MSP Business School

In this episode of MSP Business School, host Brian Doyle welcomes Dori Spade, founder of Call to Action, to delve into the intricacies of the MSP industry. Dori shares her extensive experience in the field, discussing the common issues of misalignment between sales and service teams and how she addresses these through her "Seamless Sales Delivery Model." With a rich background that spans both leadership and operational roles within MSPs, Dori provides insights into how organizations can improve their service delivery to boost client retention and enhance sales performance.
Dori emphasizes the significance of trust within teams and with prospective clients, pointing out how an integrated approach between sales and service sectors can result in higher close ratios and better client retention rates. She shares practical strategies like involving multiple team members in the sales process, which not only builds trust but also showcases a cohesive unit to clients. Additionally, Dori touches on the early stages of AI adoption within MSPs, likening it to previous shifts toward cybersecurity services. Her experience-backed advice is designed to equip MSPs with strategies for smooth transitions and enhanced performance, making this episode a must-listen for MSP leaders looking to innovate and grow.
Key Takeaways:
Aligning Sales and Service: Creating a seamless connection between sales and service teams improves client retention and boosts sales close ratios.
Building Trust: The importance of bridging the trust gap both internally and with clients through structured processes and team involvement.
Innovative Sales Models: Introducing multiple team members into the sales process can demonstrate competency and foster client trust.
AI in MSPs: Anticipate AI adoption similarly to earlier cybersecurity integration, focusing on strategic implementation and alignment.
Scalability of Sales Models: Whether it's a small or large MSP, a defined process for roles and responsibilities can scale with the organization.
Guest Name: Dori Spade
LinkedIn page: https://www.linkedin.com/in/dspade/
Company: Call To Action LLC
Website: https://calltoactionllc.com/
Show Website: https://mspbusinessschool.com/
Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Sponsor vCIOToolbox: https://vciotoolbox.com

In this engaging episode of the MSP Business School podcast, host Brian Doyle welcomes Amy Babinchak, a respected authority in the MSP industry, to discuss the crucial steps and emotional aspects of selling a managed service provider business. With her extensive background and years of direct experience, Amy delves into the journey of exiting a business through her new book, "20 Questions Every Owner Should Ask Before Selling Their MSP." The conversation focuses on preparing MSP owners emotionally and strategically for the sale of their business while ensuring they maximize the value of their life's work.
Listeners will gain valuable insights into the emotional journey of selling an MSP, emphasizing the significance of planning ahead, with a recommended timeframe of three to five years. Amy shares her wisdom and expertise on the key aspects of preparing a business for sale, including understanding the market, aligning personal goals with business goals, and optimizing operations for a successful exit. Doyle and Babinchak discuss crucial factors that impact valuation, such as owner dependency, client concentration, and technological readiness, while offering advice on how to mitigate potential red flags during the sale process.
Key Takeaways:
Proper preparation and strategy can ease the emotional and logistical burdens of selling an MSP.
Understanding personal goals and future plans are vital for a successful business sale.
The importance of a stable and modernized business environment to attract potential buyers.
Recognizing and mitigating potential red flags that could devalue the business.
Leveraging experience and resources can significantly enhance the readiness and value of an MSP in the market.
Guest Name: Amy Babinchak
LinkedIn page: https://www.linkedin.com/in/amybabinchak/
Company: Sell My MSP
Website: https://sellmymsp.com/
Show Website: https://mspbusinessschool.com/
Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Sponsor vCIOToolbox: https://vciotoolbox.com

In this episode, Sean Sweeney shares his unique journey from law to technology, his experience supporting enterprise and SMB clients, and insights on AI adoption and risk management in MSPs.
Guest Name: Sean Sweeney
LinkedIn page: https://www.linkedin.com/in/sweeneyct/
Company: Valley Technology Partners
Website: https://www.valleytechpartners.com/
Show Website: https://mspbusinessschool.com/
Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Sponsor vCIOToolbox: https://vciotoolbox.com

In this episode of MSP Business School, host Brian Doyle welcomes the dynamic and insightful Josh Hohbein from centrexIT. Josh, highlighted as a rising star in cybersecurity, shares his expansive journey from tech support to a leadership role in cybersecurity and automation. The conversation unveils how Josh's background in service industries has shaped his understanding and approach to managing IT services.
Josh discusses the challenges of aligning cybersecurity frameworks with client understanding and interest. By distilling complex standards into manageable and actionable plans, he ensures clients' needs are met both for cyber insurance and operational efficiency. He offers insights into creating a security foundation through simplified frameworks while stressing that most clients are indifferent to detailed frameworks until regulatory compliance is an issue.
Further, the episode delves into the key aspects of MSP security platforms, the importance of communication in service-based industries, and how automation and AI are transforming IT operations at centrexIT. The episode also covers the excitement and challenges in preparing MSPs for incident response scenarios, emphasizing the significance of practice and readiness in mitigating potential breaches.
Key Takeaways:
Simplifying Cybersecurity Frameworks: Josh emphasizes the importance of breaking down complex security frameworks into understandable and actionable steps for clients, particularly focusing on aligning MSP services to cyber insurance requirements.
Service Industry Insights: The parallels between the restaurant industry and MSP operations highlight the value of communication, multitasking, and maintaining composure in high-pressure environments.
Preparation for Incidents: Through simulated incident response games, Josh demonstrates the critical need for practice in managing real-life cybersecurity incidents, ensuring MSPs are well-prepared for unexpected challenges.
AI and Automation Enhancements: Josh is pioneering AI and automation efforts at centrexIT, aiming to improve internal processes and customer interactions by focusing on efficiency and proactive strategies.
Community Engagement and Sharing: Active participation in the industry and sharing knowledge helps elevate the entire cybersecurity community, aiding others in understanding and navigating the evolving landscape.
Guest Name: Josh Hohbein
LinkedIn page: https://www.linkedin.com/in/josh-hohbein/
Company: centrexIT
Website: https://centrexit.com/
Show Website: https://mspbusinessschool.com/
Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Sponsor vCIOToolbox: https://vciotoolbox.com

In this engaging episode of MSP Business School, host Brian Doyle welcomes Brendan Giesick, the industrious CRO of Adams Brown Technology. They delve into Brendan's unique journey into the MSP industry, illustrating his transition from a business major with ambitions in retail marketing to a key figure in managed services. Brendan shares insightful anecdotes from his experiences, highlighting the valuable lessons learned from his mentors and career pivots that led him to his current role at Adams Brown.
The conversation unravels the distinctions between established MSP organizations like Gilmore Solutions and the startup environment at Adams Brown Technology. Emphasizing the importance of relationship-building, Brendan discusses how their approach to client onboarding and strategic alignment has been pivotal in their success. Key discussions ensue about the critical need for MSPs to engage with clients' C-suites, paving the way for deeper strategic relationships. The episode also explores the shift towards strategic IT conversations, AI applications, and how these elements are shaping the future of the MSP landscape.
Key Takeaways:
Strategic Client Engagement: Building strategic relationships with clients is essential for long-term success in the MSP industry. Inviting C-suite leaders to the conversation fosters trust and opens doors for meaningful partnerships.
Adapting to Change: Transitioning from an established MSP to a new, growing firm like Adams Brown Technology requires flexibility and a proactive approach to chaos management.
The Power of AI and Compliance: As technology evolves, MSPs must adapt to discussions around AI and compliance to remain competitive and relevant in the industry.
Cultural Readiness for AI: Before implementing AI strategies, organizations must evaluate their cyber hygiene and prepare policies to manage new technological tools responsibly.
Dynamic Sales Leadership: A good sales manager can make all the difference, as evidenced by Brendan's career journey following his mentor, Chris Schneider, across different ventures.
Guest Name: Brendan Giesick
LinkedIn page: https://www.linkedin.com/in/brendangiesick/
Company: Adams Brown Technology Specialists
Website: https://www.adamsbrowntech.com/team/brendan-giesick/
Show Website: https://mspbusinessschool.com/
Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Sponsor vCIOToolbox: https://vciotoolbox.com