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

Brook explains that the Director of Channel Development position at ScalePad was an opportunity she couldn't turn down, given the company's leadership, platform, and team. She is excited to work under Eric Torres, VP of Channel, and Luis, Chief Experience Officer, and learn from their expertise in the industry. Her role involves being Torres' right hand, assisting with reporting, analytics, community, and RevOps projects. 

Brook highlights ScalePad's diverse product offerings, including Lifecycle Insights, Lifecycle Manager, Cognition, Control Map, Backup Radar, and the recently acquired Quoter quoting software. She sees this as a chance to help MSPs of all sizes and maturity levels with a comprehensive suite of solutions. Brook also appreciates ScalePad's inclusive culture, with women in prominent leadership roles. 

ScalePad is a leading software platform that helps businesses streamline and automate their financial processes. With ScalePad, companies can easily manage accounts payable, accounts receivable, expense reporting, and other financial workflows. The cloud-based solution provides robust features like intelligent data capture, approval routing, real-time reporting, and seamless integration with popular accounting software. By leveraging ScalePad, organizations can significantly reduce manual effort, improve accuracy, enhance visibility into financial data, and ultimately drive operational efficiency across their finance teams. As a trusted partner to businesses of all sizes, ScalePad empowers companies to scale their financial operations with confidence.

Key Takeaways: 

• Brook Lee joined ScalePad as the Director of Channel, leaving her previous role at PIA.
• She is excited to work under Eric Torres and Luis, and learn from their industry expertise.
• Her responsibilities include assisting with reporting, analytics, community, RevOps projects, and events.
• ScalePad's diverse product offerings cater to MSPs of all sizes and maturity levels.
• Brook values ScalePad's inclusive culture with women in leadership positions.

Links from the show:

• Website: https://www.scalepad.com/

=== 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 Bradley Gross begin by discussing a recent lawsuit where an MSP was sued by a law firm client for $1 million due to a breach. They note that while the initial news generated a lot of attention, the case has since gone quiet, with no further updates on the court proceedings. Gross suggests that this is likely due to the parties engaging in behind-the-scenes negotiations, as the lack of a formal response from the defendants is unusual. 

The conversation then shifts to the importance of having well-crafted legal agreements, particularly when it comes to cybersecurity services. Gross emphasizes that oral agreements are simply not worth the risk, as they create ambiguity and make it difficult to determine the true scope of the arrangement. He advises MSPs to stop relying on verbal agreements and instead ensure that all responsibilities and expectations are clearly documented. 

Marv then shares his own personal experience with a former client who had returned to his services, but without a formal agreement in place. This led to a situation where the client suffered a ransomware attack, and Marv found himself in a difficult position without a clear contractual framework. The lesson learned is that MSPs must be proactive in getting agreements signed before engaging in any work, even with existing clients. 

Key Takeaways: 

• Oral agreements are risky and can lead to costly legal disputes
• Cybersecurity services should always be covered by a written contract
• MSPs must be diligent in getting agreements signed before starting work, even with existing clients
• Lawsuits involving MSPs can generate significant attention, but the resolution may happen quietly behind the scenes

Link from the show: 

It's Florida Man Showtime: https://tinyurl.com/46ts8usc

• Sarah Hester Ross: https://tinyurl.com/427nz3ar

IT Business Podcast: Fiduciary Duty with Brad: https://www.itbusinesspodcast.com/390

Coming Soon: https://mspterms.com/

The Technology Bradcast: https://bradleygross.podbean.com/

=== 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.

Taher shares that one of the biggest mistakes MSPs make is trying to skip straight to lead generation without first building a strong inbound marketing foundation. He emphasizes that having a professional, conversion-optimized website, active social media presence, and personal branding are crucial for making a great first impression on potential clients. Taher explains that MSPs often make the mistake of relying too heavily on referrals while neglecting their online presence, which can severely limit their growth potential. 

He stresses the importance of writing website copy and content that reflects the MSP's unique voice and value proposition, rather than generic marketing language. Taher also recommends using low-threshold lead magnets like live chat and educational eBooks to capture leads, in addition to building an email list through networking and in-person events. While inbound marketing is important, Taher notes that it has its limits, so MSPs should also incorporate outbound tactics like LinkedIn automation and lead magnets to supercharge their lead generation efforts.

Key Takeaways: 

• Build a strong inbound marketing foundation before focusing on outbound tactics
• Invest time and effort into a professional, conversion-optimized website
• Leverage personal branding and unique voice in content creation
• Use low-threshold lead magnets to capture leads
• Combine inbound and outbound strategies for maximum impact

Links from the show:

MSP Camp website: https://msp-camp.com/

• Use discount code "GiveMe20" for a special deal

Podcast: https://podcasts.apple.com/us/podcast/no-fluff-msp-marketing/id1642373577

=== 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.

Matt Rodela, Chief Executive Officer of Tech Marketing Engine, joins me today to discuss the common mistakes he sees MSPs making with their marketing and how to address them. The biggest mistake Matt sees is a lack of a coherent marketing plan - MSPs often try to do everything from SEO to social media without thinking about how it fits into their broader business goals. Instead, Matt recommends looking at what your competitors are not doing and focusing on dominating one or two key marketing channels before expanding. 

Matt also shares how Tech Marketing Engine has grown from a simple website builder into a full-service marketing agency for IT businesses. In addition to websites, they now offer services like WordPress consulting, SEO, content creation, newsletters, and even PPC advertising. The key, says Matt, is providing customized solutions at every level - whether a business has a $20/month budget or thousands to spend, Tech Marketing Engine can create a personalized marketing plan to help them grow. 

When it comes to content creation, Matt's team writes everything from scratch rather than using syndicated or AI-generated content. This allows them to deeply personalize blog posts and newsletters to each client's specific audience and tone. Matt emphasizes the importance of vetting any AI-generated content to ensure accuracy, as well as adding the extra touches like formatting, images, and links that make content truly valuable. 

Key Takeaways: 

• Lack of a coherent marketing plan is the biggest mistake MSPs make
• Focus on dominating 1-2 marketing channels where competitors are lacking
• Tech Marketing Engine offers customized marketing solutions at all budget levels
• Personalized, from-scratch content creation is a key differentiator

Links from the show:

Affordable Marketing Solutions: https://www.techmarketingengine.com/

Get a clean and professional website: https://techsitebuilder.com/

=== 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.

We start by discussing Parallels' core product, which still enables running Windows on Mac, but has expanded to support a variety of operating systems and use cases. Chris explains that Parallels is now part of the Alludo group, which also owns other well-known software brands like WinZip, MindManager, and Corel. 

The conversation then shifts to Parallels' remote application server (RAS) and desktop as a service (DaaS) offerings. RAS allows organizations to deliver virtualized applications and desktops to a wide range of devices, including mobile and web-based clients. It offers integration with various cloud providers and on-premises hypervisors, giving customers flexibility and choice. Meanwhile, DaaS is a cloud-hosted solution designed for simplicity, making it easier for organizations to transition to a hybrid work model without the need for extensive IT expertise. 

Chris also discusses the security features of Parallels' solutions, including built-in multi-factor authentication options and the ability to integrate with external identity providers. He explains how Parallels' products can be white-labeled and customized for managed service providers, allowing them to offer tailored solutions to their clients. The conversation also covers the technical aspects of Parallels' multi-tenancy capabilities, site and theme management, and the role of the tenant broker for larger deployments. 

Key Takeaways:

• Parallels has evolved beyond just running Windows on Mac, now offering remote application server (RAS) and desktop as a service (DaaS) solutions
• Parallels RAS provides flexibility by integrating with various cloud and on-premises providers, allowing organizations to deliver virtualized apps and desktops
• Parallels DaaS is a cloud-hosted solution designed for simplicity, helping organizations transition to hybrid work models
• Parallels' solutions offer security features like built-in multi-factor authentication and integration with external identity providers
• Managed service providers can white-label and customize Parallels' offerings, including the ability to manage multiple tenants and themes

Links from the show:

Website: https://www.parallels.com/

Parallels on YouTube: https://www.youtube.com/@parallels

=== 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.

The show begins with a commercial for the NetAlly EtherScope NXG, a network analyzer that supports Wi-Fi 6 and 6E. Uncle Marv then introduces the episode, mentioning that he has exclusive news to share. However, he quickly realizes that the news he had - Kaseya's announcement of their new Kaseya 365 subscription service - had already been announced the previous day at the Kaseya Connect conference in Las Vegas. 

Uncle Marv then brings on Michelle Accardi from Liongard, who is attending the Kaseya Connect conference. Michelle shares her thoughts on the Kaseya 365 announcement, noting that it is giving MSPs another option to consider for driving profitability, but that there are also other great vendors offering good value. Michelle also discusses Liongard's recent announcement of their new AI support assistant, Leo, which can help partners with onboarding, support, and reporting. 

Later in the episode, Uncle Marv shares another "exclusive" news item - Brooke Lee's move from PIA to ScalePad as the Director of Channel Development. However, he again realizes that this news had already been announced. Uncle Marv then goes on to share his experience using the NetAlly EtherScope NXG to troubleshoot a customer's Wi-Fi issues, where he was able to identify that the customer's ring cameras were reporting an incorrect country code, which was causing connectivity problems. 

Key Takeaways: 

• Kaseya announced their new Kaseya 365 subscription service, which aims to revolutionize the MSP industry
• Liongard announced their new AI support assistant, Leo, to help partners with onboarding, support, and reporting
• Brooke Lee has moved from PIA to ScalePad as the Director of Channel Development
• The NetAlly EtherScope NXG can be a valuable tool for troubleshooting Wi-Fi issues, including identifying devices with incorrect country code settings

Links from the show:

Man stopped at Miami Airport with snakes in his pants: https://tinyurl.com/4r2sz5yz

Florida Man chucks pasta at driver over "glaring headlights": https://tinyurl.com/2kezdc7k

Liongard announces AI Companion "Leo": https://tinyurl.com/4d8yxw97

=== 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.

Sean Lardo, the program manager for Pitch It, shares that this year's application process saw a record number of submissions, with a diverse group of vendors applying from various business sectors. While there were concerns about an influx of AI-focused applicants, Lardo notes that the program still attracted a healthy mix of solutions, with AI, cybersecurity, and other innovative offerings represented. 

The Pitch It program is a 16-week accelerator that provides vendors with extensive training and mentorship to help them refine their pitches and navigate the MSP ecosystem. Lardo emphasizes the importance of not just innovation, but practical, useful solutions that can seamlessly integrate with existing MSP technology stacks. The program culminates in a live pitch competition at IT Nation Connect, where the top three finalists compete for cash prizes and the coveted "steak knives" for third place. 

Lardo also discusses the success of last year's Pitch It finalists, noting that the three winners - Thread, VCIO Toolbox, and NodeWare - have collectively seen a $3 million increase in annual recurring revenue since participating in the program. This underscores the value of the accelerator in helping vendors scale and thrive within the MSP community. 

Key Takeaways: 

• Record number of Pitch It applications, with a diverse mix of vendors
• Focus on practical, integrative solutions, not just innovation for innovation's sake
• 16-week accelerator program provides extensive training and mentorship for vendors
• Past Pitch It finalists have seen significant revenue growth since participating
• Podcast and IT Nation events offer opportunities for vendor spotlights and interviews

Links from the show:

IT Nation website: https://www.connectwise.com/theitnation

=== 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.

The conversation begins with a discussion on the lasting impact of the COVID-19 pandemic on the workforce. According to a survey conducted by Parallels' parent company Alludo, 83% of the workforce is expected to continue working remotely in some capacity. This shift has presented significant challenges for companies that were previously accustomed to a fully in-office model. Many organizations struggled to provide the necessary remote access and security measures to support their employees working from home. 

Chris Marks explains that the primary challenges companies face relate to skills and time, as they try to re-architect their IT infrastructure and security posture to accommodate the new remote work reality. Traditional solutions like VPNs are no longer sufficient, as they provide broad access once an attacker gains entry. Parallels is helping customers explore alternative solutions, such as secure access web apps and Zero Trust approaches, to minimize risk and restrict the flow of potential threats. 

The discussion then transitions to the concept of the "hybrid cloud," which Marks clarifies is often misunderstood. Many organizations believe they have a hybrid cloud environment, when in reality, they are simply managing two separate infrastructures - their legacy on-premises systems and new cloud-based projects. Parallels aims to help customers deliver a consistent and seamless experience for end-users, regardless of the underlying infrastructure. 

Key Takeaways: 

• Remote and hybrid work models are here to stay, with 83% of the workforce expected to continue working remotely in some capacity.
• Companies are struggling to provide the necessary remote access and security measures to support their employees working from home.
• Traditional solutions like VPNs are no longer sufficient, and organizations are exploring alternative approaches like secure access web apps and Zero Trust.
• The concept of "hybrid cloud" is often misunderstood, with many companies managing two separate infrastructures rather than a true hybrid environment.
• Parallels is helping customers deliver a consistent and seamless experience for end-users, regardless of the underlying infrastructure.

Links from the show:

• Website: https://parallels.com/
• Hybrid cloud survey: Hybrid Cloud Report | Parallels RAS

=== 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 sharing a story about using his NetAlly EtherScope network tester to troubleshoot a client's fiber internet connection issue, highlighting the value of having the right tools to demonstrate technical expertise. He then introduces his guest, Dave Scott, who has over 20 years of experience helping technology businesses with their marketing and growth strategies. 

Dave and Uncle Marv discuss the common frustration MSPs face when trying to find the "easy button" for marketing, as many get caught up jumping from one program to another without seeing the desired results. They emphasize that while there may be a small percentage of MSPs who find success with certain marketing tactics, the majority struggle to make their marketing efforts effective. Dave suggests that the root of the problem often lies in a lack of consistency and personalization in the content and messaging MSPs use to reach their target audiences. He recommends that MSPs take the time to deeply understand their customers' pain points and challenges, and then create hyper-personalized content that addresses those specific issues. This approach, combined with a well-documented sales funnel process, can help MSPs build a more successful and sustainable marketing strategy. 

Key Takeaways: 

• Consistent, personalized marketing is key for MSPs to effectively reach and engage their target customers
• MSPs need to invest time in understanding their customers' specific pain points and challenges to create relevant, valuable content
• Documenting the sales funnel process and following it closely can help MSPs improve the effectiveness of their marketing efforts

• Website: https://scottgrowthstrategies.com/
• AI Powered Writing Assistant: https://www.jasper.ai/
• AI Powered SEP Platform: https://seo.ai/
• Improve your  email subject line: https://subjectline.com/
• Florida Man Saves Neighbor from 11-Foot Gator: https://tinyurl.com/4s9xhdsc
• Florida Man tackles gator with bare hands: https://tinyurl.com/4ka7t4mb
  • YouTube Video without news commentary: https://tinyurl.com/yc5mbex2

=== 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.

Sean and Dave share the backstory behind writing "The Pumpkin Plan for MSPs." They explain how their personal experiences and mistakes in the industry inspired them to create a book that provides practical, battle-tested advice for managed service providers. The authors emphasize that their goal was not to reinvent the wheel, but to distill the essential lessons from Mike Michalowicz's original "Pumpkin Plan" and adapt them specifically for the MSP community. 

A key theme of the book is helping MSPs find their "sweet spot" - the unique value proposition that sets them apart from competitors. The authors stress that MSPs should not simply copy others' strategies, but rather uncover what they do best and double down on those strengths. They share how being brutally honest about their own business missteps has allowed them to provide authentic, relatable guidance to their readers. 

Throughout the discussion, Sean and Dave highlight the importance of always keeping your business "exit-ready," even if you have no immediate plans to sell. They explain how maintaining a company in prime condition for a potential buyer can pay dividends, whether you ultimately decide to transition ownership or continue running the business. The authors draw from their personal experiences to illustrate how being prepared for unexpected opportunities or challenges can make all the difference. 

Key Takeaways: 

• Adapt proven business principles to your unique MSP context
• Uncover and capitalize on your company's distinctive strengths
• Maintain an "exit-ready" mindset to maximize the value of your business
• Learn from your own mistakes and those of others in the industry

Links from the show:

Get the Pumpkin Plan for Manager Service Providers book: https://amzn.to/3UvZxIt

Encore Strategic Business Consulting Firm: https://encorestrategic.io/

Michael Porter's "What is Strategy": https://www.itbusinesspodcast.com/downloads/Michael-Porter-Strategy/

=== 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.