MSP Business School

In this episode of MSP Business School, host Brian Doyle engages with guest Andrew Jordan to uncover the financial fundamentals essential for MSP success. The discussion pivots away from mergers and acquisitions to focus on immediate financial strategies that MSPs can deploy for profitability. Andrew shares insights from his journey from CPA to CFO, underscoring the importance of proper financial management and the pitfalls MSPs often face when setting up their books.

The episode provides a detailed walkthrough of smart financial practices for MSPs, highlighting the critical distinction between costs of goods sold and expenses. Andrew explains the necessity for MSPs to accurately determine their gross profit to guide strategic business decisions. He offers guidance on navigating common financial misconceptions and emphasizes the transformative impact of having a competent financial advisor. By emphasizing the personal side of business finances, Andrew encourages MSPs to shift their focus from survival strategies to sustainable growth and operational efficiency.

• Accurately differentiate between costs of goods sold and expenses to maintain a clear financial picture.
• Gross profit margins of 30-40% are indicative of healthy MSP operations.
• Understand and utilize financial statements as strategic tools, not just for tax filing.
• The key to business growth includes seeking financial mentorship and establishing a trusted partnership with an accountant or fractional CFO.
• Effective financial management can lead to the freedom of time and a well-balanced work-life dynamic.

Guest Name: Andrew Jordan

LinkedIn page: https://www.linkedin.com/in/andrew-jordan-cpa/

Company: Jordan CPA Services

Company Website: https://www.jordancpaservices.com/

Show Website: https://mspbusinessschool.com/

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

Sponsor vCIOToolbox: https://vciotoolbox.com

Welcome to another enlightening episode of the MSP Business School, featuring the insightful Shawn Walsh from Encore Strategic. In this episode, host Brian Doyle and Shawn dive deep into the intricacies of building and selling a successful MSP business. Shawn shares his unique transition from law enforcement to the world of MSPs, leveraging his skills in computer forensics to grow a thriving business which he ultimately sold to a private equity firm. His current role sees him mentoring MSPs on effectively planning their exit strategies well in advance.

In a conversation rich with actionable insights, Shawn and Brian explore common pitfalls that MSPs face, particularly around valuation and the importance of planning for an exit from day one. They discuss the Value Builder Assessment as a tool to measure a company's worth beyond just EBITDA, highlighting the crucial role of building a robust sales engine and the dangers of underpricing services. Shawn emphasizes the need for MSPs to distinguish themselves in the marketplace, warning against straddling the line between being a price leader and a value leader.

• MSPs should plan their exit strategies early, ideally beginning 10 years before the anticipated sale.
• The Value Builder Assessment can significantly enhance an MSP's valuation by focusing on multiple factors beyond EBITDA.
• Building a sales engine independent of the owner is crucial for an MSP's sustainable growth and value.
• Discounting services can undermine a business's perceived value; charge premium prices to ensure clients take the service seriously.
• Differentiation in the MSP space is vital; focus on boardroom-level conversations to emphasize business goals over technical jargon.

Guest Name: Shawn Walsh

LinkedIn page: https://www.linkedin.com/in/encorestrategic/

Company: Encore Strategic

Company Website: https://encorestrategic.io/

Show Website: https://mspbusinessschool.com/

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

Sponsor vCIOToolbox: https://vciotoolbox.com

In this episode of MSP Business School, host Brian Doyle welcomes James Kudla, founder of Kalutasan, to discuss the nuances of outsourcing support from the Philippines for MSPs. James shares his professional journey from mechanical engineering to owning a successful MSP, before venturing into the world of providing high-quality outsourced resources. The episode offers a comprehensive look at the benefits and logistics of leveraging international labor to enhance capacity and efficiency for managed service providers.

The conversation highlights how strategic outsourcing can address common MSP challenges, including staffing shortages, increasing operational costs, and improving response times. SEO keywords such as "outsourcing," "Philippines labor," and "MSP staffing solutions" are interwoven throughout the discussion, emphasizing the show's focus on innovative workforce management solutions. As a seasoned industry professional, James offers compelling insights into how outsourcing from the Philippines is transforming the MSP landscape, by combining English proficiency and technical expertise to offer significant cost savings and operational flexibility.

• Outsourcing to the Philippines can lead to cost savings of up to 70% compared to domestic staffing, providing a competitive advantage for MSPs.
• The culture and infrastructure in the Philippines have evolved significantly, making remote work efficient and reliable.
• Many experienced IT professionals in the Philippines have substantial MSP experience, making them valuable assets for service providers.
• James Kudla's own journey demonstrates the transformative potential of strategic staffing solutions in overcoming MSP challenges like staffing shortages and rising operational costs.
• The partnership with Kalutasan is not just about filling roles, but about creating career opportunities and development for Filipino professionals, while strengthening MSP capabilities in North America.

Guest Name: James Kudla

LinkedIn page: https://www.linkedin.com/in/jameskudla/

Company: Kalutasan, Inc.

Company Website: https://kalutasan.com/

Show Website: https://mspbusinessschool.com/

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

Sponsor vCIOToolbox: https://vciotoolbox.com

In this episode of MSP Business School, host Brian Doyle sits down with technology consultant and advisor James Davis to discuss the evolving landscape of the MSP industry. They dive deep into the transition from traditional break-fix models to the more integrated role of technology partners. Davis reflects on his own journey through various facets of the MSP world, offering rich insights into the shifts and transformations necessary for survival in the current digital age.

Throughout the conversation, Brian and James explore the changing expectations of the modern client, emphasizing the need for MSPs to move beyond just infrastructure management to a more consultative role in business growth. They navigate the complexities introduced by AI and cybersecurity, advising MSPs to not merely add these as cosmetic changes but to fundamentally reimagine their business models. Davis stresses the importance of understanding clients' business challenges and aligning with their strategic objectives, a notion he refers to as becoming a "Technology Solutions Partner" rather than remaining a traditional MSP.

• Evolving Roles: MSPs need to transition from break-fix models to a comprehensive consultative role, focusing more on data, workflow, and clients' business needs.
• Vertical Specialization: Emphasizing the importance of specialization, MSPs should consider vertical or horizontal approaches to better align with client industries.
• Client-Centric Approach: Prioritizing client conversations and understanding their challenges is crucial for developing relevant technology solutions.
• Skepticism of Industry Hype: Davis encourages skepticism of industry trends without real insight, urging MSPs to focus on client-specific needs over generic industry advice.
• Transformative Opportunities: Viewing modern challenges as opportunities for transformational growth, with a focus on advisory services, strategic conversations, and rising above infrastructure management.

Guest Name: Brian Davis

LinkedIn page: https://www.linkedin.com/in/thejamesdavisaus/

Company: The TSP Adivsory

Company Website: https://thetspadvisory.com/

Show Website: https://mspbusinessschool.com/

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

Sponsor vCIOToolbox: https://vciotoolbox.com

In this insightful episode of MSP Business School, host Brian Doyle welcomes esteemed guest Dave Sobel to discuss the hot topics circulating at the recent GTIA event, ChannelCon, in San Diego. The conversation dives into the prevailing discourse around artificial intelligence (AI) within the Managed Services Provider (MSP) space. Both Brian and Dave reflect on the parallels between the current AI boom and historical tech transformations, like the Internet and cloud computing. The episode focuses on the need for MSPs to thoughtfully engage with AI, recognizing both the hype and the genuine business applications it brings forth.

The dialogue progresses to address the delicate balance MSPs must maintain between educating and collaborating with clients on AI strategies, avoiding a stance that might come across as overly risk-averse. With AI consumption models evolving rapidly and differently, insights about navigating these changes are provided, emphasizing a strategic approach that aligns technology with business outcomes. Dave Sobel points out that deliberate action is more critical than ever, particularly as the MSPs' advisory role grows in importance to help clients harness AI's full potential while managing costs proficiently.

• Evolution of AI in MSPs: Understand the AI journey, drawing parallels with past innovations such as the Internet and cloud computing, while planning deliberate and thoughtful integration strategies.
• Strategic Positioning: MSPs should continue to position themselves as partners in AI's progression, providing expertise in selecting right tools and technologies that benefit businesses, without succumbing to the pressure of moving too hastily.
• AI's Economic Impact: The economic dynamics of AI differ from traditional software; increased AI usage may lead to higher expenses. Thus, understanding consumption billing and its implications is crucial.
• Customer Engagement: Proactive, collaborative conversations with clients about AI adoption and governance are essential, moving beyond fear-based tactics to foster innovation.
• Profitability Focus: Rather than rushing, focus on sustainable, profitable growth, aligning technological advancements with clients' specific needs and risk tolerances.

Guest Name: Dave Sobel

LinkedIn page: https://www.linkedin.com/in/davesobel/

Company: MSP Radio

Company Website: https://businessof.tech/subscribe/

Show Website: https://mspbusinessschool.com/

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

Sponsor vCIOToolbox: https://vciotoolbox.com

In this captivating episode of the MSP Business School podcast, host Brian Doyle converses with Megan Killion from Pisces Growth. This episode zeroes in on one of the most pressing challenges for Managed Service Providers (MSPs) - acquiring new customers. Megan Killion shares her story of accidental entry into the MSP domain and highlights her transformation from being an agency owner to a focused consultant. This episode is a must-listen for MSPs looking to enhance their go-to-market strategies, especially in a time dominated by digital transformations and AI.

Megan discusses the importance of a strong go-to-market strategy, emphasizing the need for well-aligned messaging and recognizing local market opportunities. She shares her experiences and stresses the significance of understanding customer needs and leveraging strategic insights to achieve business growth. Megan also touches upon the evolving role of AI in the industry, recommending MSPs to seize the opportunity and integrate AI into their service offerings to remain competitive. Her approach to business development is a blend of strategic insight, curiosity, and leveraging local reputations for building trustworthy relationships.

• Local Focus: Emphasize strengthening local market reputation to gain competitive advantages rather than overextending reach to unfamiliar markets.
• Targeted Messaging: Craft concise, targeted messaging that aligns with how potential clients self-identify and solve specific pain points they experience.
• AI Integration: Encourage MSPs to adopt and integrate AI into their processes and service offerings to remain competitive and meet client expectations.
• Client-centric Approach: Build strong relationships by focusing on understanding and solving client problems comprehensively, thereby enhancing value.
• Continuous Learning: Keep evolving your product offerings by revamping strategies and adapting to new technologies, ensuring future-proof MSP operations.

Guest Name: Megan Killion

LinkedIn page: https://www.linkedin.com/in/megankillion/

Company: Pisces Growth Consulting

Company Website: https://mkcagency.com/pgi/

Show Website: https://mspbusinessschool.com/

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

Sponsor vCIOToolbox: https://vciotoolbox.com

Join host Brian Doyle in the latest episode of MSP Business School as he delves into the evolving landscape of managed services with Finian Nally, the Director of Strategy at Sherweb for the UK and Ireland. As many MSP professionals find their initiation into the field starts with unexpected opportunities, Finian shares his unique career journey from technical support to strategic leadership, providing invaluable insights into the world of distribution and strategy formulation at Sherweb.

This episode unravels the intricacies faced by MSPs as they grapple with evolving market demands. With a focus on sales enablement and strategic partnerships, Finian highlights Sherweb's role in empowering MSPs to redefine their customer strategies and deliver outcome-based solutions. The discussion also explores the pressing need for MSPs to adopt AI by first implementing it internally, thus equipping them to better guide their clients through the AI revolution. The conversation scratches the surface of the challenges and opportunities that MSPs face today, providing a look into how Sherweb supports them in overcoming these hurdles.

• Growth Enablement Through Distribution: Sherweb positions itself as a growth enabler, helping MSPs build profitable business models through expert guidance in technical training and sales strategy.
• Outcome-Based Selling: To succeed in today's market, MSPs must pivot from traditional sales tactics to outcome-driven conversations that resonate with customer business objectives.
• Internal AI Adoption: MSPs should first deploy AI solutions internally to build confidence and expertise, which is critical before extending these services to their clients.
• Holistic Strategic Support: Sherweb's framework-based approach facilitates a comprehensive MSP development process, from cyber resilience to AI practice enhancements.
• Expect More from Distributors: Finian emphasizes that MSPs should "expect better" from their distributor relationships, seeking genuinely beneficial partnerships that transcend transactional interactions.

Guest Name: Finian Nally

LinkedIn page: https://www.linkedin.com/in/fnally/

Company: Sherweb

Company Website: https://www.sherweb.com/?utm_medium=Social&utm_source=LinkedIn&utm_content=CustomButton

Show Website: https://mspbusinessschool.com/

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

Sponsor vCIOToolbox: https://vciotoolbox.com

In this engaging episode of MSP Business School, host Brian Doyle reunites with Josh Kotler, a veteran in the MSP industry, to explore the evolving dynamics of mergers and acquisitions (M&A) and the role of private equity. Josh, who has been instrumental in scaling MSP businesses, shares his journey from building and selling a successful MSP to his current endeavor with Axial Reed Capital. This episode is a rich resource for MSP owners interested in understanding market trends and making informed decisions on potential exits.

The conversation delves into the challenges and opportunities present in the MSP landscape, underlining the influence of private equity and emphasizing the strategic value of organic sales growth. Josh shares his insights on why many MSP owners should contemplate selling, given the industry's rapid changes and the influx of private equity. He highlights the importance of aligning with reliable partners and discusses the benefits of being part of a larger scaling platform, all while providing practical advice for those considering stepping into the world of M&A.

• Private equity has significantly boosted valuations in the MSP industry, offering lucrative opportunities for business owners.
• MSP owners in their 50s and 60s should evaluate their ability to adapt to industry changes and consider selling as a strategic move.
• Growing an MSP through mergers and acquisitions can be a faster approach to scaling than organic growth, with essential roles emerging in larger scaling platforms.
• Despite competition weighing heavily on smaller MSPs, aligning with private equity-backed brands can reduce risks and increase enterprise value.
• The evolving landscape, marked by technological advancements like AI, will separate proactive and innovative MSPs from those unable to adapt.

Guest Name: Josh Kotler

LinkedIn page: https://www.linkedin.com/in/joshkotler/

Company: Canyon Point Technologies

Company Website: https://canyonpoint.com/

Show Website: https://mspbusinessschool.com/

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

Sponsor vCIOToolbox: https://vciotoolbox.com

In this episode of MSP Business School, host Brian Doyle engages with Josh Smith from Wingman MSP Marketing to explore the dynamic landscape of marketing for MSPs. Josh shares his unique journey from accounting to marketing and the insights he brings to the MSP sector. With discussions ranging from effective marketing strategies to the evolving role of AI in business, the episode offers a wealth of practical advice for MSPs looking to optimize their marketing efforts and embrace new technologies.

The conversation delves into the challenges and opportunities in MSP marketing, emphasizing the value of niche targeting and personal engagement. Josh discusses how Wingman helps MSPs navigate these waters, moving beyond traditional lead generation to include comprehensive marketing services like event planning and SEO adaptations to AI advancements. The discussion highlights the importance of understanding your client's pain points and leveraging events, such as educational AI seminars, to create meaningful connections and establish trust in the market.

• Strategic Niching: Identifying and focusing on a specific industry or vertical can significantly enhance marketing effectiveness and client acquisition for MSPs.

• AI as a Catalyst: Hosting educational events on AI can attract prospects by addressing common business challenges and demonstrating expertise in emerging technologies.

• Comprehensive Marketing: A full-service marketing approach, including SEO, event planning, and lead generation, is essential to meet the diverse needs of MSPs today.

• Personality Over Skills: In sales and customer service, hiring for personality is often more successful than focusing solely on technical skills.

• Adaptation to Change: Both marketing agencies and MSPs must continually pivot and adapt to technological and market shifts, such as the current rise of AI.

Guest Name: Josh Smith

LinkedIn page: https://www.linkedin.com/in/josh-smith-b181b6184/

Company: Wingman MSP Marketing

Company Website: https://wingmanmspmarketing.com/

Show Website: https://mspbusinessschool.com/

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

Sponsor vCIOToolbox: https://vciotoolbox.com

In this engaging episode of the MSP Business School podcast, host Brian Doyle welcomes Paul Knittle, CEO of MTMG Inc., to discuss leveraging community building and niche events to invigorate MSP marketing strategies. Paul steps in as a guest at a pivotal moment, highlighting the essence of community responsiveness, a core theme threaded throughout their discussion. As the dialogue unravels, Paul shares insights into his journey from operations director to MSP specialist, with a unique focus on mobile device management—a realm often avoided by traditional MSPs. This episode offers a refreshing perspective on embracing technological evolution and reevaluating conventional MSP roles in the wake of cybersecurity and AI advancements.

Delving deeper, Paul unveils MTMG's unique event-driven strategies poised to revolutionize customer engagement for MSPs and tech startups. He underlines the transformative power of personal connections in an industry drowning in digital noise. Paul's strategic shift from mobile-centric solutions to holistic community-driven models underscores his belief that true connection fosters growth and opportunity. This episode is a well of knowledge for tech leaders keen on distinguishing themselves through innovative approaches and authentic engagement.

• Building community is crucial for MSPs to distinguish themselves amid a sea of sameness and growing digital noise.
• Personal connections and strategic networking can amplify an MSP's reach and trustworthiness in their industry.
• Engaging in niche events and podcasts can present authentic platforms for MSPs to showcase their expertise and differentiate their offerings.
• Cybersecurity and AI are emerging as vital areas where MSPs must evolve and lead to meet the ever-changing demands of tech-savvy customers.
• Partnering with trusted resources can bolster an MSP's service offerings, allowing them to manage modern technological challenges effectively.

Guest Name: Paul Knittle

LinkedIn page: https://www.linkedin.com/in/paulknittle/

Company: MTMG Inc.

Website: https://mtmginc.com/

Show Website: https://mspbusinessschool.com/

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

Sponsor vCIOToolbox: https://vciotoolbox.com