MSP Business School

MSP Business School

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 "s accelerate their business through strategies, tips, and tactics to drive sales, marketing, and account management. Join our hosts Brian Doyle, Tim McNeil, and Robb Rogers every Thursday!

Episodes

September 28, 2022 22 min
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In this episode, our team talks about the tactics to accelerate revenue growth.  With many MSPs and MSSPs focused on the holy grail of recurring revenue, there may be some low-hanging fruit to boost your top line and expand your profits.

2:04: Tim opens the discussion by talking about a trend where MSPs feel the need to diminish hardware revenue.  He talks about tactics to work deal registration, discounts, and spiffs to dramatical...

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Vince Tinnirello joins us today on MSP Business School. Vince leads the Business Development team for Anchor Network Solutions and today we talk about the steps he has taken to help grow the business 2x in three years.

2:01 –  Vince kicks off his backstory by sharing the career path that ultimately sent him towards a career in IT.  Coming from a hospitality background, Vince saw that the standard IT companies they worked with didn&...

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September 6, 2022 20 min

In this episode, our Brian and Tim talk about Risk Based Selling an how it can drive a more consultative discussion where customers can make a more informed decision about projects and services.

We discuss that the biggest reason that customers do not want to engage in meetings like QBR's is often because it is treated like a sales call by the MSP vs. an opportunity to learn and grow a relationship. Risk based selling can chang...

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George Smith joins us today on MSP Business School and we discuss how important it is for MSP's to manage and monitor their clients cloud services and if they do not, someone else will.

2:01 –  George shares his backstory that begins in Northern Ireland, with a stop in London, before settling in his home of Canada.  He talks about his start in tech originating in web development, finally landing at Augmentt

5:25  – George share...

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Garret Peaslee joins us and tells the story of a person that has seen it all in the IT services space. Starting in 1986 before the internet, Garret has show the ability to adapt to change and grow a business and expand.

1:17 –  Robb, Tim, and Brian recount their trip to CompTIA ChannelCon and share a story about the "Ducky Derby".

2:47 – Garret starts the conversation sharing his background which starts with him starting op...

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In this episode, our team talks about the Whitespace opportunity.  Existing customers offer a huge opportunity to grow revenues and every MSP shares in this chance to expand their relationship with clients.

The Whitespace opportunity starts with an assessment of where each client stands against your tech stack and your standards. When you identify the gaps, you can identify potenitial.

Brian, Robb and Tim engage in a discussion tha...

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We’re thrilled to have Peter Duflo, join us for an incredible episode. This one is jam-packed with useful information, tidbits, and challenges for anyone thinking about building a leadership team.

2:44 – Peter kicks off the call with his background as an MSP leader who has sat on both sides of the M&A event over his early career.  His experiences led him to realizing that many MSP's needed guidance on the M&A process.  ...

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In this very special episode we introduce to the MSP industry our new Sales Development Platform entitled Sales MaturIT.  This new platform allows MSP's and MSSP's to evaluate their current Sales Maturity Level (SML) and create a guided, self-paced patch to reaching their sales goals.

The platform is geared to meet service providers at that stage their sales team currently resides.  Our approach takes you from the early sta...

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Show Website: https://mspbusinessschool.com/

Guest Name: Hartland Ross https://www.linkedin.com/in/hartlandross/

Company: eBridge Marketing and The HostBroker https://www.ebridgemarketingsolutions.com/ https://www.thehostbroker.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 vCIOToolbo...

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We’re thrilled to have fellow MSP podcaster and YouTube personality, Dave Sobel of MSP Radio, join us for an incredible episode. This one is jam-packed with useful information, tidbits, and challenges for anyone in the MSP industry.

Dave Sobel: https://www.linkedin.com/in/davesobel/

MSP Radio: https://www.mspradio.com/

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Back for the third time on our podcast, Abe Garver of FOCUS Investment Banking joins us for an update on M&A in the MSP industry.

ChannelE2E article referenced by Abe: https://www.channele2e.com/influencers/5-msp-valuation-drivers/

Abe Garver: https://www.linkedin.com/in/abegarver/

FOCUS Investment Banking: https://focusbankers.com/

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Jerry Koutavas of The ASCII Group is a household name in the MSP community. In this episode of MSP Business School, we get to hear directly from one of the foremost leaders in the industry as he and the hosts discuss where the MSP industry is now and where it’s headed in the very near future.

Jerry Koutavas: https://www.linkedin.com/in/koutavas/

ASCII: https://www.ascii.com/

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As one of the few companies that started during the dial up days, Shane Naugher has seen many shifts and changes in the industry. The evolution of DaZZee IT Services is a master class in paying attention to trends and staying ahead of the curve, even when it’s uncomfortable and pushback is strong.

Shane Naugher: https://www.linkedin.com/in/shanenaugher/

DaZZee IT Services: https://www.dazzee.com/

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If you listen to our show, you’ve probably heard us talk about the “curse of the great MSP”: the more you automate, the more you do remotely, and the less things tend to break, the more likely it is that your value gets called into question and you get shown the door.

What are some things you can do to avoid this curse? In this episode, hosts Brian, Tim, and Robb share some practical steps you can take to break the curse and provid...

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The president of EscapeWire Solutions, Michael Beecher’s unique experiences – both good and just plain awful – have shaped a solid MSP with a healthy and robust security offering. In this episode, Michael and the hosts dive into how terrible events can sometimes be the best things that happen in a young, growing company.

Michael Beecher: https://www.linkedin.com/in/mike-beecher-810523/

EscapeWire Solutions: https://escapewire.com/

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The Director of Sales for the MSP Advantage program at Mindmatrix, Eric Weber led an interesting and diverse life before joining the MSP industry. His journey serves as a reminder to show up, be consistent, and give it your all in everything you do, because eventually you’ll end up in the right place and just exactly where you should be.

Eric Weber: https://www.linkedin.com/in/esweber/

Mindmatrix: https://www.mindmatrix.net/

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Sometimes life takes you on a wild ride, and other times you’re granted choices that have the possibility of changing everything. Then there are people like Derek Gabriel, Co-Founder and CEO of Ignite Solutions Group. As you’ll hear in this episode, Derek is one of those people who doesn’t wait for life to offer up wild rides and lucky breaks: he carves the map himself.

Listen in for a great tale of experimentation and gutsy moves ...

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Objections to pricing when presenting a prospect with the cost of your services is always an uncomfortable situation. How do you set the tone from the initial encounter to ensure your prospects appreciate the value of the products and services you offer?

In this episode, Brian, Robb, and Tim give many examples on how to avoid and overcome price objections at different stages of the sales process.

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Frank DeBenedetto has the fascinating perspective of being both an MSP owner and a vendor. We dive in with him about the incredible service he provides through audIT and how it came out of a specific need in his own MSP, Two River Technology Group.

Frank DeBenedetto: https://www.linkedin.com/in/frankdebenedetto/

Two River Technology Group: https://www.tworivertech.com/

AudIT: https://www.auditforit.com/

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