#msp

Show Website: https://mspbusinessschool.com/

Guest Name: Bobby Jacobs https://www.linkedin.com/in/bobbyjacobs/
Company: Thread https://www.getthread.com/about-us

Hosts

Brian Doyle: https://www.linkedin.com/in/briandoyl...
Robb Rogers: https://www.linkedin.com/in/robb-roge... 
Tim McNeil: https://www.linkedin.com/in/timmcneil3/

Sponsors

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

Bobby Jacobs is the Head of Growth at Thread. It has previously sold refurbished HP products on AIM. Prior to Thread, Bobby was an early employee at Liongard where he helped MSPs increase their security, efficiencies, and profit. Bobby is also the 2nd Grade Biggest Smile Winner.

3:15 – Bobby tells us more about himself and how he ended himself in the strange world of MSP. He loves the MSP space. When he was first at Liongard, he introduced many of his friends to the MSP space. He is also an undergraduate entrepreneur. He was looking for his next opportunity, and a mentor of his knew a person who owned a company in Houston that resold and refurbished IT hardware. For around 30 years, this company has been reselling compact items.

7:48 – Brian claims that all of them have specialized knowledge and are mostly attempting to teach a person how to fish out here. He adds that he, Robb, and Tim were all from that area and that he sought to take what little of it they accomplished and figure out a way to share it with others.

8:45 – Tim emphasizes that there are a lot of vendors in the space that came specifically from the MSP world. He also states that they do not need to begin in the MSP community, but it does make the transfer into the vendor market much easier.

14:46 – Bobby states that he was been really cool about what happened a year ago now. They held a weekend hackathon to begin utilizing open AI, which generated discussion. As a result, they developed the first iteration of their automated time input application and gave their AI service the name co-pilot.

20:34 – Brian indicates that the applications are endless. Robb and Tim have discussed it from a sales perspective. He also says that they are investigating how they may help with investigations by understanding the responses that have been supplied globally.

21:25 – Robb places a bet with Bobby for the first time in years that there will be more AI firms with cybersecurity concepts out there, and that vendors with AI front and center will outnumber vendors with cybersecurity front and center.

Show Website: https://mspbusinessschool.com/

Guest Name: Karla Reffold https://www.linkedin.com/in/karlareffold/
Company: Orpheus Cyber https://orpheus-cyber.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


Karla is the COO of Orpheus Cyber. Orpheus is a threat intelligence company with a SAAS platform that helps organizations manage their own risk, and that of their third parties, with an easy-to-understand cyber risk score. Prior to joining Orpheus, Karla founded the international recruitment business, BeecherMadden before overseeing their acquisition by Nicoll Curtin. As a Director for Nicoll Curtin, she expanded the company further before moving to the US to accelerate the growth of the American business.

2:55 – Karla shares her background and how she got involved with the MSP Marketplace. She made a shout-out to Mark of Appgate saying he is the person who opened the MSP door for her and introduced her to a variety of people, events, and other activities.

7:47 – Brian appreciates Karla's observation. Brian also emphasizes that the MSP market is starting to realize the importance of security. He also poses a question about Third-Party Risk and the matrix to be shared with the customer. 

15:16 – Karla states that she was amazed to be able to watch teams go from one head of information security who couldn't obtain a budget to teams of 10 to 20 or more. 

18:29 – Brian claims that even threats are constantly evolving, therefore they require the support of someone who can remain on top of it for them since MSP owners and teams already have too many responsibilities. He also asks Karla about MSPs collaborating with customers to help vendors better. 

20:15 – Tim mentioned that he and Robb work more on the sales side, and he thinks that it'll be game-changing to find new ways to show vulnerabilities to prospects and ways that they can help. 

Show Website: https://mspbusinessschool.com/

Guest Name: Jake Gregorich https://www.linkedin.com/in/jake-greg...
Company: Lyra Technology Group https://lyratechgroup.com/

Hosts

Brian Doyle: https://www.linkedin.com/in/briandoyl...
Robb Rogers: https://www.linkedin.com/in/robb-roge...
Tim McNeil: https://www.linkedin.com/in/timmcneil3/

Sponsors

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

Jake oversees revenue generation for one of the largest and fastest-growing IT service companies in the country, Lyra Technology Group, An Evergreen Services Group Company. In just five years, he went from an entry-level copier and IT salesperson to head of sales of an enterprise-size MSP which is on pace to double in size in 2023. He shares his experiences and learnings from that journey with his team and partner companies to help them achieve their growth goals.

02:13 – Jake, who is acquainted with someone at Pepsi Co, shares his journey through their management training program. Pepsi Co is a Fortune 50 company with a slow corporate ladder, with gross margins of 10%. Jake's entrepreneurial spirit and quick-moving nature make him a strong candidate for a job with Impact Networking, a large MSP based in Chicago. The company's sales training program has been experiencing significant growth, and Jake's entrepreneurial spirit has helped him succeed in his career.

04:43 – Robb inquires Jake as to where we are on the sales side of that company and at what level. How did it feel to be in that capacity, moving up into a much larger company? What was your sense of progress, and how did the transition go for you?

08:17 – Brian mentioned that when an acquisition occurs, those who dislike the corporate world may struggle to transition into the PE-backed arena due to the new reporting structure, reporting quality, and accountability changes. This is due to the new accountabilities and accountability requirements, which are essential for success in the PE-backed arena.

12:52 –Tim explained that being in charge of 20 different MSPs across the Northeast and Midwest keeps us updated on what they're doing, how the transition has gone, and how it's functioning.

17:15 – Brian suggested keeping ownership groups somewhat autonomous helps with the transition, as they don't relinquish power overnight. This approach model allows them to become part of the larger mission, which is interesting.

19:21 – Jake said that there are some things that they should know that suggests preparing for an event, especially for MSP owners who want the highest check. Knowing which companies to work with and ensuring the highest check is crucial for success in a large auction process. Companies that prioritize the highest check are more likely to be involved in the event.

1:35 – Tim claims that OSR has been similar, with pipeline participants participating but without necessarily being present. According to him, this trend started last year and has intensified this year. Although there are methods to get around this, he thinks that more people are taking vacations this year than last. The prolonging of the time until closing is more likely a sign of unwillingness to depart than a lack of engagement.

4:25 – Robb explains the cyclical nature of MSP deal closings, indicating that they can speak to fewer decision-makers during the summer months, but they do require to have more time for longer conversations. This shift in prospecting may result in a more favorable market for schools, municipalities, governments, and contracts in dates. The recent flush season of the CPA provides an opportunity for MSPs to target these areas.

9:52 – Brian advised remaining involved and monitoring output to make sure that sales and deals are successfully accomplished during the summer. Sales may be slower since some transactions might take longer. Businesses should step up their efforts and concentrate on the third and fourth week of August when students return to school in order to make the most of the little window between Labor Day and Thanksgiving. Businesses can maximize their potential and secure success in the future months by concentrating on these things. 

14:57 – Brian noticed that marketing firms frequently set the rules for how to market, but he discovered that other vendors showed less interest. Only marketing companies have fully included the video in their processes, therefore the MSP community may benefit from including fragments of it in their procedures. This is a result of their efforts to market and sell their services.

17:56 – Tim stated that it simply goes back to them wanting to separate themselves in any way shape or form because there is so much white noise out there that you have to break through it and video. 

18:20 – Brian stated that as salespeople, they all understand that the first step is to sell the meeting and the second step is to sell the product, so they have to use something to get to the meeting, and if that can be a way to get to a meeting and put some trust into the equation upfront, put some comfortability with the end user for when they do meet with them, and it's something they can start doing in their spare time.

1:13 – Abe outlines his plans to discuss three topics in today’s podcast. First is his lunch conversation with an IT Nation member, which he thinks would be very helpful for the listeners. Second, an update on the overall market (acquisition). Lastly, IT Nation on Denver this August 2023.

5:26 – Abe shared a slide of the lunch conversation. He explains that in just 3.5 years, there are already 73 parties now involved and it includes 11 platform investments.

7:46 – The guest talks about the Modes Theory™. Robb does a follow-up to what is the Modes Theory™ about and what it is for. He emphasizes that one best aspect of the Modes Theory is that, you can have your leadership team take the assessment which means you can see and understand where your people are coming from. 

12:50 –  “Organic growth is more valuable than M&A growth”, Abe emphasizes. Although he himself is an m&a advisor, he advocates organic growth. The business should have and focus on its secret sauce and grow organically, then later venture into m&a.  He urges that these three should be satisfied: the business core, the best customers, and use m&a to help complement the first two strategies. 

17:01 – Brian raises the question about vertical shifting. Abe gives advice and expands on how important having deep expertise in whatever vertical you are in. 

20:51– Robb clarifies Abe’s early statement in which the latter says that having 20% growth than a good profit is better. Abe explains further and discusses his previous point.

25:16 – To increase valuation, Abe suggests attending peer groups such as IT Nation every year. Lastly, he emphasized MSPs making a strategy to grow organically.  

26:40 – Tim talks about how Sales Maturity helps a lot of MSPs during their pre-peer group stage but in the organic growth phase to get up and make an organic sales model

00:54 – Brian mentioned that many companies like to do daily stand-ups and huddles, but they are often haphazardly run and not as effective as they could be. They have a standardized process for running sales huddles with all their sales reps cascading across the US that virtually manage, but they can give insight into how to structure the huddle and make sure it is effective for all users on a call.

5:03 – Robb suggested that the role play should be divided into two parts: prospecting and objection handling. The goal is to have the participants try to get past a gatekeeper and get shut down by the gatekeeper, and then role play until one good thing is achieved.

6:36 – Tim said that the MSP Sparks have stats and figures that are easy to grasp, making it easier for salespersons to find the next reason why they should reach out to a company again. This helps them to have something in the back of their head to pull from when they talk to the decision-maker.

11:28 – Tim believes that role play is an effective way to self-diagnose a rep. He suggests finding a 3-minute call that is not an everyday thing, once a week or at least every other week, and listening to it. This is a good time for the rep to self-diagnose.

14:00 – Brian believes that a good morning huddle should have a conversation about what they did today, what they did yesterday, and what they accomplished yesterday. They also like the concept of mixing up content to keep people engaged, such as role play, pulling a calling, and bringing in inspirational quotes or something else to celebrate a win or dissect a loss. This will help keep people engaged and keep them focused on the task at hand.

In this episode, they talked about Risky Business and Life in IT.

3:09 – Ken ended up in the crazy world of technology because he was a full-time firefighter for about twelve years and he started selling t-shirts and realized he needed a website. He taught himself how to code, and build a website, and decided that technology and business were what he wanted to do. He has been involved in a bunch of startups and taken a company public and has been involved with software for 25 years.

8:15 – Brian asks Ken “what drives kind of creativity for you today and what are your working on right now?”
Ken is working on a project with Cybrance, a company that provides a platform for cyber compliance in risk management. The platform includes enterprise GRC, third-party risk management, cyber incidental response management, and more modules. Cybrance sees a need in the marketplace for software and the know-how to put something out there that has a real possibility of gaining significant market share.

11:06 – Brian said that the most important details in this text are that the human factor, insecurities, is the biggest challenge in delivering policy, following up on compliance, and reviewing status. There are a lot of moving pieces in infrastructure that are being recorded and measured, so it is important to ensure that they are being reviewed appropriately and not missing things that can get chaotic.

12:41 – Ken and his team are looking to reduce the number of tools used in the security landscape by offering different capabilities. They are also aware of how the three sixty partners and supplier and vendor ecosystem is expanding, with a thirty percent year of growth. They need to consider not only their suppliers, but also their partners, networks, and security posture. This can lead to an infinite loop of enrolling everything up without tools and things that make it easy to collect.

16:42 – Ken believes that when starting a business, you should be opportunistic and fluid in terms of who you take on as a client. You know the target demographic, twenty to hundred million in revenue, ten to twenty people on the IT staff, with one or two people focusing on security.

20:11 – Brian explains that when they think about their contacts, they think about the people they work with and law enforcement. They have to engage bodies like CIS to help with forensics, and the more data they can collect and organize, the easier it is to communicate those things to insurance companies. The more they can document, the more they can quickly give to them and share with them.

Tyson Choptain is the Executive Vice President and co-founder of Broadview Networks, a leading Managed Services and Security Solutions provider based out of Winnipeg. With more than 30 years of consulting, sales engineering, and implementation has a track record of success with technology in the workplace and providing IT solutions meeting business needs. As an entrepreneur who helped build a successful IT consulting business, his focus on business solutions has helped grow the company to be recognized as one of Canada’s fastest-growing businesses and one of Manitoba’s fastest-growing companies. With a philosophy of teamwork and collaboration, Broadview attributes its success to its 30+ employees.

In this episode, they talked about The Co-Managed Opportunity.

1:48 – Tyson shares how he got started in the MSP community and how he got to where he is now. After high school, he started a computer consulting company with his father that he ran for ten years. Broadview Networks was a project-based business for the first ten years, not knowing what managed services were.

5:24 – Tyson said that they've had a solid Microsoft relationship the entire time, so they've been able to keep a very big quantity of Microsoft 365 licensing for the size of the firm. Because of several major enterprise project-based customers, we are by far the largest local Microsoft 365 dealer in the products.

7:36 – Tyson claims that when they first started offering managed services to clients without an IT department, they actually offered more co-managed services than the more common fully managed situations they now offer.

8:56 – Brian said that in reality security never goes out of style so when you start looking at things that an MSP can do in a world that’s constantly adapting and always changing over time.   

12:58 – Tim stated that Tyson just made an extremely important point. Throughout the years, they have spoken with many security professionals, and attending conferences has become extremely important. It's just becoming more and more crucial to outsource that component of it, and not everyone has the patience for that given the amount of education, salary, and time required.

14:46 – Tyson stated that when selling to a co-managed customer, you are selling to a fully managed customer, thus not every MSP has experience in their sales staff or even how they market their services. 

17:03 – Tyson goes on to say that security is an excellent door opener for businesses, as it allows them to gain customers who previously refused managed services. This changes the customer narrative.

Jacob has 25 years of experience in managed IT and cybersecurity services and has participated in multiple startups, acquisitions, and successful exits with experience from company formation through exit and integration. Jacob was Co-Founder and CEO of Proactive Technologies, where he led revenue growth to over $10M per year with an owner-led sales model until Proactive’s acquisition by Abacus Group. Jacob currently works with MSPs to help them optimize owner-led sales and lay the groundwork to make dedicated sales professionals successful.

In this episode, they talked about Maximizing your Centers of Influence.

2:23 – Jacob tells how he stumbled into the managed services industry. He did not begin as an IT professional, and he recalls beginning to work in it shortly after graduating from college. 25 years later, he reflects on his generation's lack of IT degrees and notes that it is frequently the profession of the intelligent but unprepared.

11:04 – Tim believes that teaching customers that no one is perfect is one of the most crucial aspects of the sales cycle. You go and try to sell your product or service, whether you're an MSP or simply a little firm. People must be aware of the good, the bad, and the ugly.

12:06 – Robb's question is answered by Jacob. He noted that when they first started the business, their intention was not to be labeled as a financially minded MSP. We wanted to be all things to all people.

14:29 – Brian adds a comment in response to what Jacob stated. He stated that if you can cut through all the minutia and get to the subject the way people see it.

17:28 – Jacob explained that they had finally received their first lead, which he declined. They went through the sales procedure and were selected as finalists. It turned out to be quite difficult to turn down the lead, but what it did is that he always looked at his right leads can come and go.

21:50 – “Did you have a big sales department? Did you have a giant marketing department to get all these hedge funds? How did that work for you?” Robb asks Jacob. 

26:26 – Brian said it's fantastic to have it so well set out and know and stay under control while he does that because obviously there's that part of us that just wants to keep hitting the accelerator when sales start flowing in, but they do get to look at it objectively from the other side.

27:23 – Tim claims that because you worked in a field where people tended to come and go quickly, spending time with them after they left was wonderful because they were either going to move on to something else, catch on, or advance in status wherever they went.

28:12 – Brian wraps up the show with a recap. When going through this, he really thought about developing your center of influence, getting those people on board, and really making sure you're treating the people that are closest to you.

Aaron spent the first years of his career in Sports & Hospitality working in Event Management and Operations and started in the MSP industry in 2011 while completing an MBA. Aaron’s expertise is in Project Management, Finance, and Organizational Strategy & Business Development.

In this episode, they talked about Peer Group opportunities for the Masses.

1:58 – Aaron explains how he became involved in the world of MSP. He studied at the University of Florida. He earned an undergraduate degree in business management and then took a year to two years off to figure out what he wanted to do before deciding on a career in hospitality, specifically with Outback Steakhouse.

5:33 – Brian states that his business changed when he got involved with a strategist and a peer group.

8:54 – Tim appreciates Aaron for his commitment to lifelong learning in a variety of fields, including sales operations and customer service. “All areas that don’t matter what size MSP you are. You can always be better somewhere and be part of that.”

10:55 – Tim was impressed by what Aaron had accomplished for the community. He asked “What would you say as an MSP who is not in a peer group right now? What would they be looking for or what would be different about it?” 

12:17 – Brian said that one aspect of this industry is that it is a burnout-prone one. They observe many owners who become depressed over it. Everyone talks about finding a work-life balance, but nobody ever succeeds at it. 

13:37 – Aaron admits that in order to solve this, they make a significant effort to assist some or all of the members in seeing the need to surround themselves with a leadership team and to empower their subordinates so that they may share some of the burdens.

18:09 – Brian believes that many MSPs are unaware of the importance of thinking about the exit virtually from day one since, without doing so, it is difficult to provide guidance and to be realistic about how you will arrive at your goal.

22:45 – Tim adds that they have discussed it in the past and that having strong leadership teams is how more mature organizations develop, expand, and set themselves apart from the competition. Building them up makes sense because if they have a team under them, everyone will benefit.

This week our hosts Dawn and Rob Van Buskirk discuss what a  bad MSP  looks like and the impact it has on your business.  We interview Andrew Jahnke, Founder of Rain.Tech and dive into what makes a great MSP,  the IT Questionnaire that he created, and why it IS the most important relationship to have in YOUR business. 

In this week's episode we unpack the following topics:

• What a bad MSP looks like
• What a great MSP looks like and why it's the most important relationship in your business
• The tool! You can now rate your MSP with Andrew's Technology Questionnaire
•  Send an email to  andrew@rain.tech to get Andrew's tool to rate your IT company He will even help you understand the outcome 

You can reach Andrew at andrew@rain.tech  to get a copy of his IT Questionnaire and learn more about Rain.Tech .

As always you can reach out to the VanRein Team to schedule a Discovery Call with one of our compliance guides. 

Every week The VanRein Compliance Podcast will help you simplify compliance, secure your business, and reduce your risk all while having some fun.  Thanks for joining us!

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