MSP Business School

In this engaging episode of the MSP Business School podcast, host Brian Doyle welcomes Amy Babinchak, a respected authority in the MSP industry, to discuss the crucial steps and emotional aspects of selling a managed service provider business. With her extensive background and years of direct experience, Amy delves into the journey of exiting a business through her new book, "20 Questions Every Owner Should Ask Before Selling Their MSP." The conversation focuses on preparing MSP owners emotionally and strategically for the sale of their business while ensuring they maximize the value of their life's work.

Listeners will gain valuable insights into the emotional journey of selling an MSP, emphasizing the significance of planning ahead, with a recommended timeframe of three to five years. Amy shares her wisdom and expertise on the key aspects of preparing a business for sale, including understanding the market, aligning personal goals with business goals, and optimizing operations for a successful exit. Doyle and Babinchak discuss crucial factors that impact valuation, such as owner dependency, client concentration, and technological readiness, while offering advice on how to mitigate potential red flags during the sale process.

• Proper preparation and strategy can ease the emotional and logistical burdens of selling an MSP.
• Understanding personal goals and future plans are vital for a successful business sale.
• The importance of a stable and modernized business environment to attract potential buyers.
• Recognizing and mitigating potential red flags that could devalue the business.
• Leveraging experience and resources can significantly enhance the readiness and value of an MSP in the market.

Guest Name: Amy Babinchak

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

Company: Sell My MSP

Website: https://sellmymsp.com/

Show Website: https://mspbusinessschool.com/

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

Sponsor vCIOToolbox: https://vciotoolbox.com

In this episode, Sean Sweeney shares his unique journey from law to technology, his experience supporting enterprise and SMB clients, and insights on AI adoption and risk management in MSPs.

Guest Name: Sean Sweeney

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

Company: Valley Technology Partners

Website: https://www.valleytechpartners.com/

Show Website: https://mspbusinessschool.com/

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

Sponsor vCIOToolbox: https://vciotoolbox.com

In this enlightening coaching session, Brian Doyle offers his seasoned insights into the gap between client perceptions and the actual deliverables provided by Managed Service Providers (MSPs). Doyle, drawing on his extensive background as an MSP, provides a nuanced understanding of how to bridge these gaps through clear communication and precise contract terms. The episode dives into topics like client assumptions about MSP deliverables, how to manage these expectations, and offers strategic approaches to avoid conflicts arising from misunderstandings in service agreements.

Throughout the session, Brian discusses critical strategies that can help MSPs redefine their offerings and improve client satisfaction. Emphasizing the importance of clear onboarding processes and consistent language across sales and marketing materials, the conversation focuses on the necessity of aligning internal and external communications to avoid discrepancies that might affect service perception. Specifically, the dialogue delves into the complications arising from varied service offerings and the steps MSPs should take to streamline their security and compliance services for better client understanding and engagement.

• Clear Communication: Emphasizing the importance of defining what services are and are not included in MSP contracts to avoid client misunderstandings and disappointment.
• Client Perception Management: Highlighting the need to manage client expectations from the start, explaining notions like 'all-in contracts' and security assurances effectively.
• Sales and Onboarding Coordination: Discussing the significance of consistent messages from sales to service delivery to ensure clients receive a uniform understanding of what services they've signed up for.
• Spotting Misalignments: Encourages continuous review of marketing materials to ensure they accurately reflect current service offerings and contractual agreements.
• Operational Success: Suggesting strategies like simplified service tiers and comprehensive client education to improve service delivery and customer satisfaction.

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 the dynamic and insightful Josh Hohbein from centrexIT. Josh, highlighted as a rising star in cybersecurity, shares his expansive journey from tech support to a leadership role in cybersecurity and automation. The conversation unveils how Josh's background in service industries has shaped his understanding and approach to managing IT services.

Josh discusses the challenges of aligning cybersecurity frameworks with client understanding and interest. By distilling complex standards into manageable and actionable plans, he ensures clients' needs are met both for cyber insurance and operational efficiency. He offers insights into creating a security foundation through simplified frameworks while stressing that most clients are indifferent to detailed frameworks until regulatory compliance is an issue.

Further, the episode delves into the key aspects of MSP security platforms, the importance of communication in service-based industries, and how automation and AI are transforming IT operations at centrexIT. The episode also covers the excitement and challenges in preparing MSPs for incident response scenarios, emphasizing the significance of practice and readiness in mitigating potential breaches.

• Simplifying Cybersecurity Frameworks: Josh emphasizes the importance of breaking down complex security frameworks into understandable and actionable steps for clients, particularly focusing on aligning MSP services to cyber insurance requirements.
• Service Industry Insights: The parallels between the restaurant industry and MSP operations highlight the value of communication, multitasking, and maintaining composure in high-pressure environments.
• Preparation for Incidents: Through simulated incident response games, Josh demonstrates the critical need for practice in managing real-life cybersecurity incidents, ensuring MSPs are well-prepared for unexpected challenges.
• AI and Automation Enhancements: Josh is pioneering AI and automation efforts at centrexIT, aiming to improve internal processes and customer interactions by focusing on efficiency and proactive strategies.
• Community Engagement and Sharing: Active participation in the industry and sharing knowledge helps elevate the entire cybersecurity community, aiding others in understanding and navigating the evolving landscape.

Guest Name: Josh Hohbein

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

Company: centrexIT

Website: https://centrexit.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 MSP Business School, host Brian Doyle welcomes Brendan Giesick, the industrious CRO of Adams Brown Technology. They delve into Brendan's unique journey into the MSP industry, illustrating his transition from a business major with ambitions in retail marketing to a key figure in managed services. Brendan shares insightful anecdotes from his experiences, highlighting the valuable lessons learned from his mentors and career pivots that led him to his current role at Adams Brown.

The conversation unravels the distinctions between established MSP organizations like Gilmore Solutions and the startup environment at Adams Brown Technology. Emphasizing the importance of relationship-building, Brendan discusses how their approach to client onboarding and strategic alignment has been pivotal in their success. Key discussions ensue about the critical need for MSPs to engage with clients' C-suites, paving the way for deeper strategic relationships. The episode also explores the shift towards strategic IT conversations, AI applications, and how these elements are shaping the future of the MSP landscape.

• Strategic Client Engagement: Building strategic relationships with clients is essential for long-term success in the MSP industry. Inviting C-suite leaders to the conversation fosters trust and opens doors for meaningful partnerships.
• Adapting to Change: Transitioning from an established MSP to a new, growing firm like Adams Brown Technology requires flexibility and a proactive approach to chaos management.
• The Power of AI and Compliance: As technology evolves, MSPs must adapt to discussions around AI and compliance to remain competitive and relevant in the industry.
• Cultural Readiness for AI: Before implementing AI strategies, organizations must evaluate their cyber hygiene and prepare policies to manage new technological tools responsibly.
• Dynamic Sales Leadership: A good sales manager can make all the difference, as evidenced by Brendan's career journey following his mentor, Chris Schneider, across different ventures.

Guest Name: Brendan Giesick

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

Company: Adams Brown Technology Specialists

Website: https://www.adamsbrowntech.com/team/brendan-giesick/

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 delves into the evolving role of the VCIO within the managed service provider space, coinciding with a special St. Patrick's Day greeting to viewers. Brian contrasts the often superficial duties of traditional account managers with the strategic, forward-thinking responsibilities critical to the position of a VCIO. The episode emphasizes how MSPs can develop VCIOs not just as technical overseers but as integral business leaders capable of steering organizations through the rapid changes imposed by new technological advancements.

Exploring the anatomy of a successful VCIO, Brian shares insights on moving beyond traditional metrics and reporting. He voices the need for MSPs to transition their VCIO strategies from reactive to proactive, addressing the execution of business alignment and risk mitigation within client organizations. With the rapid advancements in AI technology and ever-pressing cybersecurity concerns, the VCIO's role is under transformation—from mere operational support to pivotal strategic leadership. This means engaging client leadership teams, influencing technology-driven decisions, and being strong business allies capable of fostering growth through technology.

• The true role of a VCIO extends beyond being a glorified account manager; it requires strategic business involvement and leadership skills.
• A structural shift is necessary for MSPs to enable VCIOs to speak effectively at executive levels and align technology with business goals.
• Training and leadership-focused growth are essential for VCIOs to become leaders capable of influencing client decisions and outcomes.
• Effective VCIOs engage in meaningful discussions about strategy, budgeting, and risk, focusing on future opportunities rather than past metrics.
• Challenges like AI and cybersecurity underscore the importance of a robust VCIO role to guide client organizations through technological evolution.

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 sits down with Shane Naugher, a pioneering figure in the world of AI and automation for MSPs. The discussion takes a deep dive into the real-world application of AI, focusing on how it can be utilized to streamline operations and deliver tangible ROI for businesses. Whether you're curious about how AI fits into your MSP strategy or eager to learn about automation opportunities, this episode delivers practical insights into what Shane calls the "mature business model" of MSPs.

As the conversation unfolds, Shane shares his dual expertise as the CEO of DaZZee IT Services and founder of Innovative Automations, offering a rare glimpse into the intersection of AI, automation, and managed services. The episode explores the challenges of integrating AI into everyday business operations, shedding light on how AI-enabled automations can transform traditional processes, particularly in professional services and industries reliant on legacy systems. Shane shares valuable experiences and success stories, highlighting key automation opportunities and the significance of partnering with trusted AI advisors to navigate the rapidly evolving tech landscape.

• Practical AI Application: Understanding the difference between shiny AI tools and meaningful automation that drives business outcomes.

• Industry-Specific Automation: How different sectors, particularly professional services, can benefit from AI to achieve significant ROI.

• The Role of APIs: Leveraging open APIs and traditional RPA platforms for connecting disparate business applications and optimizing workflows.

• Partnership Model: The importance of MSPs partnering with AI and automation specialists to provide comprehensive client solutions.

• Strategic AI Conversations: Encouraging MSPs to lead AI integration discussions with clients to maintain a competitive edge.

Guest Name: Shane Naugher

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

Company: Innovative Automations / DaZZee IT

Website: https://innovativeautomations.ai/ / https://dazzee.com/

Show Website: https://mspbusinessschool.com/

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

Sponsor vCIOToolbox: https://vciotoolbox.com

Join Brian Doyle on this episode of MSP Business School as he sits down with Doug Kreitzberg from SeedPod Cyber to discuss the intricate world of cybersecurity insurance. Kreitzberg, with a rich background in the insurance industry, explores the dynamic relationship between MSPs and cyber insurance providers. He highlights the importance of having well-designed insurance programs that align with the specific technology and risk environments of SMBs (Small and Medium-sized Businesses). Doug's insights shed light on how MSPs can leverage cyber insurance to build trust and offer more value to their clients.

In this episode, Doug Kreitzberg delves into the complexities of cyber insurance underwriting, emphasizing the role of MSPs in ensuring their clients are adequately protected. He reveals eye-opening statistics regarding insurance claims and the common pitfalls businesses face when they fail to understand the nuances of their coverage. By partnering with firms like SeedPod Cyber, MSPs can better navigate these challenges, offering their clients tailored insurance solutions that account for evolving risks, including the impacts of AI on cybersecurity protocols. Kreitzberg shares the latest trends in the industry, where insurers are starting to offer managed security services, potentially disrupting traditional MSP roles.

• Understanding Claims: 44% of cyber incidents result in denied claims due to unmet tech stack requirements, emphasizing the need for comprehensive and precise policy coverage.
• MSP Partnerships: Collaborations between MSPs and cyber insurance providers can enhance risk management and simplify the insurance process, benefiting both parties.
• Insurer Trends: Some insurance carriers are venturing into offering security services, creating potential conflicts of interest with MSPs.
• Risk Evaluations: Tools like the Insurability Audit help MSPs communicate risks and insurance needs more effectively to clients, aligning coverage with actual tech environments.
• Fee Income Opportunities: MSPs can benefit financially by incorporating SeedPod's systems, offering audit processes that create additional revenue streams.

Guest Name: Doug Kreitzberg

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

Company: SeedPod Cyber

Website: https://seedpodcyber.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 welcomes back industry analyst and media personality Dave Sobel. Known for his critical and transparent approach, Sobel dives into the transformative journey of his recent acquisition, discussing the strategic merger with Carl Polachuk's Small Business Thoughts Community. This episode provides an in-depth look into the dynamics of the merger and acquisition process, touching upon essential topics such as collaboration, community building, and strategic growth within the MSP industry.

During the conversation, Dave Sobel elaborates on the critical importance of transparency and unbiased content in media, specifically within the IT services sector. Sobel shares insights on his approach to acquisitions, emphasizing the value of due diligence, legal consultation, and careful financial planning. By integrating his media expertise with Carl Polachuk's well-regarded community resources, Sobel aims to craft a holistic educational ecosystem for MSPs, stressing the need for adaptation in the face of technological advancements such as AI and automation.

• Transparency and community are central to building valuable resources in the MSP space, as demonstrated by Dave Sobel's recent acquisition of the Small Business Thoughts Community.
• Transitioning to new business models involves careful strategic planning and risk assessment, including extensive collaboration with legal, financial, and advisory teams.
• Embracing new technologies like AI requires a balanced approach, focusing on both technical execution and business strategy to ensure sustainable growth.
• Legal and governance aspects are critical when integrating new technological solutions, highlighting the importance of thorough contract reviews and stakeholder alignment.
• Building a community that supports the ongoing education and development of MSPs is vital for navigating the constantly evolving tech landscape.

Guest Name: Dave Sobel

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

Company: MSP Radio

Website: https://mspradio.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 MSP Business School, host Brian Doyle introduces Keegan Sullivan, a creative marketing force leading the charge at Threat Captain. The discussion highlights Keegan's unique approach to marketing, emphasizing the importance of storytelling, authenticity, and creative expression in an industry saturated with sameness. Keegan shares his professional journey, from his early days of capturing stories with a camera to his current role, where he uses his talents to demystify complex concepts and build captivating narratives that resonate with audiences.

Throughout the episode, Keegan offers insights into his strategies for making Threat Captain's marketing efforts distinct and memorable. He emphasizes the significance of empathy in storytelling, focusing on understanding the audience's needs and concerns. Keegan also discusses the balance required between professional and personal authenticity on platforms like LinkedIn, encouraging professionals to present their true selves to establish genuine connections. Furthermore, the episode explores Keegan's passion project outside of work—a cigar tracking app called Ashtag—and its journey to the Apple App Store, showcasing his continual drive to innovate and create in various domains.

• Empathy in Marketing: Keegan highlights the importance of empathetic storytelling in connecting with audiences, advocating for a focus on understanding the audience's problems and demonstrating genuine interest in solving them.
• Authenticity on LinkedIn: Keegan stresses the value of authenticity in professional networking, advising listeners to present their real selves to build trust and stand out in a sea of corporate sameness.
• Consistent Branding: The conversation underscores the power of consistent visuals and voice in branding, demonstrated through Threat Captain's recognizable marketing presence.
• Diverse Content Strategies: Keegan shares his approach to content creation, emphasizing the need to cater to various audience preferences through different content types, from educational to humorous posts.
• Innovation Beyond Work: Keegan's development of the cigar tracking app, Ashtag, exemplifies his entrepreneurial spirit and dedication to solving everyday challenges with creative solutions.

Guest Name: Keegan Sullivan

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

Company: ThreatCaptain

Website: https://threatcaptain.com/

Show Website: https://mspbusinessschool.com/

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

Sponsor vCIOToolbox: https://vciotoolbox.com