MSP Business School

In this episode of MSP Business School, host Brian Doyle sits down with technology consultant and advisor James Davis to discuss the evolving landscape of the MSP industry. They dive deep into the transition from traditional break-fix models to the more integrated role of technology partners. Davis reflects on his own journey through various facets of the MSP world, offering rich insights into the shifts and transformations necessary for survival in the current digital age.
Throughout the conversation, Brian and James explore the changing expectations of the modern client, emphasizing the need for MSPs to move beyond just infrastructure management to a more consultative role in business growth. They navigate the complexities introduced by AI and cybersecurity, advising MSPs to not merely add these as cosmetic changes but to fundamentally reimagine their business models. Davis stresses the importance of understanding clients' business challenges and aligning with their strategic objectives, a notion he refers to as becoming a "Technology Solutions Partner" rather than remaining a traditional MSP.
Key Takeaways:
Evolving Roles: MSPs need to transition from break-fix models to a comprehensive consultative role, focusing more on data, workflow, and clients' business needs.
Vertical Specialization: Emphasizing the importance of specialization, MSPs should consider vertical or horizontal approaches to better align with client industries.
Client-Centric Approach: Prioritizing client conversations and understanding their challenges is crucial for developing relevant technology solutions.
Skepticism of Industry Hype: Davis encourages skepticism of industry trends without real insight, urging MSPs to focus on client-specific needs over generic industry advice.
Transformative Opportunities: Viewing modern challenges as opportunities for transformational growth, with a focus on advisory services, strategic conversations, and rising above infrastructure management.
Guest Name: Brian Davis
LinkedIn page: https://www.linkedin.com/in/thejamesdavisaus/
Company: The TSP Adivsory
Company Website: https://thetspadvisory.com/
Show Website: https://mspbusinessschool.com/
Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Sponsor vCIOToolbox: https://vciotoolbox.com

In this insightful episode of MSP Business School, host Brian Doyle welcomes esteemed guest Dave Sobel to discuss the hot topics circulating at the recent GTIA event, ChannelCon, in San Diego. The conversation dives into the prevailing discourse around artificial intelligence (AI) within the Managed Services Provider (MSP) space. Both Brian and Dave reflect on the parallels between the current AI boom and historical tech transformations, like the Internet and cloud computing. The episode focuses on the need for MSPs to thoughtfully engage with AI, recognizing both the hype and the genuine business applications it brings forth.
The dialogue progresses to address the delicate balance MSPs must maintain between educating and collaborating with clients on AI strategies, avoiding a stance that might come across as overly risk-averse. With AI consumption models evolving rapidly and differently, insights about navigating these changes are provided, emphasizing a strategic approach that aligns technology with business outcomes. Dave Sobel points out that deliberate action is more critical than ever, particularly as the MSPs' advisory role grows in importance to help clients harness AI's full potential while managing costs proficiently.
Key Takeaways:
Evolution of AI in MSPs: Understand the AI journey, drawing parallels with past innovations such as the Internet and cloud computing, while planning deliberate and thoughtful integration strategies.
Strategic Positioning: MSPs should continue to position themselves as partners in AI's progression, providing expertise in selecting right tools and technologies that benefit businesses, without succumbing to the pressure of moving too hastily.
AI's Economic Impact: The economic dynamics of AI differ from traditional software; increased AI usage may lead to higher expenses. Thus, understanding consumption billing and its implications is crucial.
Customer Engagement: Proactive, collaborative conversations with clients about AI adoption and governance are essential, moving beyond fear-based tactics to foster innovation.
Profitability Focus: Rather than rushing, focus on sustainable, profitable growth, aligning technological advancements with clients' specific needs and risk tolerances.
Guest Name: Dave Sobel
LinkedIn page: https://www.linkedin.com/in/davesobel/
Company: MSP Radio
Company Website: https://businessof.tech/subscribe/
Show Website: https://mspbusinessschool.com/
Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Sponsor vCIOToolbox: https://vciotoolbox.com

In this captivating episode of the MSP Business School podcast, host Brian Doyle converses with Megan Killion from Pisces Growth. This episode zeroes in on one of the most pressing challenges for Managed Service Providers (MSPs) - acquiring new customers. Megan Killion shares her story of accidental entry into the MSP domain and highlights her transformation from being an agency owner to a focused consultant. This episode is a must-listen for MSPs looking to enhance their go-to-market strategies, especially in a time dominated by digital transformations and AI.
Megan discusses the importance of a strong go-to-market strategy, emphasizing the need for well-aligned messaging and recognizing local market opportunities. She shares her experiences and stresses the significance of understanding customer needs and leveraging strategic insights to achieve business growth. Megan also touches upon the evolving role of AI in the industry, recommending MSPs to seize the opportunity and integrate AI into their service offerings to remain competitive. Her approach to business development is a blend of strategic insight, curiosity, and leveraging local reputations for building trustworthy relationships.
Key Takeaways:
Local Focus: Emphasize strengthening local market reputation to gain competitive advantages rather than overextending reach to unfamiliar markets.
Targeted Messaging: Craft concise, targeted messaging that aligns with how potential clients self-identify and solve specific pain points they experience.
AI Integration: Encourage MSPs to adopt and integrate AI into their processes and service offerings to remain competitive and meet client expectations.
Client-centric Approach: Build strong relationships by focusing on understanding and solving client problems comprehensively, thereby enhancing value.
Continuous Learning: Keep evolving your product offerings by revamping strategies and adapting to new technologies, ensuring future-proof MSP operations.
Guest Name: Megan Killion
LinkedIn page: https://www.linkedin.com/in/megankillion/
Company: Pisces Growth Consulting
Company Website: https://mkcagency.com/pgi/
Show Website: https://mspbusinessschool.com/
Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Sponsor vCIOToolbox: https://vciotoolbox.com

Join host Brian Doyle in the latest episode of MSP Business School as he delves into the evolving landscape of managed services with Finian Nally, the Director of Strategy at Sherweb for the UK and Ireland. As many MSP professionals find their initiation into the field starts with unexpected opportunities, Finian shares his unique career journey from technical support to strategic leadership, providing invaluable insights into the world of distribution and strategy formulation at Sherweb.
This episode unravels the intricacies faced by MSPs as they grapple with evolving market demands. With a focus on sales enablement and strategic partnerships, Finian highlights Sherweb's role in empowering MSPs to redefine their customer strategies and deliver outcome-based solutions. The discussion also explores the pressing need for MSPs to adopt AI by first implementing it internally, thus equipping them to better guide their clients through the AI revolution. The conversation scratches the surface of the challenges and opportunities that MSPs face today, providing a look into how Sherweb supports them in overcoming these hurdles.
Key Takeaways:
Growth Enablement Through Distribution: Sherweb positions itself as a growth enabler, helping MSPs build profitable business models through expert guidance in technical training and sales strategy.
Outcome-Based Selling: To succeed in today's market, MSPs must pivot from traditional sales tactics to outcome-driven conversations that resonate with customer business objectives.
Internal AI Adoption: MSPs should first deploy AI solutions internally to build confidence and expertise, which is critical before extending these services to their clients.
Holistic Strategic Support: Sherweb's framework-based approach facilitates a comprehensive MSP development process, from cyber resilience to AI practice enhancements.
Expect More from Distributors: Finian emphasizes that MSPs should "expect better" from their distributor relationships, seeking genuinely beneficial partnerships that transcend transactional interactions.
Guest Name: Finian Nally
LinkedIn page: https://www.linkedin.com/in/fnally/
Company: Sherweb
Company Website: https://www.sherweb.com/?utm_medium=Social&utm_source=LinkedIn&utm_content=CustomButton
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 reunites with Josh Kotler, a veteran in the MSP industry, to explore the evolving dynamics of mergers and acquisitions (M&A) and the role of private equity. Josh, who has been instrumental in scaling MSP businesses, shares his journey from building and selling a successful MSP to his current endeavor with Axial Reed Capital. This episode is a rich resource for MSP owners interested in understanding market trends and making informed decisions on potential exits.
The conversation delves into the challenges and opportunities present in the MSP landscape, underlining the influence of private equity and emphasizing the strategic value of organic sales growth. Josh shares his insights on why many MSP owners should contemplate selling, given the industry's rapid changes and the influx of private equity. He highlights the importance of aligning with reliable partners and discusses the benefits of being part of a larger scaling platform, all while providing practical advice for those considering stepping into the world of M&A.
Key Takeaways:
Private equity has significantly boosted valuations in the MSP industry, offering lucrative opportunities for business owners.
MSP owners in their 50s and 60s should evaluate their ability to adapt to industry changes and consider selling as a strategic move.
Growing an MSP through mergers and acquisitions can be a faster approach to scaling than organic growth, with essential roles emerging in larger scaling platforms.
Despite competition weighing heavily on smaller MSPs, aligning with private equity-backed brands can reduce risks and increase enterprise value.
The evolving landscape, marked by technological advancements like AI, will separate proactive and innovative MSPs from those unable to adapt.
Guest Name: Josh Kotler
LinkedIn page: https://www.linkedin.com/in/joshkotler/
Company: Canyon Point Technologies
Company Website: https://canyonpoint.com/
Show Website: https://mspbusinessschool.com/
Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Sponsor vCIOToolbox: https://vciotoolbox.com