MSP Business School MSP Business School

Show Website: https://mspbusinessschool.com/
Guest Name: Miles Walker
LinkedIn page: https://www.linkedin.com/in/mileswalker9th/
Company:
Website: https://kaseya.com

Miles Walker is the featured guest on this instalment of MSP Business School podcast. With an impressive journey traversing numerous countries and industries, Walker brings a global perspective to the MSP space. Born in England and having lived in places like the Dominican Republic, Cambodia, Ethiopia, and Australia, his extensive background in the travel industry as a Sales Director provides unique insights into his current role.
Today, Walker serves as part of the team at Kaseya, a leading provider of IT infrastructure management solutions for managed service providers (MSPs) and internal IT organizations. In this episode, Walker discusses his transition from the travel industry to the IT sector, the evolution of Kaseya's offerings including the groundbreaking Kaseya 365, and how cyberattacks are shaping business needs.
Episode Summary: In the latest episode of MSP Business School, **Brian Doyle** engages **Miles Walker from Kaseya** in a fascinating discussion that spans personal backstories, industry evolution, and the future of IT management for MSPs. Walker shares his international experience and how it informs his work at Kaseya, emphasizing the importance of storytelling in connecting with clients and audiences. * Walker's transition from the travel industry to IT showcases the fluidity of professional growth and the value of diverse experiences in our digital age. He articulates how providing solutions for MSPs is akin to selling dreams in travel—both require instilling confidence and securing futures. * Kaseya 365 emerges as a pivotal solution in combating stack fatigue, offering a consolidated subscription model that encompasses a suite of services integral to MSP operation and security. The conversation delves into how acquisitions in the IT sector are stimulating innovation and growth, a sign of a healthy marketplace. ### Key Takeaways:  * **Adaptability in Career Shifts**: Miles Walker's transition from travel to IT illustrates adaptability and utilizing transferable skills in sales and customer engagement. * **Comprehensive IT Management**: Kaseya 365 provides a unified platform for IT management, reflecting Kaseya's commitment to addressing MSP needs and reducing stack fatigue. * **Acquisition Dynamics**: Walker discusses the normality of acquisitions in the IT space, signifying both growth prospects and market valuation, including Kaseya's strategic moves. * **Cyberattack Impact**: Real-world stories illustrate the escalating cyber threats that businesses face, underscoring the need for robust MSP solutions and cybersecurity measures. * **Market Evolution**: The conversation highlights how compliance and cybersecurity are now critical considerations, shaping how businesses operate and insurances assess risk. Host Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/ Sponsors vCIOToolbox: https://vciotoolbox.com Sales MaturIT: https://salesmaturit.com

Guest Name: Dan Adams 
LinkedIn page: https://www.linkedin.com/in/danielericadams/
Company: https://up-skill.com

Hosts Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/
Dan Adams brings a wealth of experience to the table with a seasoned career in information technology that stretches back to his days on the initial team integrating Macintoshes onto PC networks. From his early involvement with software company Novell, Dan has seen the IT industry evolve significantly. Today, he proudly holds two pivotal roles: as the CEO of Upskill Consulting, where he's committed to enhancing career progression and success for IT professionals, and as Chairman of NENS, a thriving managed services provider. His remarkable journey through IT demonstrates a track record of leadership, innovation, and dedication to the industry.
Episode Summary: In this enlightening session of MSP Business School, host Brian Doyle welcomes back Dan Adams, a returning guest and now a "friend of the show," who has provided Brian and his team invaluable insights on numerous occasions. This episode delves into the nuanced terrains of MSP branding, team building, and the evolution of customer expectations in the IT space; a sector where Dan has decades of impactful contributions.
The dialogue begins with a dive into market differentiation, as Dan reflects on the shift from vendor certifications toward more substantive brand distinctions based on process transparency and service delivery. He emphasizes the importance of showing customers a roadmap for success, rather than solely relying on technical accreditation to instill confidence. Moreover, the conversation flows into the strategic importance of setting and exceeding client expectations. Dan advises that understanding the client's definition of success is essential for any MSP aiming to become a true trusted advisor. The episode concludes with rich discussions on the maturity of MSP businesses and the powerful role of systematized processes in both client engagement and operational consistency.
Key Takeaways: Vendors' certifications are no longer the key differentiator in the MSP market; instead, clearly defined processes and the customer success roadmap play a more significant role.
Successful MSPs must align their service delivery with the client's expectations of success to achieve trusted advisor status.
Experience and a proven track record in delivering IT services contribute greatly to establishing credibility and fostering trust.
Fostering transparency and showing the methodology behind services not only instills confidence but also sets up a collaborative relationship with clients.
The maturation of an MSP i

 
Brian Gillette is a notable figure in the Managed Service Provider (MSP) industry, renowned for his expert knowledge in sales coaching and growth strategies. As the founder of Feelgood MSP, he has honed his skills over a 15-year career in sales and particularly within the MSP channel since 2017. Starting as a VP of Sales for a small MSP in Southern California, Brian distinguished himself by achieving remarkable growth, expanding their Monthly Recurring Revenue (MRR) significantly. His approach to sales is linear and is based on doing the right thing consistently over time, rather than seeking rapid, unsustainable expansion.
Episode Summary: In this episode of MSP Business School, host Brian Doyle welcomes sales coach Brian Gillette, who brings an enlightening perspective on acquiring clients and managing growth in the MSP sector. The session is a deep dive into pragmatic sales strategies that Brian Gillette has effectively utilized and now shares as a coach.
The episode begins with Brian Doyle introducing the upcoming BCIO Toolbox event, followed by exploring Gillette's journey from a VP of Sales to a highly respected sales trainer in the MSP community. A substantial segment provides actionable insights into cold calling and LinkedIn strategies, stressing the importance of grit and consistent action over mere information or methodologies.
Key Takeaways: Linear Growth Over Quick Wins: Success in sales within the MSP market is about consistent, linear progress rather than overnight growth.
Practical Selling on LinkedIn: Utilize the power of LinkedIn by expanding your network and gently engaging with leads throughout time.
Cold Calling Approaches: Modify your approach to cold calling by focusing on human interaction, respecting the recipient's time, and not taking rejections personally.
Importance of Execution: Knowledge of sales tactics is beneficial, but the real game-changer is consistent execution.
Value-Driven Workshops for MSPs: Brian Gillette offers monthly workshops aimed to provide comprehensive sales training for MSPs at an accessible price.
 
Show Website: https://mspbusinessschool.com/
Guest Name: Brian Gillette
LinkedIn: https://www.linkedin.com/in/brian-gillette/
Company: https://feelgoodmsp.com
Host: Brian Doyle
LinkedIn: https://www.linkedin.com/in/briandoylemetathinq/
Sponsors
vCIOToolbox: https://vciotoolbox.com
Sales MaturIT: https://salesmaturit.com 

Show Website: https://mspbusinessschool.com/
Guest: Connor Swalm, CEO 
Linkedin: https://www.linkedin.com/in/connor-swalm/
Company: Phin Security
Website: https://www.phinsec.io/

In this insightful episode of MSP Business School, host Brian Doyle sits down with Connor Swalm from Phin Security to discuss the entrepreneurial journey and the innovative approach Phin Security is taking to simplify cybersecurity training for MSPs.

The conversation delves into Connor's backstory, his initial foray into real estate, and his subsequent pivot to cybersecurity following a pivotal loss that reshaped his life and career. Connor provides a frank perspective on the challenges of starting a business and underscores the importance of passion beyond just a dislike for one's job. He also shares his experience networking with industry peers to grow your brand.

###Key Takeaways:

* Starting a business requires more than dissatisfaction with a job; passion and resilience are crucial components.
* MSPs need easy-to-use tools to maintain cyber awareness training and ensure compliance without overburdening their staff.
* Phin Security is focused on automating and simplifying cyber awareness training, making it more accessible and effective for MSPs.
* Future advancements in cybersecurity training should integrate naturally within business systems for proactive defense.
* Community and mentorship within the MSP industry are invaluable and help drive innovation and success.

Host
Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/

Sponsors
vCIOToolbox: https://vciotoolbox.com
Sales MaturIT: https://salesmaturit.com

In the latest installment of MSP Business School, Brian Doyle hosts an insightful conversation with compliance experts Bo Bito and Angelika Mayen from Render Compliance. The episode zeroes in on the increasingly critical subject of SOC 2 compliance for Managed Service Providers (MSPs), delving into the nuts and bolts of the process and offering pearls of wisdom for businesses considering the SOC 2 journey.
The discussion kicks off with a detailed expedition into the SOC 2 process, demystifying the steps from an MSP's standpoint. Bo and Angelica highlight the importance of involving experienced personnel or consultants early on and underscore the value of engaging with auditors in the initial stages. Offering a rare peak behind the SOC 2 curtain, they detail the differences between SOC 2 Type 1 and Type 2 reports, explaining the significance of each type in establishing and demonstrating a company's commitment to security and compliance.
Key Takeaways: MSPs looking to obtain SOC 2 compliance should start by evaluating in-house expertise, consider working with consultants, and connect with auditors early in the process.
SOC 2 Type 1 vs. Type 2: Type 1 evaluates the design of controls at a point in time, while Type 2 assesses how those controls operate over a period.
Engaging with technology and tools such as compliance platforms can streamline the SOC 2 process by organizing tasks and centralizing evidence collection.
Timeline and cost: A typical SOC 2 engagement may span nine weeks, with costs starting from $16,000 up to $40,000, depending on various factors like business size and control complexity.