the RocketMSP Podcast

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

In this video, Steve and Brian engage in a role play to discuss cybersecurity risk assessment and its implications for business decisions.

In this video, we cover:

- Best case scenarios for a cybersecurity risk assessment.

- What to do if issues are found during the assessment.

- Addressing cost differences in proposed solutions.

- Gathering information about the client's current spending.

- Timely decision-making and considerations for transitioning to a new provider.

MessageSpecs is a marketing and communications consultancy founded by Joel Benge that specializes in helping technical companies, like managed service providers (MSPs), nail their messaging and communications.

Steve Taylor, host of the RocketMSP Podcast, interviews Joel Benge, Founder & CEO of MessageSpecs.

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Mentioned in this episode:

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We’ve all been there – the phone rings, your largest client is on the line, totally panicked. Their CEO spilled coffee all over her laptop and it’s completely dead. Everything she needed for her investor presentation tomorrow was on that laptop.

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If you're an MSP or channel vendor, there's a good chance you've got a microphone at your desk. We all get stuck doing Zoom and Teams meetings every day, but there's something YOU can do to make the experience better for everyone else.

I've got some great tips on how to get broadcast-quality sound without having to spend a ton of money.

Shure MV7 Microphone

Today's sponsor is Comet Backup. Use the exclusive promo code: ROCKETMSP when you sign up to get $50 USD Free Credit for your first 90 days with Comet.

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Mentioned in this episode:

Comet Backup

We’ve all been there – the phone rings, your largest client is on the line, totally panicked. Their CEO spilled coffee all over her laptop and it’s completely dead. Everything she needed for her investor presentation tomorrow was on that laptop.

Comet Backup

Overe offers a free Microsoft 365 security assessment tool for MSPs and their small business clients. In this interview, host Steve talks with Overe CEO Paul Barnes about how the platform helps MSPs easily evaluate and improve their customers’ #Microsoft365 #Office365 security posture.

Paul explains how Overe integrates with Microsoft environments to provide actionable recommendations based on license types and business specifics. The software identifies misconfigurations, policy gaps, and other issues that leave data and systems vulnerable. Overe helps guide MSPs and clients toward better #cybersecurity hygiene and compliance.

Key topics include:

• Simplifying #Microsoft365 security management
• Automating monitoring and protection
• Generating customized improvement recommendations
• Integrating with other security products for fuller threat visibility
• Giving unified visibility across SaaS environments

Whether you’re an MSP helping clients or an SMB needing better security assurance, Overe can rapidly uncover risks and priorities for hardening your Microsoft 365 environment.

Check out the free Overe Microsoft 365 assessment at https://www.overe.io to evaluate your security status today!

Today's sponsor is Comet Backup. Use the exclusive promo code: ROCKETMSP when you sign up to get $50 USD Free Credit for your first 90 days with Comet.

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#Overe #CyberSecurity #MSPs #SaaSSecurity #TechDemo #LiveDemo

SaaS Alerts helps MSPs secure and monitor SaaS applications for their SMB clients. Their platform centralizes security across apps like Office 365, Google Workspace, Salesforce, and more.

In this episode, I interview SaaS Alerts CEO Jim Lippie to learn about the latest enhancements to their platform and research on the SaaS security landscape. We discuss:

• Fortify: Their new automated policy engine to instantly improve Microsoft Secure Scores.
• Key findings from the 2023 SaaS Application Security Insights report on emerging threats and risky end-user behaviors.
• How SaaS Alerts is helping MSPs simplify compliance automation and governance.
• Their roadmap and what new integrations and capabilities MSPs can expect.

If you support SaaS apps for SMBs, this conversation with Jim will give you an insider's view of the SaaS Alerts roadmap. You'll learn how they aim to help MSPs improve security, meet compliance needs, and gain operational efficiencies.

Today's sponsor is Comet Backup. Use the exclusive promo code: ROCKETMSP when you sign up to get $50 USD Free Credit for your first 90 days with Comet.

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Looking to expand your MSP offerings into a lucrative new area? Compliance services could be the perfect addition.

In this exclusive interview, compliance guru Alex Spigel shares her proven framework for profitably delivering compliance assessments and solutions to clients.

As COO of Choice Cyber Solutions, Alex has equipped over 500 MSPs to provide compliant managed services. She's also pioneered programs with CompTIA to simplify cybersecurity compliance for the MSP community.

Alex reveals insider tips to help you:

• Identify the top 1-2 compliance areas to focus on first
• Deliver compliant services efficiently without overspending
• Generate leads and attract ideal compliance clients
• Establish credibility with key certifications
• Significantly increase recurring revenue

If you want to future-proof your MSP with new offerings, don't miss Alex's advice on getting started the right way.

Today's sponsor is Comet Backup. Use the exclusive promo code: ROCKETMSP when you sign up to get $50 USD Free Credit for your first 90 days with Comet.

Start running backups in 15 minutes or less!

Get started with Comet Backup here.