Uncle Marv's IT Business Podcast

This episode offers a rare, honest look at what it takes to build and sustain a successful MSP over decades. David’s blend of technical expertise, business savvy, and willingness to adapt provides valuable lessons for IT business owners at any stage. Whether you’re looking to diversify, adopt new tech, or simply connect with peers, you’ll find actionable insights and inspiration.David Steele’s MSP Origin Story: David shares how he and his partner left corporate IT roles to start their own business, initially focusing on development and network support. Their hands-on experience in manufacturing gave them a practical edge and shaped their client approach.Transitioning from Break-Fix to Managed Services: The move to managed services in 2008 was a turning point, providing more predictable revenue and growth. David explains how this shift changed their business model and client relationships.Diversification and Niche Markets: Serving a mix of healthcare, nonprofit, and manufacturing clients has been key to stability and growth. David discusses the pros and cons of specializing versus diversifying, and how his team balances both.Embracing AI and Cloud Tools: David’s team uses a range of AI tools for programming, content creation, and office productivity. He highlights the generational differences in tech adoption and the importance of staying current with certifications.The Value of Community and Events: Attending ASCII Edge opened new doors for networking, learning, and even business opportunities. David emphasizes the openness and support found in the MSP community, which contrasts with the competitive nature of local markets.Companies, Products, and Books Mentioned (with URLs):Intrada Technologies — https://www.intradatech.com/ASCII Edge / ASCII Group — https://www.ascii.comConnectWise IT Nation — https://www.connectwise.com/theitnationD&H — https://www.dandh.comSonicWall — https://www.sonicwall.comCisco — https://www.cisco.comFortinet — https://www.fortinet.comMicrosoft 365 — https://www.microsoft.com/microsoft-365Google (Gemini) — https://gemini.google.comJasper AI — https://www.jasper.aiChatGPT (OpenAI) — https://chat.openai.comCopilot (Microsoft) — https://copilot.microsoft.com=== SPONSORSPremier Partner, NetAlly: https://www.itbusinesspodcast.com/netally/Internet Provider, Rythmz: https://www.itbusinesspodcast.com/rythmzProduction Gear Partner, Liongard: https://www.itbusinesspodcast.com/liongardTravel Partner: Bvoip: https://www.itbusinesspodcast.com/bvoipTravel Partner: TruGrid: https://www.itbusinesspodcast.com/trugrid=== MUSIC LICENSE CERTIFICATEItem Title: Upbeat & Fun Sports Rock LogoItem URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UETItem ID: CSR3UETAuthor Username: AlexanderRufireLicensee: Marvin BeeRegistered Project Name: IT Business PodcastLicense Date: January 1st, 2024Item License Code: 7X9F52DNML === 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

Join Uncle Marv and Robert Gillette from MSP Dojo in this engaging episode of the IT Business Podcast. They break down what it really takes to build a strong sales engine for MSPs, from overcoming the awkwardness of asking for money to the power of teamwork in the sales process. Robert offers a fresh perspective on sales, treating it as a co-op game where collaboration between sales, technical, and executive roles is the secret to success.You’ll hear why keeping your sales muscle strong is essential, how to avoid the trap of relying solely on marketing, and why consistent, small actions can make a huge difference in your sales pipeline. Robert shares actionable tips, like using personalized scorecards and referral calls, and explains how the MSP Dojo helps IT professionals practice and perfect their sales techniques. Whether you’re a seasoned MSP owner or just starting out, this episode is packed with insights and real-world advice to help you close more deals and grow your business.Building a Strong Sales Engine: Robert explains the importance of having a structured sales process to ensure consistent client acquisition and business growth.Overcoming Sales Challenges: Learn how to address common fears and obstacles in sales, including the discomfort of asking for money and dealing with objections.Sales as a Team Game: Discover the value of collaboration between sales, technical, and executive roles to create a seamless and effective sales process.Actionable Tips for MSP Growth: Robert shares practical advice on how MSPs can strengthen their sales skills, generate leads, and close deals with confidence.The MSP Dojo Approach: Explore how the MSP Dojo helps IT professionals refine their sales techniques through practice and repetition, much like training in a batting cage. Companies, Products, and Books MentionedMSP Dojo – https://mspdojo.netIceberg Cyber – https://www.icebergcyber.comPandemic (Board Game) – https://www.zmangames.com/game/pandemic/=== SPONSORSPremier Partner, NetAlly: https://www.itbusinesspodcast.com/netally/=== MUSIC LICENSE CERTIFICATEItem Title: Upbeat & Fun Sports Rock LogoItem URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UETItem ID: CSR3UETAuthor Username: AlexanderRufireLicensee: Marvin BeeRegistered Project Name: IT Business PodcastLicense Date: January 1st, 2024Item License Code: 7X9F52DNML === 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 sits down with James Abercrombie, known as the “Cyber Beard,” to discuss Acronis’ journey from a backup-only company to a full-featured MSP platform. James shares how listening to MSPs in the field has shaped Acronis’ evolution, leading to powerful integrations, advanced automation, and a true all-in-one solution for managed service providers. The conversation covers the importance of disaster recovery, the value of peer-to-peer feedback, and how Acronis’ single-agent approach simplifies life for technicians.James also highlights Acronis’ partnerships with major cloud providers, the addition of EDR/XDR and MDR services, and the launch of workflow automation and professional services automation (PSA). The episode wraps up with a look at the Acronis and MSP Academies, designed to upskill teams and empower business owners, and an invitation to the upcoming Acronis Threat Research Unit Day in Boston.Acronis’ Evolution: From Backup to MSP Platform: James explains how Acronis has grown beyond backup, adding cyber protection, RMM, and automation based on direct MSP feedback.Disaster Recovery and Cloud Partnerships: The discussion covers Acronis’ disaster recovery as a service, partnerships with Google, Azure, and Wasabi, and the importance of fast, reliable recovery.Security Innovations: EDR, XDR, and MDR: James details how Acronis now offers advanced security features, including active protection, EDR/XDR, and MDR through partnerships with Pillar and OpenText.All-in-One Agent and Automation: Acronis’ single-agent solution reduces complexity and resource use, while new workflow automation and PSA tools streamline MSP operations.MSP and Acronis Academies: The academies provide training for business owners, marketers, and technicians, helping MSPs upskill their teams and grow their businesses.Companies, Products, and Books MentionedAcronis — https://www.acronis.comLumu — https://lumu.ioGoogle Cloud — https://cloud.google.comMicrosoft Azure — https://azure.microsoft.comWasabi — https://wasabi.comOpenText — https://opentext.comDatto — https://datto.comBitdefender — https://bitdefender.comHuntress — https://huntress.comAcronis Academy — https://www.acronis.com/en-us/academy === 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

This episode of Uncle Marv’s IT Business Podcast features Robert Gillette, founder of MSP Dojo, who brings a fresh perspective on what it really takes to grow an MSP beyond just marketing. Robert shares his journey from leading sales at a Bay Area MSP to coaching competitors and ultimately creating MSP Dojo—a platform where MSPs practice sales with each other in a high-pressure, low-risk environment. He explains why most sales training falls short and how the 73-38-55 rule (words, tone, and body language) is a game-changer for closing deals.Listeners will hear why relying solely on marketing or referrals isn’t enough, and how many MSP owners unknowingly abdicate responsibility for sales. Robert discusses the concept of latent risk and churn, urging MSPs to build a true sales engine rather than flipping a “sales switch” only when needed. The conversation is packed with actionable advice, honest insights, and a few spicy opinions on the realities of sales in the IT world.MSP Dojo and the Power of Practice: Robert explains how MSP Dojo was born from the need for realistic, peer-driven sales practice, creating a safe space for MSPs to sharpen their skills and get honest feedback.The 73-38-55 Rule in Sales: Discover how only 7% of communication is words, while tone and body language make up the rest—crucial for MSPs looking to improve their sales conversations and close more deals.Why Marketing Alone Isn’t Enough: Robert challenges the belief that more leads are the answer, highlighting the importance of proactive sales and not abdicating responsibility to marketing or outsourced sales teams.Latent Risk and Churn in MSPs: The episode explores the hidden dangers of client churn and why steady growth through referrals can mask underlying risks that threaten long-term stability.Building a True Sales Engine: Learn why most MSPs lack a real sales engine and how to start building one that delivers consistent results, rather than relying on luck or occasional referrals.Links of companies, products, and books mentioned:MSP Dojo: https://www.mspdojo.netConnectWise: https://www.connectwise.comStride Accounting: http://stride.servicesNever Split the Difference (Book by Chris Voss): https://amzn.to/4cxIWuZ=== SPONSORSPremier Partner, NetAlly: https://www.itbusinesspodcast.com/netally/=== MUSIC LICENSE CERTIFICATEItem Title: Upbeat & Fun Sports Rock LogoItem URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UETItem ID: CSR3UETAuthor Username: AlexanderRufireLicensee: Marvin BeeRegistered Project Name: IT Business PodcastLicense Date: January 1st, 2024Item License Code: 7X9F52DNML === 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

Acronis has taken a bold step in addressing the challenges faced by Managed Service Providers (MSPs) worldwide through its innovative educational initiatives—the Acronis Academy and MSP Academy. In this engaging conversation, Jon McCarrick dives into how these programs provide vendor-neutral training to help technicians gain crucial skills, business owners navigate growth strategies, and sales teams improve their effectiveness in the unique MSP landscape.Jon also highlights how Acronis evolved from being a trusted name in backup solutions to offering a cutting-edge CyberProtect portfolio that integrates cybersecurity, RMM, and PSA tools into one seamless system. With features like ransomware protection and patch rollbacks tied directly to backups, Acronis ensures businesses can recover swiftly and securely from cyberattacks.Additionally, Jon discusses the role of AI in curriculum development, enabling rapid creation of multilingual training materials while maintaining high-quality standards. He shares details about upcoming paid courses that offer college-level credentials recognized by universities globally—an exciting opportunity for technicians seeking career advancement.Links: Acronis Academy - academy.acronis.comAcronis Cyber Protect - acronis.comPlay.AI (AI-Powered Text-to-Speech) - play.htSmartcat (Translation Management System) - smartcat.com=== SPONSORSPremier Partner, NetAlly: https://www.itbusinesspodcast.com/netally/Internet Provider, Rythmz: https://www.itbusinesspodcast.com/rythmzProduction Gear Partner, Liongard: https://www.itbusinesspodcast.com/liongardTravel Partner: Bvoip: https://www.itbusinesspodcast.com/bvoipTravel Partner: TruGrid: https://www.itbusinesspodcast.com/trugrid=== MUSIC LICENSE CERTIFICATEItem Title: Upbeat & Fun Sports Rock LogoItem URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UETItem ID: CSR3UETAuthor Username: AlexanderRufireLicensee: Marvin BeeRegistered Project Name: IT Business PodcastLicense Date: January 1st, 2024Item License Code: 7X9F52DNML === 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 sits down with Lisa Johnson from AVC Technology at ASCII Edge in Orlando to discuss her company’s fascinating journey from its origins in 1971 to becoming a thriving managed services provider today.Key Highlights:A Love for Disney Meets ITLisa shares her lifelong passion for Disney and how it ties into her frequent trips to Orlando with her husband Brian while running their remote business.The Evolution of AVC TechnologyDiscover how AVC transitioned from audiovisual services in the 1970s to managed services in the 1980s under Lisa’s father’s leadership—and how she and Brian took the reins in the early 2000s.Niche Expertise: Public LibrariesAVC has carved out a unique niche serving public libraries, managing patron computers with advanced security measures while also offering custom fund accounting software.Remote Work Done RightLearn how COVID accelerated AVC's shift to a fully remote team and why this model works seamlessly for their employees and clients alike.Balancing Travel and Business GrowthLisa explains how she manages extensive travel—attending 23 industry events last year—while ensuring her business continues to grow and thrive.Actionable TipsFocus on niche markets where your expertise can shine (e.g., public libraries).Build systems that allow your business to operate remotely without disruption.Invest in tools like scripting solutions to enhance security for shared devices.Attend industry events regularly to network and stay ahead of trends.=== SPONSORSPremier Partner, NetAlly: https://www.itbusinesspodcast.com/netally/Internet Provider, Rythmz: https://www.itbusinesspodcast.com/rythmzProduction Gear Partner, Liongard: https://www.itbusinesspodcast.com/liongardTravel Partner: Bvoip: https://www.itbusinesspodcast.com/bvoipTravel Partner: TruGrid: https://www.itbusinesspodcast.com/trugrid=== MUSIC LICENSE CERTIFICATEItem Title: Upbeat & Fun Sports Rock LogoItem URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UETItem ID: CSR3UETAuthor Username: AlexanderRufireLicensee: Marvin BeeRegistered Project Name: IT Business PodcastLicense Date: January 1st, 2024Item License Code: 7X9F52DNML === 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 episode of Uncle Marv’s IT Business Podcast, we continue our conversation with David Stinner, founder of Buffalo-based US itek. David opens up about the lessons he learned from early legal battles that shaped his entrepreneurial drive and how he scaled his MSP using innovative strategies like flat-rate pricing and outsourcing help desk services overseas.Key Topics Covered:From Legal Battles to Leadership: David shares how being sued by his former employer motivated him to persevere and build a successful business despite early challenges.Flat-Rate Pricing Model: Learn why David transitioned to charging per user instead of per device and how this approach has benefited his clients and business.Remote Workforce Success: Discover how hiring tech talent from the Philippines helped US itek expand its capacity while keeping costs manageable.Post-Pandemic Growth Strategies: David explains how his team adapted to the changing IT landscape after COVID-19 and tripled their revenue within four years.The Importance of Compliance: Insights into why compliance-focused services are becoming a key differentiator for MSPs.Cybersecurity Add-Ons: How products like ThreatLocker and email security packages are driving recurring revenue.Actionable TipsUse flat-rate pricing per user to simplify billing while maintaining profitability.Hire remote help desk staff from global talent pools like the Philippines.Bundle cybersecurity add-ons (e.g., ThreatLocker) for additional revenue streams.Focus on compliance services as a competitive differentiator.Invest in tools like LionGuard for automated reporting and license management.Links to Companies, Products, and Books MentionedUS itek - usitek.comThreatLocker - threatlocker.comDomotz - domotz.comIngram Micro - ingrammicro.comOdoo - odoo.com=== SPONSORSPremier Partner, NetAlly: https://www.itbusinesspodcast.com/netally/=== MUSIC LICENSE CERTIFICATEItem Title: Upbeat & Fun Sports Rock LogoItem URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UETItem ID: CSR3UETAuthor Username: AlexanderRufireLicensee: Marvin BeeRegistered Project Name: IT Business PodcastLicense Date: January 1st, 2024Item License Code: 7X9F52DNML === 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

Why Listen?This episode provides a candid look at the evolution of an MSP from its humble beginnings to becoming a regional leader in IT services. David’s story is packed with actionable insights on scaling a business, overcoming customer objections, and leveraging tools for proactive service delivery.Show NotesDavid Stinner, founder and president of US itek, joins Uncle Marv’s IT Business Podcast for an insightful conversation about his 26-year journey in the IT industry. Starting as a teenager building computers for ham radio operators, David grew his business into one of Buffalo’s leading MSPs. He shares how he transitioned from hardware sales and break-fix services to managed services, despite initial resistance from customers and staff.David reflects on the early days of managed services when tools like RMM platforms were just emerging, recounting how he adapted to deliver proactive support amidst challenges like tape backups and manual defragging. He also highlights how focusing on larger clients has helped him scale sustainably while maintaining profitability.Main Topics CoveredDavid’s Early IT Career: David shares how he started building PCs in high school and scaled his business through hardware sales before transitioning into professional services.The Transition to Managed Services: Discover the challenges David faced when shifting from break-fix work to managed services, including customer pushback and internal resistance.Scaling an MSP: Learn how David focused on larger clients and co-managed IT support to achieve sustainable growth while navigating industry changes.Lessons Learned in Profitability: David discusses how managing costs effectively and investing in staff retention helped him build a profitable MSP.=== SPONSORSPremier Partner, NetAlly: https://www.itbusinesspodcast.com/netally/Internet Provider, Rythmz: https://www.itbusinesspodcast.com/rythmzProduction Gear Partner, Liongard: https://www.itbusinesspodcast.com/liongardTravel Partner: Bvoip: https://www.itbusinesspodcast.com/bvoipTravel Partner: TruGrid: https://www.itbusinesspodcast.com/trugridDigital Partner, Designer Ready: http://itbusinesspodcast.com/designerready=== MUSIC LICENSE CERTIFICATEItem Title: Upbeat & Fun Sports Rock LogoItem URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UETItem ID: CSR3UETAuthor Username: AlexanderRufireLicensee: Marvin BeeRegistered Project Name: IT Business PodcastLicense Date: January 1st, 2024Item License Code: 7X9F52DNML === 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

Why Listen?This episode offers relatable insights for IT professionals working in smaller markets or expanding their businesses into new regions. Ali Johnston’s stories about cybersecurity awareness and scaling managed services are both practical and inspiring, making this a must-listen for anyone navigating growth while maintaining client trust.Show NotesAli Johnston, owner of Bel Tech Services and longtime friend of Uncle Marv’s podcast, joins us live from ASCII Edge in Orlando to discuss her journey as an IT business owner focused on hypergrowth and cybersecurity awareness. After taking a hiatus from industry events to focus on her business, Ali is back with fresh perspectives on scaling managed services in small-town Satellite Beach while navigating the unique challenges of serving mom-and-pop shops.She shares eye-opening stories about local scams targeting older communities, including a shocking incident involving scammers using Uber rides to exploit victims. With a focus on cybersecurity education and awareness, Ali emphasizes the importance of building trust with local clients who prefer personal connections over big corporations.Main Topics CoveredCybersecurity Awareness in Small Communities: Ali recounts personal stories of scams targeting older residents in Satellite Beach and discusses strategies for educating local clients about cybersecurity threats.Scaling Managed Services in Small Towns: Ali explains how she converts service work into managed services by building trust with mom-and-pop shops who value local expertise over big companies.Expanding Into New Markets: Through word-of-mouth referrals, Ali is growing her client base beyond Satellite Beach into areas like Tampa and St. Pete, showcasing the power of relationships in business growth.Zero Trust & SASE Solutions: Ali explores her focus on modern cybersecurity solutions like Zero Trust architecture and SASE while addressing challenges such as managing multiple software agents on client systems.=== SPONSORSPremier Partner, NetAlly: https://www.itbusinesspodcast.com/netally/Internet Provider, Rythmz: https://www.itbusinesspodcast.com/rythmzProduction Gear Partner, Liongard: https://www.itbusinesspodcast.com/liongardTravel Partner: Bvoip: https://www.itbusinesspodcast.com/bvoipTravel Partner: TruGrid: https://www.itbusinesspodcast.com/trugridDigital Partner, Designer Ready: http://itbusinesspodcast.com/designerready=== MUSIC LICENSE CERTIFICATEItem Title: Upbeat & Fun Sports Rock LogoItem URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UETItem ID: CSR3UETAuthor Username: AlexanderRufireLicensee: Marvin BeeRegistered Project Name: IT Business PodcastLicense Date: January 1st, 2024Item License Code: 7X9F52DNML === 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 episode of Uncle Marv’s IT Business Podcast, we dive into the tools and strategies that keep IT professionals ahead of the game. Uncle Marv opens up his trusted NetAlly go bag to reveal essential devices like the EtherScope and LinkSprinter, explaining how each tool simplifies network troubleshooting and testing. He shares insights from recent client projects, including office moves in Orlando and Tampa, highlighting challenges like DMARC extensions and SD-WAN setups.What’s in Uncle Marv’s Go Bag?Uncle Marv walks through his NetAlly-branded go bag, showcasing tools like the EtherScope nXG, LinkSprinter, and AirCheck G3. Learn how these devices streamline network testing and troubleshooting.Get Yours Here:LinkSprinter: https://amzn.to/4idKT1dAirCheck G3 Pro: https://amzn.to/4ikBi8UEtherScope: https://amzn.to/3Yqdk4FCyberScope: https://amzn.to/428czjgReal-World Client StoriesFrom office moves in Orlando to tackling unexpected DMARC issues, Uncle Marv shares lessons learned from recent projects and how he keeps clients happy despite logistical challenges.Florida Man StoriesStay entertained with some wild Florida stories, including a naked airport incident and a beer run involving an alligator.Why Listen?This episode offers a unique mix of practical advice for IT professionals and entertaining stories that keep things lighthearted. Learn about essential tools for your IT toolkit, gain insights from real-world client challenges, and stay informed about upcoming industry events—all while enjoying a laugh or two.=== Florida ManFlorida Man Makes Beer Run with Live Gator In Hand: https://tinyurl.com/44h5acnsFlorida Woman Strips in Airport: https://tinyurl.com/56ymsw4tWatch the Video: https://tinyurl.com/36su9wtj=== SPONSORSPremier Partner, NetAlly: https://www.itbusinesspodcast.com/netally/Internet Provider, Rythmz: https://www.itbusinesspodcast.com/rythmzProduction Gear Partner, Liongard: https://www.itbusinesspodcast.com/liongardTravel Partner: Bvoip: https://www.itbusinesspodcast.com/bvoipTravel Partner: TruGrid: https://www.itbusinesspodcast.com/trugridDigital Partner, Designer Ready: http://itbusinesspodcast.com/designerready=== MUSIC LICENSE CERTIFICATEItem Title: Upbeat & Fun Sports Rock LogoItem URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UETItem ID: CSR3UETAuthor Username: AlexanderRufireLicensee: Marvin BeeRegistered Project Name: IT Business PodcastLicense Date: January 1st, 2024Item License Code: 7X9F52DNML  === 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