Brian Gillette is a notable figure in the Managed Service Provider (MSP) industry, renowned for his expert knowledge in sales coaching and growth strategies. As the founder of Feelgood MSP, he has honed his skills over a 15-year career in sales and particularly within the MSP channel since 2017. Starting as a VP of Sales for a small MSP in Southern California, Brian distinguished himself by achieving remarkable growth, expanding their Monthly Recurring Revenue (MRR) significantly. His approach to sales is linear and is based on doing the right thing consistently over time, rather than seeking rapid, unsustainable expansion.

In this episode of MSP Business School, host Brian Doyle welcomes sales coach Brian Gillette, who brings an enlightening perspective on acquiring clients and managing growth in the MSP sector. The session is a deep dive into pragmatic sales strategies that Brian Gillette has effectively utilized and now shares as a coach.

The episode begins with Brian Doyle introducing the upcoming BCIO Toolbox event, followed by exploring Gillette's journey from a VP of Sales to a highly respected sales trainer in the MSP community. A substantial segment provides actionable insights into cold calling and LinkedIn strategies, stressing the importance of grit and consistent action over mere information or methodologies.

• Linear Growth Over Quick Wins: Success in sales within the MSP market is about consistent, linear progress rather than overnight growth.

• Practical Selling on LinkedIn: Utilize the power of LinkedIn by expanding your network and gently engaging with leads throughout time.

• Cold Calling Approaches: Modify your approach to cold calling by focusing on human interaction, respecting the recipient's time, and not taking rejections personally.

• Importance of Execution: Knowledge of sales tactics is beneficial, but the real game-changer is consistent execution.

• Value-Driven Workshops for MSPs: Brian Gillette offers monthly workshops aimed to provide comprehensive sales training for MSPs at an accessible price.

Show Website: https://mspbusinessschool.com/

Guest Name: Brian Gillette

LinkedIn: https://www.linkedin.com/in/brian-gillette/

Company: https://feelgoodmsp.com

Host: Brian Doyle

LinkedIn: https://www.linkedin.com/in/briandoylemetathinq/

Sponsors

vCIOToolbox: https://vciotoolbox.com

Sales MaturIT: https://salesmaturit.com

Show Website: https://mspbusinessschool.com/

Guest: Connor Swalm, CEO Linkedin: https://www.linkedin.com/in/connor-swalm/ Company: Phin Security Website: https://www.phinsec.io/ In this insightful episode of MSP Business School, host Brian Doyle sits down with Connor Swalm from Phin Security to discuss the entrepreneurial journey and the innovative approach Phin Security is taking to simplify cybersecurity training for MSPs. The conversation delves into Connor's backstory, his initial foray into real estate, and his subsequent pivot to cybersecurity following a pivotal loss that reshaped his life and career. Connor provides a frank perspective on the challenges of starting a business and underscores the importance of passion beyond just a dislike for one's job. He also shares his experience networking with industry peers to grow your brand. ###Key Takeaways: * Starting a business requires more than dissatisfaction with a job; passion and resilience are crucial components. * MSPs need easy-to-use tools to maintain cyber awareness training and ensure compliance without overburdening their staff. * Phin Security is focused on automating and simplifying cyber awareness training, making it more accessible and effective for MSPs. * Future advancements in cybersecurity training should integrate naturally within business systems for proactive defense. * Community and mentorship within the MSP industry are invaluable and help drive innovation and success. Host Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/ Sponsors vCIOToolbox: https://vciotoolbox.com Sales MaturIT: https://salesmaturit.com

In the latest installment of MSP Business School, Brian Doyle hosts an insightful conversation with compliance experts Bo Bito and Angelika Mayen from Render Compliance. The episode zeroes in on the increasingly critical subject of SOC 2 compliance for Managed Service Providers (MSPs), delving into the nuts and bolts of the process and offering pearls of wisdom for businesses considering the SOC 2 journey.

The discussion kicks off with a detailed expedition into the SOC 2 process, demystifying the steps from an MSP's standpoint. Bo and Angelica highlight the importance of involving experienced personnel or consultants early on and underscore the value of engaging with auditors in the initial stages. Offering a rare peak behind the SOC 2 curtain, they detail the differences between SOC 2 Type 1 and Type 2 reports, explaining the significance of each type in establishing and demonstrating a company's commitment to security and compliance.

• MSPs looking to obtain SOC 2 compliance should start by evaluating in-house expertise, consider working with consultants, and connect with auditors early in the process.

• SOC 2 Type 1 vs. Type 2: Type 1 evaluates the design of controls at a point in time, while Type 2 assesses how those controls operate over a period.

• Engaging with technology and tools such as compliance platforms can streamline the SOC 2 process by organizing tasks and centralizing evidence collection.

• Timeline and cost: A typical SOC 2 engagement may span nine weeks, with costs starting from $16,000 up to $40,000, depending on various factors like business size and control complexity.

In this informative episode of MSP Business School, host Brian Doyle engages in conversation with cybersecurity expert Matt Quammen, President of Optimized Cyber. Together, they unravel the intricate world of cyber protection, showcasing the significance of safeguarding businesses in today's digital age. This dialogue invites listeners to explore the realms of vulnerability scanning and penetration testing, emphasizing their roles in maintaining robust security infrastructures.

Quammen emphasizes the importance of remembering 'why' businesses must prioritize cybersecurity – to prevent the crippling financial losses that cybercrimes can inflict. As a guiding principle that steers all cybersecurity endeavors, this 'why' permeates Matt's advocacy for simple yet effective security strategies. Emphasizing the three pillars of cyber risk – IT and security management, cyber insurance, and risk management – they dissect how each element buttresses a business's defense against cyber threats. Detailed discussions around the necessity of manual, professional penetration testing versus automated vulnerability scanning are elucidated, conveying the gravity of personalized security measures.

• Cybersecurity should be underpinned by a passion for protecting businesses from financial losses due to cyber attacks.

• Simplifying cybersecurity for business owners is essential; focus on practical measures like Multi-Factor Authentication (MFA) and password management.

• A comprehensive approach to cyber risk involves 24/7 IT and security management, cyber insurance, and risk management through regular audits and third-party tests.

• Penetration testing, as distinguished from vulnerability scanning, must be a manual effort to emulate the behaviors of real-world attackers.

• MSP businesses can expand their services and value to clients by becoming the 'governor' of cybersecurity, orchestrating the right tools, processes, and partnerships.

Show Website: https://mspbusinessschool.com/ Guest

Matthew Quammen, President | Optimize CyberLinkedin page: / matthewquammen

Company: website: https://optimizecyber.com/ Hosts Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/

Show Website: https://mspbusinessschool.com/

Guest:

Name: Frank Raimondi

Linkedin page: https://www.linkedin.com/in/frankraimondi/

Company: IGI Cybersecurity & Nodeware

Website(s): https://igicybersecurity.com/ and https://nodeware.com/

About the Guest(s):

Frank Raimondi is a seasoned channel and partner strategy specialist currently associated with IGI Global, working specifically with their Nodeware product. With a wealth of experience spanning over two decades, Frank has a track record of fostering partnerships and alliances in the tech industry. He has previously held notable positions at Apple Computer and Intel, where he focused on maximizing value from hardware components and driving vendor relationships. His entry into the cybersecurity and software realm marks a significant transition from his earlier focus on hardware.

Episode Summary:

In the latest installment of MSP Business School, we are joined by cybersecurity expert Frank Raimondi from Nodeware, a part of IGI Global. This episode dives into the intricate differences between penetration testing and vulnerability scanning and their integration into the assessment processes for security validation.

We unravel the essentials defining each concept and explore their roles in fortifying MSPs against increasing cyber threats. Frank Raimondi elaborates on the vital mechanics behind vulnerability assessments and management, illustrating how these defenses act as a company's internal security checkpoints.

In contrast, he clarifies the crucial role of penetration testing performed by an external third party to ethically evaluate the security from an outsider's perspective. The conversation further navigates the relationship between these tests, cybersecurity insurance, and regulatory compliance, underlining the importance of ongoing scrutiny in an ever-evolving threat landscape.

Key Takeaways:

Vulnerability Assessments vs. Management: A snapshot of current system vulnerabilities against a continuous, proactive approach to mitigating them.

The Necessity for External Penetration Testing: MSPs must ensure that an independent third party carries out penetration tests for unbiased security validation.

Preparation for Compliance and Insurance: Active vulnerability management programs are becoming essential prerequisites for regulatory compliance and favorable cybersecurity insurance premiums.

Strategic Scheduling of Cybersecurity Tests: Implementing vulnerability management can prepare a system for penetration testing and vice versa. Importance of Cyber Hygiene: Frank highlights four pillars of cyber hygiene: security awareness training, MFA, email security, and vulnerability management.

Hosts

Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/

Robb Rogers: https://www.linkedin.com/in/robb-rogers-07415251/

Tim McNeil: https://www.linkedin.com/in/timmcneil3/

Sponsors

vCIOToolbox: https://vciotoolbox.com

OSR Manage: https://osrmanage.com

About the Guest:

In this episode, we are joined by Jake Carroll, renowned for his expertise in sales strategy and storytelling. Jake brings to the table a wealth of experience in sales management and leadership, with a specific talent for making connections through storytelling. His aptitude for understanding customer needs and offering relevant solutions has cemented his reputation in the industry. Jake endorses practical frameworks and strategies that enable salespeople to resonate with prospects and effectively communicate value.

Episode Summary: In the latest installment of MSP Business School, hosts Brian Doyle, Tim McNeil, and Rob Rogers engage in a captivating conversation with Jake Carroll, exploring the intricate art of storytelling in sales. The episode delves into the challenges faced by salespeople in today's market and offers a fresh perspective on connecting with prospects. Beginning with a candid discussion about the ongoing struggles with today's viruses impacting both personal health and business operations, the episode quickly pivots to its core: equipping sales individuals with a storytelling framework that enhances their ability to engage clients. Carroll outlines a simple yet powerful storytelling structure designed to captivate potential customers by addressing their needs and offering tangible solutions. Furthermore, the dialogue touches on the effectiveness of concise communication, especially within email outreach and social selling strategies.

Key Takeaways:

• Sales storytelling requires a structured approach to be effective; the "Who, What's Their Want, But, and So" framework can guide sales representatives in crafting their narratives.
• Familiarity with the customer's industry and challenges is key to resonating and connecting with prospects.
• Integrating social selling with traditional approaches can increase familiarity and name recognition among your target market.
• Modern sales communication, especially emails, should be brief and packed with value to capture the reader's attention within seconds.
• Tools like Lavender and AI platforms, such as ChatGPT, can enhance and streamline the email composition process for sales outreach.

Show Website: https://mspbusinessschool.com/

Guest: Jake Carroll LinkedIn: https://www.linkedin.com/in/jake-carroll-3855977/

Company: https://osrmanage.com

Hosts Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/

Robb Rogers: https://www.linkedin.com/in/robb-rogers-07415251/

Tim McNeil: https://www.linkedin.com/in/timmcneil3/

Sponsors vCIOToolbox: https://vciotoolbox.com OSR Manage: https://osrmanage.com