Uncle Marv's IT Business Podcast (Products, stories, and tips for the MSP and IT Professional)

Sean Lardo Interview: 

• IT Nation event coming up in two weeks (November 6-8) at Rosen Shingle Creek in Orlando, Florida
• PitchIT competition highlights: record number of applicants (over 150) from global regions
• Final three PitchIT competitors: PC PowerSafe, Senteon Cybersecurity, and Seedpod Cyber
• IT Nation features: Tony Hawk as keynote speaker, Stone Temple Pilots for entertainment
• K9s for Warriors philanthropy initiative with autographed Tony Hawk skateboards for top donors
• Unexpected $1,001 donation pledge from Uncle Marv for K9s for Warriors

Stanley Louissaint Interview: 

• ASCII SPARK peer groups: geographically dispersed members grouped by revenue ranges
• Benefits of peer groups: problem-solving, sharing experiences, and business growth
• Importance of consistency in business and client satisfaction
• Discussion on client acquisitions and IT integration challenges
• Automation in IT businesses: balancing efficiency with practicality
• Personal anecdote about over-complicating automation for financial data conversion

Key Segments: 

1. IT Nation and PitchIT competition updates
2. ASCII SPARK peer groups overview
3. Business consistency and growth
4. Client acquisitions and IT integration
5. Automation in IT businesses
6. Personal experiences with automation attempts

Websites mentioned:

• IT Nation PitchIT: https://www.connectwise.com/theitnation/pitchit
• IT Nation Connect, November 6-8: https://www.connectwise.com/theitnation/connect-na

People mentioned for shout outs: 

• Michael Crean from SonicWall
• Chad Kempt 
• Dawn Sizer

=== Connect with Uncle Marv

🌐 Website: https://www.itbusinesspodcast.com/
🎙 Host: Marvin Bee
🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ
☕ Support the show: https://ko-fi.com/itbusinesspodcast

If you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.

Uncle Marv kicks off the episode with Steve Copeland from RYTHMz, discussing their innovative "internet in a box" solution. Steve explains how their 5G technology is revolutionizing business continuity and disaster recovery. He shares examples of how RYTHMz has helped partners increase profits and maintain connectivity during critical events. The conversation then shifts to the future of technology, touching on AI, 5G, and IoT. Steve provides insights into how MSPs can effectively use AI in their operations, emphasizing the importance of monitoring and training clients on AI usage. 

In the second part of the episode, Uncle Marv interviews Dawn Sizer from 3rd Element Consulting. Dawn discusses her company's impressive growth, attributing it to client expansion, targeted marketing strategies, and the introduction of new service divisions. Dawn shares her experience working with Decoded Strategies to revamp their website, highlighting the importance of tailoring language to target high-risk clients. She also reveals 3rd Element Consulting's plans for new divisions in access control, event management, and content marketing. 

The episode concludes with a heartwarming exchange between Uncle Marv and Dawn, emphasizing the value of personal connections in the IT industry. 

Key Segments: 

1. RYTHMz's 5G "internet in a box" solution
2. Business continuity and disaster recovery in IT
3. The future of AI, 5G, and IoT in the IT industry
4. 3rd Element Consulting's growth strategies
5. Website revamp and targeted marketing
6. Expansion into new service divisions
7. The importance of personal connections in IT

Websites and Links: 

1. RYTHMz: https://rythmz.com/
2. 3rd Element Consulting: https://www.3rdelementconsulting.com/

People Mentioned for Shout Outs: 

1. Stan Louissaint
2. Kristen and Annie from Decoded Strategies
3. Dave (Dawn's husband and business partner)

=== Connect with Uncle Marv

🌐 Website: https://www.itbusinesspodcast.com/
🎙 Host: Marvin Bee
🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ
☕ Support the show: https://ko-fi.com/itbusinesspodcast

If you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.

Uncle Marv kicks off the show by introducing Eric Torres, who recently joined Pax8 in a new role focused on channel and community engagement. The conversation covers Eric's transition to Pax8 and his first experiences with the company, including attending the Pax8 Beyond event in Berlin. 

Eric shares insights on Pax8's approach to community engagement, highlighting their extensive event calendar and plans to expand their reach. He discusses the importance of the Pax8 marketplace and how it's leveling the playing field for MSPs, allowing them to compete for larger clients and offer enterprise-grade solutions. 

The discussion touches on a recent Channelnomics report, which reveals that 90% of IT solution providers expect a rise in marketplaces by 2029. Eric elaborates on how embracing the marketplace model has led to increased profitability and service offerings for MSPs. 

Eric and Uncle Marv explore current trends in the MSP industry, including the ongoing M&A activity and the growing importance of peer groups and community collaboration. They also discuss the evolving relationship between vendors, distributors, and MSPs, with a focus on education and enablement. 

The conversation shifts to the Pax8 Beyond event in Berlin, with Eric sharing his perspective on how it compared to the North American events and its significance for the European market. He provides insights into the differences and similarities between MSPs in various global regions. 

Finally, Eric teases upcoming Pax8 initiatives and events, emphasizing their commitment to reaching MSPs in smaller markets and continuing to innovate in the distribution space.

Websites Mentioned: 

• Pax8 Website: https://www.pax8.com/en-us/
• Pax8 Events: https://www.pax8.com/en-us/pax8-events/

People Mentioned: 

• Rob Ray
• Jay McBain
• Matt Lee

=== Connect with Uncle Marv

🌐 Website: https://www.itbusinesspodcast.com/
🎙 Host: Marvin Bee
🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ
☕ Support the show: https://ko-fi.com/itbusinesspodcast

If you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.

Uncle Marv and Jennifer Bleam dive deep into the world of MSP marketing and sales, offering a fresh perspective on how to revolutionize your approach. They discuss: 

1. The Marketing Pendulum: Jennifer explains the concept of the "marketing pendulum" and why MSPs should avoid swinging to extremes in their marketing efforts.
2. Overcoming the "Marketing Doesn't Work" Mindset: Learn practical strategies to shift your thinking and recognize the value of effective marketing.
3. The Importance of Disqualifying Leads: Discover why it's crucial to identify and disqualify unqualified prospects early in the sales process.
4. Solution Selling Best Practices: Gain insights into how to sell solutions rather than just features, focusing on solving customer problems.
5. The Art of Discovery: Uncover techniques for conducting effective discovery calls and uncovering your prospects' true needs.
6. Closing Techniques: Jennifer shares her perspective on closing deals naturally as a culmination of a well-executed sales process.

Throughout the episode, Jennifer emphasizes the importance of adopting a holistic approach to marketing and sales, viewing it as an essential part of serving your community and protecting businesses from cybersecurity threats.

Websites and Links:

• MSP Sales Revolution - mspsalesrevolution.com
• The Wedge: How to Stop Selling and Start Winning: https://amzn.to/3Ywh5pE
• How to Get Your Competition Fired Without Saying Anything Bad About Them: https://amzn.to/3YB2KZq

=== Connect with Uncle Marv

🌐 Website: https://www.itbusinesspodcast.com/
🎙 Host: Marvin Bee
🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ
☕ Support the show: https://ko-fi.com/itbusinesspodcast

If you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.

Uncle Marv welcomes Jennifer Bleam, founder of MSP Sales Revolution, to discuss sales and marketing strategies for MSPs. Jennifer shares her journey from focusing solely on sales coaching to incorporating marketing due to client needs. She emphasizes the importance of knowing key metrics like average customer lifetime value and monthly recurring revenue. 

Jennifer outlines her four-arm approach to marketing: branding, list-building, nurturing, and making offers. She stresses the significance of nurturing leads, a step often overlooked in traditional marketing funnels. Jennifer contrasts vendor and MSP marketing approaches, highlighting the need for MSPs to adapt strategies to their smaller scale. 

The conversation touches on the balance between persistence and respect in sales follow-ups. Jennifer advocates for a "declining cadence" approach to follow-ups, always aiming to provide value. She warns against the extremes of over-pestering prospects or never following up at all. 

Jennifer reveals her willingness to work with smaller MSPs (as low as 250K annual revenue), unlike many industry coaches who focus on larger companies. She explains how she adapted her services to meet the needs of these smaller businesses while still providing valuable guidance. 

The episode concludes with Jennifer describing her coaching approach, which focuses on creating custom marketing and sales systems for MSPs, emphasizing genuine, human-centric strategies.

Websites and Links:

• MSP Sales Revolution - www.mspsalesrevolution.com
• Amazon (for Jennifer's book) - Simplified Cybersecurity Sales for MSPs

=== Connect with Uncle Marv

🌐 Website: https://www.itbusinesspodcast.com/
🎙 Host: Marvin Bee
🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ
☕ Support the show: https://ko-fi.com/itbusinesspodcast

If you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.

Uncle Marv kicks off the episode by introducing Dr. Carrie Johansson, a key speaker at the upcoming Business Reinvention Summit. The summit, organized by Therese Skelly, is scheduled for October 21-26 and features ten accomplished women sharing their experiences and strategies for business reinvention. 

Dr. Johansson, with over 20 years of experience in private practice specializing in anxiety, trauma, and PTSD treatment, will be presenting on psychological flexibility, emotional resilience, and boundary setting. She explains that psychological flexibility is about working with your current reality, accepting it (not necessarily approving of it), and determining the best next move. 

The summit aims to help business owners, particularly women, who feel stuck and need guidance on moving forward. It offers a blend of business transformation and personal growth strategies. Dr. Johansson emphasizes the summit's focus on providing actionable, effective information that can be implemented in a reasonable amount of time. 

Each presenter will offer a free gift to attendees, with Dr. Johansson providing a mid-year habits workbook designed to help maximize Q4 both personally and professionally. The summit is free to attend, with daily Zoom sessions and the option to access recorded interviews afterward. 

While the summit primarily targets female business owners, Dr. Johansson encourages men to participate as well, noting that much of the content is universally applicable. The event promises to be an excellent opportunity for self-assessment and growth, helping attendees tap into their current situation and choose their next steps wisely.

Websites and Links:

• Business Reinvention Summit: https://tinyurl.com/5476u4yk
• Dr. Carrie: https://www.coloradotherapycare.com/
• Self Help on the Go Book: https://amzn.to/489PqhG

=== Connect with Uncle Marv

🌐 Website: https://www.itbusinesspodcast.com/
🎙 Host: Marvin Bee
🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ
☕ Support the show: https://ko-fi.com/itbusinesspodcast

If you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.

Uncle Marv kicks off the show with updates on recent hurricanes affecting Florida and the Carolinas. He then introduces Tim Golden, Desiree Thomas, and Austen Gray from Compliance Scorecard. The team discusses the recent rebranding of Compliance Scorecard and their new investment from Bellini Capital. They emphasize the growing importance of compliance for MSPs and their clients, touching on frameworks like CMMC, HIPAA, and SOC 2. 

Desiree highlights the need for education in the industry, explaining how compliance can be a powerful tool for MSPs to have meaningful security conversations with their clients. Austen describes his role in helping MSPs implement compliance programs for themselves and their customers. Tim reveals exciting news about Compliance Scorecard's upcoming Version 6 release, including a new Trust Center feature that allows MSPs and their clients to showcase real-time compliance data publicly. 

The group also discusses Compliance Scorecard's recent signing of the CISA Secure by Design pledge, demonstrating their commitment to cybersecurity best practices. The episode concludes with a lighthearted "Florida Man" segment, where each participant shares an outrageous local news story, culminating in Uncle Marv's tale of a man wielding a flamethrower in Port St. Lucie.

Websites & Links:

• IT Business Podcast - https://itbusinesspodcast.com
• Compliance Scorecard - https://compliancescorecard.com
• Secure By Design Pledge: https://compliancescorecard.com/secure-by-design-pledge
• Florida Man Points Flamethrower at Police - Gets Tased (Video): https://tinyurl.com/mu3w6mcm
• Florida Man Points Flamethrower at Police - Gets Tased (Story): https://tinyurl.com/3n99whsh

People mentioned for shout-outs:

• Brad Gross
• Maureen (Tim's wife)
• Ted Roller

=== Connect with Uncle Marv

🌐 Website: https://www.itbusinesspodcast.com/
🎙 Host: Marvin Bee
🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ
☕ Support the show: https://ko-fi.com/itbusinesspodcast

If you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.

Introduction to Aaron Painter and Nametag: Uncle Marv introduces Aaron Painter, highlighting his role as CEO of Nametag, a platform dedicated to enhancing identity verification processes to prevent impersonation and fraud.

The North Korean Hacker Incident: The conversation kicks off with a discussion about the notorious case of a North Korean hacker who successfully applied for a job. Aaron explains how this incident reflects broader vulnerabilities in the hiring process, particularly in remote work scenarios.

Challenges in Identity Verification: Aaron discusses the inadequacies of traditional identity verification methods, including the I-9 process and how they fail to secure organizations against impersonators. He emphasizes that many companies unknowingly hire individuals who may not be who they claim to be.

The Rise of Deepfakes: The duo explores the implications of deepfake technology in hiring fraud and social engineering attacks. They discuss how bad actors can exploit these technologies to bypass security measures.

Innovative Solutions from Nametag: Aaron introduces Nametag's unique approach to identity verification using mobile devices, biometrics, and cryptography. He explains how their solution enhances security while ensuring a user-friendly experience.

Automating Help Desk Operations: The conversation shifts to how Nametag can help automate password resets and MFA processes, significantly reducing the burden on help desks. Aaron highlights the potential for MSPs to integrate this technology into their service offerings.

Education and Awareness: Both Marv and Aaron stress the importance of educating clients about the risks associated with deepfakes and social engineering tactics. They discuss how a healthy skepticism can empower users to recognize potential threats.

Onboarding New Employees: Aaron outlines how Nametag streamlines the onboarding process for new hires by ensuring secure identity verification from day one. This proactive approach can mitigate hiring fraud risks.

Reseller Opportunities for MSPs: The episode concludes with a discussion on how MSPs can leverage Nametag's technology for their clients, enhancing security while potentially increasing profitability through reselling opportunities.

Website Mentioned:

• Nametag: https://www.getnametag.com
• Is Your Coworker a Korean Hacker?: https://tinyurl.com/5n96fja6

=== Connect with Uncle Marv

🌐 Website: https://www.itbusinesspodcast.com/
🎙 Host: Marvin Bee
🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ
☕ Support the show: https://ko-fi.com/itbusinesspodcast

If you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.

Uncle Marv kicks off the show by introducing Tim Coach and his new position at Cynomi. Tim explains the company's name, inspired by the manta ray from Finding Nemo, symbolizing protection and guidance in cybersecurity. 

The conversation dives into Cynomi's VCISO platform, which simplifies security assessments and compliance roadmaps for MSPs. Tim highlights how the software streamlines processes that traditionally took days or weeks, making it easier for MSPs to offer VCISO services and improve their clients' security posture. 

They discuss the platform's key features, including customizable frameworks, AI-assisted reporting, and integration capabilities with other security tools. Tim emphasizes the importance of MSPs focusing on business outcomes rather than just selling technology stacks. 

The duo explores pricing strategies for MSPs, with Tim sharing insights on how to approach different client types, including non-profits and regulated industries. 

They also touch on the evolving landscape of MSSPs and the potential for industry certifications. The episode concludes with a lighthearted segment on Florida Man stories and an upcoming HBO documentary series inspired by the infamous meme.

Websites mentioned: 

• Cynomi: https://www.cynomi.com
• It's Florida, Man!: https://tinyurl.com/bdewvbpf

=== Connect with Uncle Marv

🌐 Website: https://www.itbusinesspodcast.com/
🎙 Host: Marvin Bee
🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ
☕ Support the show: https://ko-fi.com/itbusinesspodcast

If you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.

Uncle Marv kicks off with the latest on Hurricane Milton, now a Category 4 storm with 155 mph winds, expected to make landfall near Sarasota around 10-12 PM. He emphasizes the storm's massive size, affecting areas from the Panhandle to the Keys. 

Using the Windy.com app, Marv illustrates the storm's path and potential impacts. He shares emergency numbers and highlights Uber's free evacuation rides using the code MILTONRELIEF. 

Marv recounts recent IT challenges, including remote access issues and power failures, underscoring the importance of proper preparation. He mentions ASCII's offer to help Tampa-area IT providers post-storm. 

Scott Dollar joins to share his perspective from Tampa. He discusses his company's preparations, including notifying clients, securing equipment, and ensuring cloud-based systems are ready. Scott notes most of his clients are now cloud-based, simplifying disaster recovery. 

They compare experiences from past hurricanes, with Scott recalling 2004's Hurricane Charlie. Both stress the importance of heeding evacuation orders and being prepared with supplies. 

The conversation turns to proactive measures like regular UPS battery replacements and the challenge of getting clients to invest in disaster preparedness before a crisis hits. 

They wrap up by discussing Florida's well-organized hurricane response compared to other states, and the unexpected threats like tornadoes that can accompany hurricanes.

Websites mentioned: 

1. Windy.com - https://www.windy.com
2. National Hurricane Center - https://www.nhc.noaa.gov/
3. SpaghettiModels.com - https://www.spaghettimodels.com

• Emergency Services: 911
• American Red Cross: 1-800-733-2767
• FEMA Disaster Assistance: 1-800-621-3362
• Special Needs Shelters (Orange County): 311 or 407-836-3111
• Florida State Emergency Information Line: 1-800-342-3557

• Windy: https://www.windy.com
• Florida Division of Emergency Management: FloridaDisaster.org
• Florida Shelter Status: FloridaDisaster.org/shelter-status
• FEMA Hurricane Milton Updates: https://www.fema.gov/disaster/current/hurricane-milton
• American Red Cross Shelter Locator: https://www.redcross.org/get-help/disaster-relief-and-recovery-services/find-an-open-shelter.html

• Evacuation Assistance: 800-729-3413
• Florida Disaster Evacuation Routes: FloridaDisaster.org/evacuation-routes
• Free Evacuation Rides (Uber): Use promo code MILTONRELIEF in the Uber app

=== Connect with Uncle Marv

🌐 Website: https://www.itbusinesspodcast.com/
🎙 Host: Marvin Bee
🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ
☕ Support the show: https://ko-fi.com/itbusinesspodcast

If you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.