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

In this engaging episode of MSP Business School, host Brian Doyle welcomes guest Bobby Jacobs from Thread, an AI-driven service delivery platform. Their discussion centers around Bobby's journey to becoming a leader at Thread, his entrepreneurial background, and the continuous evolution within the MSP community driven by AI technological advancements. As they reminisce about their recent meetup at IT Nation, Bobby sheds light on how Thread has grown beyond just a typical service provider to being an innovator mentioned for changing service delivery paradigms with AI.

Bobby Jacobs explores the shifting landscape of MSPs, emphasizing the importance of automation and self-service capabilities in service desks. He notes the criticality of adapting to changes driven by AI, which enables MSPs to streamline operations and improve service quality while maintaining competitive pricing. With AI technologies allowing automation of mundane tasks, Bobby argues that MSPs should embrace these changes or capitalize on the current peak in MSP valuations to sell. Brian and Bobby further highlight the potential for MSPs to transform and deliver even deeper value to customers through these innovative solutions.

• Adapting with AI: Embracing AI in service delivery is a growing necessity, enabling MSPs to streamline operations, reduce costs, and improve service quality.
• Change in Metrics: Traditional metrics like endpoint-to-technician ratios are being redefined by AI, necessitating changes in service desk strategies for better efficiency.
• Sales Enablement: Bobby highlights the importance of grooming MSP sales teams to accurately scope opportunities and communicate AI benefits to end customers.
• Embracing Innovation or Exit: MSPs should either embrace AI-driven changes or consider selling while valuations are high, as standing still is not an option.
• Exciting Opportunities: There is great potential for MSPs to innovate and deepen their customer relationships by focusing on AI-driven solutions.

Guest Name: Bobby Jacobs

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

Company: Thread

Website: https://www.getthread.com/

Show Website: https://mspbusinessschool.com/

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

Sponsor vCIOToolbox: https://vciotoolbox.com

In this episode of MSP Business School, host Brian Doyle welcomes Dave Maik from Valley Mail. The conversation dives into the evolution of technology and security solutions within the MSP space, highlighting how Valley Mail is addressing the growing need for robust email security protocols. Dave sheds light on his journey through various tech transformations since the mid-90s, emphasizing the morphing of traditional computing into cloud-based solutions and the critical role of MSPs in maintaining security.

The discussion provides an insightful overview of the current challenges businesses face, particularly with the recent enforcement of email security protocols by major providers like Google and Microsoft. Dave explains how these changes necessitate the implementation of DMARC, SPF, and DKIM protocols to ensure emails reliably reach their intended recipients without getting flagged. Emphasizing the importance of selecting the right security stack, Dave points out the risks of overspending on unnecessary solutions and introduces Valley Mail's automated solutions designed for ease and efficiency.

• Evolution of IT Security: Technology has rapidly evolved, morphing from basic computing to the complexities of cloud-based solutions, necessitating strong security frameworks.

• Email Security Protocols: Recent updates by Yahoo, Google, and Microsoft require businesses to implement DMARC, SPF, and DKIM protocols to ensure email deliverability and authenticity.

• Valley Mail Solutions: Valley Mail offers user-friendly and cost-effective solutions to assist MSPs in configuring and maintaining essential email security settings efficiently.

• Assessing Security Needs: MSPs are encouraged to evaluate their security solutions carefully, using tools and resources like Valley Mail's free Monitor product to analyze their current state.

• Community Engagement: Dave Maik remains committed to educating and assisting MSPs in selecting and deploying the right security solutions without unnecessary complexity or cost.

Guest Name: Dave Maik

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

Company: Valimail

Website: https://www.valimail.com/

Show Website: https://mspbusinessschool.com/

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

Sponsor vCIOToolbox: https://vciotoolbox.com

In this engaging episode of MSP Business School, host Brian Doyle welcomes Beau Butaud from Render Compliance. Beau shares his insights on navigating the complex world of SOC 2 compliance, emphasizing the importance of aligning SOC 2 audits with customer requirements and industry standards. With the rising demand for security and compliance in the MSP community, this episode is a deep dive into the nuances of governance, risk, and compliance that are critical for businesses handling sensitive data.

The conversation begins with Beau's professional journey, highlighting his decision to establish Render Compliance to improve audit processes. The discussion transitions into practical insights on preparing for SOC 2 audits, where Beau advises on the significance of understanding scoping requirements and differentiating between Type 1 and Type 2 examinations. The episode further explores the pivotal role of policies and the evolving tech landscape's impact on data governance, offering listeners valuable perspectives on building effective controls and managing compliance challenges. Brian and Beau's dialogue underscores the strategic importance of SOC 2 readiness and operational excellence in safeguarding client data and reinforcing trust.

• Understanding SOC 2 Importance: Businesses should pursue SOC 2 compliance to meet client demands and protect sensitive data, with a clear understanding of the requirements and benefits.
• Audit Scoping: Defining a precise scope is crucial to ensure an effective SOC 2 audit process, and may involve a mix of system scopes and control definitions tailored to business operations.
• Policy Evolution: Regular policy reviews are essential to align with technological changes and ensure that data management practices remain relevant and effective.
• Collaborative Auditing: A good auditor provides guidance on expectations and gaps, enabling businesses to implement necessary changes and achieve compliance.
• Boutique Audit Advantages: Working with smaller firms like Render Compliance offers personalized service focused on quality and efficiency, helping first-time SOC 2 participants navigate the process smoothly.

Guest Name: Beau Butaud

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

Company: Render Compliance

Website: https://rendercompliance.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 podcast, host Brian Doyle welcomes Jesse Miller from PowerPSA Consulting to discuss the importance and structuring of vCISO programs in MSPs. Jesse shares his journey from a CISO of an MSP to founding PowerPSA Consulting, emphasizing the need for MSPs to offer vCISO services to enhance client value and expand recurring revenue. This engaging discussion explores the primary hurdles MSPs face in implementing and monetizing these services, delivering actionable insights and practical advice for listeners.

Jesse Miller elaborates on how MSPs can become proactive by incorporating vCISO programs into their offerings. He highlights the significance of market research to tailor these programs to client needs and explains the importance of detailed client interviews for developing unique value propositions. The conversation dives deep into key issues like effectively packaging and pricing vCISO services, the role of cyber insurance in driving the demand for these services, and leveraging vCISO offerings as a strategy to outpace competitors. Jesse's experiences and advice provide a roadmap for MSPs aiming to build successful vCISO programs.

• Monetizing VCISO Programs: It's crucial for MSPs to effectively package and promote vCISO services, positioning them as essential rather than optional to clients.

• Market Research and Target Clients: Conducting detailed interviews with existing clients helps in creating a tailor-made vCISO program that aligns with client needs and expectations.

• Cyber Insurance as a Catalyst: Rising demands from cyber insurance work as a significant factor pushing the necessity for robust vCISO programs.

• Opportunity for Growth: vCISO services can be an entry point into new markets and clients, offering a competitive edge over other MSPs.

• Elevating Strategic Partnerships: Providing vCISO services allows MSPs to transition from being viewed as commodities to strategic partners with their clients.

Guest Name: Jesse Miller

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

Company: PowerPSA Consulting

Website: https://powerpsa.com/

Show Website: https://mspbusinessschool.com/

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

Sponsor vCIOToolbox: https://vciotoolbox.com

Join Brian Doyle on the latest episode of MSP Business School, where he sits down with Zulfiya Forsythe from the Omaldi Group. Zulfiya shares her experience entering the MSP sector and how accidents in work collaborations often create remarkable opportunities for business growth. As a data analytics expert, she discusses how her partnership with MSPs enhances client satisfaction by offering data-driven insights and AI-based automation.

In this episode, Zulfiya Forsythe delves into the world of AI, exploring its vast capabilities and addressing common business challenges. Emphasizing the practicality of AI beyond the buzz, she explains how AI can be leveraged to improve business processes and addresses why automation is sometimes a more appropriate solution. Zulfiya highlights some of her successful AI integrations, including Vicki, an AI-powered voice agent that minimizes call management issues, and the Foreman Agent, a tool enhancing data access efficiency for construction companies and municipal operations.

• Zulfiya Forsythe has successfully integrated AI and automation into business processes, highlighting the partnership between AI-driven tools and traditional business operations.

• Discussing her agent Vicki, Zulfiya demonstrates how AI aids in managing customer service by answering calls and integrating data into client systems, subsequently increasing client retention and efficiency.

• The Foreman Agent exemplifies AI's capacity to streamline data retrieval by transforming extensive historical data into easily accessible insights, revolutionizing industries like construction.

• AI should not be confused with simple automation; while both improve processes, AI brings the ability to understand and process natural language, enhancing communication efficiency.

• A strategic approach to AI and automation can significantly optimize operations, allowing business leaders to focus on core business strategies while maintaining quality and service standards.

Guest Name: Zulfiya Forsythe

LinkedIn page: https://www.linkedin.com/in/zulfiya-forsythe-akbarova-cpa-0214b98/

Company: Omadi Group

Website: https://omadligroup.com

Show Website: https://mspbusinessschool.com/

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

Sponsor vCIOToolbox: https://vciotoolbox.com