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PODCAST

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 accelerate their business through strategies, tips, and tactics for driving sales, marketing, and account management. Join our host, Brian Doyle, every Tuesday!

technology management

All Episodes

25:58

Craig Reeds "Protecting the Production Lines From...

MSP Business School ·

2020/12/01

Velta Technologies is a firm that specializes in providing security services for the industrial space. Based out of St. Charles, Mo. their practice focuses on the security needs of the manufacturing, utility, and maritime verticals. Craig serves as a Cyber Security Engineer for the organization and in this episode he shares with us an area not often travelled by many MSP's, but can be an area of opportunity, Operational Technology Networks or OT. With the growth of IoT devices coupled with aging

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29:50

Stuart Selbst, Industry Veteran "Customer Success...

MSP Business School ·

2020/11/17

Show Website: https://mspbusinessschool.com/ Stuart Selbst joins us in today's episode to discuss the customer experience and steps we can take to have long-term success. We begin the discussion talking about Stuart's path from corporate IT, to MSP, to MSP Coach, to Vendor, and back to MSP. We talk about the customer journey and how important it is to stay in front of your customers to drive long-term success, but that also requires the right individual to lead the customer relationship. We talk

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24:18

Roundtable Discussion: Commoditization and...

MSP Business School ·

2020/11/10

Today we discuss the marketplace as the pandemic rages on. May MSP's are fighting to stay afloat as we head into what looks like it can be a long winter. Robb starts the discussion sharing that in the peer groups he operates sales pro's are indicating that the race to the bottom is on. We then dive into the difference between building strategic relationships for the long-term vs. solution selling. The goal of a strategic approach is getting closer to the customer and by leveraging a more aligned

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24:18

Peter Strahan, Lantech, "Sometimes it takes a fire!"

MSP Business School ·

2020/11/03

Peter Strahan is the Managing Director for Lantech located Dublin, Ireland. Peter shares with us a story of a disaster in the form of a fire that hit his customer's building and how in that moment Lantech's unseen value came front and center.

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25:39

Robert Cioffi, Progressive Computing "No Man is an...

MSP Business School ·

2020/10/27

Robert Cioffi is COO & Co-Founder of Progressive Computing located in Yonkers, NY. Launching in 1993 very early in his and his partner’s careers they learned a lot through the school of hard knocks. One of the primary drivers of his company’s long-term success was engaging a coach and being part of a peer group. Robert starts the conversation is it takes a certain mindset and ego to start a company, but that can also be one of the biggest blockers to growth. Coaching helped him learn the things

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24:18

Carrie Simpson, Managed Sales Pros, "How I opened a...

MSP Business School ·

2020/10/20

Carrie Simpson launched Managed Sales Pros in 2013 as a call center serving the MSP market. Starting with a contract in her native country, Canada, the operations quickly grew. A contract opportunity was presented to her and almost overnight she launched operations in the U.S. Managed Sales Pros hit a market need that is large in the MSP community, customer acquisition through cold calling. With many of the MSP's being Technologist led organizations, sales can often be a foreign process. Sometime

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26:43

Jeff Grande & Mike Paone, TBNG Consulting "Building...

MSP Business School ·

2020/10/13

Jeff Grande and Mike Paone launched TBNG Consulting started their company as many MSP's have, bootstrapping the business while working full-time jobs, in their caae from different states. They accelerated the growth through grit and determination knocking on neighborhood doors and working evenings to kick off the company. One growth hack that they learned was truly engaging the channel and making investments to become the local leader in newer channel entrants and building long term relationships.

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27:23

Turning the Tables ” An Interview with Robb Rogers...

MSP Business School ·

2020/10/02

Today we turn the tables and interview two of MSP Business Schools Co-Hosts, Robb Rogers and Tim McNeil. Robb and Tim started OSR Manage. Originally started as an MSP Lead Generation company OSR has morphed into a Virtual Sales Management juggernaut. The OSR Manage team focuses on helping Tech Founders build winning sales teams. Their approach which is a mix of Executive, and Sales coaching coupled with peer groups for the individual reps has helped 100’s of companies succeed in s

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25:59

Leigh Wood, Node IT “How a $50K Loss Improved our...

MSP Business School ·

2020/09/17

Leigh Wood Owner and Director of Node IT Solutions in Biggleswade, England joins us today and shares a story of persistence in the face of adversity. We learn how when faced with a crisis that can cause a company to cease operations, Leigh and his team rose up and met the challenge head on. Leigh starts with a conversation of his companies rise from its roots as an IT consultancy and its ultimate migration into becoming an MSP. Having formed Node IT Solutions with a co-founder, Leigh initially

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27:12

Jason Schaller, Anderson Zurmuehlen "MSSP's: The...

MSP Business School ·

2020/09/10

Jason Schaller joins us in today's episode to discuss the importance of regular assessments and compliance reviews. Anderson Zurmuehlen started as a traditional audit and accounting firm and ultimately added technology as a division of their business. Leveraging their existing relationships where trust was established it only made sense to move into IT where trust of private information is also required. Jason is responsible for both internal security and serving as the vCISO for the AZTS

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26:37

Todd Whitley, Brightwire Networks "If You're Not...

MSP Business School ·

2020/09/03

Today's Interview Series guest is Todd Whitley, CEO and Partner for Brightwire Networks. Brightwire started as the traditional owner-led sales organization, and has since completed the transition to a mature sales team. Todd sees 5-year business cycles within his business. They key is being adaptable and focusing on growth. A key to Brightwire's success is building trust with clients and the sales team to drive the sales relationship. We talk about the responsibilities an MSP and its ownership

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24:18

Roundtable Discussion: Selling Large, Service Models,...

MSP Business School ·

2020/08/20

In this episode we recap some of the highlights from our past 5 guests. As experts in the field we have seen that each has their own approach in achieving success. Robb, Tim, and Brian discuss hat they learned and share their opinions on whether they agree or disagree. We start with a discussion that centered around discussions with Craig Skevinington and Matthew Bookspan. Each has experienced a large, game changing sale and each shared with us what it took to win the deal. The biggest takeaway

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27:25

Tommy Wolosin, NetWorks "Creating Customer Loyalty...

MSP Business School ·

2020/08/13

Today we speak to Tommy Wolosin, one of two partners operating NetWorks in Nashville, TN. Tommy talks to us about creating an amazing culture to drive both client and customer relationships. We start with a conversation around how NetWorks started operations and how growth came from Tommy networking heavily in the Nashville area. We talk about how peer groups and coaching were fundamental in breaking past growth driven by hustle into a more predictable sales model. We then transition into creating

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23:09

Jon Rees, Allied Communications “How UCaaS and CCaaS...

MSP Business School ·

2020/08/06

Jon Rees joins us today on MSP Business School. Jon is the Head of Technologies for Allied Communications, a Communications focused service provider with a large focus on the Casino and Gaming industry. In fact, they are the provider for 37% of the Las Vegas strip and 60% of Atlantic City. Today we discuss how to approach the enterprise space with a solutions focused approach. How once you crack the first enterprise account, you have to work your relationship to help guide you to the next

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33:51

Eric Kiehn, C&W Technologies "Using a Down Economy to...

MSP Business School ·

2020/07/30

In today's episode we speak with Eric Kiehn, the owner of C&W Technologies. His service provider business has lasted 36 years and has seen good times and bad. Eric tells us about those experiences and the downturns often led to new revenue opportunities. Eric speaks about how as he went into the last great recession in '08 it opened up a new market in cloud services for his break-fix shop. Through the need to control costs it opened up a new recurring revenue model. In fact, cloud drove the MSP

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32:25

Matthew Bookspan, Blacktip IT "The Courage to Launch...

MSP Business School ·

2020/07/24

Today we start our Interview Series with our first guest Matthew Bookspan talks to us about the launch of Blacktip IT. He did this at a time where most of us would be avoiding risk. Holding a six-figure job and with a baby on the way, Matthew and his wife made the decision to start and IT company and he has never looked back. Matthew starts by telling us the story of his launch and his decision process to make the jump becoming and IT Service provider. Not only did he take a big risk for himself

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29:29

Craig Skevington, Steadfast IT "How to Hook a Whale"

MSP Business School ·

2020/07/16

Today we start our Interview Series with our first guest Craig Skevington, the founder of Steadfast IT. Steadfast started as a traditional break-fix house, moved to managed services and then took the bold step in focusing on multi-location companies with remote workforce. Craig shares with us the steps his company took to drive success. This included building a portfolio and driving customer acquisition. Craig discusses how their focus is over delivering to their client base. By focusing on

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26:25

Motivation through Sales Metrics

MSP Business School ·

2020/07/09

On this episode we do another virtual case study on using sales metrics as a source of sales rep motivation. Brian kicks off the conversation talking about a rep he took on through an acquisition. This rep was a textbook salesperson with a mission. We go into how this mission will drive success From a metrics perspective this rep was consistent, and his sales metrics reflected that consistency. Knowing how he operated he needed less of a sales manager and more of a sales coach. Someone to keep

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25:41

Overcoming Sales Objections – The Two-Headed Monster

MSP Business School ·

2020/07/02

As MSP’s work with their clients’ it is easy to get complacent and work exclusively through your primary point of contact. What happens when then contact is not the sole decision maker and has an equal partner who has equal say in your renewal decision. Can you be at risk? Robb and Tim share a real-life case study of a client who ran into the exact issue described above. The client had been a long-term relationship of the MSP, but primarily in a break-fix fashion. The relationship to date had

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23:54

How TSP's can stay engaged with their clients

MSP Business School ·

2020/06/25

Today's conversation focuses on client engagement, especially when things are slow in the relationship and things are working and we have moved to cruise control. Brian kicks this one off with a discussion around relationship building and how it is critical to not neglect the relationship or take it for granted. So, how can we start this conversation when we don't have much to say? It's all about ice breakers and asking questions about the clients business. This conversation needs to go beyond the

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271 results

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