Uncle Marv's IT Business Podcast (Real Talk for IT Pros & MSPs)

Uncle Marv kicks off the show by recounting his travel woes from the previous week, which prevented him from recording the live show. He then introduces his guest, Matt Forman, the owner of Local Circuit IT, a successful MSP based in Denton, Texas. Matt shares his experience of growing his business from a two-person team to a staff of four, emphasizing the importance of finding the right employees who fit the company culture. He discusses the challenges of letting go of control and delegating responsibilities as the business expands. Matt attributes his steady growth to hiring employees who genuinely enjoy their work and prioritizing customer service above all else. The conversation then shifts to Matt's plans for relocating to a larger office space due to structural issues with their current building. He expresses his dislike for the moving process but recognizes the need for more space to accommodate his growing team. On the topic of marketing, Matt admits it's his weakest area as an introvert. He relies heavily on word-of-mouth referrals and a website designed to guide potential clients through the sales process. Uncle Marv offers marketing advice, suggesting community involvement, networking events, and leveraging local awards and recognition. Other topics covered include handling after-hours work, offering unlimited PTO, and the benefits of being involved in local charities and community boards.Key TakeawaysFinding the right employees who fit the company culture is crucial for growth.Prioritizing customer service and going the extra mile can set a business apart.Steady, intentional growth is preferable to rapid, uncontrolled expansion.Marketing can be challenging for introverted business owners, but word-of-mouth and community involvement can be effective strategies.Relocating to a larger office space may be necessary as a business grows, but the moving process can be daunting.Links from the showLocal Circuit Website: https://www.thelocalcircuit.com/Florida Man Caught on Video Buying Mask Before Failed Robbery: https://tinyurl.com/p2c6npuk === 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

Juan Fernandez, the Global Channel Chief of SuperOps, shares exciting announcements and insights from the Pax8Beyond event in Denver. He reveals that SuperOps has joined the PAX8 Marketplace, becoming the first and only RMM/PSA offering available through the platform. This integration not only streamlines the procurement process for MSPs but also unlocks a range of benefits through the SuperOps + PAX8 partnership. Juan highlights the launch of the SuperOps + PAX8 Academy, which will provide training, peer groups, and a dedicated help desk to support MSPs in building their processes and procedures around SuperOps. Additionally, he unveils VisionX, a groundbreaking product that empowers MSPs to visualize and plan their desired future growth, profitability, and operational metrics. VisionX offers a comprehensive view of technician proficiency, customer fit, and other key factors, enabling MSPs to make informed decisions and chart their path to success. Juan emphasizes SuperOps' commitment to supporting MSPs of all sizes, from solopreneurs to million-dollar businesses, by providing customizable tools and resources. He acknowledges the unique challenges faced by smaller MSPs and highlights VisionX's ability to help them achieve their desired goals, whether it's employee satisfaction, customer retention, or business growth. The interview concludes with Juan's passion for driving positive change in the industry, culminating in the announcement of "Change Day" on June 11, 2024, at the Beyond MSP event. This initiative aims to transform the industry by empowering MSPs to break free from conformity and embrace their unique paths to success.Key TakeawaysSuperOps joins the PAX8 Marketplace as the first and only RMM/PSA offeringSuperOps + PAX8 Academy, peer groups, and dedicated help desk for MSP supportVisionX empowers MSPs to visualize and plan desired growth, profitability, and operationsCommitment to supporting MSPs of all sizes with customizable tools and resources"Change Day" announced for June 11, 2024, at the Beyond MSP event === 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

Josh Liberman, a veteran conference-goer, shares his insights from attending the Pax8 Beyond conference. He commends the impressive logistical execution and seamless organization of the event, highlighting the vast array of vendors present. Josh emphasizes the significance of discovering new technologies and processes at these conferences, as well as the opportunity to connect with fellow professionals and exchange ideas. Josh reveals that he encountered around 15 vendors he was previously unfamiliar with at the Pax8 Beyond conference, underscoring the value of exploring new offerings and niches. He provides background on his company, NetSciences, and the challenges of operating an MSP in New Mexico, a state often overlooked in the industry. Despite the geographical isolation, Josh expresses his appreciation for the Southwest region's unique landscape and culture. He draws a parallel between the networking opportunities at conferences and his annual visits to a small island in Belize, where he encounters familiar faces in a tight-knit community.Key TakeawaysPax8 Beyond conference showcased impressive logistical execution and a diverse range of vendors.Discovering new technologies, processes, and networking with peers are key benefits of attending industry events.Josh encountered around 15 previously unknown vendors at the conference.Operating an MSP in New Mexico presents unique challenges due to the state's geographical isolation.Josh values the Southwest region's landscape and culture, drawing parallels to his annual visits to a small island in Belize. === 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

Brian Kane, representing Malwarebytes, joins the podcast to discuss the company's new product line, ThreatDown, which replaces their previous business offerings. ThreatDown provides a centralized OneView portal for multi-tenant management and security scoring of client environments. The Security Advisor feature in OneView assigns a security score based on factors like deployment levels, patch status, and integrations with RMM/PSA tools, helping MSPs identify and address security gaps. ThreatDown is available through distribution partners like Pax8, catering to both usage-based and upfront license purchase models based on MSP preferences. Malwarebytes has transitioned from a direct sales model to a channel-focused approach, working closely with partners and distribution to drive business. The company values customer feedback and incorporates it into product development and enhancements.Key Takeaways: ThreatDown is Malwarebytes' new enterprise-class SMB security solutionOneView portal provides centralized multi-tenant management and security scoringSecurity Advisor feature assigns security scores based on deployment, patching, and integrationsAvailable through distribution partners like Pax8, with flexible licensing modelsMalwarebytes has shifted to a channel-focused approach, valuing partner collaboration  === 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

Tim Golden, co-founder of Compliance Scorecard, joins Uncle Marv to discuss the latest version 5.0 release of their governance-as-a-service platform. The new release introduces several compliance-focused features to help MSPs better manage risks and compliance requirements for their clients. One of the key new features is the risk register, which allows MSPs to identify and track areas of risk for their clients. MSPs can essentially build an "Amazon shopping cart" of risks, quote them, and work with clients to either mitigate or accept those risks. This provides a structured way to have risk conversations and maintain defensibility over time. Another notable feature is the POAM (plan of actions and milestones), which provides a framework for planning actions, assigning responsibilities, setting timelines, and tracking costs associated with addressing identified risks. This helps MSPs streamline the risk mitigation process and project management. Compliance Scorecard is designed to help MSPs navigate the complexities of compliance, cybersecurity readiness assessments, and risk management conversations with their customers. Tim highlights their peer group and educational resources as key differentiators, enabling MSPs to learn best practices and processes for compliance and risk management. Key Takeaways: Compliance Scorecard version 5.0 introduces risk register and POAM featuresRisk register allows tracking and quoting risks for clientsPOAM provides structured planning for risk mitigation actionsPlatform helps MSPs have risk conversations and manage compliancePeer group and educational resources differentiate the offering === 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

In this insightful episode, Ken Patterson, formerly of Pax8, joins Uncle Marv to discuss his new role at Todyl and his vision for building a true community for MSPs. Ken shares his passion for helping MSPs mature and succeed, emphasizing the importance of education over hard selling. He advocates for a more prescriptive approach, akin to doctors, where MSPs diagnose clients' needs and prescribe tailored solutions rather than pushing products. Ken stresses the need for MSPs to "drink their own champagne" by using the same solutions they recommend to clients, fostering deeper understanding and credibility. He also highlights the importance of educating clients on business solutions beyond just technology, positioning MSPs as trusted advisors. The conversation touches on Ken's fond memories at Pax8, the company's remarkable growth, and the warm welcome he received at their event, PAX8 Beyond. Ken expresses excitement about his new role at Todyl and his vision for building a robust community platform where MSPs can connect, share insights, and feel heard. Key Takeaways: Importance of building a true community for MSPsMSPs should use the same solutions they recommend ("drink their own champagne")Educate clients on business solutions beyond just technologyMove away from hard-selling tactics towards a more prescriptive approachFoster a sense of belonging and being heard in the MSP community === 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

Michelle Ragusa-McBain, Global Channel Chief at SonicWALL, joins Uncle Marv at PAX 8 Beyond 24 to discuss the company's recent developments and partner-focused initiatives.SonicWALL's Acquisition of Solutions GrantedMichelle shares insights into SonicWALL's acquisition of Solutions Granted, a managed security services provider. The acquisition allows SonicWALL to integrate Solutions Granted's offerings into their Secure First program, providing partners with a comprehensive security solution that includes managed detection and response (MDR), endpoint detection and response (EDR), and security operations center (SOC) as a service.Improving Partner ExperienceSonicWALL is committed to listening to partner feedback and taking swift action to improve processes. Michelle highlights the company's efforts to streamline the deal registration process based on partner survey responses, making it easier for partners to do business with SonicWALL.New Customer Deal RateTo incentivize partners and attract new customers, SonicWALL has introduced a new customer deal rate, offering a 50% discount for partners bringing new customers to the company. This initiative aims to support partner growth and success.Michelle's Globetrotting AdventuresIn addition to business updates, Michelle shares her passion for travel, recounting her recent family vacation to Europe, including stops in England, Amsterdam, Belgium, and Paris. She also reveals her upcoming three-week safari adventure in Africa, spanning five countries and including the wildebeest migration in the Serengeti.Key TakeawaysSonicWALL is integrating Solutions Granted's managed security services into their Secure First program.The company is improving processes like deal registration based on partner feedback.SonicWALL introduced a new customer deal rate, offering a 50% discount for new customers.Michelle Ragusa-McBain is an avid traveler, recently visiting Europe and planning a safari in Africa. === 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

Episode Sponsor: Thread (www.getthread.com)=== Mark Lamb, the founder and CEO of HighGround.io, joins the podcast to discuss his cybersecurity platform designed for IT service providers. HighGround.io is a cybersecurity sales tool that helps MSPs communicate their clients' technology spend, cybersecurity posture, and resilience in a visually appealing and understandable manner.[1]The platform integrates with PSA tools like ConnectWise Manage to pull down a client's spend data with the MSP. It then maps this spend across various technology areas, such as support, cybersecurity, backup, Office 365, and connectivity. This visual representation allows clients to understand where their money is being allocated.[1]HighGround.io also enables MSPs to quickly assess their clients' cybersecurity posture and resilience. It provides three primary metrics: the cyber score (a universal metric of security posture), the resilience score (readiness to respond and recover from a cyber attack), and a visual mapping of these scores against the NIST Cybersecurity Framework.[1]Mark emphasizes that while KPIs are useful, they don't fully explain the breadth of security. By mapping the scores to the NIST framework, clients can easily identify their strengths and weaknesses across different security domains, such as protection, detection, and recovery.[1]HighGround.io is designed for ongoing use with existing clients, as cybersecurity is a continuous agenda item in MSP-client relationships. It facilitates holistic discussions about security while considering other IT services and challenges.[1]Mark shares his background as an MSP in Scotland, where he experienced firsthand the challenges of selling cybersecurity solutions to clients. Despite building a robust security stack, clients were reluctant to purchase it, leading Mark to investigate the root cause – a lack of understanding and complexity.[1]He emphasizes that HighGround.io addresses the sales problem that other vendors have failed to solve effectively. Unlike traditional risk assessments, which often result in clients only skimming the executive summary, HighGround.io aims to revolutionize the way MSPs communicate security posture and needs to clients.[1]Key TakeawaysHighGround.io is a cybersecurity sales tool for MSPs to visually represent clients' technology spend, cybersecurity posture, and resilience.It provides metrics like the cyber score, resilience score, and NIST framework mapping to communicate security posture effectively.The platform integrates with PSA tools and is designed for ongoing use with existing clients.Mark Lamb created HighGround.io based on his experience as an MSP, addressing the challenges of selling cybersecurity solutions.HighGround.io aims to revolutionize how MSPs communicate security needs to clients, moving away from traditional risk assessments.Links from the showWebsite: https://www.highground.io === 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

Episode Sponsor: Thread (www.getthread.com)=== Larry Meador, the Channel Chief at Infima, joins the IT Business Podcast to discuss Infima's cybersecurity platform, which offers fully automated security awareness training and phishing simulations tailored for managed service providers (MSPs) and their clients.Infima's platform is built on behavioral science principles, designed to help users retain information and change their reflexes when encountering potential phishing threats. The platform is optimized for MSPs, with a three-click client onboarding process and automated user synchronization using the Microsoft Graph API, eliminating the need for domain allow listing or manual user management.Once onboarded, Infima's platform is fully managed, handling user synchronization, reporting, and generating security awareness training policies to satisfy cyber insurance requirements. MSPs can receive aggregate reports on their clients' performance, allowing them to identify and focus on users who may need additional training.When a user falls for a phishing simulation, Infima provides immediate feedback and a personalized follow-up 24 hours later, reinforcing the teachable moment and helping users learn from their mistakes.Infima integrates with various MSP tools, including ConnectWise, Autotask Billing, Lifecycle Insights (now part of ScalePad), and Acronis, with more integrations in the works. MSPs praise Infima for the time savings and worry-free experience it provides, eliminating the need for manual configuration and maintenance.Infima offers a unique value proposition with no contracts, a pay-per-use model, and free NFRs (not for resale) licenses for MSPs to use the platform for their own staff, ensuring they understand the client experience.Larry emphasizes Infima's commitment to building true partnerships and friendships with MSPs, going beyond a transactional vendor-partner relationship.Key TakeawaysInfima's security awareness training is based on behavioral science principles to help users retain information and change reflexes.The platform is optimized for MSPs, with three-click client onboarding and automated user synchronization.Infima's platform is fully managed, handling reporting, user synchronization, and cyber insurance policy generation.Immediate and personalized feedback is provided when users fall for phishing simulations.Infima integrates with various MSP tools and has a no-contract, pay-per-use model with free NFRs for MSPs.Infima focuses on building true partnerships and friendships with MSPs.Links from the showWebsite: https://infimasec.com/ === 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

Episode Sponsor: Thread (www.getthread.com)=== Adam Anderson, co-founder of Threat Captain, joins the podcast to discuss his company's mission and its participation in the PitchIT accelerator program. Threat Captain is a cybersecurity leadership development company dedicated to bridging the gap between executive leadership and security teams through strategic alignment and informed decision-making.The company has developed a financial risk platform that helps people understand and communicate the financial impact of cybercrime. This platform is designed to facilitate better conversations between technology providers and their customers by graphically showing the likelihood and potential financial impact of a cyber breach based on the customer's security controls.Threat Captain's software platform is a SaaS tool that runs simulations on cyber threats and impacts, providing reports for MSPs to share with their customers during QBRs or for prospecting. It leverages data feeds from the MITRE ATT&CK framework and the Verizon Data Impact Report to assess the likelihood and potential financial costs of a breach based on the customer's security posture.While initially targeting the insurance industry, Threat Captain pivoted to focus on the MSP market, recognizing the need for transparency and data-driven insights to sell cybersecurity services effectively. The company is currently in its first eight months and is actively seeking integrations with various MSP software products to enhance its platform's capabilities.Threat Captain's participation in the PitchIT accelerator program aims to gain valuable feedback from potential customers and industry experts, ensuring they build the best possible product from the outset.Key TakeawaysThreat Captain provides a financial risk platform to help communicate the financial impact of cybercrime.The platform assesses the likelihood and potential financial costs of a cyber breach based on a customer's security controls.Threat Captain's software runs simulations and provides reports for MSPs to share with customers.The company leverages data from the MITRE ATT&CK framework and Verizon Data Impact Report.Threat Captain is actively seeking integrations with various MSP software products.Participation in the PitchIT accelerator program aims to gather feedback and insights for product development.Links from the showWebsite: https://threatcaptain.com/ === 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