Uncle Marv's IT Business Podcast

Uncle Marv here with the scoop from the SuperOps Super Summit. This was a tweener episode, recorded between conferences to give you the inside scoop. First up, I caught up with Arvind, the big boss at SuperOps. He filled me in on the Summit being their 7th event, with a focus on MSP education and networking rather than sales pitches. Arvind shared how SuperOps has grown from an unknown to a recognized brand in the last 18 months, thanks to their great product and making themselves available to the MSP community. Next, I grabbed Damo, the VP of Products. This guy has been building enterprise software for 20 years, but he really digs working on products that contribute to real people's growth and success. Damo encouraged listeners to join the SuperOps community to experience the full value beyond just the product. Then I had a chat with Chris Cool, who recently joined SuperOps after being impressed by their technology and people. Chris shared his journey from the copier world to IT consulting, initially outsourcing everything before deciding to bring it all under one roof with SuperOps. Finally, I connected with Juan Fernandez, the SuperOps Channel Chief. Unfortunately, you'll have to wait for that interview in the next episode! Key Takeaways Links from the Show: Super Summit Website: https://supersummit.com/ The MSP Owner's Handbook: https://amzn.to/4c4rnSa Lead It Like Lasso: https://amzn.to/3KmUbtc The Pumpkin Plan for Managed Service Providers: https://amzn.to/3R5L57V === Show Information Website: https://www.itbusinesspodcast.com/ Host: Marvin Bee Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ Become a monthly supporter: https://www.patreon.com/join/itbusinesspodcast? One-Time Donation: https://www.buymeacoffee.com/unclemarv === Music: Song: Upbeat & Fun Sports Rock Logo Author: AlexanderRufire License Code: 7X9F52DNML - Date: January 1st, 2024

ASCII was founded in the early 1980s when Alan Weinberger recognized that independent computer dealers and service providers were the smartest people in the industry, acting as trusted advisors to clients. Over 40 years later, that core vision remains - ASCII elevates managed service providers (MSPs) by leveraging the collective power of over 1,300 members and 10,000 employees across North America. The community provides immense value through group purchasing discounts, educational resources, networking opportunities, and the ability to subcontract work across geographies. Members drive new programs and initiatives through the advisory board, such as the popular SPARC peer groups where MSPs openly discuss business challenges. Looking ahead, ASCII is enhancing its global presence with instant translation capabilities, allowing members worldwide to collaborate seamlessly. The fundamental mission endures - empowering independent IT businesses by giving them a powerful collective voice while remaining vendor-neutral. Key Takeaways Alan Weinberger: Founder, CEO and Chairman of The ASCII Group Inc. - https://www.ascii.com/ Alysia Vetter: Vice President of Marketing at The ASCII Group Inc. David Stinner: Founder & President at US itek, MSP Workforce - https://www.usitek.com/ === Show Information Website: https://www.itbusinesspodcast.com/ Host: Marvin Bee Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ Become a monthly supporter: https://www.patreon.com/join/itbusinesspodcast? One-Time Donation: https://www.buymeacoffee.com/unclemarv === Music: Song: Upbeat & Fun Sports Rock Logo Author: AlexanderRufire License Code: 7X9F52DNML - Date: January 1st, 2024

Revisiting Strategic Marketing Planning We kick things off by revisiting the concept of having a strategic marketing plan before executing tactics. Tim explains that most businesses get the sequencing wrong - you need to define your target market and ideal clients first, then identify where they are and what messaging will resonate with them. This "fuel" informs the marketing "vehicles" or tactics you'll use. Tim outlines his three power questions to identify ideal clients: who do you love working with, who are your most profitable clients (based on gross profit, not just revenue), and which clients are you getting the best results for? Clients that check all three boxes are your sweet spot to target. Defining Your Target Market From there, Tim walks through a process for defining your target market: As you go through this exercise, smaller sub-groups or niches will emerge that you can focus your marketing efforts on more effectively. Researching Where Your Ideal Clients Congregate The final piece is understanding where your ideal clients get information and spend time online/offline. Tim recommends using AI tools like Perplexity to research things like: This creates a roadmap of all the places you can get in front of your target audience through marketing activities and strategic partnerships. Key Takeaways: Links from the show: Rialto Marketing website: https://www.rialtomarketing.com/ AI-powered conversational search engine: https://www.perplexity.ai/ 81-Year-Old California Man was a slingshot terrorist for 10 years: https://tinyurl.com/yc2yj249 Florida Woman jumps from Naples pier after sex to escape police: https://tinyurl.com/bdzazusw Florida Mom Offers man sex with her 10-year-old daughter for $5: https://tinyurl.com/2ambnhsw Florida Man Goes Viral on Wheel of Fortune: https://tinyurl.com/yrucnve6 === Show Information Website: https://www.itbusinesspodcast.com/ Host: Marvin Bee Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ Become a monthly supporter: https://www.patreon.com/join/itbusinesspodcast? One-Time Donation: https://www.buymeacoffee.com/unclemarv === Music: Song: Upbeat & Fun Sports Rock Logo Author: AlexanderRufire License Code: 7X9F52DNML - Date: January 1st, 2024

Catching Up with Rob Rae Rob reflects on his first year at Pax8, describing the experience as intense but rewarding. He's impressed by the company's commitment to the MSP channel and the executive team's vision. Pax8 has rapidly expanded to 39 countries with 5,000 partners, giving Rob opportunities to visit places like Lithuania and witness the global MSP community firsthand. Pax8 Beyond 2024 Preview The upcoming Pax8 Beyond conference (June 9-11 in Denver) promises new innovations, education tracks for different MSP roles, and community networking. Rob emphasizes the value of vendor user conferences for MSPs to see where their investments are going and ensure alignment with the vendor's roadmap. The conference will feature five persona-based tracks, including a business growth track. While some attendees may take breaks, Rob aims to deliver compelling content that attracts engagement. He's excited to have new CEO Scott Massey, a tech-focused leader, involved in shaping the product roadmap and support experience. Pax8's Global Footprint and Future In October 2024, Pax8 will host its first European user conference in Berlin, designed to provide equal value to MSPs worldwide. As Pax8 continues its rapid international expansion, Rob is enthusiastic about the global MSP community's growth potential. Key Takeaways: Links from the show: Pax8 Beyond 2024: https://www.pax8beyond.com === Show Information Website: https://www.itbusinesspodcast.com/ Host: Marvin Bee Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ Become a monthly supporter: https://www.patreon.com/join/itbusinesspodcast? One-Time Donation: https://www.buymeacoffee.com/unclemarv === Music: Song: Upbeat & Fun Sports Rock Logo Author: AlexanderRufire License Code: 7X9F52DNML - Date: January 1st, 2024

N-able RMM Rant For two straight days, my RMM provider N-Able has been experiencing an SSO issue, preventing me from logging in or properly accessing client devices and endpoints. While I had alternate methods to connect with clients, it was still incredibly frustrating, especially for those who solely rely on the RMM for remote support. I empathize with those who were unable to work due to this issue. Every vendor experiences problems, but it's crucial how they respond and resolve it. I'm not happy it's gone unresolved for two days, but we'll see what happens tomorrow. Health and Wellness in the Tech Industry Ron attended the MSP Geek conference, which had a refreshing focus on health and wellness for those in the tech industry. Sessions covered topics like meditation, mindfulness, and avoiding burnout – aspects often overlooked in our field. It's an important discussion as we tend to neglect our well-being. Upcoming Hire and Cybersecurity Focus Ron is excited to welcome a new team member starting on June 3rd after her month-long break. She'll be focusing on cybersecurity, having studied business with a cybersecurity concentration. It'll be great to have that expertise on board, especially as clients increasingly prioritize cybersecurity. Key Takeaways Links from the show https://tinyurl.com/3rzdj4zyhttps://tinyurl.com/5ecyevf7https://tinyurl.com/37ubvs8uhttps://tinyurl.com/5x9pdpydhttps://tinyurl.com/4hab9my2 === Show Information Website: https://www.itbusinesspodcast.com/ Host: Marvin Bee Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ Become a monthly supporter: https://www.patreon.com/join/itbusinesspodcast? One-Time Donation: https://www.buymeacoffee.com/unclemarv === Music: Song: Upbeat & Fun Sports Rock Logo Author: AlexanderRufire License Code: 7X9F52DNML - Date: January 1st, 2024

Nadir explains that his primary focus is understanding customer needs and ensuring that Kaseya's product roadmaps address those needs. He emphasizes the importance of building a cohesive ecosystem where different modules work together seamlessly. One of Nadir's key initiatives is the IT Glue Copilot, which leverages AI to automate documentation management tasks. This includes creating, curating, and making documentation more accessible to users. The Copilot suggests related items based on machine learning algorithms trained on individual customer data. Nadir stresses that Kaseya is taking a judicious approach to AI integration, focusing on delivering tangible outcomes rather than simply slapping an "AI" label on existing features. He highlights the importance of building a culture around documentation within organizations. Key Takeaways: Links from the show: IT Glue Copilot: https://www.itglue.com/copilot/ === Show Information Website: https://www.itbusinesspodcast.com/ Host: Marvin Bee Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ Become a monthly supporter: https://www.patreon.com/join/itbusinesspodcast? One-Time Donation: https://www.buymeacoffee.com/unclemarv === Music: Song: Upbeat & Fun Sports Rock Logo Author: AlexanderRufire License Code: 7X9F52DNML - Date: January 1st, 2024

Marv explains that Kaseya had been inviting him to visit their offices for several months, and he finally accepted their invitation. He clarifies that he was not acquired by Kaseya and that his MSP business and podcast will continue as usual. During the visit, Marv had open and honest discussions with Kaseya representatives. He expressed his experiences with their products and acknowledged both positive and negative feedback from the community. Kaseya provided presentations on their IT Complete platform, security solutions, and network management offerings. Marv highlights Kaseya's recent pricing announcement for Kaseya 365, which he believes makes their platform accessible to smaller MSPs and solo practitioners. He also mentions changes to pricing for their networking products and a new VPN solution. Key Takeaways: Links from the show: Kaseya website: https://www.kaseya.com/ Kaseya 365, Revolutionary New Offering: https://tinyurl.com/54v929yp === Show Information Website: https://www.itbusinesspodcast.com/ Host: Marvin Bee Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ Become a monthly supporter: https://www.patreon.com/join/itbusinesspodcast? One-Time Donation: https://www.buymeacoffee.com/unclemarv === Music: Song: Upbeat & Fun Sports Rock Logo Author: AlexanderRufire License Code: 7X9F52DNML - Date: January 1st, 2024

Cable Testing Tools Rant Uncle Marv expresses his frustration with a managed service provider who used a basic continuity tester for cable runs, leading to connectivity issues. He emphasizes the need for proper cable testing and certification tools, especially for companies offering cabling services. Cutting corners and using inadequate tools reflects poorly on the industry and can lead to subpar work. Time is a Precious Resource Juan Fernandez shares his perspective on treating time as a valuable currency rather than a freely available resource. He stresses the importance of quantifying time appropriately and avoiding wasting it on unprofitable endeavors. Juan explains how he built his MSP with a focus on maximizing productivity and profitability, even during activities like attending events or taking lunch breaks. Firing Problematic Clients Uncle Marv and Juan discuss the difficult decision of firing problematic clients, even if they contribute a significant portion of revenue. Uncle Marv shares his experience of letting go of his largest client in 2017 because they consumed over 50% of his time despite accounting for only a third of the revenue. This decision was influenced by the principles outlined in the book "The Millionaire Next Door." Key Takeaways: Links from the show: The Millionaire Next Door: https://amzn.to/3UM0F9E Florida Man bites chunk out of deputy's head: https://tinyurl.com/yc6cshah === Show Information Website: https://www.itbusinesspodcast.com/ Host: Marvin Bee Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ Become a monthly supporter: https://www.patreon.com/join/itbusinesspodcast? One-Time Donation: https://www.buymeacoffee.com/unclemarv === Music: Song: Upbeat & Fun Sports Rock Logo Author: AlexanderRufire License Code: 7X9F52DNML - Date: January 1st, 2024

Paul identifies two major mistakes: not doing enough marketing and doing it sporadically. He explains that many MSPs start as technicians who get an "entrepreneurial seizure" and launch their own business, but eventually struggle when referrals dry up and they need to market themselves. The second mistake is running one-off campaigns that fail to generate results, leading MSPs to conclude marketing doesn't work. Paul emphasizes the importance of having a consistent, long-term marketing system rather than sporadic campaigns. He recommends doing marketing activities daily, weekly, and monthly to build momentum and stay top-of-mind with potential clients who may switch MSPs every five years. He also suggests differentiating your marketing by focusing on personal branding and leveraging your unique identity, as he has done successfully with his own business. Paul shares his journey from starting a marketing agency in 2005 to eventually specializing in the MSP space after selling his previous business. He expresses his passion for the ever-evolving MSP industry and his commitment to helping MSPs grow through effective marketing strategies. Key Takeaways: Links from the show: https://www.mspmarketingedge.com/https://www.youtube.com/c/MSPMarketinghttps://www.facebook.com/groups/mspmarketing === Show Information Website: https://www.itbusinesspodcast.com/ Host: Marvin Bee Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ Become a monthly supporter: https://www.patreon.com/join/itbusinesspodcast? One-Time Donation: https://www.buymeacoffee.com/unclemarv === Music: Song: Upbeat & Fun Sports Rock Logo Author: AlexanderRufire License Code: 7X9F52DNML - Date: January 1st, 2024

Brook explains that the Director of Channel Development position at ScalePad was an opportunity she couldn't turn down, given the company's leadership, platform, and team. She is excited to work under Eric Torres, VP of Channel, and Luis, Chief Experience Officer, and learn from their expertise in the industry. Her role involves being Torres' right hand, assisting with reporting, analytics, community, and RevOps projects. Brook highlights ScalePad's diverse product offerings, including Lifecycle Insights, Lifecycle Manager, Cognition, Control Map, Backup Radar, and the recently acquired Quoter quoting software. She sees this as a chance to help MSPs of all sizes and maturity levels with a comprehensive suite of solutions. Brook also appreciates ScalePad's inclusive culture, with women in prominent leadership roles. ScalePad is a leading software platform that helps businesses streamline and automate their financial processes. With ScalePad, companies can easily manage accounts payable, accounts receivable, expense reporting, and other financial workflows. The cloud-based solution provides robust features like intelligent data capture, approval routing, real-time reporting, and seamless integration with popular accounting software. By leveraging ScalePad, organizations can significantly reduce manual effort, improve accuracy, enhance visibility into financial data, and ultimately drive operational efficiency across their finance teams. As a trusted partner to businesses of all sizes, ScalePad empowers companies to scale their financial operations with confidence. Key Takeaways: Links from the show: https://www.scalepad.com/ === Show Information Website: https://www.itbusinesspodcast.com/ Host: Marvin Bee Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ Become a monthly supporter: https://www.patreon.com/join/itbusinesspodcast? One-Time Donation: https://www.buymeacoffee.com/unclemarv === Music: Song: Upbeat & Fun Sports Rock Logo Author: AlexanderRufire License Code: 7X9F52DNML - Date: January 1st, 2024

Uncle Marv and Bradley Gross begin by discussing a recent lawsuit where an MSP was sued by a law firm client for $1 million due to a breach. They note that while the initial news generated a lot of attention, the case has since gone quiet, with no further updates on the court proceedings. Gross suggests that this is likely due to the parties engaging in behind-the-scenes negotiations, as the lack of a formal response from the defendants is unusual. The conversation then shifts to the importance of having well-crafted legal agreements, particularly when it comes to cybersecurity services. Gross emphasizes that oral agreements are simply not worth the risk, as they create ambiguity and make it difficult to determine the true scope of the arrangement. He advises MSPs to stop relying on verbal agreements and instead ensure that all responsibilities and expectations are clearly documented. Marv then shares his own personal experience with a former client who had returned to his services, but without a formal agreement in place. This led to a situation where the client suffered a ransomware attack, and Marv found himself in a difficult position without a clear contractual framework. The lesson learned is that MSPs must be proactive in getting agreements signed before engaging in any work, even with existing clients. Key Takeaways: Link from the show: It's Florida Man Showtime: https://tinyurl.com/46ts8usc https://tinyurl.com/427nz3arIT Business Podcast: Fiduciary Duty with Brad: https://www.itbusinesspodcast.com/390 Coming Soon: https://mspterms.com/ The Technology Bradcast: https://bradleygross.podbean.com/ === Show Information Website: https://www.itbusinesspodcast.com/ Host: Marvin Bee Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ Become a monthly supporter: https://www.patreon.com/join/itbusinesspodcast? One-Time Donation: https://www.buymeacoffee.com/unclemarv === Music: Song: Upbeat & Fun Sports Rock Logo Author: AlexanderRufire License Code: 7X9F52DNML - Date: January 1st, 2024

Taher shares that one of the biggest mistakes MSPs make is trying to skip straight to lead generation without first building a strong inbound marketing foundation. He emphasizes that having a professional, conversion-optimized website, active social media presence, and personal branding are crucial for making a great first impression on potential clients. Taher explains that MSPs often make the mistake of relying too heavily on referrals while neglecting their online presence, which can severely limit their growth potential. He stresses the importance of writing website copy and content that reflects the MSP's unique voice and value proposition, rather than generic marketing language. Taher also recommends using low-threshold lead magnets like live chat and educational eBooks to capture leads, in addition to building an email list through networking and in-person events. While inbound marketing is important, Taher notes that it has its limits, so MSPs should also incorporate outbound tactics like LinkedIn automation and lead magnets to supercharge their lead generation efforts. Key Takeaways: Links from the show: MSP Camp website: https://msp-camp.com/ Podcast: https://podcasts.apple.com/us/podcast/no-fluff-msp-marketing/id1642373577 === Show Information Website: https://www.itbusinesspodcast.com/ Host: Marvin Bee Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ Become a monthly supporter: https://www.patreon.com/join/itbusinesspodcast? One-Time Donation: https://www.buymeacoffee.com/unclemarv === Music: Song: Upbeat & Fun Sports Rock Logo Author: AlexanderRufire License Code: 7X9F52DNML - Date: January 1st, 2024

Matt Rodela, Chief Executive Officer of Tech Marketing Engine, joins me today to discuss the common mistakes he sees MSPs making with their marketing and how to address them. The biggest mistake Matt sees is a lack of a coherent marketing plan - MSPs often try to do everything from SEO to social media without thinking about how it fits into their broader business goals. Instead, Matt recommends looking at what your competitors are not doing and focusing on dominating one or two key marketing channels before expanding. Matt also shares how Tech Marketing Engine has grown from a simple website builder into a full-service marketing agency for IT businesses. In addition to websites, they now offer services like WordPress consulting, SEO, content creation, newsletters, and even PPC advertising. The key, says Matt, is providing customized solutions at every level - whether a business has a $20/month budget or thousands to spend, Tech Marketing Engine can create a personalized marketing plan to help them grow. When it comes to content creation, Matt's team writes everything from scratch rather than using syndicated or AI-generated content. This allows them to deeply personalize blog posts and newsletters to each client's specific audience and tone. Matt emphasizes the importance of vetting any AI-generated content to ensure accuracy, as well as adding the extra touches like formatting, images, and links that make content truly valuable. Key Takeaways: Links from the show: Affordable Marketing Solutions: https://www.techmarketingengine.com/ Get a clean and professional website: https://techsitebuilder.com/ === Show Information Website: https://www.itbusinesspodcast.com/ Host: Marvin Bee Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ Become a monthly supporter: https://www.patreon.com/join/itbusinesspodcast? One-Time Donation: https://www.buymeacoffee.com/unclemarv === Music: Song: Upbeat & Fun Sports Rock Logo Author: AlexanderRufire License Code: 7X9F52DNML - Date: January 1st, 2024

We start by discussing Parallels' core product, which still enables running Windows on Mac, but has expanded to support a variety of operating systems and use cases. Chris explains that Parallels is now part of the Alludo group, which also owns other well-known software brands like WinZip, MindManager, and Corel. The conversation then shifts to Parallels' remote application server (RAS) and desktop as a service (DaaS) offerings. RAS allows organizations to deliver virtualized applications and desktops to a wide range of devices, including mobile and web-based clients. It offers integration with various cloud providers and on-premises hypervisors, giving customers flexibility and choice. Meanwhile, DaaS is a cloud-hosted solution designed for simplicity, making it easier for organizations to transition to a hybrid work model without the need for extensive IT expertise. Chris also discusses the security features of Parallels' solutions, including built-in multi-factor authentication options and the ability to integrate with external identity providers. He explains how Parallels' products can be white-labeled and customized for managed service providers, allowing them to offer tailored solutions to their clients. The conversation also covers the technical aspects of Parallels' multi-tenancy capabilities, site and theme management, and the role of the tenant broker for larger deployments. Key Takeaways: Links from the show: Website: https://www.parallels.com/ Parallels on YouTube: https://www.youtube.com/@parallels === Show Information Website: https://www.itbusinesspodcast.com/ Host: Marvin Bee Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ Become a monthly supporter: https://www.patreon.com/join/itbusinesspodcast? One-Time Donation: https://www.buymeacoffee.com/unclemarv === Music: Song: Upbeat & Fun Sports Rock Logo Author: AlexanderRufire License Code: 7X9F52DNML - Date: January 1st, 2024

The show begins with a commercial for the NetAlly EtherScope NXG, a network analyzer that supports Wi-Fi 6 and 6E. Uncle Marv then introduces the episode, mentioning that he has exclusive news to share. However, he quickly realizes that the news he had - Kaseya's announcement of their new Kaseya 365 subscription service - had already been announced the previous day at the Kaseya Connect conference in Las Vegas. Uncle Marv then brings on Michelle Accardi from Liongard, who is attending the Kaseya Connect conference. Michelle shares her thoughts on the Kaseya 365 announcement, noting that it is giving MSPs another option to consider for driving profitability, but that there are also other great vendors offering good value. Michelle also discusses Liongard's recent announcement of their new AI support assistant, Leo, which can help partners with onboarding, support, and reporting. Later in the episode, Uncle Marv shares another "exclusive" news item - Brooke Lee's move from PIA to ScalePad as the Director of Channel Development. However, he again realizes that this news had already been announced. Uncle Marv then goes on to share his experience using the NetAlly EtherScope NXG to troubleshoot a customer's Wi-Fi issues, where he was able to identify that the customer's ring cameras were reporting an incorrect country code, which was causing connectivity problems. Key Takeaways: Links from the show: Man stopped at Miami Airport with snakes in his pants: https://tinyurl.com/4r2sz5yz Florida Man chucks pasta at driver over "glaring headlights": https://tinyurl.com/2kezdc7k Liongard announces AI Companion "Leo": https://tinyurl.com/4d8yxw97 === Show Information Website: https://www.itbusinesspodcast.com/ Host: Marvin Bee Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ Become a monthly supporter: https://www.patreon.com/join/itbusinesspodcast? One-Time Donation: https://www.buymeacoffee.com/unclemarv === Music: Song: Upbeat & Fun Sports Rock Logo Author: AlexanderRufire License Code: 7X9F52DNML - Date: January 1st, 2024

Sean Lardo, the program manager for Pitch It, shares that this year's application process saw a record number of submissions, with a diverse group of vendors applying from various business sectors. While there were concerns about an influx of AI-focused applicants, Lardo notes that the program still attracted a healthy mix of solutions, with AI, cybersecurity, and other innovative offerings represented. The Pitch It program is a 16-week accelerator that provides vendors with extensive training and mentorship to help them refine their pitches and navigate the MSP ecosystem. Lardo emphasizes the importance of not just innovation, but practical, useful solutions that can seamlessly integrate with existing MSP technology stacks. The program culminates in a live pitch competition at IT Nation Connect, where the top three finalists compete for cash prizes and the coveted "steak knives" for third place. Lardo also discusses the success of last year's Pitch It finalists, noting that the three winners - Thread, VCIO Toolbox, and NodeWare - have collectively seen a $3 million increase in annual recurring revenue since participating in the program. This underscores the value of the accelerator in helping vendors scale and thrive within the MSP community. Key Takeaways: Links from the show: IT Nation website: https://www.connectwise.com/theitnation === Show Information Website: https://www.itbusinesspodcast.com/ Host: Marvin Bee Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ Become a monthly supporter: https://www.patreon.com/join/itbusinesspodcast? One-Time Donation: https://www.buymeacoffee.com/unclemarv === Music: Song: Upbeat & Fun Sports Rock Logo Author: AlexanderRufire License Code: 7X9F52DNML - Date: January 1st, 2024

The conversation begins with a discussion on the lasting impact of the COVID-19 pandemic on the workforce. According to a survey conducted by Parallels' parent company Alludo, 83% of the workforce is expected to continue working remotely in some capacity. This shift has presented significant challenges for companies that were previously accustomed to a fully in-office model. Many organizations struggled to provide the necessary remote access and security measures to support their employees working from home. Chris Marks explains that the primary challenges companies face relate to skills and time, as they try to re-architect their IT infrastructure and security posture to accommodate the new remote work reality. Traditional solutions like VPNs are no longer sufficient, as they provide broad access once an attacker gains entry. Parallels is helping customers explore alternative solutions, such as secure access web apps and Zero Trust approaches, to minimize risk and restrict the flow of potential threats. The discussion then transitions to the concept of the "hybrid cloud," which Marks clarifies is often misunderstood. Many organizations believe they have a hybrid cloud environment, when in reality, they are simply managing two separate infrastructures - their legacy on-premises systems and new cloud-based projects. Parallels aims to help customers deliver a consistent and seamless experience for end-users, regardless of the underlying infrastructure. Key Takeaways: Links from the show: https://parallels.com/Hybrid Cloud Report | Parallels RAS === Show Information Website: https://www.itbusinesspodcast.com/ Host: Marvin Bee Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ Become a monthly supporter: https://www.patreon.com/join/itbusinesspodcast? One-Time Donation: https://www.buymeacoffee.com/unclemarv === Music: Song: Upbeat & Fun Sports Rock Logo Author: AlexanderRufire License Code: 7X9F52DNML - Date: January 1st, 2024

Uncle Marv kicks off the episode by sharing a story about using his NetAlly EtherScope network tester to troubleshoot a client's fiber internet connection issue, highlighting the value of having the right tools to demonstrate technical expertise. He then introduces his guest, Dave Scott, who has over 20 years of experience helping technology businesses with their marketing and growth strategies. Dave and Uncle Marv discuss the common frustration MSPs face when trying to find the "easy button" for marketing, as many get caught up jumping from one program to another without seeing the desired results. They emphasize that while there may be a small percentage of MSPs who find success with certain marketing tactics, the majority struggle to make their marketing efforts effective. Dave suggests that the root of the problem often lies in a lack of consistency and personalization in the content and messaging MSPs use to reach their target audiences. He recommends that MSPs take the time to deeply understand their customers' pain points and challenges, and then create hyper-personalized content that addresses those specific issues. This approach, combined with a well-documented sales funnel process, can help MSPs build a more successful and sustainable marketing strategy. Key Takeaways: Links from the show https://scottgrowthstrategies.com/https://www.jasper.ai/https://seo.ai/https://subjectline.com/https://tinyurl.com/4s9xhdschttps://tinyurl.com/4ka7t4mbhttps://tinyurl.com/yc5mbex2 === Show Information Website: https://www.itbusinesspodcast.com/ Host: Marvin Bee Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ Become a monthly supporter: https://www.patreon.com/join/itbusinesspodcast? One-Time Donation: https://www.buymeacoffee.com/unclemarv === Music: Song: Upbeat & Fun Sports Rock Logo Author: AlexanderRufire License Code: 7X9F52DNML - Date: January 1st, 2024

Sean and Dave share the backstory behind writing "The Pumpkin Plan for MSPs." They explain how their personal experiences and mistakes in the industry inspired them to create a book that provides practical, battle-tested advice for managed service providers. The authors emphasize that their goal was not to reinvent the wheel, but to distill the essential lessons from Mike Michalowicz's original "Pumpkin Plan" and adapt them specifically for the MSP community. A key theme of the book is helping MSPs find their "sweet spot" - the unique value proposition that sets them apart from competitors. The authors stress that MSPs should not simply copy others' strategies, but rather uncover what they do best and double down on those strengths. They share how being brutally honest about their own business missteps has allowed them to provide authentic, relatable guidance to their readers. Throughout the discussion, Sean and Dave highlight the importance of always keeping your business "exit-ready," even if you have no immediate plans to sell. They explain how maintaining a company in prime condition for a potential buyer can pay dividends, whether you ultimately decide to transition ownership or continue running the business. The authors draw from their personal experiences to illustrate how being prepared for unexpected opportunities or challenges can make all the difference. Key Takeaways: Links from the show: Get the Pumpkin Plan for Manager Service Providers book: https://amzn.to/3UvZxIt Encore Strategic Business Consulting Firm: https://encorestrategic.io/ Michael Porter's "What is Strategy": https://www.itbusinesspodcast.com/downloads/Michael-Porter-Strategy/ === Show Information Website: https://www.itbusinesspodcast.com/ Host: Marvin Bee Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ Become a monthly supporter: https://www.patreon.com/join/itbusinesspodcast? One-Time Donation: https://www.buymeacoffee.com/unclemarv === Music: Song: Upbeat & Fun Sports Rock Logo Author: AlexanderRufire License Code: 7X9F52DNML - Date: January 1st, 2024

Introducing Stack Tracker for MSPs Colin Knox explains that StackTracker goes beyond just mapping an MSP's technology stack. It focuses on the reseller aspect of an MSP's business, providing insights into the usage, costs, and profitability of the solutions they are reselling to clients. By pulling in data directly from vendors, StackTracker can show MSPs their vendor spend, revenue, and profitability across their entire product portfolio. This allows MSPs to identify opportunities for optimization, such as consolidating redundant solutions or upselling underutilized products to clients. Empowering MSPs Through Data Analysis The system also uses AI to analyze the data and provide actionable recommendations to the MSP. This includes identifying anomalies, such as duplicate deployments of the same product, as well as quantifying revenue and profit opportunities across the client base. The AI-driven insights aim to help MSPs make more informed decisions about their technology stack and pricing strategies, ultimately driving greater profitability. Colin emphasizes that the key value proposition of StackTracker is empowering MSPs to grow their businesses smarter and more profitably. Key Takeaways: === Show Information Website: https://www.itbusinesspodcast.com/ Host: Marvin Bee Uncle Marv’s Amazon Store: https://amzn.to/3EiyKoZ Become a monthly supporter: https://www.patreon.com/join/itbusinesspodcast? One-Time Donation: https://www.buymeacoffee.com/unclemarv === Music: Song: Upbeat & Fun Sports Rock Logo Author: AlexanderRufire License Code: 7X9F52DNML - Date: January 1st, 2024