MSP Chat

Erick and Rich discuss Google’s big push into the channel generally—and SMB channel specifically—to attract AI partners, and the two magic questions MSPs should never end a sales meeting without asking. Then they’re joined by Canalys analyst Jay McBain for a fascinating look at how selling to millennials, competing with accounting firms, and other long-term trends will require MSPs to upend many of their most settled assumptions. And finally, one last thing: what happened when a Scottish train passenger mistook a cosplaying Star Wars stormtrooper for a security threat. 


Discussed in this episode:
Bonus Post: Google Has a Lot of Partners. It Wants a Lot More.
Platforms are the winners on Wall Street.
How do you move from being a Channel Chief to a Platform (Ecosystem) Chief?
Reported armed man at Scottish train station was 'Star Wars' Stormtrooper

Erick and Rich discuss the larger lessons for the channel in Gmail’s 20th birthday and how to use speaking appearances—especially at in-person events—to boost your credibility with customers, vendors, and peers. Then they’re joined by Channel Mastered colleague Mark Crall for an informed, in-depth conversation about what MSPs value most in a vendor. And finally, one last thing: A bluegrass theme song for this show written and performed by AI.

Discussed in this episode:
Building Blocks of MSP Channel Success Part 1 – Customizing Partner Programs
Building Blocks of MSP Channel Success Part 2: Cracking the MSP Code
Building Blocks of MSP Channel Success Part 3: MSP Sales Hiring 101
Song: Down Home with MSP ChatSong: The Joy of MSP Chat

With Erick back in the saddle after a two-episode absence, he and Rich discuss the importance of N-able’s recent decision to build a cutting-edge ecosystem of cross-app integration partners. Then Erick walks you through how to use cyber insurance requirements as a tool for getting tight-fisted clients to say yes to an enhanced cybersecurity stack. That’s followed by an interview with the fascinating Jesse and Reese Tuttle, of AP2T and Compliology, to discuss deepfakes and other next-gen phishing risks, why many security awareness training solutions fail to address them, and what MSPs should do to better protect their customers. And finally, one last thing: a contest that inspired a crowd of Parisian waiters to move fast for a change. 

Discussed in this episode:
N-able Joins Team Ecosystem
Hurry up and wait: Servers speed-walk through Paris, reviving a century-old race

Erick’s out again this week, so Rich is joined by co-host James Kernan, Channel Mastered’s Chief Leadership Strategist, to discuss changing tech talent hiring conditions and what MSPs should do about them. Then James shares a three-part tip of the week on why successful MSPs stay positive, stay connected, and are always, always marketing, and Acronis President Gaidar Magdanurov provides an insider’s take on how AI and other trends are changing the security threat landscape and creating new security revenue opportunities for MSPs. And finally, one last thing: an inspiring tale of two sanitation workers going above and beyond the call of duty to help a New Yorker find her lost wallet in a truck full of garbage.
 
Discussed in this episode:
Latest data shows little movement in tech industry employment, CompTIA analysis finds
Service Leadership Releases Groundbreaking Results in its 2024 Annual IT Solution Provider Compensation Report
Gartner Survey Finds Just 46% of Employees Are Satisfied with Their Career Development
New York woman's missing wallet found in mound of trash

Erick’s out this week, so Rich discusses five top things the most successful MSPs today have in common, according to CompTIA, with special guest host and Channel Mastered CRO Mark Crall instead. Then Mark (who is also a former MSP from the industry’s early days) shares two tips on driving employee satisfaction and loyalty. And stay tuned, as Rich discusses obstacles that prevent MSPs from capitalizing on the “blue ocean” opportunity in compliance and strategies for overcoming them with Carl Bjerke, of compliance vendor Compliancy, in an interview recorded earlier alongside Erick. And finally, one last thing: The miracle putt that won an Auburn University basketball fan a free Toyota.
 
Discussed in this episode:
My Fellow Channelholics, The State of the Channel Is…
Auburn student makes a 94-foot, length-of-the-court putt and wins a car

Erick and Rich talk about the underappreciated opportunity for MSPs in managed print and run through a few of the secrets to improving relationships between MSPs and vendors. Then they’re joined by Axcient VP of Marketing Bryce Roberts for an insightful conversation about the many ways to do more for your customers and make more for yourself with BDR. And finally, one last thing: An attempt in St. Louis to break the Guinness World Record for wearing underwear on your head. 

Discussed in this episode:
There’s a Red-Hot SMB Market Opportunity in…Print?!?
Museum attempts world record for underwear worn on head

In this special bonus episode of MSP Chat, sponsored by Hornetsecurity, Erick and Rich discuss why security and services are the two hottest segments in IT, and why vCISO services are a giant opportunity combining both. Then Erick’s tip of the week details a methodology for building a sales roadmap that will help you reach your growth goals. Next, Hornetsecurity evangelist Andy Syrewicze joins in for a survey of underappreciated security vulnerabilities in Microsoft 365, and how to address them. And finally, one last thing: rats on a plane! 

Discussed in this episode:

IT spending to accelerate 6% in 2024 and partner-delivered IT to account for 73%
NIST Releases Version 2.0 of Landmark Cybersecurity Framework
Much Pain, Lots of Gain for Virtual CISOs
Plane grounded for three days after in-flight rat sightingThe Security Swarm podcast

Erick and Rich discuss how customer experience differs from customer service, and why it matters more than ever at a time when managed network and endpoint services have become commoditized. Then Erick offers a tip of the week on the right way to build service bundles. That’s followed by a can’t miss conversation with Andrew Smith, Channel Mastered’s digital marketing guru, on the inside secrets to constructing online lead generation campaigns that deliver big, consistent results. And finally, one last thing: how a microbrewery turned a brewhouse mishap captured on viral video into a brilliant marketing hook.

Discussed in this episode:
Experience Matters
Crafting the Perfect Lead Gen Offer: A Game Changer
Building a High-Conversion Landing Page: 9 Reasons My Landing Pages Convert at 47% (When the Average Is 4.02%)
Tank malfunction drenches brewery employee with beer

Following up on their conversation in episode 13 about Hatz AI and the MRR opportunity in artificial intelligence, Erick and Rich revisit that topic again this week in an in-depth conversation with Hatz AI founder and CEO Jimmy Hatzell. That comes after a look at the role AI plays in future plans at ConnectWise and Nerdio, and the right way to handle the difficult task of firing an employee. And finally, one last thing: How chipmaker TSMC is having unexpected success making a new kind of chip—green cocoanut-flavored snack chips.

Discussed in this episode:
ConnectWise on AI and RPA: Move Fast, Get Serious, Stay Safe
Enough About AI. Nerdio’s Still Excited About the Cloud
AI MRR FTW?TSMC finds its green chips are highly sought after... the edible ones

In this special bonus episode of MSP Chat, sponsored by Beachhead Solutions, Erick and Rich talk with Sam Daigle of Kennebunk Cyber Systems about why now’s a great time for MSPs to launch compliance practices, and how to go about doing it.

That’s followed by nuggets of wisdom on running successful webinars from an experienced master of the art (Erick) and a deep dive with Cam Roberson, Beachhead’s vice president of sales and marketing, on how to cash in on the compliance opportunity for MSPs.

And finally, one last thing: How a carry-on bag full of rotten fish on a recent Delta Airlines flight made cramped seats, bad food, and schedule delays all look like minor inconveniences.

Discussed in this episode:
https://www.beachheadsolutions.com/lp/2024-msp-compliance-report
Delta flight rerouted after maggots fall on passenger