SMB Community Podcast

Host Karl talked to Cam Roberson, Vice President of Beachhead Solutions about choosing the right security tools.

BeachheadSecure for MSPs provides a PC and device security platform for businesses and MSPs to encrypt data and automate threat responses.

Earlier in his career, he was a product manager at Apple and ran an advertising agency in for 15 years before selling the firm. He also teaches courses at his local community college on business and entrepreneurship.

Additional Relevant Information Some more detail on the topic/thesis Cam's interested in bringing to the SMB Community Podcast if interest (with no shortage of examples and energy):

SMBs rely on their MSPs for expert and clear-eyed perspectives on their technology needs. That is especially true when it comes to data and system security. But given that the current security solution landscape has been rendered nearly incomprehensible by fancy new (and newer) acronyms, it's no surprise that businesses seek experts able to tell EDR from XDR and SOAR from SIEM to guide their systems to safety.

In truth, MSPs themselves must be more careful than they are right now in examining the the actual substance of potential solutions, since marketing departments have been more than happy to play fast and loose with acronym definitions. The acronym terminology on a product's tin may have more to say about industry sales trends than what threats the tool actually addresses. Those marketing pressures also drive security acronyms to shift meanings and become increasingly hazy.

The better approach for MSPs is to follow a disciplined strategy that selects solutions based on clients' specific security needs and not on ephemeral acronyms or marketing hype. A loose strategy that chases acronyms only leads to an endless high-stakes game of whack-a-mole, where new risks regularly pop up to threaten unprepared systems and MSPs scramble to bat them down before harm is done.

Ultimately, the false comfort of nebulous high-level acronyms doesn't protect SMBs. It's MSPs focusing on the gritty details of clients' security needs that gets the job done. Web Sites, Blogs, and Social Media Links we can Promote on the Podcast

Links:

https://www.beachheadsolutions.com/ https://www.linkedin.com/in/camroberson/ https://www.linkedin.com/company/beachhead-solutions/

Sponsor Memo: Trend Micro

As an MSP managing the security of multiple clients, ensuring you can quickly & efficiently respond to security incidents across your customers is critical to reducing the severity and consequences. Trend Micro's SOC-as-a-Service solution tailored for MSPs not only augments your existing team with security expertise but also proactively hunts for threats and indicators of attack across your entire customer base.

We call this "multitenant detection & response." Learn more and get the MSPs SOC-as-a-Service playbook using the link in the show notes or visit https://trendmicro.com/msp

https://www.trendmicro.com/en_us/partners/channel-partners/managed-service-provider.html?modal=s4c2-tile-socaas-playbook-c42c13

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Host Karl caught up with MJ Shoer, the Chief Community Officer at CompTIA. MJ is responsible for leading a team of passionate leaders who deliver programs and benefits to CompTIA's global community of members.

MJ is a 25+ year MSP veteran, having owned his MSP for nearly 20 years before merging into a friendly regional competitor subsequently acquired by a national MSP. MJ was a longtime CompTIA member before joining the team.

About CompTIA

CompTIA is a non-Profit IT Trade Association. You've certainly heard of CompTIA certifications (A+, Network+, etc.).

At https://connect.comptia.org, you'll find the CompTIA communities, technology interest groups, industry advisory councils, and public sector councils make CompTIA strong. Join today and start collaborating on technology and business-building initiatives, network with peers, open doors to new partnerships, and contribute ideas to shape the future of our industry. There is a place for everyone to connect at CompTIA.

Full disclosure: Karl sits on the Executive Council of CompTIA's Advancing Tech Talent and Diversity Community - the largest and fastest growing community. More info at https://connect.comptia.org/join-now/register?c=ADVTECTLTDIV.

CompTIA Communities and Councils Forum is March 14-16 in Chicago. See https://connect.comptia.org/events/view/comptia-communities-councils-forum-(ccf)-2022?sfredirect=/ccf

Links: https://Connect.CompTIA.org https://www.CompTIAISAO.org https://facebook.com/mshoer https://linkedin.com/in/mshoer https://twitter.com/mshoer

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Sponsor Memo: Linode Linode – a top Infrastructure as a Service provider as voted by G2 and Trust Radius, has resources specifically for delivering digital experiences in the cloud with better ease and affordability while not being locked into long-term agreements and commitments.

Their guide, "The Golden Ratio of Price to Performance in Cloud Computing" details how alternative cloud providers and open source tools can lower costs and ease moving to multicloud envoirments.

This resource and more at https://linode.com/mspradio. :-)

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Host James caught up with founder of Arsenal, Aaron Asher, to talk Sales Development and Appointment Setting.

Since its inception in early 2019, Aaron and his team at Arsenal have worked with 100s of MSPs to provide transparent, no frill lists of services and resources.

Link: www.arsenalbg.com

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Sponsor Memo: Cisco

Did you know Cisco helps Managed Services Providers directly? Know about the Cisco Partner Program? Focused on helping partners combine managed services expertise and service creation with innovative Cisco technology and proven go-to-market resources, there's a program option for you. With provider pricing, MDF, and marketing resources coupled with Cisco's leading technologies inculding Meraki, Duo, and Umbrella, learn more with the link right in the show notes.

https://www.cisco.com/c/en/us/partners/partner-with-cisco/provider.html

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In this special edition, I lay out some information on choosing clients, setting expectations, and getting clients to play their role in your company. This is absolutely essential to building a successful business model.

When you look at your ideal client, you need to know what they care about and what they don't care about. What kind of buyer are you? What kind of buyer do you want your clients to be? Those questions will help you decide what matters and what does not inside your company.

References and links:

- Uncommon Service by Frances Frei and Anne Morriss https://www.amazon.com/Uncommon-Service-Putting-Customers-Business/dp/1422133311/

- My blog: https://blog.smallbizthoughts.com

- My YouTube: https://youtube.com/smallbizthoughts

- IT Service Provider University: https://www.itspu.com - Customer Service Course at ITSPU: https://www.itspu.com/all-classes/classes/customer-service-for-it-service-providers/

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Sponsor Memo: PCMatic Think you know PC Matic? Think again.

PC Matic is working with MSPs to deliver true zero trust/default deny endpoint security. Allowing only trusted applications and blocking all the rest. A light weight, simple to deploy & easy to manage approach to application allow-listing.

Layering a default deny approach provides MSPs of all sizes the ability to again focus on prevention, and PC Matic delivers this without impacting performance or efficiency.

Find out more about by visiting https://pcmatic.com/MSP

Be sure to ask about PC Matic's exclusive lead sharing program for MSPs backed by a prime time national TV campaign.

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Cyber Incidents, Cybersecurity Insurance, and SMBs.

Host Karl interviewed Ron Pelletier from Pondurance. Pondurance is a cybersecurity incident response organization.

Ron is the original Founder of Pondurance, having started the company from his basement in 2008. Ron has over 25 years of cyber security advisory experience. He started his career as an officer in the US Army, followed by nine years with Big Four firm, EY. As a strong consensus builder and customer advocate, Ron is focused on evangelizing the Pondurance brand as well as customer success.

There are many kinds of cyber attacks. What's the right incident response for each of these? What are the roles of monitoring as well as actual response?

Additional Relevant Cyber insurance policy prices are skyrocketing due to the increase in ransomware attacks. With that higher price comes less coverage. Add to that, more companies are applying for cyber insurance than there is funding. When demand exceeds availability, you get increased rates, and that's happening universally.

To better your chances for being approved for cyber insurance, it's best to know why companies are denied cyber insurance in the first place, how they can be better prepared for the application process, and what to do to prepare for the years to come. Landon would like to discuss preventive measures small businesses can take to address questions that cyber insurance carriers have added to their underwriting questionnaires, as well as simple and cost-effective ways for organizations to reduce your cyber risk.

Links - http://www.pondurance.com

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Sponsor Note: Acronis

Are you still relying on a frustrating patchwork of legacy solutions? Modernize your cybersecurity and data protection with Acronis Cyber Protect Cloud. It's a single solution that combines backup, anti-malware, and endpoint protection management. As an MSP, you can easily improve clients' security posture, eliminate complexity, and generate more recurring revenue. Learn more about Acronis Cyber Protect Cloud at https://Acronis.com.

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This is the first in a series of interviews we'll be doing with Field Effect in 2022. Host Karl talked to Toby Nangle, Global Channel and Partnerships Lead for Field Effect.

We start out by agreeing that it's going to be another tough year on the cybersecurity front.

Toby has worked extensively in the Education Technology, Cloud, IT Infrastructure and IT Security sectors. His expertise lies in developing cohesive channel strategies, identifying and developing the shortest path to revenue for new technologies, and implementing the necessary internal and external structures to support channel partnerships.

Field Effect works to bring simplicity to a complex process of delivering top-notch cybersecurity. Their primary product is Covalence, which bring great security monitoring from a wholistic approach. Rather than deploy a variety of "DR" (detection/response) tools, Covalence monitors all traffic on both your on-site and cloud networks with one portal.

Alerts are managed through a central system and delivered to MSPs. Of course it also connects to your PSA and other tools.

If you're interested in offering a successful managed security practice, the Field Effect partner program is a great place to start. We dig into a good deal of the technology as well as deployment and monitoring for the MSP. Their service is sold on a per-user basis in order to make sure people don't exclude devices due to price. Their ideal market is between 25 and 2,500 users. (Not strictly enforced.)

Related links:

Field Effect Website https://fieldeffect.com

Follow Field Effect on LinkedIn https://www.linkedin.com/company/field-effect-software/

Follow Field Effect on Twitter https://www.linkedin.com/company/field-effect-software/

Sponsor Note: BVOIP BVOIP — the Cloud communications offering designed specifically for IT providers, bvoip offers a complete Unified Communications suite which can also be tightly integrated via Microsoft Teams. Bvoip delivers the modern workforce cutting edge features including Contact Center, integration to your business apps, and real time visibility into your remote workers.

You control the price, with a unique hybrid model that avoids the complex dial tone taxation or compliance bullseye. Don't get stuck in a vendor relationship that works against you! Bvoip is channel only company that's here to support you. Find out more by visiting https://bvoip.com/mspradio :-)

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Host Karl caught up with Vince Gerasolo of DaVinci Network Solutions of Toronto, Canada. In April of 2020, Vince started an experiment with a four-day work week for his business. Now it's been almost a year , so we checked in to see how things are doing.

On top of everything else involved in managing and growing an IT business, Vince was working remote, increasing his staff size, and dealing the the pandemic. And in all of that, the four-day work week seems to be working.

I dug into the details and Vince was very forthcoming with information and advice about how to get started with your own four-day work week. As you can imagine, there are lots of things to consider.

You can contact Vince on LinkedIn or via DaVinci.

• https://www.linkedin.com/in/vincegerasolo
• https://dvnt.ca/

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Sponsor Note:

Are you still using on-prem file servers and VPNs to share files with remote workers? Egnyte is a business class cloud sharing solution that works more like your on-prem server than other solutions.

With a security first approach to file sharing and collaboration, Egnyte offers multiple options for sharing files and collecting files from outside sources. And do it all addressing data governance and compliance.

Want to learn more? Check out https://www.Egnyte.com/mspradio, and when you do, tell them we sent you.

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Host Karl caught up sales trainer and coach Gil Cargill to talk about the importance of business-focused communication during sales calls.

You hear it all the time: Don't talk about what you sell; talk about the client's needs. But how do you actually do that? How do you guide the conversation away from the price and still get the sale? Gil gives us some tips - and Karl back to get some juicy details.

Too many technicians think clients care about technology. They don't. They care about how you can improve their profit, improve their productivity, or help with cashflow.

Gil gives some great tips on how to get the conversation started, and to get the prospect to buy in to a productivity audit. His approach is very conversational and is totally focused on the client rather than the technology.

Contact Gil for his free starter evaluation:

Web Site: http://www.gilcargill.com

Phone: 310-447-4102

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Sponsor Memo: Linode

Linode – a top Infrastructure as a Service provider, as voted by G2 and Trust Radius, has resources specifically for delivering digital experiences in the cloud with better ease and affordability while not being locked into long-term agreements and commitments.

Their guide, "The Golden Ratio of Price to Performance in Cloud Computing" details how alternative cloud providers and open source tools can lower costs and ease moving to multicloud envoirments.

This resource and more at https://linode.com/mspradio.

:-)

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Host Karl interviews Christopher Barber, a Maryland MSP.

Chris' MSP is called Cheaper than a Geek. Chris refers to himself as the Chief Nerd at Cheaper Than A Geek. They are an MSP that's about to celebrate 22 years in business just outside of DC and Baltimore that specializes in the smaller SMB space.

Chris currently serves on the Board of Directors of the National Society of IT Service Providers.

Chris and Karl discuss the economy, focusing on service delivery during a pandemic, and the economic challenges and opportunities in these strange time. We also discuss Chris's goals for the NSITSP and why he is involved in this important organization.

More About Chris and Cheaper Than A Geek:

https://www.linkedin.com/in/christopherjbarber/

https://www.cheaperthanageek.com/

More info on NSITSP

Visit https://nsitsp.org

The NSITSP is a professional association representing SMB – small and medium business – IT consultants. They focus on education, professionalism, and promoting the interests of IT professionals everywhere.

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I love talking with Dave Seibert for lots of reasons: One is his optimism. Before we hit the record button, he just kept going on and on about all the great opportunities he sees in 2022. So I hit record and made him slow down a bit.

Dave is a longtime community builder, managed service provider, influencer, Microsoft MVP, and organizer of the SMB Techfest. We sat down for a year-end review and look into the new year.

We start with an update on SMB Techfest and their plans for the new year. Q1 (January) and Q3 (July) will be virtual events and Q2 (April) and Q4 (October) will be live, in-person events. As Dave points out, he does his event four times per year because our industry changes all the time.

And that's a good transition to our actual show contents.

Our industry is typified by "change." Well, the pandemic has sped that up considerably. Dave helps us reflect on what we learned in 2021 and what he sees ahead in 2022.

More than half the show is spent on opportunities in 2022!

Links:

SMB TechFest – quarterly technology conference

- www.smbTechFest.com

Complementary registration to join a SMB TechFest conference

- www.smbTechFest.com/Go/Worldwide

ProTier Peer Groups – Building Dream Teams to Accelerate Business Growth

- www.ProTierPeerGroups.com

DaveSeibert.com – Dave's site for many activities and resources

- www.DaveSeibert.com

and of course . . .

- www.LinkedIn.com/in/DaveSeibert99

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Sponsor Note: Dropsuite

Dropsuite provides backup, archiving, and recovery solutions delivered at scale to power your business defense of cloud services. Award winning, safe, secure, and scalable – as well as trusted by top channel partners like Pax8 and Sherweb, Dropsuite protects Microsoft 365, Google Workspace and email from the full range of threats – accidental deletion to full-on cyberattacks.

All with an understanding of what MSPs need to be successful and compliant. Interested? Learn more right at https://dropsuite.com.

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