Episodit
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Dean Trempelas (Empath) and Steve Taylor break down exactly how to create your first conference talk, even if you think you have nothing valuable for an audience. Learn how to overcome imposter syndrome, choose your topic, and deliver with confidence. Perfect for MSPs and tech professionals looking to speak at events like RejectionCon, IT Nation, or local business groups.
Key topics: 00:00 Intro & Meet Dean 14:12 Why give conference talks? 26:42 Choosing your topic 40:56 Talk length & structure 52:36 Practice techniques 56:53 RejectionCon details
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Episode Summary: In this episode of RocketMSP, host Steve Taylor sits down with Zach Kromkowski, the innovative force behind Senteon, to discuss endpoint hardening and security compliance. Fresh off winning at IT Nation's PitchIt competition, Zach shares insights into how Senteon is revolutionizing security policy management for MSPs.
Key Discussion Points:
The challenges of endpoint security policy management and verificationWhy Intune and traditional GPO approaches fall shortHow Senteon's learning mode predicts setting impacts before implementationThe importance of verifying security policies at the local machine levelCMMC compliance and change tracking requirementsThe cost-effective approach to endpoint hardening ($1 per endpoint/month)Real-time change tracking and policy verification capabilitiesNotable Quotes: "Tools today create more work, whether that's a scan, a pen test, whatever that is, they tell you a bunch of things wrong, highlight a bunch of things red, but they don't actually fix anything." - Zach Kromkowski
Resources Mentioned:
IT Nation ConnectConnectWise PitchIt ProgramCIS BenchmarksCMMC Compliance FrameworkConnect with Zach:
LinkedIn: Zach KromkowskiCompany: SenteonFree Resource: 100 internal and external security assessments for podcast listeners
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Join Steve Taylor as he sits down with Brian Weiss, Founder & CEO of ITECH Solutions, for a compelling journey through MSP evolution, cybersecurity challenges, and technological innovation. Brian shares his transformation from a high school computer repair technician to leading a successful MSP, including weathering a major security incident that reshaped his approach to client security.
Key Topics:
Early career journey from break-fix to managed servicesSurviving and learning from a significant ransomware incidentEvolution of MSP security practices and frameworksRemote work culture and returning to office-based operationsMicrosoft-first approach to securityAI implementation in business operationsGuest Info:
Brian Weiss - Founder & CEO, ITECH Solutions
Location: San Luis Obispo, CA
Founded: 2005
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Josh Hohbein is the Information Security Lead for CentrexIT in Poway, California. Together, they have built what they call the Cybersecurity Maturity Model, which basically takes CIS Controls and simplifies the explanation of what they're doing for customers. (They still implement ALL controls, they just simplify the explanation.)
Learn about how they manage cybersecurity at CentrexIT.
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In this episode, Steve interviews Fred Voccola, CEO of Kaseya, discussing the growth and strategy behind Kaseya's numerous acquisitions and the development of their ITComplete platform. Fred elaborates on Kaseya's mission to improve MSP (Managed Service Providers) profitability and efficiency using integrated platforms and AI-driven automation tools like Cooper Insights and Cooper Bots.
The conversation also touches on common concerns from MSPs regarding acquisitions, billing issues, and the rationale behind the Kaseya Center arena. Fred emphasizes the importance of building brand recognition and supporting customer needs while safeguarding data through stringent cybersecurity measures. The episode concludes with a teaser for an upcoming major announcement at DattoCon and a nod to a friendly rivalry.
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Join us on MSP Tutor as Ian McDonald from getKambium discusses "How & Why to Talk About Your Client's Business." Learn vital communication strategies that Managed Service Providers (MSPs) can use to improve client relationships and drive business growth. Discover expert advice on effective client conversations and strengthen your MSP business. Tune in for actionable insights and practical tips to enhance your client communication skills!
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Join Steve Taylor on MSP Tutor as he interviews Greg Sharp from ZenContract, a contract management solution built for MSPs. Discover how proper contract management can significantly impact your EBIT multiplier and overall business valuation.
Learn vendor-agnostic strategies to streamline your contract lifecycle, from creation and negotiation to storage and renewals. This insightful episode provides actionable tips to enhance your MSP's operational efficiency and profitability.
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Scaling Your MSP: From 700K to 50M with Dean Trempelas from Helpt and Crab Consulting
In this episode of MSP Tutor, host Steve Taylor chats with Dean about his bold claim of helping scale an MSP from $700,000 to $50,000,000 in annual revenue. Dean shares his insights on the importance of preparation and capitalizing on opportunities, the value of peer accountability, and the practical steps needed to achieve significant growth.
Key topics include standardizing operations, the power of outsourcing, the significance of having solid client agreements, and the strategic importance of a good onboarding process.
Dean also gives advice on merging or acquiring other MSPs to facilitate growth and enhance operational maturity. The episode concludes with tips on making your MSP attractive for potential acquisitions and maintaining sustainable growth.
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Mastering Client Conversations: Selling Cybersecurity with Mark Lamb
In this episode of MSP Tutor, host Steve Taylor is joined by Mark Lamb, CEO of High Ground and M3 Networks, to discuss the strategies behind selling cybersecurity services to clients. The conversation covers topics such as building trust, the importance of an educational consultative approach, and understanding clients' needs and budgets.
Mark emphasizes the role of storytelling over statistics, the use of frameworks like the NIST Cybersecurity Framework, and how to handle objections and misconceptions. The episode also highlights the importance of aligning cybersecurity with business goals and utilizing social proof to validate services.
Essential for any managed service provider (MSP) looking to improve their sales and client relationships in the cybersecurity domain.
Learn MoreLearn more about Mark Lamb on LinkedIn
Check out HighGround for smarter cybersecurity conversations with clients and prospects.
Chapter Markers00:00 Introduction to MSP Tutor
00:17 Meet Mark Lamb: CEO and Cybersecurity Expert
01:53 The Importance of Educating Clients
03:52 Understanding Client Goals and Constraints
05:30 Handling Client Frustrations and Misconceptions
13:06 Explaining Financial and Reputational Risks
15:18 Using Frameworks to Assess Cybersecurity
19:35 Key Questions for New Prospects
21:53 Differentiating Your MSP Services
23:08 Building Trust with Clients
23:37 Cybersecurity and Insurance Audits
24:00 Creating Urgency Without Fear
28:40 Tailoring Cybersecurity to Industries
32:14 The Power of Storytelling in Cybersecurity
40:15 Addressing Client Compliance and Risk
42:47 Discussing IT Budgets with Clients
45:55 Conclusion and Contact Information
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In the third episode of MSP Tutor, host Steve Taylor welcomes guest Tim Fitzpatrick, who specializes in marketing strategy, planning, and leadership for IT marketing. Tim stresses the importance of strategy before delving into marketing tactics, emphasizing the creation of a unique point of view to attract ideal clients.
Key TakeawaysCrafting a unique point of view in marketing helps differentiate from competitors and attract ideal clients.The HIM approach - "honing in on your target market," "creating an ideal client GPS," and "crafting your marketing message" - serves as a framework to develop a marketing strategy.Focusing on a specific industry for targeted marketing increases operational efficiency and profitability.The importance of interviewing ideal clients to gain insights and articulate value in clients' words is emphasized.Differentiation, understanding client triggers, creating a competitive advantage with messaging, and using AI tools to target potential clients are vital components of marketing strategy.Testing, measuring, and continually improving marketing efforts is integral to success.
Timestamps and Topics[00:45] Importance of Strategy: Tim emphasizes the significance of strategy before marketing tactics, outlining the HIM approach.
[03:20] Hone In on Target Market: Tim provides insights on identifying the ideal client and the importance of delving into client demographics.
[08:12] Crafting Your Marketing Message: The focus shifts to message differentiation, language use, and the core message to communicate benefits to clients.
[12:40] Getting in Front of Ideal Clients: Tim discusses targeted marketing, using tools like ChatGPT to gather information about the ideal client's online presence.
[15:58] Creating a Competitive Advantage: Tim outlines the criteria for a competitive advantage and discusses nonnegotiables as a differentiator.
[21:10] Targeting Potential Clients with AI Tools: Tim and Steve explore utilizing AI tools and search engines to identify and confirm potential markets.
[26:45] Budgeting and Marketing Strategies: The importance of budgeting, testing, measuring, and playing the long game in marketing is stressed.
Resources MentionedIdeal Client Profiler Document: Provided by Tim Fitzpatrick to help interview ideal clients. Just email [email protected] to receive the document.In this episode, Tim Fitzpatrick delves into the integral aspects of marketing strategy, emphasizing the development of a unique point of view, targeted messaging, and differentiation. Listeners are encouraged to consider the insights shared to refine their marketing strategies and attract ideal clients.
For more detailed insights and advice, subscribe to RocketMSP and stay tuned for our upcoming episodes.
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In this episode of RocketMSP, host Steve Taylor is joined by Nate Freedman, digital marketing expert and founder of TechProMarketing and MSPsites.com. Together they delve into the effective website strategy for managed service providers (MSPs), emphasizing lead generation, user experience, and simplification.
Key TakeawaysEmphasizing the simplicity and consistency in marketing strategy for MSP websites.Focusing on a lead dashboard to track chats, phone leads, and form leads, and measure marketing effectiveness.Using an email course as a lead magnet delivery method and avoiding complicated ebook designs.Prioritizing real people over AI for customer interaction and the impact of responsive live chat support on closing deals.
Timestamps and Topics[00:00:45] The significance of a basic lead dashboard for MSPs
[00:07:12] Recommendations for simplifying lead magnet content and delivery
[00:15:28] Importance of real people in customer interaction over AI
[00:25:03] Strategies for enhancing professionalism in client communication
[00:35:40] Utilizing marketing automation platforms and MSP site solutions
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In this episode, host Steve Taylor and guest Matt Lee dive into the critical process of building and executing effective incident response plans in the MSP industry. They emphasize the importance of readiness and preparation, highlighting the value of conducting tabletop exercises to simulate and practice incident response scenarios.
*Key Takeaways*
The importance of clear incident response plans and cybersecurity awareness training within organizationsConducting tabletop exercises to identify areas for improvement and potential upselling opportunities with clientsThe value of using generative AI to create tabletop scenarios for simulating cyberattacks and improving response capabilitiesThe significance of developing incident response plans and fostering readiness in the MSP industryNot striving for perfection but focusing on iteration and continuous improvement in incident response planning*Timestamps and Topics*
[00:23] Importance of Incident Response Plans
[08:45] Value of Tabletop Exercises
[17:12] Utilizing Generative AI for Simulations
[27:39] Challenges and Importance of Iteration
[34:56] Billing and Client Protection
[42:18] Changing Operational Layout
[48:10] Learning Through Simulations
[54:32] DHS Alerts and Tabletop Materials
[01:05:17] Engaging Employees & Testing Components
[01:12:05] Building Incident Response Plan
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In this video, Steve and Brian engage in a role play to discuss cybersecurity risk assessment and its implications for business decisions.
In this video, we cover:
- Best case scenarios for a cybersecurity risk assessment.
- What to do if issues are found during the assessment.
- Addressing cost differences in proposed solutions.
- Gathering information about the client's current spending.
- Timely decision-making and considerations for transitioning to a new provider.
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MessageSpecs is a marketing and communications consultancy founded by Joel Benge that specializes in helping technical companies, like managed service providers (MSPs), nail their messaging and communications.
Steve Taylor, host of the RocketMSP Podcast, interviews Joel Benge, Founder & CEO of MessageSpecs.
Today's sponsor is Comet Backup. Use the exclusive promo code: ROCKETMSP when you sign up to get $50 USD Free Credit for your first 90 days with Comet.
Start running backups in 15 minutes or less!
Get started with Comet Backup here: https://drp.li/Qzgtd
Mentioned in this episode:
Comet Backup
We’ve all been there – the phone rings, your largest client is on the line, totally panicked. Their CEO spilled coffee all over her laptop and it’s completely dead. Everything she needed for her investor presentation tomorrow was on that laptop. There’s nothing more heart-stopping than losing business-critical data. Whether you get hit with ransomware, hardware failure or human error, data loss can be a business ending event. Backups are your final stand when a threat penetrates your layers of defense. That’s where Comet Backup comes in. Comet is a secure, reliable backup solution designed specifically for MSPs. Protect computers, servers, virtual environments, emails and databases. You choose where the data is stored – backup to local on-prem storage or any of the leading cloud providers to slash your storage costs. Comet grows with your business with scalable per-device pricing. Test drive Comet Backup with a 30-day free trial. Get $50 free credit when you sign up with the promo code ROCKETMSP. Start running backups in 15 minutes or less at cometbackup.com. Comet Backup, the backup solution that MSP’s trust.
Comet Backup
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If you're an MSP or channel vendor, there's a good chance you've got a microphone at your desk. We all get stuck doing Zoom and Teams meetings every day, but there's something YOU can do to make the experience better for everyone else.
I've got some great tips on how to get broadcast-quality sound without having to spend a ton of money.
Shure MV7 Microphone
Today's sponsor is Comet Backup. Use the exclusive promo code: ROCKETMSP when you sign up to get $50 USD Free Credit for your first 90 days with Comet.
Start running backups in 15 minutes or less!
Get started with Comet Backup here.
Mentioned in this episode:
Comet Backup
We’ve all been there – the phone rings, your largest client is on the line, totally panicked. Their CEO spilled coffee all over her laptop and it’s completely dead. Everything she needed for her investor presentation tomorrow was on that laptop. There’s nothing more heart-stopping than losing business-critical data. Whether you get hit with ransomware, hardware failure or human error, data loss can be a business ending event. Backups are your final stand when a threat penetrates your layers of defense. That’s where Comet Backup comes in. Comet is a secure, reliable backup solution designed specifically for MSPs. Protect computers, servers, virtual environments, emails and databases. You choose where the data is stored – backup to local on-prem storage or any of the leading cloud providers to slash your storage costs. Comet grows with your business with scalable per-device pricing. Test drive Comet Backup with a 30-day free trial. Get $50 free credit when you sign up with the promo code ROCKETMSP. Start running backups in 15 minutes or less at cometbackup.com. Comet Backup, the backup solution that MSP’s trust.
Comet Backup
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Overe offers a free Microsoft 365 security assessment tool for MSPs and their small business clients. In this interview, host Steve talks with Overe CEO Paul Barnes about how the platform helps MSPs easily evaluate and improve their customers’ #Microsoft365 #Office365 security posture.
Paul explains how Overe integrates with Microsoft environments to provide actionable recommendations based on license types and business specifics. The software identifies misconfigurations, policy gaps, and other issues that leave data and systems vulnerable. Overe helps guide MSPs and clients toward better #cybersecurity hygiene and compliance.
Key topics include:
Simplifying #Microsoft365 security managementAutomating monitoring and protectionGenerating customized improvement recommendationsIntegrating with other security products for fuller threat visibilityGiving unified visibility across SaaS environmentsWhether you’re an MSP helping clients or an SMB needing better security assurance, Overe can rapidly uncover risks and priorities for hardening your Microsoft 365 environment.
Check out the free Overe Microsoft 365 assessment at https://www.overe.io to evaluate your security status today!
Today's sponsor is Comet Backup. Use the exclusive promo code: ROCKETMSP when you sign up to get $50 USD Free Credit for your first 90 days with Comet.
Start running backups in 15 minutes or less! Get started with Comet Backup here: https://drp.li/Qzgtd
#Overe #CyberSecurity #MSPs #SaaSSecurity #TechDemo #LiveDemo
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SaaS Alerts helps MSPs secure and monitor SaaS applications for their SMB clients. Their platform centralizes security across apps like Office 365, Google Workspace, Salesforce, and more.
In this episode, I interview SaaS Alerts CEO Jim Lippie to learn about the latest enhancements to their platform and research on the SaaS security landscape. We discuss:
Fortify: Their new automated policy engine to instantly improve Microsoft Secure Scores.Key findings from the 2023 SaaS Application Security Insights report on emerging threats and risky end-user behaviors.How SaaS Alerts is helping MSPs simplify compliance automation and governance.Their roadmap and what new integrations and capabilities MSPs can expect.If you support SaaS apps for SMBs, this conversation with Jim will give you an insider's view of the SaaS Alerts roadmap. You'll learn how they aim to help MSPs improve security, meet compliance needs, and gain operational efficiencies.
Today's sponsor is Comet Backup. Use the exclusive promo code: ROCKETMSP when you sign up to get $50 USD Free Credit for your first 90 days with Comet.
Start running backups in 15 minutes or less!
Get started with Comet Backup here.
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Looking to expand your MSP offerings into a lucrative new area? Compliance services could be the perfect addition.
In this exclusive interview, compliance guru Alex Spigel shares her proven framework for profitably delivering compliance assessments and solutions to clients.
As COO of Choice Cyber Solutions, Alex has equipped over 500 MSPs to provide compliant managed services. She's also pioneered programs with CompTIA to simplify cybersecurity compliance for the MSP community.
Alex reveals insider tips to help you:
Identify the top 1-2 compliance areas to focus on firstDeliver compliant services efficiently without overspendingGenerate leads and attract ideal compliance clientsEstablish credibility with key certificationsSignificantly increase recurring revenueIf you want to future-proof your MSP with new offerings, don't miss Alex's advice on getting started the right way.
Today's sponsor is Comet Backup. Use the exclusive promo code: ROCKETMSP when you sign up to get $50 USD Free Credit for your first 90 days with Comet.
Start running backups in 15 minutes or less!
Get started with Comet Backup here.
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Are you relying on legacy, siloed security tools that leave dangerous gaps? In this episode, Matt Holland of Field Effect shares how MSPs can implement truly unified cybersecurity without the tool overload.
We discuss:
Rising threats SMBs face compared to 5 years agoWhy a holistic approach is criticalConsolidating key capabilities into a unified systemEvaluating new security options wiselyAvoiding common mistakes MSPs makeTracking metrics that reveal security impactPreparing for emerging regulationsThe recent SEC charges against SolarWinds's CISOWhether you're looking to evolve your security offerings or interested in a new partner, this episode has great insights for MSPs.
Check out the links below for additional resources mentioned in this episode:
Field Effect: www.fieldeffect.com
Channel Program 2023 Technology Map: https://channelprogram.com/technologymap
Channel Program NaviStack: https://channelprogram.com/navistack
Today's sponsor is Comet Backup. Use the exclusive promo code: ROCKETMSP when you sign up to get $50 USD Free Credit for your first 90 days with Comet.
Start running backups in 15 minutes or less!
Get started with Comet Backup here.
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I sat down with Tom Lin, Chief Revenue Officer of AvePoint, to discuss their governance, risk, and compliance platform designed specifically for managed service providers. In this wide-ranging interview, Tom shares details about AvePoint's unique approach to GRC that allows MSPs to easily manage client Microsoft 365 and Google Workspace environments.
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