Aaron Boone – Peer Group opportunities for the Masses

Show Website: https://mspbusinessschool.com/

Guest:

Name: Frank Raimondi

Linkedin page: https://www.linkedin.com/in/frankraimondi/

Company: IGI Cybersecurity & Nodeware

Website(s): https://igicybersecurity.com/ and https://nodeware.com/

About the Guest(s):

Frank Raimondi is a seasoned channel and partner strategy specialist currently associated with IGI Global, working specifically with their Nodeware product. With a wealth of experience spanning over two decades, Frank has a track record of fostering partnerships and alliances in the tech industry. He has previously held notable positions at Apple Computer and Intel, where he focused on maximizing value from hardware components and driving vendor relationships. His entry into the cybersecurity and software realm marks a significant transition from his earlier focus on hardware.

Episode Summary:

In the latest installment of MSP Business School, we are joined by cybersecurity expert Frank Raimondi from Nodeware, a part of IGI Global. This episode dives into the intricate differences between penetration testing and vulnerability scanning and their integration into the assessment processes for security validation.

We unravel the essentials defining each concept and explore their roles in fortifying MSPs against increasing cyber threats. Frank Raimondi elaborates on the vital mechanics behind vulnerability assessments and management, illustrating how these defenses act as a company's internal security checkpoints.

In contrast, he clarifies the crucial role of penetration testing performed by an external third party to ethically evaluate the security from an outsider's perspective. The conversation further navigates the relationship between these tests, cybersecurity insurance, and regulatory compliance, underlining the importance of ongoing scrutiny in an ever-evolving threat landscape.

Key Takeaways:

Vulnerability Assessments vs. Management: A snapshot of current system vulnerabilities against a continuous, proactive approach to mitigating them.

The Necessity for External Penetration Testing: MSPs must ensure that an independent third party carries out penetration tests for unbiased security validation.

Preparation for Compliance and Insurance: Active vulnerability management programs are becoming essential prerequisites for regulatory compliance and favorable cybersecurity insurance premiums.

Strategic Scheduling of Cybersecurity Tests: Implementing vulnerability management can prepare a system for penetration testing and vice versa. Importance of Cyber Hygiene: Frank highlights four pillars of cyber hygiene: security awareness training, MFA, email security, and vulnerability management.

Hosts

Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/

Robb Rogers: https://www.linkedin.com/in/robb-rogers-07415251/

Tim McNeil: https://www.linkedin.com/in/timmcneil3/

Sponsors

vCIOToolbox: https://vciotoolbox.com

OSR Manage: https://osrmanage.com

About the Guest: 

In this episode, we are joined by Jake Carroll, renowned for his expertise in sales strategy and storytelling. Jake brings to the table a wealth of experience in sales management and leadership, with a specific talent for making connections through storytelling. His aptitude for understanding customer needs and offering relevant solutions has cemented his reputation in the industry. Jake endorses practical frameworks and strategies that enable salespeople to resonate with prospects and effectively communicate value.

Episode Summary: In the latest installment of MSP Business School, hosts Brian Doyle, Tim McNeil, and Rob Rogers engage in a captivating conversation with Jake Carroll, exploring the intricate art of storytelling in sales. The episode delves into the challenges faced by salespeople in today's market and offers a fresh perspective on connecting with prospects. Beginning with a candid discussion about the ongoing struggles with today's viruses impacting both personal health and business operations, the episode quickly pivots to its core: equipping sales individuals with a storytelling framework that enhances their ability to engage clients. Carroll outlines a simple yet powerful storytelling structure designed to captivate potential customers by addressing their needs and offering tangible solutions. Furthermore, the dialogue touches on the effectiveness of concise communication, especially within email outreach and social selling strategies.

Key Takeaways:

• Sales storytelling requires a structured approach to be effective; the "Who, What's Their Want, But, and So" framework can guide sales representatives in crafting their narratives.
• Familiarity with the customer's industry and challenges is key to resonating and connecting with prospects.
• Integrating social selling with traditional approaches can increase familiarity and name recognition among your target market.
• Modern sales communication, especially emails, should be brief and packed with value to capture the reader's attention within seconds.
• Tools like Lavender and AI platforms, such as ChatGPT, can enhance and streamline the email composition process for sales outreach. 

Show Website: https://mspbusinessschool.com/

Guest: Jake Carroll LinkedIn: https://www.linkedin.com/in/jake-carroll-3855977/

Company: https://osrmanage.com

Hosts Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/

Robb Rogers: https://www.linkedin.com/in/robb-rogers-07415251/

Tim McNeil: https://www.linkedin.com/in/timmcneil3/

Sponsors vCIOToolbox: https://vciotoolbox.com OSR Manage: https://osrmanage.com

Show Website: https://mspbusinessschool.com/

Guest Name: Jeff Farris
LinkedIn: https://www.linkedin.com/in/jfarris 
Company: https://cloudradial.com 

Hosts
Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/
Robb Rogers: https://www.linkedin.com/in/robb-rogers-07415251/
Tim McNeil: https://www.linkedin.com/in/timmcneil3/

About The Guest(s):

Jeff Ferriss is the founder of CloudRadial, a platform that helps MSPs manage their clients at scale and improve client relationships. With over 40 years of experience in the MSP industry, Jeff has witnessed the evolution of the industry and understands the challenges and opportunities that come with it.

Summary:

Jeff Ferriss discusses the changing landscape of the MSP industry and the need for MSPs to adapt and evolve. He emphasizes the importance of building strong client relationships and delivering outcomes that go beyond technical support. Jeff also introduces CloudRadial, a platform that helps MSPs manage their clients and improve collaboration through a client portal. He highlights the role of AI and analytics in the future of the industry and the need for MSPs to stay ahead of their clients' needs.

Key Takeaways:

1. The MSP industry is constantly evolving, and MSPs need to adapt to new technologies and client expectations.
2. Building strong client relationships and delivering outcomes are essential for the success of MSPs.
3. CloudRadial provides a client portal that allows MSPs to improve collaboration and transparency with their clients.
4. AI and analytics will play a significant role in the future of the MSP industry, and MSPs need to stay ahead of their clients' needs.

About The Guest(s):
Jen Bleam is the founder of MSP Sales Revolution and the author of "Simplified Security Sales for MSPs." With a deep background in marketing and sales, Jen helps MSPs develop effective sales systems and marketing frameworks to accelerate their growth.

Jennifer Bleam's LinkedIn 

Summary:
Jen Bleam, founder of MSP Sales Revolution, shares her journey into the world of MSP and how she helps MSPs overcome their sales and marketing challenges. She emphasizes the importance of troubleshooting skills in sales and highlights the need for a sales system and marketing framework to achieve growth. Jen also discusses the upcoming MSP Transformation Machine event, where MSP leaders can learn how to reach the $5 million mark in their businesses.

Key Takeaways:

• Troubleshooting skills can be applied to sales and marketing to identify and solve challenges.
• A sales system and marketing framework are essential for MSPs to achieve growth.
• The close of a sales call should be a natural culmination of a good conversation.
• The MSP Transformation Machine event helps MSP leaders reach the $5 million mark in their businesses.

About The Guest(s):

• Andrea Barrow: Andrea is a senior ecosystem marketing manager at ConnectWise. She has been working in the MSP space since 2010 and is responsible for managing the Invent program.
• Louie Cocchiola: Louie is a senior ecosystem marketing manager at ConnectWise. He has been working in the MSP space since 2010 and is responsible for raising awareness of the ConnectWise ecosystem.
• Sean Lardo: Sean is an economy evangelist at ConnectWise. He has been working with MSPs and vendors in the industry for many years and is responsible for managing the Pitch It program.

Summary:
In this episode of MSP Business School, Brian Doyle, Tim McNeil, and Rob Rogers are joined by Andrea Barrow, Louie Cocchia, and Sean Lardo from ConnectWise. They discuss the Pitch It program and the Invent program, both of which aim to support and promote innovative vendors in the MSP space. The Pitch It program is a shark tank-like competition that helps vendors gain exposure and funding, while the Invent program focuses on technical integration and marketing visibility. The guests share their experiences and the benefits of participating in these programs.

Key Takeaways:

• The Pitch It program is a competition that helps innovative vendors gain exposure and funding in the MSP space.
• The Invent program focuses on technical integration and marketing visibility for vendors in the ConnectWise ecosystem.
• Certification and security reviews are important aspects of the Invent program to ensure the quality and security of integrations.
• The ConnectWise marketplace is a platform where MSPs can discover and browse integrations that meet their business needs.
• Certified integrations have a higher page view advantage in the marketplace, making them more attractive to MSPs.

Quotes:

• "The Pitch It program is a shark tank-like competition to find the best innovators in the MSP space." - Sean Lardo
• "The Invent program focuses on technical integration and marketing visibility for vendors in the ConnectWise ecosystem." - Louie Cocchiola

About The Guest(s):

• Brian Doyle: Former MSP and co-host of MSP Business School.
• Tim McNeil: Co-host of MSP Business School.

Summary: Brian Doyle and Tim McNeil discuss strategies for MSPs to maximize sales during the final two weeks of the year. They emphasize the importance of capitalizing on the budget spending season and offer tips for closing deals and engaging with key clients. They also recommend using this time to plan for the upcoming year, including analyzing customer needs and identifying opportunities for growth. Additionally, they discuss the current market conditions and the need for creativity in sales approaches.

Key Takeaways:

• The final two weeks of the year are a prime time for MSPs to close deals and secure project commitments from clients who need to spend their budgets before year-end.
• Engaging with key clients during the holiday season by taking them to lunch or giving small gifts can help build relationships and set the stage for future sales.
• Conducting a business canvas analysis of clients can reveal opportunities for providing additional value and optimizing their operations.
• Sales cycles may be longer during this time due to market uncertainties, but once clients commit, they are highly engaged and ready to move forward.
• MSPs should be creative in their sales approaches, offering flexible payment options or tiered pricing to accommodate clients' needs without compromising MRR.

Quotes:

• "This is the time to go get that low hanging fruit. Close up those hardware deals." - Brian Doyle
• "Get out in front of those key clients or the ones that are ready to be risen up and make sure you're making some personal connections." - Brian Doyle
• "Don't touch your MRR. And even if you do touch your MRR, don't reduce it, just spread it differently." - Tim McNeil

https://mspbusinessschool.com

Sponsors
vCIOToolbox
OSR Manage
Sales MaturIT

In this episode, we discuss how you can set yourself up for long-term success in your job by taking small steps today.  The team discusses tactics to look at the next 5 days and determine which tasks will push the needle short-term and how to integrate long-term initiatives to ensure success in the future.

Check us out at 

MSP Business School website

Subscribe to our YouTube Channel

Show Website: https://mspbusinessschool.com/

Guest

Jake Carroll https://www.linkedin.com/in/jake-carroll-3855977/
OSR Manage https://osrmanage.com/

Hosts

Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/
Robb Rogers: https://www.linkedin.com/in/robb-rogers-07415251/
Tim McNeil: https://www.linkedin.com/in/timmcneil3/

Sponsors

vCIOToolbox: https://vciotoolbox.com
OSR Manage: https://osrmanage.com

00:30:00 Robb kicks off today's podcast with a warm introduction to our special guest, setting the stage for the insightful conversation ahead. As we dive into the world of co-management, Robb sheds light on the unique challenges that come with it.

00:03:49 Sharing his own experiences, Jake chimes in with valuable thoughts and practical insights on overcoming hurdles. Robb also shares his personal strategy for effective co-management with IT professionals.

00:07:10 Jake stresses the significance of understanding people's preferences, aspirations, and capabilities. Unpacking the crucial concepts of capacity and capability gaps, he highlights the need to identify these gaps, ensuring clarity about roles and responsibilities.

00:10:33 Jake emphasizes that ‘story telling” is a key. He emphasizes that knowing the challenges your prospects face and demonstrating how you can bridge those gaps, coupled with compelling storytelling, is a recipe for success. Naturally, he goes on to share some tried-and-true tips.

00:14:08 Talking about business risks Jake enlightens us on potential pitfalls that could lead to failure. He places importance on discussing risk mitigation and high profitability with both IT professionals and business owners alike, advocating for a proactive approach to success.