MSP Business School

Today's Interview Series guest is Todd Whitley, CEO and Partner for Brightwire Networks.  Brightwire started as the traditional owner-led sales organization, and has since completed the transition to a mature sales team.  Todd sees 5-year business cycles within his business.  They key is being adaptable and focusing on growth.

A key to Brightwire's success is building trust with clients and the sales team to drive the sales relationship. We talk about the responsibilities an MSP and its ownership has to  supporting staff, clients, family and community.

One of the biggest challenges Brightwire faces is the pace of change within the technology sector and helping the team keep up with new tech.  Todd explains that Brightwire's mentality as a Business first service provider has given them the ability to control the pace of new technology and when their clients will implement new services.

Through consultative advice, business alignment, and strong client relationships, Brightwire is not forced to allow technology to rule the team.

To keep morale with the team, Brightwire doesn't become a slave to their customer. He encourages MSP's develop a process to support your team, leverage business conversation to keep the customer focused, and this drives successful digital transformation. This is critical to a strong, partner relationship with each client.

In this episode we recap some of the highlights from our past 5 guests. As experts in the field we have seen that each has their own approach in achieving success. Robb, Tim, and Brian discuss hat they learned and share their opinions on whether they agree or disagree.

We start with a discussion that centered around discussions with Craig Skevinington and Matthew Bookspan. Each has experienced a large, game changing sale and each shared with us what it took to win the deal. The biggest takeaway we learned as each put in about 100 hours of business development time to win the deal. We discuss the tactics you need to take to win a big deal and how it is not for the faint of heart.

We also talk about service models and whether of not a dedicated resource model trumps the pod model for providing support to your key clients.

We close with a discussion around peer groups and how they have helped most of the experts we met with and what they have done for our own businesses'.

In this episode we recap some of the highlights from our past 5 guests.  As experts in the field we have seen that each has their own approach in achieving success.  Robb, Tim, and Brian discuss hat they learned and share their opinions on whether they agree or disagree.

We start with a discussion that centered around discussions with Craig Skevinington and Matthew Bookspan.  Each has experienced a large, game changing sale and each shared with us what it took to win the deal.  The biggest takeaway we learned as each put in about 100 hours of business development time to win the deal. We discuss the tactics you need to take to win a big deal and how it is not for the faint of heart.

We also talk about service models and whether of not a dedicated resource model trumps the pod model for providing support to your key clients.

We close with a discussion around peer groups and how they have helped most of the experts we met with and what they have done for our own businesses'.

Today we speak to Tommy Wolosin, one of two partners operating NetWorks in Nashville, TN. Tommy talks to us about creating an amazing culture to drive both client and customer relationships.

We start with a conversation around how NetWorks started operations and how growth came from Tommy networking heavily in the Nashville area. We talk about how peer groups and coaching were fundamental in breaking past growth driven by hustle into a more predictable sales model.

We then transition into creating a culture that both customer and staff wanted to be a part of. Tommy shares how Net Works has long term and close relationships with many of their customers. They leverage a strong vCIO process to drive engagement and loyalty in their client relationships.

We also discuss how that culture spills into the business with most employees being part of the team for 10+ and the tactics that Net Works employs to meet the needs of both the business and their team.

Today we speak to Tommy Wolosin, one of two partners operating NetWorks in Nashville, TN.  Tommy talks to us about creating an amazing culture to drive both client and customer relationships.

We start with a conversation around how NetWorks started operations and how growth came from Tommy networking heavily in the Nashville area.  We talk about how peer groups and coaching were fundamental in breaking past growth driven by hustle into a more predictable sales model.

We then transition into creating a culture that both customer and staff wanted to be a part of. Tommy shares how Net Works has long term and close relationships with many of their customers.  They leverage a strong vCIO process to drive engagement and loyalty in their client relationships.

We also discuss how that culture spills into the business with most employees being part of the team for 10+ and the tactics that Net Works employs to meet the needs of both the business and their team.

Jon Rees joins us today on MSP Business School. Jon is the Head of Technologies for Allied Communications, a Communications focused service provider with a large focus on the Casino and Gaming industry. In fact, they are the provider for 37% of the Las Vegas strip and 60% of Atlantic City.

Today we discuss how to approach the enterprise space with a solutions focused approach. How once you crack the first enterprise account, you have to work your relationship to help guide you to the next enterprise opportunity.

We shift gears to solutions to drive the remote workforce. Jon explains how UCaaS and CCaaS can simplify customer interactions in a world of expanding remote workforce. We talk about customer experience and how that can make or break a relationship.

Jon tells us where contact centers can enhance the experience and client support. It can also help managers keep tabs, especially when your team is geographically dispersed.

Jon Rees joins us today on MSP Business School.  Jon is the Head of Technologies for Allied Communications, a Communications focused service provider with a large focus on the Casino and Gaming industry. In fact, they are the provider for 37% of the Las Vegas strip and 60% of Atlantic City.

Today we discuss how to approach the enterprise space with a solutions focused approach. How once you crack the first enterprise account, you have to work your relationship to help guide you to the next enterprise opportunity.

We shift gears to solutions to drive the remote workforce. Jon explains how UCaaS and CCaaS can simplify customer interactions in a world of expanding remote workforce.  We talk about customer experience and how that can make or break a relationship.

Jon tells us where contact centers can enhance the experience and client support.  It can also help managers keep tabs, especially when your team is geographically dispersed.

In today's episode we speak with Eric Kiehn, the owner of C&W Technologies. His service provider business has lasted 36 years and has seen good times and bad. Eric tells us about those experiences and the downturns often led to new revenue opportunities.

Eric speaks about how as he went into the last great recession in '08 it opened up a new market in cloud services for his break-fix shop. Through the need to control costs it opened up a new recurring revenue model. In fact, cloud drove the MSP services vs. the other way around.

Eric also shares how peer groups changed his business and his life. How the feedback from peers, both inside the industry with other MSP's, and with local business leaders shaped his leadership perspective and helped C&W Technologies innovate.

He then shares about C&W's approach to the COVID-19 crisis. Change is more apt to happen during these down periods and clients are open to ideas they may have rejected in the past. He adds that C&W Technologies built a list of 5 things they planned to accomplish to improve internally in the crisis.

On a personal level, Eric focused on learning as much as he could on PPP, not for his business, but to help guide others. It drew attention to him locally and drove new prospects into the top of his funnel.

In today's episode we speak with Eric Kiehn, the owner of C&W Technologies.  His service provider business has lasted 36 years and has seen good times and bad.  Eric tells us about those experiences and the downturns often led to new revenue opportunities.

Eric speaks about how as he went into the last great recession in '08 it opened up a new market in cloud services for his break-fix shop.  Through the need to control costs it opened up a new recurring revenue model.  In fact, cloud drove the MSP services vs. the other way around.

Eric also shares how peer groups changed his business and his life.  How the feedback from peers, both inside the industry with other MSP's, and with local business leaders shaped his leadership perspective and helped C&W Technologies innovate.

He then shares about C&W's approach to the COVID-19 crisis. Change is more apt to happen during these down periods and clients are open to ideas they may have rejected in the past.  He adds that C&W Technologies built a list of 5 things they planned to accomplish to improve internally in the crisis.

On a personal level, Eric focused on learning as much as he could on PPP, not for his business, but to help guide others.  It drew attention to him locally and drove new prospects into the top of his funnel.

Today we start our Interview Series with our first guest Matthew Bookspan talks to us about the launch of Blacktip IT. He did this at a time where most of us would be avoiding risk. Holding a six-figure job and with a baby on the way, Matthew and his wife made the decision to start and IT company and he has never looked back.

Matthew starts by telling us the story of his launch and his decision process to make the jump becoming and IT Service provider. Not only did he take a big risk for himself and his family he went a step further focusing Apple Solutions at a time where Apple could only be termed as 'hyperniche".

Matthew takes us through his journey of going from startup to a multi-million dollar service provider. His story is a great one as he shares the focus and strategy he used to drive growth, keep costs in-line and even fire 200 clients on a single day.