MSP Business School

In this engaging episode of the MSP Business School podcast, host Brian Doyle welcomes Paul Knittle, CEO of MTMG Inc., to discuss leveraging community building and niche events to invigorate MSP marketing strategies. Paul steps in as a guest at a pivotal moment, highlighting the essence of community responsiveness, a core theme threaded throughout their discussion. As the dialogue unravels, Paul shares insights into his journey from operations director to MSP specialist, with a unique focus on mobile device management—a realm often avoided by traditional MSPs. This episode offers a refreshing perspective on embracing technological evolution and reevaluating conventional MSP roles in the wake of cybersecurity and AI advancements.
Delving deeper, Paul unveils MTMG's unique event-driven strategies poised to revolutionize customer engagement for MSPs and tech startups. He underlines the transformative power of personal connections in an industry drowning in digital noise. Paul's strategic shift from mobile-centric solutions to holistic community-driven models underscores his belief that true connection fosters growth and opportunity. This episode is a well of knowledge for tech leaders keen on distinguishing themselves through innovative approaches and authentic engagement.
Key Takeaways:
Building community is crucial for MSPs to distinguish themselves amid a sea of sameness and growing digital noise.
Personal connections and strategic networking can amplify an MSP's reach and trustworthiness in their industry.
Engaging in niche events and podcasts can present authentic platforms for MSPs to showcase their expertise and differentiate their offerings.
Cybersecurity and AI are emerging as vital areas where MSPs must evolve and lead to meet the ever-changing demands of tech-savvy customers.
Partnering with trusted resources can bolster an MSP's service offerings, allowing them to manage modern technological challenges effectively.
Guest Name: Paul Knittle
LinkedIn page: https://www.linkedin.com/in/paulknittle/
Company: MTMG Inc.
Website: https://mtmginc.com/
Show Website: https://mspbusinessschool.com/
Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Sponsor vCIOToolbox: https://vciotoolbox.com

Join Brian Doyle on this engaging episode of MSP Business School as he delves into the dynamic world of MSPs and the crucial role of technology business reviews. With his vast experience in the industry, Brian emphasizes the need for continuous client engagement beyond traditional QBRs. In a rapidly evolving landscape dominated by AI and technological innovation, Brian advocates for a more holistic approach to client relationships. His strategic insights explore how MSPs can build quarterly momentum by implementing continuous touchpoints, utilizing customer portals, and significantly enhancing client communication.
In this episode, Brian Doyle dissects the essential strategies for MSPs to foster lasting client relationships. Emphasizing strategic communication, he guides listeners on transforming quarterly business reviews into constant checkpoints, ensuring the stability and improvement of client relationships. Keywords such as "technology business review," "strategic communications," and "managed service providers" underscore the importance of evolving client engagement strategies. Brian offers a step-by-step framework, detailing five core methods for maintaining ongoing client momentum, fostering transparency, and leveraging modern technology to drive business growth.
Key Takeaways:
Revolutionizing QBRs: Transform quarterly business reviews from mere meetings into continuous, strategic checkpoints for better client engagement.
Modern Touchpoints: Utilize monthly touchpoints, customer portals, and strategic emails to maintain dynamic client relationships and ensure consistent progress.
Risk Management: Integrate risk updates into client communication to transparently address potential threats and their impact on business operations.
Strategic Insights: Ensure that every interaction with clients is rooted in their specific business goals, enhancing the perceived value of MSP services.
Celebrate Milestones: Highlight and communicate project milestones to engage clients in a meaningful way and enhance business trust.
Show Website: https://mspbusinessschool.com/
Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Sponsor vCIOToolbox: https://vciotoolbox.com

In this enlightening episode of MSP Business School, host Brian Doyle chats with Brian Strong, CEO of TenHats, about sustainable and organic business growth strategies for MSPs. They discuss how Brian's sales expertise catapulted TenHats from a modest standing to over $19 million in business revenue, all without relying on mergers and acquisitions. Brian Strong shares his journey from an outside sales representative to a CEO, emphasizing the importance of building genuine relationships and applying effective sales methodologies rooted in understanding human behavior.
Brian Strong delves into the concept of Centers of Influence (COIs) and the significance of targeting the right customers to drive business growth. By nurturing these relationships, avoiding cold calls, and employing intelligent prospecting techniques, Brian has led TenHats to considerable advances in monthly recurring revenue. This episode shatters common myths about building a scalable sales organization within the MSP landscape. Listeners will gain insights into Brian's successful practices and methodologies, which are set to be detailed in his upcoming book, promising a practical roadmap for MSPs aspiring to exceed the $10 million annual revenue mark.
Key Takeaways:
Center of Influence Strategy: Building relationships with people who know your potential customers can be a powerful tool in strategic sales prospecting for MSPs.
Targeted Customer Profiles: Defining and aiming for customers above your current average revenue is crucial to sustainable company growth.
Sales Process Management: A robust sales process, aligned with human psychology, is essential, especially when transitioning from owner-led to sales team-led negotiations.
Impact of Organic Growth: Companies demonstrating organic growth processes tend to command higher valuations in the market compared to those reliant on acquisitions.
Quality of Life through Scale: Achieving scalability beyond $10 million in revenue affords MSP owners and employees better life quality and company culture, reducing burnout and enhancing business resilience.
Guest Name: Brian Strong
LinkedIn page: https://www.linkedin.com/in/brian-strong/
Company: TenHats
Website: https://tenhats.com/
Show Website: https://mspbusinessschool.com/
Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Sponsor vCIOToolbox: https://vciotoolbox.com

Join Brian Doyle in an engaging episode of MSP Business School as he welcomes Frank Raimondi from Nodeware, a frequent guest and expert in cybersecurity and MSP strategies. This discussion veers from the typical focus on specific technologies, diving into the transformative impact of AI on security and technology advancements. Frank shares insights from his extensive background in vulnerability management, discussing how AI affects the landscape of cybersecurity and the role of MSPs in navigating these changes.
In this episode, Doyle and Raimondi explore how AI is reshaping industries and the increasing need for security vigilance. With the rapid emergence of AI tools, businesses face new vulnerabilities that MSPs must manage effectively. Raimondi emphasizes the importance of continuous vulnerability management, highlighting how tools like Nodeware play a crucial role in protecting company assets. They also discuss how AI is enabling faster detection of vulnerabilities and the necessity for MSPs to guide organizations in crafting AI policies to safeguard their data and operations.
Key Takeaways:
AI's Impact on Cybersecurity: AI is revolutionizing the speed at which vulnerabilities can be detected, posing both opportunities and challenges for managing security.

Continuous Vulnerability Management: The need for ongoing vulnerability assessment is crucial in the fast-paced tech landscape, as highlighted by Nodeware's offerings.

Role of MSPs: Managed Service Providers are evolving into Managed Information Providers, crucial in educating clients about AI's implications and establishing protective measures.

AI Policies and Compliance: The development of AI policies is essential for organizations to safeguard their data and operational integrity.

Navigating Technology Advancements: MSPs should position themselves as trusted advisors, providing insightful guidance on adopting and managing technological innovations.

Guest Name: Frank Raimondi
LinkedIn page: https://www.linkedin.com/in/frankraimondi/
Company: Nodeware
Website: https://nodeware.com/
Show Website: https://mspbusinessschool.com/
Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Sponsor vCIOToolbox: https://vciotoolbox.com

Join Brian Doyle as he hosts Johnathan Schofield, aka Skofi, in an engaging episode of MSP Business School. Jonathan, a celebrated community connector, shares insights into his journey into the IT service world and talks about the art of sales in the industry. He touches on his accidental foray into IT services, stressing the importance of community in propelling his career forward.
The conversation unfolds with a deep dive into the impact of AI on the IT services industry. Johnathan and Brian discuss the real and perceived roles of AI, examining both the opportunities and misconceptions surrounding its implementation within small to medium-sized service providers. They delve into the crucial importance of understanding a buyer's current and future needs, and how AI can bridge this gap in a meaningful way. This episode is rich with strategies on leveraging AI without losing sight of core sales principles—a must-listen for aspiring MSPs and IT vendors.
Key Takeaways:
Community Focus: Johnathan emphasizes the role of community in growing and sustaining a successful business in the IT services field.
AI's Role in Sales: While AI offers extraordinary capabilities, it's crucial to first understand and communicate the needs and future visions of customers.
Sales Fundamentals: Despite technological advancements, the core principles of sales—understanding and tailoring to customer needs—remain unchanged.
AI Readiness: MSPs should evaluate their clients' current usage of AI and establish governance and security measures to avoid data risks.
Channel Collab Initiative: Johnathan's Channel Collab promotes local networking, learning, and sharing among MSPs and vendors, emphasizing growth through relationships.
Guest Name: Johnathan Skofi
LinkedIn page: https://www.linkedin.com/in/johnathan-schofield/
Company: Skofi - findmyitpartner.com
Website: https://findmyitpartner.com/
Show Website: https://mspbusinessschool.com/
Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Sponsor vCIOToolbox: https://vciotoolbox.com