MSP Business School

Show Website: https://mspbusinessschool.com/

Guest Name: Dan Tomaszewski LinkedIn page:   / dantomaszewski   Company: Everything MSP Website: https://everythiingmsp.com Host Brian Doyle:   / briandoylemetathinq   Welcome to the latest episode of the MSP Business School Podcast featuring Brian Doyle and guest Dan Tomaszewski from Everything MSP. Listeners will be captivated by the dynamic conversation that flips the usual script—a reflection on the shared experiences of being both the interviewer and the interviewee.

Brian and Dan delve into the evolution of MSPs and highlight the critical need for community among them through initiatives like Everything MSP. Dan shares his entrepreneurial journey from high school businesses to founding an MSP, painting a vivid picture of his career rooted in technology and marketing.

The episode is brimming with insights into the MSP community's response to the COVID-19 pandemic. Emphasizing community strength, Dan talks about launching Everything MSP to facilitate discussion and growth for MSPs worldwide. From WTF Wednesdays to A Very Merry MSP Holiday, Everything MSP is presented as an invaluable resource for IT professionals seeking collaboration and innovation.

Throughout the episode, SEO-optimized discussions touch on key MSP challenges, the concept of "coopetition" in the IT space, and strategies for fostering a collaborative environment in the rapidly evolving tech landscape. Key Takeaways:

• Entrepreneurial Roots: Dan Tomaszewski's journey from school-time businesses to leading an MSP highlights the importance of passion for technology and entrepreneurship.
• Community Impact of Everything MSP: The COVID-19 pandemic underscored the role of Everything MSP in providing daily support and resources, evolving into a thriving hub for MSP collaboration.
• Benefits of Collaboration: The episode emphasizes "coopetition," where MSPs and vendors help each other grow through sharing knowledge and collaboration.
• Resources for MSPs: Everything MSP offers various free resources such as peer group discussions, educational webinars, and networking opportunities to empower MSPs.
• Engaging Events: Initiatives like WTF Wednesdays provide MSPs with crucial insights into legal, marketing, sales, and more, while A Very Mer

Sponsor vCIOToolbox: https://vciotoolbox.com

Show Website: https://mspbusinessschool.com/

Guest Name: Paul Daigle  LinkedIn page: https://www.linkedin.com/in/pauldaigle100/ Company: BizAdvisoryBoard Website: https://bizadvisoryboard.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/ Brian Doyle is joined by Paul Daigle from bizadvisoryboard.com to discuss navigating the MSP landscape. Paul shares insights on transitioning from a VAR to an MSP, growth through acquisitions, and the importance of specialization in markets. They delve into the challenges of scaling MSP businesses, focusing on moving through financial peer groups, and understanding business valuation. Paul introduces tools to help MSPs assess their business worth and provides guidance on accelerating growth. This episode is packed with practical advice for MSP owners aiming to enhance their strategic direction and value. Sponsor vCIOToolbox: https://vciotoolbox.com

In this engaging episode of the MSP Business School podcast, host Brian Doyle welcomes Doug Kreitzberg of SeedPod Cyber as a Pitch IT finalist. Doug, joined by recurring guest and ConnectWise Evangelist, Sean Lardo and his coach Matt Koenig, a PitchIT finalist with Nodeware. They discuss the significance of cyber insurance within the MSP space. Brian humorously acknowledges Sean's growth as a regular contributor on the show before diving deep into how SeedPod Cyber's innovative solutions are bridging critical gaps in the industry. Matt, a coach from across the globe, shares insights from Tokyo, Japan, adding a multicultural dimension to the lively discussion.

The conversation highlights the critical role of proactive risk management in safeguarding businesses against cyber threats. "There is something sexy about getting your claim paid in full," Brian states, emphasizing the importance of comprehensive cyber policies. With less than three weeks to the finals at It Nation, Doug draws attention to how Seed Pod Cyber is elevating MSPs' capabilities by facilitating conversations around cyber liability insurance. The competition underscores each contestant's unique narrative, promising an intense showdown with Doug's product potentially emerging as a frontrunner.

• Cyber Insurance Importance: Cyber insurance is vital to safeguarding businesses, especially SMBs, post-breach, potentially saving their existence.

• MSP Empowerment: Seed Pod Cyber aids MSPs in risk conversations, offering insightful tools to guide clients on cyber policies.

• Product Differentiation: Understanding and explaining the coverage details of insurance policies can set MSPs apart in client interactions.

• Market Positioning: Matt emphasizes the sexiness of a product that ensures clients' claims will be paid, illustrating market needs.

Integration and Involvement: The show discusses vendors' integration within MSP offerings, maintaining efficiency and agnosticism. Show Website: https://mspbusinessschool.com/

Guest Name: Doug Kreitzberg  LinkedIn page: https://www.linkedin.com/in/dougkreitzberg/ Company: Seedpod Cyber Website: https://seedpodcyber.com/ Name: Matthew Koenig LinkedIn page: https://www.linkedin.com/in/mkkoenig/ Company: Nodeware Website: https://nodeware.com/ Name: Sean Lardo LinkedIn page: https://www.linkedin.com/in/seanlardo/ Company: ConnectWise Website: https://connectwise.com Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/

Join Brian Doyle and special guests Bobby Jacobs from Thread and Zach Kromkowski from Senteon, as they delve into the intricacies of the Connectwise Pitch It competition. In this captivating episode, you will get an insider's view of what it takes to succeed in a Shark Tank-like contest designed for startup vendors who support the MSP (Managed Service Provider) space. Bobby and Zach discuss the nuances of pitching, their experiences in the competition, and invaluable advice for aspiring entrepreneurs. Sean Lardo, the mastermind behind the Pitch It program, adds depth with his industry insights and overarching strategies.

In the Pitch It competition, 26 vendors undergo a rigorous selection and presentation process, culminating in a thrilling live pitch-off at IT Nation Connect. Bobby Jacobs, who led Thread to victory last year, emphasizes the necessity of articulating your product's value succinctly. Zach Krumkowski, whose company Senteon automates security policy enforcement, shares his strategic approach to reaching the finals. The conversation dives deep into how early-stage tech companies can scale through community engagement and partnership, all while maintaining a focus on solving real-world problems.

The discussion also illuminates the role of Connectwise and other industry giants in facilitating the growth of innovative startups. It’s not just about winning the prize money but leveraging the platform to make industry connections that can exponentially grow your business. This episode is a treasure trove of practical advice, motivational stories, and strategic insights beneficial for anyone in the MSP ecosystem or looking to break into the tech world.

Key Takeaways

• Importance of succinctly conveying your product's value to prospective clients and judges.
• How the Connectwise Pitch It competition can accelerate startup growth by providing exposure and fostering partnerships.
• Real-world experiences and strategies from past winners and finalists.
• The critical role of community engagement and customer feedback in refining your product.
• Practical advice for startups on how to navigate early-stage challenges and scale effectively. Sponsor vCIOToolbox: https://vciotoolbox.com

Show Website: https://mspbusinessschool.com/

Guest Name: Zach Kromkowski  LinkedIn page: https://www.linkedin.com/in/securityzachkromkowski/ Company: Senteon Website: https://senteon.co/ Name: Bobby Jacobs LinkedIn page: https://www.linkedin.com/in/bobbyjacobs/ Company: Thread Website: https://www.getthread.com/ Name: Sean Lardo LinkedIn page: https://www.linkedin.com/in/seanlardo/ Company: ConnectWise Website: https://connectwise.com Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/

Show Website: https://mspbusinessschool.com/

Guests:

Sean Lardo - https://www.linkedin.com/in/seanlardo/ Andrea Barrow - https://www.linkedin.com/in/andreabarrow/ Sam Hoyen - https://www.linkedin.com/in/sam-hoyen-4711611a4/

Company: ConnectWise (Invent) Website: https://www.connectwise.com/theitnation/pitchit Today’s episode features an in-depth discussion with the Connectwise PitchIT team, including Sean Lardo, Andrea Barrow, and Sam Hoyen. As they gear up for IT Nation Connect, the team shares the excitement and challenges of the PitchIT competition, where innovative startups compete for the top spot.

This year’s PitchIT program saw a diverse group of finalists, each representing different tech industry segments. Sean Lardo emphasizes the evolution and improved quality of contestants, while Andrea Barrow highlights the importance of community and collaboration among participants. The conversation delves into the unique strengths of each finalist and the supportive environment that PitchIT fosters, encouraging innovation and growth.

The episode also explores the Connectwise Invent program, a crucial pathway for vendors to integrate with the Connectwise platform and gain the coveted stamp of approval. Andrea Barrow explains how the program supports vendors through technical guidance and security reviews. Sam Hoyen shares his excitement as a new team member and underscores the importance of community connections formed through events like ChannelCon's Crow’s Nest.

Key Takeaways: 

•  PitchIT Program Evolution: The quality and diversity of PitchIT contestants have significantly improved, showcasing a wide range of innovative solutions.
• Community Building Participants benefit from forming valuable connections with peers who are going through similar business challenges.
• Invent Program: Connectwise’s Invent program provides essential technical and security support for vendors, ensuring high-quality integrations.
• Importance of Pitch Practice: Competitors need to master different types of pitches (30-second, 1-minute, 5-minute) for various engagement scenarios.
• Event Highlights: The success of ChannelCon’s Crow's Nest event demonstrates the power of networking and community support.

Host: Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ 

Sponsors vCIOToolbox: https://vciotoolbox.com

Show Website: https://mspbusinessschool.com/

Guest Name: Brandi Bonds  LinkedIn page: https://www.linkedin.com/in/brandi-bonds-998a676/ Company: Next Level Now Website: https://nextlevelnow.net/ Hosts: Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/ In this episode of MSP Business School, host Brian Doyle welcomes Brandi Bonds, Managing Partner of Next Level Now. Brandi brings her wealth of expertise in fractional CFO services to the table, discussing how MSPs can better manage their finances and increase profitability. With her extensive background in the industry, Brandi offers valuable insights into the financial challenges and opportunities MSPs face, especially in today’s competitive market influenced by mergers, acquisitions, and private equity firms.

The conversation kicks off with Brandi sharing her background and journey into the MSP world. She then delves into the critical issue of how financial structuring can significantly impact a business’s valuation, particularly during acquisitions. Brandi emphasizes the importance of proper financial presentation and discusses common pain points MSPs encounter, such as improper expense classification and misunderstanding the accrual versus cash basis accounting. She also highlights the benefits of transit.

Key Takeaways:

• Proper Financial Structuring: Correctly setting up financial systems and understanding accrual versus cash basis can significantly enhance business valuation.
• Importance of Utilization: Tracking employee utilization accurately can help optimize staffing and improve profitability.
• Advantages of Fixed Fee Billing: Shifting from hourly to fixed fee contracts can stabilize revenue, simplify billing, and increase business valuation.
• Investment Decisions: Borrowing when you don't need it and utilizing reliable financial forecasting tools are crucial for prudent business investments.
• AI and MSPs: Integrating AI can streamline routine tasks, yet maintaining personal connections with clients remains vital.

Sponsors vCIOToolbox: https://vciotoolbox.com

Show Website: https://mspbusinessschool.com/

In this episode of MSP Business School, Brian Doyle dives into the concept and structure of the "Office of VCIO," drawing parallels from the enterprise-level office of CIO. Originally presented as part of a webinar, this detailed discussion outlines the significance of having a cohesive team approach to delivering Quarterly Business Reviews (QBRs), Strategic Business Reviews (SBRs), and other essential fractional VCIO services.

Brian emphasizes that while tools such as the VCIO Toolbox can facilitate this process, any MSP can implement these principles to evolve their service offerings and better meet client needs. By structuring a team with clearly defined roles for engineers, VCISOs, customer success managers, and executives, MSPs can ensure more efficient project management and customer satisfaction. 

Brian provides insights into how this model helps maintain strong client relationships and opens up avenues for new recurring revenue streams. He discusses the importance of regular check-ins, risk management, and continuous education to keep clients informed and engaged. Additionally, the episode explores leveraging assets and risk management to drive informed decision-making and sales.

Key Takeaways: 

•  The office of the VCIO model promotes a team-based approach to client management, ensuring cohesive and comprehensive service delivery.
• Engineers play a critical role in the QBR process, and their timely assessments are crucial for identifying gaps and driving projects.
• The VCISO role is becoming increasingly vital in MSPs with a growing focus on security and compliance, offering opportunities for new recurring revenue streams.
• Customer Success Managers help maintain strong client relationships by collecting feedback and keeping customers informed and engaged.
• Effective VCIO programs require executive buy-in and support to handle escalations and ensure that the QBR process remains a priority.

Host: Brian Doyle:   / briandoylemetathinq  

Sponsor: vCIOToolbox: https://vciotoolbox.com

James Mignacca is the CEO of Cavelo, a company that specializes in providing advanced data discovery and classification solutions for MSPs. With almost 20 years of experience in the cybersecurity and startup ecosystem, James has been instrumental in several significant ventures, including Sandvine and eSentire. The success of his prior startups validates his ability to lead and innovate, and his current role at Cavelo aims to further enhance the capabilities of MSPs through streamlined, effective solutions.

Episode Summary 

Welcome to another engaging episode of MSP Business School, where host Brian Doyle interviews James Mignacca, the CEO of Cavelo. This conversation explores James's unique journey from cybersecurity startups to pioneering advanced data discovery and classification solutions for Managed Service Providers (MSPs). Sharing insights from his experience at companies like Sandvine and E Centire, James discusses the importance of simplifying complex cybersecurity tasks for MSPs and integrating effective data management solutions to meet growing regulatory demands.

James details the crucial role of data discovery and classification in maintaining cybersecurity, especially as organizations embrace hybrid work environments. Highlighting the growing demand for regulatory compliance and the impact of cybersecurity insurance, he discusses Cavelo’s approach to making these processes manageable and profitable for MSPs. Alongside this, James shares personal anecdotes and strategic insights into how Cavelo integrates seamlessly with existing MSP workflows, ultimately enabling them to offer robust security solutions without the complexity and overhead.

Key Takeaways:

• Simplifying Complexity: James emphasizes creating easy-to-use solutions for MSPs that condense multiple functionalities into a single platform, reducing complexity and improving efficiency.
• Data Discovery and Classification: Crucial for security, especially in hybrid work environments where data is scattered across multiple cloud services and devices.
• Regulatory Compliance: Increasingly integral in cybersecurity, the ability to meet stringent compliance requirements is a priority for MSPs serving larger organizations and critical infrastructure.
• Team and Culture: The importance of maintaining a cohesive and talented team through transitions and acquisitions to sustain innovation and drive success.
• Consolidation and Efficiency: Reducing the number of vendors and integrating essential tools contribute to a streamlined, profitable operation for MSPs. 

Show Website: https://mspbusinessschool.com/

Guest Name: Danny Suk Brown  LinkedIn page: https://www.linkedin.com/in/dannysbrown/ Company: AppMeetup Website: https://appmeetup.com/ Hosts Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/ Danny Brown is a seasoned professional with extensive experience in the Managed Service Provider (MSP) industry. Holding dual degrees in mechanical engineering and physics, along with a Master's in computer science and an MBA, Danny’s career spans diverse roles from network engineer to sales engineer and fractional Chief Revenue Officer (CRO). He founded a successful MSP focusing on architectural and engineering clients, which he later sold. Danny co-authored "Talk it Up" with his identical twin brother, and currently provides training and consulting services through his company, AppMeetup.

Episode Summary

In this episode of MSP Business School, host Brian Doyle interviews Danny Brown, a veteran in the MSP industry who made the transition from a technical background to thriving in sales and business growth. Doyle and Brown delve into the critical changes MSP owners need to adopt for growth, effective sales strategies, and the importance of having the right mindset and processes in place. Brown discusses his journey from a technical specialist to a business leader, emphasizing the importance of letting go and trusting employees to succeed. The conversation covers actionable insights for MSP owners struggling to build a sales process, highlighting the significance of focusing on ideal client profiles (ICPs) and understanding customer needs.

Furthermore, Danny shares his experiences and tips on improving public speaking skills, adapted from his co-authored book "Talk it Up," to help MSP owners better connect and communicate their value.

Key Takeaways

• Mindset Shift: Embrace an abundance mindset instead of a scarcity one; this shift can lead to letting go and empowering employees.
• Effective Processes: Implement standard operational procedures (SOPs) and proper training mechanisms to foster a trusting and efficient work environment.
• Sales Strategies: Know your ideal client profile (ICP) and build connections rather than pushing for immediate sales. Understand your sales numbers and pipeline metrics to fine-tune your approach.
• Public Speaking: Improve your public speaking skills with nonverbal communication strategies to foster trust and engagement.
• Be Omnipresent: Increase brand awareness by being omnipresent in your industry and participating actively in industry events, conferences, and podcasts. Sponsors vCIOToolbox: https://vciotoolbox.com