In this engaging episode of MSP Business School, host Brian Doyle is joined by Sam Glynn—a notable figure in the GRC landscape—to pull back the curtain on the intricacies of compliance within MSPs. Sam Glynn shares his wealth of expertise from a career that has advanced from IT management in financial services to becoming a specialist in cybersecurity and compliance. Listeners are introduced to the significance of GRC, particularly how MSPs can align themselves with increasing regulatory demands while fostering profitability and customer satisfaction.

The episode delves into the hurdles MSPs face when confronted with compliance audits and assessments. Sam explains how MSPs can view these assessments as opportunities to strengthen client relationships and increase revenues rather than as adversarial encounters. With an emphasis on understanding the framework alignment and the nuanced art of risk management, the conversation underscores the importance of embracing these challenges to enhance services and outcomes. The episode wraps up with a focus on Sam's advisory role, offering a perspective that's both realistic and strategic for organizations striving to improve their security posture.

• Understanding GRC: Sam Glynn illustrates how MSPs can navigate Governance, Risk, and Compliance to achieve compliance while maintaining profitability and improving service delivery.

• Partnering for Success: Enlisting experts like Sam can transition an MSP's role from a mere service provider to a strategic partner capable of advising clients on risk management and compliance.

• Framework Alignment & Risk Management: Embrace the interpretive nature of risk management processes, focusing on impacts and likelihoods to develop robust and tailored security strategies.

• Regulatory Insights: Compliance is not solely about meeting regulatory requirements; MSPs must also consider best practices for comprehensive security that addresses today's threats.

• VCISO Clarity: The role of a virtual Chief Information Security Officer (VCISO) extends beyond IT technicalities to include governance, risk management, and strategic alignment with organizational objectives.

Guest Name: Sam Glynn

LinkedIn page: https://www.linkedin.com/in/samglynnie/

Company: Secure and Assure

Website: https://secureandassure.com/

Show Website: https://mspbusinessschool.com/

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

Sponsor vCIOToolbox: https://vciotoolbox.com

In this episode of the MSP Business School, host Brian Doyle is joined by Ian Richardson of Fox and Crow to discuss the critical topic of growth for Managed Service Providers (MSPs) and common sales pitfalls. Ian shares his journey from the founding to the eventual sale of his MSP and highlights key lessons learned from mistakes in outbound sales practices. The conversation delves into the scientific approach and data-driven insights that can help MSPs overcome the stagnation typically faced once initial networks and referrals are exhausted.

The discussion focuses on the importance of consistent outbound activity and effective communication with prospects to maintain growth momentum. Ian emphasizes personal interactions over relying solely on technology and automation, advocating for a "dial the phone" strategy to reach potential clients and gather valuable insights. Additionally, Ian introduces Instinct, a software solution developed at Fox and Crow that leverages data from millions of outbound dials to provide MSPs with competitive intelligence and performance diagnostics. The episode concludes with strategic advice for MSPs to shape their sales.

Key Takeaways:

• Understand MSP Sales Challenges: Ian Richardson shares his insights on the common missteps and challenges faced by MSPs when it comes to sales and growth.
• Embrace Outbound Consistency: The importance of consistent and targeted outbound calling is stressed as a crucial component to generating new leads and appointments.
• Leverage Competitive Intelligence: Using competitive insights and data analytics can help MSPs position themselves favorably in the market and respond proactively to competitors' actions.
• Invest in Training and Systems: Effective sales processes require dedicated time, training, and the right tools to support sales reps and optimize outcomes.
• Utilize Technology Wisely: While technology and analytics are useful, Ian stresses the need to prioritize personal interactions and relationships in business development.

Show Website: https://mspbusinessschool.com/

Guest

Name: Ian Richardson
LinkedIn page: https://www.linkedin.com/in/ianalexanderrichardson/
Company: Fox & Crow
Website: https://www.foxcrowgroup.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 sits down with Brian Hoppe to dig deep into the dynamic world of Managed Service Providers. With decades of experience under his belt, Hoppe shares invaluable insights on navigating the tricky terrain of business growth, from the nascent stages to gearing up for exit strategies. The discussion opens up at IT Nation, a gathering close to Hoppe's heart for its opportunities to reconnect and expand within the MSP community, setting the stage for a conversation rich in experience and industry insight.

Tackling the trajectory from startup to maturity, the duo explores crucial strategies for MSPs. Brian Hoppe emphasizes understanding financial fundamentals early on, like gross margin and EBITDA, which are vital for eventual scalability and exit readiness. He stresses the importance of evolving from a tech-oriented approach to a shareholder mindset, which ensures MSPs are not only viable but thriving engines of innovation and profit. This thought leadership episode is a treasure trove for MSPs at any stage of their journey, especially those eager to future-proof their operations amid constant technological evolution.

• Understand Financial Metrics: Early understanding of key financial metrics, such as gross margin and EBITDA, is essential for sustainable business growth in the MSP industry.
• Shift to a Shareholder Mindset: Transitioning from a technician-oriented mindset to a shareholder's perspective can dramatically reshape businesses' value creation and growth strategies.
• Develop a Sales Engine: Scaling successfully involves moving beyond owner-led sales to building a robust growth engine that isn't dependent solely on referrals.
• Focus on Leadership Development: As businesses grow, establishing a second tier of leadership and fostering a mature, scalable organization becomes crucial.
• Prepare for Exit Early: Exit strategies should be planned early in the business life cycle, ensuring maximum valuation and smooth transitions when opportunities arise.

Guest Name: Brian Hoppe

LinkedIn page: https://www.linkedin.com/in/brianhoppe/

Company: Brian Hoppe Coaching

Website: https://brianhoppe.com/

Show Website: https://mspbusinessschool.com/

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

Sponsor vCIOToolbox: https://vciotoolbox.com