the RocketMSP Podcast

Join Steve Taylor as he sits down with Brian Weiss, Founder & CEO of ITECH Solutions, for a compelling journey through MSP evolution, cybersecurity challenges, and technological innovation. Brian shares his transformation from a high school computer repair technician to leading a successful MSP, including weathering a major security incident that reshaped his approach to client security.

Key Topics:

• Early career journey from break-fix to managed services
• Surviving and learning from a significant ransomware incident
• Evolution of MSP security practices and frameworks
• Remote work culture and returning to office-based operations
• Microsoft-first approach to security
• AI implementation in business operations

Guest Info:

Brian Weiss - Founder & CEO, ITECH Solutions

Location: San Luis Obispo, CA

Founded: 2005

Josh Hohbein is the Information Security Lead for CentrexIT in Poway, California. Together, they have built what they call the Cybersecurity Maturity Model, which basically takes CIS Controls and simplifies the explanation of what they're doing for customers. (They still implement ALL controls, they just simplify the explanation.)

Learn about how they manage cybersecurity at CentrexIT.

In this episode, Steve interviews Fred Voccola, CEO of Kaseya, discussing the growth and strategy behind Kaseya's numerous acquisitions and the development of their ITComplete platform. Fred elaborates on Kaseya's mission to improve MSP (Managed Service Providers) profitability and efficiency using integrated platforms and AI-driven automation tools like Cooper Insights and Cooper Bots.

The conversation also touches on common concerns from MSPs regarding acquisitions, billing issues, and the rationale behind the Kaseya Center arena. Fred emphasizes the importance of building brand recognition and supporting customer needs while safeguarding data through stringent cybersecurity measures. The episode concludes with a teaser for an upcoming major announcement at DattoCon and a nod to a friendly rivalry.

Join us on MSP Tutor as Ian McDonald from getKambium discusses "How & Why to Talk About Your Client's Business." Learn vital communication strategies that Managed Service Providers (MSPs) can use to improve client relationships and drive business growth. Discover expert advice on effective client conversations and strengthen your MSP business. Tune in for actionable insights and practical tips to enhance your client communication skills!

Join Steve Taylor on MSP Tutor as he interviews Greg Sharp from ZenContract, a contract management solution built for MSPs. Discover how proper contract management can significantly impact your EBIT multiplier and overall business valuation.

Learn vendor-agnostic strategies to streamline your contract lifecycle, from creation and negotiation to storage and renewals. This insightful episode provides actionable tips to enhance your MSP's operational efficiency and profitability.

Scaling Your MSP: From 700K to 50M with Dean Trempelas from Helpt and Crab Consulting

In this episode of MSP Tutor, host Steve Taylor chats with Dean about his bold claim of helping scale an MSP from $700,000 to $50,000,000 in annual revenue. Dean shares his insights on the importance of preparation and capitalizing on opportunities, the value of peer accountability, and the practical steps needed to achieve significant growth.

Key topics include standardizing operations, the power of outsourcing, the significance of having solid client agreements, and the strategic importance of a good onboarding process.

Dean also gives advice on merging or acquiring other MSPs to facilitate growth and enhance operational maturity. The episode concludes with tips on making your MSP attractive for potential acquisitions and maintaining sustainable growth.

In this episode of MSP Tutor, host Steve Taylor is joined by Mark Lamb, CEO of High Ground and M3 Networks, to discuss the strategies behind selling cybersecurity services to clients. The conversation covers topics such as building trust, the importance of an educational consultative approach, and understanding clients' needs and budgets.

Mark emphasizes the role of storytelling over statistics, the use of frameworks like the NIST Cybersecurity Framework, and how to handle objections and misconceptions. The episode also highlights the importance of aligning cybersecurity with business goals and utilizing social proof to validate services.

Essential for any managed service provider (MSP) looking to improve their sales and client relationships in the cybersecurity domain.

Learn more about Mark Lamb on LinkedIn

Check out HighGround for smarter cybersecurity conversations with clients and prospects.

00:00 Introduction to MSP Tutor

00:17 Meet Mark Lamb: CEO and Cybersecurity Expert

01:53 The Importance of Educating Clients

03:52 Understanding Client Goals and Constraints

05:30 Handling Client Frustrations and Misconceptions

13:06 Explaining Financial and Reputational Risks

15:18 Using Frameworks to Assess Cybersecurity

19:35 Key Questions for New Prospects

21:53 Differentiating Your MSP Services

23:08 Building Trust with Clients

23:37 Cybersecurity and Insurance Audits

24:00 Creating Urgency Without Fear

28:40 Tailoring Cybersecurity to Industries

32:14 The Power of Storytelling in Cybersecurity

40:15 Addressing Client Compliance and Risk

42:47 Discussing IT Budgets with Clients

45:55 Conclusion and Contact Information

In the third episode of MSP Tutor, host Steve Taylor welcomes guest Tim Fitzpatrick, who specializes in marketing strategy, planning, and leadership for IT marketing. Tim stresses the importance of strategy before delving into marketing tactics, emphasizing the creation of a unique point of view to attract ideal clients.

• Crafting a unique point of view in marketing helps differentiate from competitors and attract ideal clients.
• The HIM approach - "honing in on your target market," "creating an ideal client GPS," and "crafting your marketing message" - serves as a framework to develop a marketing strategy.
• Focusing on a specific industry for targeted marketing increases operational efficiency and profitability.
• The importance of interviewing ideal clients to gain insights and articulate value in clients' words is emphasized.
• Differentiation, understanding client triggers, creating a competitive advantage with messaging, and using AI tools to target potential clients are vital components of marketing strategy.
• Testing, measuring, and continually improving marketing efforts is integral to success.

[00:45] Importance of Strategy: Tim emphasizes the significance of strategy before marketing tactics, outlining the HIM approach.

[03:20] Hone In on Target Market: Tim provides insights on identifying the ideal client and the importance of delving into client demographics.

[08:12] Crafting Your Marketing Message: The focus shifts to message differentiation, language use, and the core message to communicate benefits to clients.

[12:40] Getting in Front of Ideal Clients: Tim discusses targeted marketing, using tools like ChatGPT to gather information about the ideal client's online presence.

[15:58] Creating a Competitive Advantage: Tim outlines the criteria for a competitive advantage and discusses nonnegotiables as a differentiator.

[21:10] Targeting Potential Clients with AI Tools: Tim and Steve explore utilizing AI tools and search engines to identify and confirm potential markets.

[26:45] Budgeting and Marketing Strategies: The importance of budgeting, testing, measuring, and playing the long game in marketing is stressed.

• Ideal Client Profiler Document: Provided by Tim Fitzpatrick to help interview ideal clients. Just email [email protected] to receive the document.

In this episode, Tim Fitzpatrick delves into the integral aspects of marketing strategy, emphasizing the development of a unique point of view, targeted messaging, and differentiation. Listeners are encouraged to consider the insights shared to refine their marketing strategies and attract ideal clients.

For more detailed insights and advice, subscribe to RocketMSP and stay tuned for our upcoming episodes.

In this episode of RocketMSP, host Steve Taylor is joined by Nate Freedman, digital marketing expert and founder of TechProMarketing and MSPsites.com. Together they delve into the effective website strategy for managed service providers (MSPs), emphasizing lead generation, user experience, and simplification.

• Emphasizing the simplicity and consistency in marketing strategy for MSP websites.
• Focusing on a lead dashboard to track chats, phone leads, and form leads, and measure marketing effectiveness.
• Using an email course as a lead magnet delivery method and avoiding complicated ebook designs.
• Prioritizing real people over AI for customer interaction and the impact of responsive live chat support on closing deals.

[00:00:45] The significance of a basic lead dashboard for MSPs

[00:07:12] Recommendations for simplifying lead magnet content and delivery

[00:15:28] Importance of real people in customer interaction over AI

[00:25:03] Strategies for enhancing professionalism in client communication

[00:35:40] Utilizing marketing automation platforms and MSP site solutions

In this episode, host Steve Taylor and guest Matt Lee dive into the critical process of building and executing effective incident response plans in the MSP industry. They emphasize the importance of readiness and preparation, highlighting the value of conducting tabletop exercises to simulate and practice incident response scenarios.

*Key Takeaways*

• The importance of clear incident response plans and cybersecurity awareness training within organizations
• Conducting tabletop exercises to identify areas for improvement and potential upselling opportunities with clients
• The value of using generative AI to create tabletop scenarios for simulating cyberattacks and improving response capabilities
• The significance of developing incident response plans and fostering readiness in the MSP industry
• Not striving for perfection but focusing on iteration and continuous improvement in incident response planning

*Timestamps and Topics*

[00:23] Importance of Incident Response Plans

[08:45] Value of Tabletop Exercises

[17:12] Utilizing Generative AI for Simulations

[27:39] Challenges and Importance of Iteration

[34:56] Billing and Client Protection

[42:18] Changing Operational Layout

[48:10] Learning Through Simulations

[54:32] DHS Alerts and Tabletop Materials

[01:05:17] Engaging Employees & Testing Components

[01:12:05] Building Incident Response Plan