199 episodes

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!

MSP Business School MSP Business School

    • Technology
    • 5.0 • 6 Ratings

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!

    Shane Naugher | From Automation to Intelligence: The Evolution of Business Processes

    Shane Naugher | From Automation to Intelligence: The Evolution of Business Processes

    Show Website: https://mspbusinessschool.com/
    Guest:
    Name: Shane Naugher 
    Linkedin page: https://www.linkedin.com/in/shanenaugher/
    Company: website

    Hosts

    Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/

    Shane Naugher is a seasoned technology expert with nearly 30 years of experience in the industry. He is the founder of Dazzee, a company he launched in July 2000. Shane has a notable background in VAR (Value Added Reseller) services and has partnered with giants like Cisco and Southwestern Bell (pre-AT&T merger) to implement large-scale infrastructure projects. More recently, Shane has focused on AI and business process automation to enhance business efficiencies and customer experiences, especially within the context of MSP (Managed Service Provider) operations.

    Episode Summary:

    In this episode of MSP Business School, host Brian Doyle welcomes Shane Naugher, founder of Dazzee. Shane delves into the exciting world of AI and business process automation, illustrating how these technologies can revolutionize the operations of MSPs and their clients. With nearly three decades of tech experience, Shane brings a wealth of knowledge to the discussion, particularly in how AI can be practically applied to improve workflows and enhance productivity.
    Shane discusses the two sides of AI deployment: vendors eager to integrate AI into their software and MSPs whose clients are still cautious about embracing it. He stresses the importance of MSPs understanding and leveraging AI internally before advocating its benefits to their clients. Shane shares his journey of integrating AI into Dazzee's operations, particularly in sales and service processes. He provides an insightful example of how AI-driven sales call analysis has helped refine sales strategies and performance. 
    Sponsor
    https://vciotoolbox.com

    • 26 min
    Rod Capobianco The Secret Sauce to Sales Training: What Your Reps Really Need

    Rod Capobianco The Secret Sauce to Sales Training: What Your Reps Really Need

    • 33 min
    The 5 TBR Killers

    The 5 TBR Killers

    Episode Summary: In this episode of MSP Business School, host Brian Doyle dives deep into the critical topic of Quarterly Business Reviews (QBRs). Drawing from his extensive experience at VCIO Toolbox, he identifies and discusses the five main pitfalls that can undermine effective QBRs. Whether you're an MSP struggling to engage your clients or looking to elevate your business review process, Brian offers meaningful solutions to common challenges. Brian opens the discussion by emphasizing the importance of having the right people in the room. He highlights the necessity of demonstrating value to ensure key decision-makers attend these strategic sessions. Next, he addresses the issue of keeping QBR meetings on track, stressing the importance of clear agendas and focused discussions to prevent the derailment by day-to-day issues. Brian also speaks on the importance of bringing consistent data points and avoiding technical jargon that can alienate non-technical stakeholders. Lastly, he underscores the importance of showcasing business outcomes to make QBRs more than just sales pitches, transforming them into valuable, consultative engagements. ### Key Takeaways: - **Getting the Right People in the Room:** Engage and demonstrate value to key decision-makers, including business owners and CFOs, to ensure their attendance and participation.  **Maintaining Meeting Focus:** Establish and circulate clear agendas before meetings, and effectively communicate the strategic nature of QBRs to keep discussions on track.   **Consistency in Data:** Present consistent and meaningful data across meetings to help clients recognize improvements and understand key metrics. **Simplifying Technical Information:** Translate technical details into business outcomes to make QBRs valuable and comprehensible for non-technical stakeholders. **Showcasing Business Outcomes:** Align technology recommendations with the client’s business goals to create actionable roadmaps and foster stronger partnerships. 

    • 20 min
    Miles Walker The Art of Storytelling How to Captivate Your Audience

    Miles Walker The Art of Storytelling How to Captivate Your Audience

    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

    • 29 min
    Mastering Differentiation How to Stand Out in a Crowded Market

    Mastering Differentiation How to Stand Out in a Crowded Market

    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

    • 29 min
    Brian Gillette - Cracking the Code How to Win More Clients in the MSP Industry

    Brian Gillette - Cracking the Code How to Win More Clients in the MSP Industry

     
    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 

    • 27 min

Customer Reviews

5.0 out of 5
6 Ratings

6 Ratings

Alexander A-K ,

Brian is an engaging host & gives real value

Brian has become one of my favorites for podcasts. He provides insights without really pushing anything. This is frankly, rare.

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