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Episodes

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 - 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 Employes 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

MSP Feedback and Questions Part Two ITPN-24 - IT Provider Network - The Podcast for Growing IT Service Providers

11/26/2017
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Tackling your Questions on Building, Growing or Scaling your IT Service Provider Business. I’m Terry Rossi and in this episode of the IT Provider Network podcast, I want to share with you some of the feedback I have received on the show as well as some of my opinions on the questions you’ve sent in. We are going to talk about getting started, sales compensation, contracts and more.

Duration:00:30:47

Getting the most out of IT NATION – A Guide to Conferencing - 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...

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:00:16:07

Lessons from Gary V 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 - 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...

Duration:00:17:42

Steps to take when a Key Employee Quits - IT Provider Network - The Podcast for Growing IT Service Providers

9/17/2017
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You're having a great day when one two of your key employees walk in and quit! I've been in business for over 21 years and I have had more than a few key employee come and go. It is part of what you signed up for when you became a business owner and entrepreneur. Unfortunately, I walked in on Monday morning and had not one but two employees give their notice to quit. Actually one quit and the other one retired. Now What? My two employees quitting had nothing to do with each other but you...

Duration:00:23:10

3 Things I learned at Robin Robins Cyber Security Bootcamp - IT Provider Network - The Podcast for Growing IT Service Providers

9/2/2017
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Building a Cyber Security Practice in your MSP It takes more than great tools to build a new cyber security practice. The tools are important but so is the right mindset. Wrapping up my month of conferences, here are my takeaways from the Robin Robins cyber security bootcamp She used to work for Tony Robbins, did you know that... isn't that funny? Last week I attended a Robin Robins Roadshow with a focus on cyber security. She gives excellent value to IT service Providers and MSP's looking...

Duration:00:24:51

How to get Free Marketing Assistance ITPN-015 - IT Provider Network - The Podcast for Growing IT Service Providers

8/20/2017
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Conferencing In this episode of the IT Provider Network, I am going to share with you some of my observations from conferences I have just attended and show you how you can get free marketing assistance from your partners. ASCII Summit ASCII www.ascii.com I attended the 2017 ASCII summit for NY and NY a couple of weeks ago. It was great to connect with the ASCII leadership team, the vendors and my peers in New Brunswick. ASCII is the oldest and largest group of independent IT solution...

Duration:00:16:15

Why most MSP’s Suck at Selling - IT Provider Network - The Podcast for Growing IT Service Providers

8/9/2017
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Most MSP's and specifically MSP Owners suck at selling! There I said it! At one time I identified myself with the majority of the issues that this podcast addresses. But not anymore and I am going to show you how you can improve at selling in your own MSP. I am going to show you how to suck less! The way I see it there are at least five things that cause MSP's to suck at selling: They are always chasing the shiny new object. Vendors are always trying to get us to expand our portfolio, tool...

Duration:00:17:17