monthly supporter: https://ko-fi.com/itbusinesspodcast

Uncle Marv kicks off the episode by introducing Dr. Carrie Johansson, a key speaker at the upcoming Business Reinvention Summit. The summit, organized by Therese Skelly, is scheduled for October 21-26 and features ten accomplished women sharing their experiences and strategies for business reinvention. Dr. Johansson, with over 20 years of experience in private practice specializing in anxiety, trauma, and PTSD treatment, will be presenting on psychological flexibility, emotional resilience, and boundary setting. She explains that psychological flexibility is about working with your current reality, accepting it (not necessarily approving of it), and determining the best next move. The summit aims to help business owners, particularly women, who feel stuck and need guidance on moving forward. It offers a blend of business transformation and personal growth strategies. Dr. Johansson emphasizes the summit's focus on providing actionable, effective information that can be implemented in a reasonable amount of time. Each presenter will offer a free gift to attendees, with Dr. Johansson providing a mid-year habits workbook designed to help maximize Q4 both personally and professionally. The summit is free to attend, with daily Zoom sessions and the option to access recorded interviews afterward. While the summit primarily targets female business owners, Dr. Johansson encourages men to participate as well, noting that much of the content is universally applicable. The event promises to be an excellent opportunity for self-assessment and growth, helping attendees tap into their current situation and choose their next steps wisely.Websites and Links:Business Reinvention Summit: https://tinyurl.com/5476u4ykDr. Carrie: https://www.coloradotherapycare.com/Self Help on the Go Book: https://amzn.to/489PqhG === Show InformationWebsite: https://www.itbusinesspodcast.com/Host: Marvin BeeUncle Marv’s Amazon Store: https://amzn.to/3EiyKoZBecome a monthly supporter: https://ko-fi.com/itbusinesspodcast

Uncle Marv kicks off the show with updates on recent hurricanes affecting Florida and the Carolinas. He then introduces Tim Golden, Desiree Thomas, and Austen Gray from Compliance Scorecard. The team discusses the recent rebranding of Compliance Scorecard and their new investment from Bellini Capital. They emphasize the growing importance of compliance for MSPs and their clients, touching on frameworks like CMMC, HIPAA, and SOC 2. Desiree highlights the need for education in the industry, explaining how compliance can be a powerful tool for MSPs to have meaningful security conversations with their clients. Austen describes his role in helping MSPs implement compliance programs for themselves and their customers. Tim reveals exciting news about Compliance Scorecard's upcoming Version 6 release, including a new Trust Center feature that allows MSPs and their clients to showcase real-time compliance data publicly. The group also discusses Compliance Scorecard's recent signing of the CISA Secure by Design pledge, demonstrating their commitment to cybersecurity best practices. The episode concludes with a lighthearted "Florida Man" segment, where each participant shares an outrageous local news story, culminating in Uncle Marv's tale of a man wielding a flamethrower in Port St. Lucie.Websites & Links:IT Business Podcast - https://itbusinesspodcast.comCompliance Scorecard - https://compliancescorecard.comSecure By Design Pledge: https://compliancescorecard.com/secure-by-design-pledgeFlorida Man Points Flamethrower at Police - Gets Tased (Video): https://tinyurl.com/mu3w6mcmFlorida Man Points Flamethrower at Police - Gets Tased (Story): https://tinyurl.com/3n99whshPeople mentioned for shout-outs:Brad GrossMaureen (Tim's wife)Ted Roller === Show InformationWebsite: https://www.itbusinesspodcast.com/Host: Marvin BeeUncle Marv’s Amazon Store: https://amzn.to/3EiyKoZBecome a monthly supporter: https://ko-fi.com/itbusinesspodcast