MSP Business School

When it comes to paying salespeople, it can be difficult to determine the right split between guaranteed income and commission-based earnings. In this episode, the hosts lay out their approach to building sales compensation plans. Brian asks Tim and Robb to share from their experiences of helping MSP owners devise these structures, diving into the philosophy behind setting base pay, bonuses, and commissions.

Brett Jaffe of ConnectStrat is a name well known in the MSP industry. In this episode, Brett sits down with Brian and Robb to talk about how ConnectStrat came to be, the methods they use with their clients, and how creating a business operating system unique to the MSP industry has helped countless owners redefine and successfully reach their goals.

Ryan O'Halloran's unique set of experiences, coupled with the timing of his entry into the channel, have granted him a fascinating perspective on the MSP industry. In this episode, the hosts sit down with the CTO at Access One to discuss how he leverages these factors to push the technologies that Access One uses and to drive policies and procedures.

In this episode, Brian, Tim, and Robb use their combined knowledge to deliver expert tips and tricks on how to build a successful follow-up process that results in closed deals. Sales may be one of the most brutal parts of building a company, but by implementing the strategies and mindsets shared in this episode, you're certain to harness the power of prospecting.

On this episode of MSP Business School, we're joined by Paul Schroeder and Lucy Nguyen, Account Executive and Content Marketing Specialist at ChannelAssist, a company that provides end to end development and management of channel engagement and incentive programs. Paul and Lucy share excellent suggestions on how to incentivize behaviors with your sales team in order to increase revenue and how ChannelAssist helps companies create these programs.

For this special episode of MSP Business School, the hosts share how they got into sales positions early in their careers. Wins and losses, horror stories and personal triumphs, this episode is packed with no-holds-barred stories and invaluable lessons.

When new technologies arise, like the new Windows 365, it can help to have a partner who understands how to shape the technology to fit the needs of your clients. Will Ominsky of Nerdio comes on the show to share how they assist MSPs to leverage new technologies quickly, early, and easily.

Security is the hot topic these days, with MSPs desperately trying to add that extra "S" by starting a new arm inside their existing organization or by outsourcing to partners. But how do you sell security to clients, especially those whose IT budgets are already pretty tight? For this roundtable discussion, hosts Brian Doyle, Tim McNeil, and Robb Rogers deep dive into tactics you can use to help your prospects and customers understand the importance of adding security.

Jay McBain is the principal analyst for global channels at Forrester, one of the most influential global research and advisory firms in the world. Jay is a recognized expert in the future of channels (he was named the 2021 Channel Influencer of the Year by Channel Partners Magazine), and in this episode he sits down with the guys to talk about how to determine who should be in your network and how to take advantage of the exciting changes we're seeing in the industry.

Too many times we see an MSP slap an extra "S" in their description and think they're good to go when it comes to security and compliance. In this episode, Michael Crean of Solutions Granted walks us through the main differences between an MSP and an MSSP, showing that it takes a little more work to provide the security your clients need.