A podcast geared to Technology Service Providers where we bring you strategies and tactics to grow your business and build a winning culture.
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Jonathan Schofield | Unlocking Referral Gold: The Secret Sauce to MSP Growth
Show Website: https://mspbusinessschool.com/ Guest Name: Jonathan Schofield LinkedIn page: https://www.linkedin.com/in/johnathan-schofield/ Company: Channel Falcon Website: https://www.channelfalcon.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ In this episode of MSP Business School, host Brian Doyle converses with Jonathan Schofield of Channel Falcon. As a prominent figure in the MSP community, Schofield shares his journey from technology sales into his pivotal role within the managed service provider space. Highlighting the significance of building a recognizable brand through consistent messaging and strategic outreach, Jonathan emphasizes the necessity of authentic connections for accruing mental real estate and driving business success. |Jonathan delves into the concept of mental real estate, illustrating its critical role in MSP growth strategies. Suggesting that traditional marketing approaches don't always translate into the IT services sector, he champions the power of authentic, physical human interactions as a means to earn prospective customers' trust. Throughout the conversation, Schofield offers insights on leveraging existing client relationships, networking locally, and the value of engaging in community-centric initiatives to elevate business visibility. His unique perspective is drawn from firsthand experiences and his ongoing work with Channel Falcon, where he seeks to create an economy of trust for businesses seeking reliable MSPs. Key Takeaways: Mental Real Estate: Building mental real estate through authentic connections is crucial for MSPs to stand out among prospective clients. Networking: Engaging in local networking is a powerful strategy; proximity and personal interactions outweigh traditional marketing methods in the IT service industry. Iterative Development: Seeking client feedback prior to launching new initiatives ensures relevance and increased engagement. Service Responsibility: MSP growth is the sole responsibility of its leadership, emphasizing the importance of proactive and strategic outreach. Channel Falcon Vision: Jonathan's vision for Channel Falcon involves creating a trust-based network that facilitates secure and efficient MSP-client connections. Sponsor: vCIOToolbox: https://vciotoolbox.com
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Alex Ivanov | Trust as Currency: The New Measurement of Success for VCIOs
Show Website: https://mspbusinessschool.com/ Guest Name: Alex Ivanov LinkedIn page: https://www.linkedin.com/in/alex-ivanov-5018b429/ Company: Accellis Website: https://www.accellis.com/ Host: Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Welcome to the latest episode of MSP Business School, featuring Alex Ivanov from Accellis. In this engaging session, host Brian Doyle and Alex explore the evolving role of the Virtual Chief Information Officer (vCIO) within the MSP realm, particularly in the context of Technical Business Reviews (TBRs). Alex shares his wealth of experience in MSP practice, elucidating the journey from an engineering background to leading a client strategy team at Accellis. Through candid conversation, this episode delves into how vCIOs act as client advocates, focus on trust-building, and help demystify the technology landscape for businesses. The discussion navigates the nuanced responsibilities of vCIOs and the inherent need to balance technology recommendations with business goals. Alex emphasizes the importance of establishing trust, likening the vCIO role to being both advisor and partner to clients, especially in industries like legal services replete with type-A personalities. The conversation further highlights the significance of strategic preparation in client relationships, fostering clearer communication, and demystifying cybersecurity risks to empower informed business decisions. Join this insightful session to gain a deeper understanding of navigating complex client dynamics and enhancing MSP client engagement. Key Takeaways: vCIOs must prioritize trust and client advocacy, focusing on strategic guidance rather than sales. Building strong, trust-based relationships with clients is essential for long-term success in MSP engagements. Preparation and understanding client motivations are crucial, especially when dealing with type-A personalities like legal professionals. Regular, non-sales-focused TBRs can enhance client trust and reveal deeper business needs. vCIO roles are evolving to include more emphasis on cybersecurity awareness and client education. Sponsor vCIOToolbox: https://vciotoolbox.com
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Dror Liwer Coro Transforming MSPs The Secret to 2600 Growth in Cybersecurity
In this engaging episode of MSP Business School, host Brian Doyle introduces Dror Liwer, co-founder of Coro, to dive into the arena of cybersecurity for MSPs (Managed Service Providers). As the holiday season emerges, there's a significant emphasis on drawing the curtains on 2023 with fortified security strategies. Dror shares Coro's approach to simplifying cybersecurity for small and mid-sized businesses by optimizing MSP capabilities through a robust, single-pane management platform. The episode explores Coro's unique positioning in the cybersecurity sphere, highlighting their seamless integration approach to mitigate sunk costs and training burdens faced by MSPs. Drawing keen attention to Coro’s strategic alignment with MSPs, Dror discusses their modular cybersecurity platform that addresses six critical security domains, thus redefining efficiency and cost-efficacy in the cybersecurity landscape. The session also covers how Coro’s solutions facilitate easier transitions to managed services, allowing MSPs to maintain flexibility while expanding their security offerings. Key Takeaways: Coro's modular cybersecurity platform streamlines security management across six key areas, helping MSPs provide comprehensive protection with minimal sunk costs. Leveraging a single endpoint agent, Coro offers seamless integration, allowing IT administrators—regardless of their cybersecurity expertise—to operate efficiently from day one. The growing necessity for robust cybersecurity solutions is recognized as a primary driver for MSP growth, with security services forming a key part of customer retention and acquisition strategy. Dror emphasizes the importance of MSPs tapping into the rapidly expanding SMB cybersecurity market, projected to quadruple by 2028. Coro offers a partner-focused approach, including white-label managed services, to empower MSPs in building and scaling their cybersecurity offerings Show Website: https://mspbusinessschool.com/ Guest Name: Dror Liwer LinkedIn page: https://www.linkedin.com/in/drorliwer/ Company: Coro Website: https://www.coro.net/ Host Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/ Sponsor vCIOToolbox: https://vciotoolbox.com
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Brian Guenther | Crucial Conversations: CMMC, Compliance, and Your Cybersecurity Strategy
Show Website: https://mspbusinessschool.com/ Guest Name: Brian Guenther LinkedIn page: https://www.linkedin.com/in/brianwguenther/ Company: Exceed Cybersecurity & I.T. Services Website: https://www.exceeditmd.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Brian Guenther is a seasoned cybersecurity expert and the founder of Exceed Cyber. With over 26 years of experience in the IT and cybersecurity industry, Brian started his career by building PCs and gradually transitioned into IT franchise ownership. He founded Exceed Cyber in 2017, focusing on helping businesses navigate the complex landscape of cybersecurity compliance, specifically for those with federal contracts mandated by regulations such as CMMC, SoC2, and ISO 27001. His deep understanding of governance, risk, and compliance processes makes him a valuable asset for companies needing to secure their operations against current cyber threats. Episode Summary: In this enlightening episode of MSB Business School, host Brian Doyle sits down with cybersecurity expert Brian Guenther to discuss the nuances of the Cybersecurity Maturity Model Certification (CMMC). As regulations around cybersecurity become more stringent, especially for defense contractors, understanding CMMC's requirements and implications is crucial. Brian Guenther, with his wealth of experience, dives into the evolution of CMMC, highlighting its origins, the essential controls necessary for compliance, and the critical role MSPs play in this landscape. The discussion delves into how CMMC has become a focal point for organizations dealing with controlled unclassified information (CUI) and why being prepared for compliance is vital. Brian Guenther emphasizes the importance of proactive engagement in compliance processes, illustrating how MSPs can leverage their positioning by becoming CMMC-certified to differentiate themselves in the marketplace. He also sheds light on the geopolitical nuances affecting these regulations and how changes in political leadership might influence—but not diminish—the momentum towards stricter cybersecurity standards for federal contractors. Key Takeaways: CMMC is paramount for defense contractors: Understanding and implementing CMMC is crucial as it enforces standards that contractors should have been following since 2017. Compliance does not equal security: While security frameworks like NIST 800-171 underpin CMMC, compliance serves as an initial checkpoint rather than the full spectrum of cybersecurity. MSPs must prepare adequately: Even though MSPs are not directly required to certify under CMMC, being prepared and knowledgeable is crucial for assisting clients. Cyber liability is a key driver: Insurance and regulatory requirements are pushing businesses to adopt more sophisticated cybersecurity measures. Proactive steps are essential: Waiting for enforcement isn't viable; MSPs and their clients should start their compliance journey immediately. Sponsor vCIOToolbox: https://vciotoolbox.com
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Zack Keeney - Bridging the Skills Gap: Empowering Tomorrow's IT Leaders
Show Website: https://mspbusinessschool.com/ Guest Name: Zack Keeney LinkedIn page: https://www.linkedin.com/in/zacharykeeney/ Company: TriUnity Strategies Website: https://triunitystrategies.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ In this engaging episode of MSP Business School, host Brian Doyle talks with Zack Keeney from Triunity Strategies. Zack shares his inspiring journey from growing up in a challenging environment to excelling in the corporate world with Domino's, where he developed robust operational and leadership skills. This episode unpacks Zack's life experiences and his passion for empowering others through Triunity Strategies, a company focused on providing leadership and skill development programs at no cost to individuals. The conversation further explores the significant gaps in training within the MSP sector and how Triunity Strategies aims to bridge these through strategic business support and personal development initiatives. Zack elaborates on his approach to fostering skills within the community, targeting those from various backgrounds, and creating better pathways for professional growth. This episode focuses on addressing common challenges MSPs face, like resource allocation, and Zack's philosophy of placing "aces in their places" for enhanced operational efficiency. Key Takeaways: Leadership Development Programs: Triunity's initiatives draw inspiration from industry programs like those at Domino's, offering free leadership and skills development opportunities to empower individuals. Addressing Skills Gaps: The MSP industry struggles with a disparity between available skills and market needs, and Zack's company works to bridge this gap by equipping clients with vital skills. Understanding Work Environment Dynamics: Zack emphasizes the importance of a supportive work culture that values employees, citing it as crucial for retention and worker satisfaction.  Empowering MSPs in Growth: Triunity Strategies offers strategic solutions for MSPs, helping improve operations, structure, and team accountability, thereby fostering sustainable growth. Innovative Community Empowerment: By creating programs aimed at educating and empowering individuals from varied socio-e Sponsor vCIOToolbox: https://vciotoolbox.com
A podcast geared to Technology Service Providers where we bring you strategies and tactics to grow your business and build a winning culture.
This podcast helps MSPs and MSSPs accelerate their business through strategies, tips, and tactics for driving sales, marketing, and account management.
Join our host, Brian Doyle, every Tuesday!
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