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Episodes

Tips for High Performance Remote Teams – ITPN-EP38 - IT Provider Network - The Podcast for Growing IT Service Providers

9/11/2018
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Are you getting the most out of your remote team members? In his excellent article, Rob Rawson, of the Time Doctor website. Rob lays out 25 tips for high-performance remote teams. In this episode of the IT Provider Network Podcast, I am going to go through the article and give you my take on how to get the most from remote teams. Since 1994 roughly half of our team has been remote. Always full-time W2 type employees but with the freedom to work wherever they lived. Compensate for the fact...

Duration:00:15:45

6 core functions you need to pay attention to in your MSP business ITPN-EP37 - IT Provider Network - The Podcast for Growing IT Service Providers

8/20/2018
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In today's episode of the IT Provider Network Podcast, I am going to share a thought process that was shared with me by my coach Alex Charften. As you know if you have been listening to the ITPN podcast for a while, we do a lot of forward planning in our company. We follow the Gazelles Scaling Up methodology Each division sets "rocks" or objectives for each quarter but there never seemed to be any congruity between these rocks and the real things that needed to be improved in our company....

Duration:00:12:33

Finding your USP in a Purple Ocean - IT Provider Network - The Podcast for Growing IT Service Providers

8/8/2018
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In this episode of the IT Provider Network Podcast, I am going to share an exercise with did to determine where our Purple Ocean lies. Join me as I talk about through the process of finding your USP or Unique Selling Position and how it can help you get more deals. The strategy I talk about in this podcast is from the book Blue Ocean Strategy available on Amazon.

Duration:00:15:02

Your Best Prospects Are Your Existing Clients ITPN-EP35 - IT Provider Network - The Podcast for Growing IT Service Providers

7/22/2018
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In today's episode of the IT Provider Network, I want to talk about one of our most important assets and one that is often neglected. I would bet that many of you are like me in your business, you sell hardware and software to your clients when they have needs. They call or write to you when they have a new user and need a new computer. You might even have your VCIO call on them to drum up hardware refreshes or new technology initiatives but I’ll bet that you can’t tell me all your clients...

Duration:00:11:13

Is this a six-inch putt? ITPN-EP34 - IT Provider Network - The Podcast for Growing IT Service Providers

6/8/2018
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Visioning Update I wanted to give you an update on the visioning process that my company went through two weeks ago when we met on the tail end of the Gazelles spring summit in New Orleans. I detailed what visioning is and why you need it in episode 33 of the IT Provider Network but in case you missed it here is a quick overview. Visioning is looking into to the future and describing what success looks like then. At that point in time. It’s now the how to; it’s the motivation and the...

Duration:00:11:03

Visioning – Why you need it and how to do it. ITPN-EP33 - IT Provider Network - The Podcast for Growing IT Service Providers

5/20/2018
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Visioning and the Deli Man If you’re on the IT Provider Network mailing list you know that tomorrow at 5 am I am heading out to New Orleans for some team building and to soak in some fresh ideas at the Gazelles Summit. Come Together Because my management team is in 4 different states and three different time zones it’s going to take the better part of Monday to get everyone down south. We’ll get settled in then on Tuesday and Wednesday, the team along with our Gazelles Coach Doug Diamond...

Duration:00:16:46

Maybe your managed services offer sucks? - IT Provider Network - The Podcast for Growing IT Service Providers

4/18/2018
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Yeah...maybe it does. Are you having problems landing new clients or converting your break-fix clients to managed services? If that’s the case, maybe you should step back and look at how you're positioning your products and services in the market. Maybe just maybe your offer sucks? In this episode of the IT Provider Network, I am going to share with you a new way of looking at how you communicate with your prospects and clients and how you can close more business.

Duration:00:14:01

Outsourcing your appointment setting – ITPN-EP31 - IT Provider Network - The Podcast for Growing IT Service Providers

3/28/2018
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In the last episode of the IT Provider Network, Episode 30, we talked about building an inside/outside sales organization within your company. In today's episode, I want to share with you my recent experiences outsourcing telemarketing and appointment to a 3rd party. INTRO Episode 31 has taken quite a while to get recorded. I have had a crazy end to the winter. I attended three different conferences and launched the beginnings of another business. My first conference was PodFest 2018 in...

Duration:00:09:33

Inside Sales Process Build or Buy? – ITPN-EP30 - IT Provider Network - The Podcast for Growing IT Service Providers

2/25/2018
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Inside Sales and Appointment Setting Build or Buy One of the questions I hear the most is how can we get more leads so we can build our business. Well, there are a few ways you can do it, and today I want to share with you my experiences with telemarketing or appointment setting. At our MSP we have experience in both building an in-house inside sales program and more recently outsourcing it to an industry-specific appointment setting service. In the next two episodes of the IT Provider...

Duration:00:16:41

Employee Success Plans – Helping your Employees Succeed – ITPN-029 - IT Provider Network - The Podcast for Growing IT Service Providers

2/4/2018
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Hello Again! Hi before we get started on Employee Success Plans I wanted to take a minute to re-introduce myself. My name is Terry Rossi and I am the co-founder of an award-winning Company (I always wanted to say that, in the 23 years we have been in business I never have). We are a company with two halves. We develop, sell and implement an enterprise document management solution to manufacturers all over the world and we are an MSP, we provide outsourced IT services to companies in the...

Duration:00:12:07

Taking a Good Look at your Team – ITPN-028 - IT Provider Network - The Podcast for Growing IT Service Providers

1/28/2018
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Taking a good hard look at your team If you have listened to the IT Provider Network for any amount of time, and thank you for doing that, you will know that I am a big fan of outside coaches. Mostly to help me do better at things that I am not good at, like taking a good hard look at my team and helping my find A Players. Oh before I forget, one of my favorite coaching teams is Chris Brogan and Rob Hatch. I am a member of their Owner Insiders group and I just received notice that the...

Duration:00:20:50

If you want to 10x your MSP you need the right mindset – ITPN-EP27 - IT Provider Network - The Podcast for Growing IT Service Providers

1/11/2018
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Want to 10x your MSP? Some people say that 10x’ing your business is easier than doubling it. Doubling it requires you to make continuous small improvements. You’re using your current people, processes, and capabilities but just trying harder. Striving for 10x growth, on the other hand, requires whole new levels of creativity and innovation. It means making massive steps forward in your businesses efficiency, your resourcefulness and value creation you create. In today’s episode of the IT...

Duration:00:18:05

All I want for Christmas is an EASY Button – ITPN – EP26 - IT Provider Network - The Podcast for Growing IT Service Providers

12/22/2017
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All I want for Christmas is an Easy Button. Doesn't everybody? Don't you just want to pay a monthly fee to a coach and have your sales problems disappear? How about by a marketing program and have the leads fly in? Or Pick up a reporting tool and have your BDR's go really easy. We all want an easy button and guess what? So do our clients.

Duration:00:11:13

Year-End Planning in our MSP – ITPN-EP25 - IT Provider Network - The Podcast for Growing IT Service Providers

12/7/2017
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Make the Most of 2018 with Year End Planning It’s that time of the year. We have less than one month left to wrap it all up. In today's episode of the IT Provider Network Podcast, I want to walk you through some of the things we do to plan for the upcoming year. December is always a crazy month for us. We are a Sub Chapter S corporation which is a type of tax structure in the US that requires that your corporate year end on the calendar year. So most small businesses are scrambling in...

Duration:00:26:11

ConnectWise IT Nation 2017 Key Takeaways -ITPN-23 - IT Provider Network - The Podcast for Growing IT Service Providers

11/16/2017
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My Big Takeaways In this episode of the IT Provider Network, I want to share with you some of the top takeaways from the massive ConnectWise IT Nation conference in Orlando last week. 3500 IT Peeps and plenty of cocktails Over 3500 attendees attended the two-day conference put on by ConnectWise, makers of ConnectWise Manage, Automate, Connect and Sell and the newly announced ConnectWise Unite. As always it was an outstanding conference for anyone in IT. My Crew I took Brian and Alan my...

Duration:00:30:47

Getting the most out of IT NATION – A Guide to Conferencing – ITPN-22 - IT Provider Network - The Podcast for Growing IT Service Providers

11/5/2017
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Tips for getting the most out of IT Nation or any conference for that matter. I've been going to IT Nation for the last ten years so I hope you'll get something out of my experiences. Even if you are not a Connectwise partner you can use this tips for any conference you attend. Getting Ready – Before you go Book your flights and your hotel room. I usually book the hotel as soon as possible and get the flights a little later hoping for a less expensive farther out. If you can stay at one of...

Duration:00:15:55

Tips for Better Prospecting – ITPN-021 - IT Provider Network - The Podcast for Growing IT Service Providers

10/24/2017
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Get Out of Your Head and Get More Prospects In this episode of the IT Provider Network Podcast, I want to share with you some ways to do a better job prospecting, get more first appointments and land more MSP contracts. However, I just want to clear the air right away, if you're looking for a silver bullet you ain't going to find it here. I am going to share with you some of what we've done to get over 15,000 contacts in our database and hundreds of first appointments over the last 10 years...

Duration:00:20:14

Just Eat It, it’s good for you ITPN-EP20 - IT Provider Network - The Podcast for Growing IT Service Providers

10/15/2017
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Like your momma said, "Just Eat It, It's good for you!" In this episode of the IT Provider Network, I wanted to talk about the lifetime value of a customer and why you should "Just Eat It" sometimes to keep your customers happy and keep them paying you month over month. I also go over the Marketopia 4U2Grow conference I just attended and a little about their service offering. Marketopia is part digital marketing agency part outsourced sales appointment setter. It was a good conference but...

Duration:00:16:05

Lessons from Gary Vaynerchuk and the Magic Castle – ITPN-EP19 - IT Provider Network - The Podcast for Growing IT Service Providers

10/1/2017
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I heard Gary V or Gary Venyerchuk doing a Q&A the other day and he was answering a question about the influx of content creators and how one can stand out in a crowded space. He said, "In a crowded mature market, you need to be better than the other guy". Ok, I might buy that you need to be good but I would also add you need to be memorable. You need to create moments with your clients. There is a new book coming out that was the inspiration behind this episode of the podcast. It by an...

Duration:00:23:09

MSP Feedback and Q&A – ITPN-EP18 - IT Provider Network - The Podcast for Growing IT Service Providers

9/25/2017
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In this episode of the IT Provider Network Podcast, I want to share some great listener feedback and do some Q&A for our listeners. We're going to talk about Selling into prospects that have an embedded long-term IT person Implementing Connectwise Manage and some outside services Renting or Buying Office Space Pros and Cons of providing company vehicles How do I handle Certs and Training Special Thanks to the following for their feedback and questions William Burham Singularity Solutions JD...

Duration:00:17:42