Rob Warshaw | He Cracked the Fortune 10 Code. Now He's Revealing His Secrets.
In this episode of MSP Business School, host Brian Doyle explores the dynamics of breaking into enterprise markets with expert guest Rob Warshaw. With his extensive experience in the Fortune 10 healthcare industry, Rob offers invaluable insights into how MSPs can navigate the complexities of engaging large-scale organizations. This episode presents a deep dive into the strategic steps needed to penetrate the enterprise segment, emphasizing the significance of understanding the customer and nurturing long-term relationships. The conversation begins with touching on the necessity for MSPs to understand the distinctive nature of enterprise clients compared to smaller-scale businesses. According to Rob and Brian, those targeting the enterprise sector should anticipate a long, yet rewarding journey involving arduous procurement processes and often extended sales cycles. The episode discusses critical elements such as aligning technological solutions effectively with client needs and setting realistic timelines to ensure a successful entry into the enterprise marketplace. Key Takeaways: Understanding the Client's Needs: Companies must prioritize understanding the specific problems their enterprise clients face and demonstrate a clear capability to solve these problems. Relationships Matter: The importance of having a strategic, long-term relationship rather than just a transactional approach cannot be overstated. Establishing trust and proving genuine interest in the client's industry are vital. Sales Cycle Realities: Preparing for an extended sales process is crucial, as closing deals in the enterprise sector often demands patience and strategic planning. Preparation is Key: Enterprises appreciate vendors who exhibit preparation, industry awareness, and tailored solutions, which are often more valued than mere enthusiasm or innovation claims. Pitfalls to Avoid: Misalignment between client needs and vendor capabilities can be a quick disqualifier. Vendors need to avoid appearing naive or uninformed about the client's industry and challenges. Guest Name: Rob Warshaw LinkedIn page: https://www.linkedin.com/in/robwarshaw/ Company: DigiStratEx Website: https://digistratex.com/ Host: Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor:Â vCIOToolbox:Â https://vciotoolbox.com
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CJ Arlotta | The PR Playbook MSPs Don’t Know They Need (Until It’s Too Late)
In this episode of MSP Business School, hosted by Brian Doyle, listeners are introduced to CJ Arlotta, an expert in public relations with a rich background in journalism and communications. The episode promises valuable insights into how MSPs (Managed Service Providers) can effectively engage with the press and media, a crucial yet often overlooked aspect of business growth and visibility. CJ, with his extensive experience, shares practical advice on positioning MSPs as thought leaders and utilizing strategic PR efforts to enhance brand visibility. Throughout the conversation, CJ emphasizes the importance of cultivating relationships with journalists and understanding the narrative needed to capture their interest. He provides detailed strategies on how MSPs can become credible sources for media outlets by consistently offering value through insights and expertise. Furthermore, CJ discusses the role of a PR consultant in bridging the gap between MSPs and media, outlining how specialized knowledge in verticals like IT and hospitality can significantly boost a company’s media presence. This episode is packed with actionable tips for MSPs seeking to enhance their media engagement and establish themselves as industry leaders. Key Takeaways: Relationship Building: Engage with journalists beyond the times you need coverage by offering insights and positioning yourself as a resource. Understanding Media Needs: Tailor your pitches to align with the journalist's current focus and the publication's audience. Strategic PR Initiatives: Employ PR specialists to navigate media landscapes effectively and ensure consistent messaging across all media platforms. Leveraging Content: Use media appearances and content creation as tools to establish credibility and thought leadership within your industry. Emerging Opportunities: Utilize emerging podcasts and local media to reach niche audiences and potential clients effectively. Guest Name: CJ Alotta LinkedIn page: https://www.linkedin.com/in/cjarlotta/ Company: CJ Media Solutions, LLC Website: https://cjmediasolutionsllc.com/ Host: Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/ Sponsor: vCIOToolbox: https://vciotoolbox.com
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Todd Kane | The Harsh Truth About Growth: When to Raise Prices, Fire Clients, and Lead Better
In this illuminating episode of "MSP Business School," host Brian Doyle is joined by industry expert Todd Kane for a deep dive into the innovative world of Managed Service Providers (MSPs). Todd Kane discusses his early foray into the MSP domain and the wealth of experience he's gathered over the years. Listeners are taken on a journey through Todd's impressive career, from his beginnings as a young consultant in the tech field to his impactful roles at leading MSP companies like Longview Systems and Fully Managed. Through a data-driven and operationally focused lens, Todd sheds light on the challenges facing MSPs today, such as hypergrowth management and leadership development. The discussion emphasizes the significance of internal promotions and operational standardization to maintain a sustainable growth trajectory. Kane also addresses the critical factors an MSP needs to consider for organizational efficiency, demonstrating how the right KPIs and supportive leadership can drive substantial improvements in operational performance. Additionally, Todd explains how his consultancy endeavors, like the Service Manager Boot Camp, aim to equip MSPs with the necessary tools and training for efficient operations and effective leadership. Key Takeaways: Todd Kane emphasizes the importance of promoting leadership from within, focusing not just on senior technical ability but on holistic managerial and people skills. Operational standardization both in technical deliverables and internal processes is crucial for an MSP's success, helping eliminate chaos and ensure a predictable workflow. Effective management requires setting clear expectations, ongoing support and training, and optimal prioritization of tasks. Building and maintaining a healthy business culture is a proactive journey, reliant on deliberate leadership actions and adherence to core organizational values. Continuous operational assessment and strategic client management, including the bold step to "fire" unsuitable clients, are fundamental for long-term success and profitability in the MSP landscape. Guest Name: Todd Kane LinkedIn page: https://www.linkedin.com/in/toddakane/ Company: Evolved Management Consulting Website: https://www.evolvedmgmt.com/ Host: Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/ Sponsor: vCIOToolbox: https://vciotoolbox.com
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David Shultis | Outcomes Over Automation: The Human Side of Cybersecurity in MSPs
In this engaging episode of "MSP Business School," host Brian Doyle chats with David Shultis, who shares unique insights from his dual role as an MSP leader and a university professor. Shultis delves into his journey from working in customer service to founding Red Panda Systems, an MSP recognized for its exceptional client-centric approach and comprehensive cybersecurity solutions. This episode brings out David’s dedication to teaching and his proactive efforts in shaping cybersecurity education at UNLV. Throughout the conversation, Shultis emphasizes the importance of integrating top-notch customer service with technical expertise. Keywords like "cybersecurity," "MSP solutions," and "customer experience" are prominent as the discussion turns to how organizations can stay competitive amidst evolving threats. David shares practical approaches to risk management and education, highlighting the importance of real-world experience in fostering cybersecurity skills. Discover how Red Panda Systems and its commitment to community involvement exemplify innovative practices in the business landscape. Key Takeaways: Service Excellence: Providing top-tier customer service creates a unique distinction in the competitive MSP landscape. Cybersecurity Education: Real-world experience is crucial, and educational institutions like UNLV are leading the way in practical cybersecurity training. Community Engagement: Volunteering and community involvement are essential components of a thriving business strategy. Career Development: Investing in employee education not only boosts individual growth but enhances organizational success. Business with a Purpose: Understanding both the technological and business aspects of cybersecurity helps drive successful outcomes.  Guest Name: David Shultis LinkedIn page: https://www.linkedin.com/in/redpanda-systems/ Company: Red Panda Systems Website: https://redpandasystems.com/ Host: Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/ Sponsor: vCIOToolbox: https://vciotoolbox.com
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Jake Carroll | Why Content is King for MSPs: Leveraging AI for Better Engagement
In this engaging episode of the MSP Business School podcast, host Brian Doyle reconnects with Jake Carroll, a recognized voice in the MSP sphere, currently spearheading innovative initiatives at Inforcer. Jake shares his extensive insights on AI enablement and how AI is transforming the MSP landscape, particularly through security applications and policy management within Microsoft 365. In a world where technology is continuously evolving, this episode poses essential discussions on leveraging AI tools to optimize efficiency and improve market reach. The conversation dives deep into how inforcer positions itself in the market by aiding MSPs in configuring and maintaining secure Microsoft 365 environments. Jake elaborates on the significance of Microsoft 365 security in underpinning AI readiness for SMBs and details how MSPs can grow and solidify their relationships with clients by tackling pressing issues like AI security. Core themes explored include the interplay between AI adoption and business risk management, showcasing how MSPs can capitalize on these developments to enhance client interactions and service delivery.  Key Takeaways: AI is being increasingly used in the MSP industry for content creation, enhancing efficiency and streamlining communication tasks. inforcer aids MSPs by managing and securing Microsoft 365 environments, emphasizing the importance of security as fundamental for AI readiness. MSPs are encouraged to focus on understanding clients’ business models, critical workflows, and how technology can address business risk and efficiency. With AI tools like Microsoft Copilot becoming integral, MSPs need to adopt and adapt to these technologies to provide enhanced client service. Leveraging AI and content repurposing strategies can greatly improve MSPs’ marketing output and client engagement tactics. Guest Name: Jake Carroll LinkedIn page: https://www.linkedin.com/in/jake-carroll-3855977/ Company: inforcer Website: https://www.inforcer.com/ Host: Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/ 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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