Uncle Marv's IT Business Podcast

Main Theme & Key Takeaways This episode centers on resilience-how IT professionals juggle demanding projects, unexpected technical hurdles, and personal upheaval, all while staying ahead of industry changes. Marv’s firsthand stories and practical advice make this episode a masterclass in adaptability, resourcefulness, and the importance of community in tech. Three Most Intriguing Moments News https://tinyurl.com/2jtyn3h9https://tinyurl.com/4pas3c98https://tinyurl.com/ycdcvtyfCompanies, Products, and Books Mentioned https://www.sonicwall.com/https://solutionsgranted.com/www.dandh.comhttps://mspunplugged.com/techcon-unplugged/Florida Man Stories https://tinyurl.com/89av2w82https://tinyurl.com/mryhu6fphttps://tinyurl.com/mtzdwe4t=== SPONSORS https://www.itbusinesspodcast.com/netally/https://www.itbusinesspodcast.com/rythmzhttps://www.itbusinesspodcast.com/liongardhttps://www.itbusinesspodcast.com/bvoiphttps://www.itbusinesspodcast.com/trugridhttp://itbusinesspodcast.com/designerready=== MUSIC LICENSE CERTIFICATE https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET === Show Information https://www.itbusinesspodcast.com/https://amzn.to/3EiyKoZhttps://ko-fi.com/itbusinesspodcast

In this compact midweek episode, Uncle Marv opens by explaining his upcoming client office move in Tampa, which involves coordinating with cable providers, moving copiers, handling door access systems, and managing ISP cutover with limited preparation time. He then covers significant industry news from the recent Kaseya Connect 2025 conference, including the release of Kaseya 365 Ops platform, a new SIEM solution, and notably, free Datto backup hardware with three-year commitments. Additional news highlights ESET's integration with Kaseya VSA X, Huntress's enhanced identity threat protection that has already protected over 1.8 million identities, and Synchro's new XMM platform that consolidates RMM, PSA, and Microsoft 365 management. The episode's main focus is a candid exploration of why IT business "isn't supposed to be easy," illustrated through three recent conversations. Uncle Marv recounts discussions with a junior MSP owner expecting to immediately charge premium rates without building value, an industry veteran struggling to adapt to cloud-based solutions and remote work realities, and a larger MSP facing inventory and distribution challenges. Throughout these stories, Uncle Marv emphasizes that different business stages bring different problems, and there are no magical solutions or easy buttons in IT service delivery. The show concludes with humorous Florida news stories about a man attempting a break-in while completely naked and a woman arrested for selling human bones through her curiosity shop. Companies, Products, and Books Mentioned: kaseya.comdatto.comeset.comhuntress.comhttps://syncromsp.com/tdsynnex.comingrammicro.comdandh.comgiantrocketship.comnsitsp.orgFlorida Man: https://tinyurl.com/26yrtbebhttps://tinyurl.com/523ck5ny=== SPONSORS https://www.itbusinesspodcast.com/netally/https://www.itbusinesspodcast.com/rythmzhttps://www.itbusinesspodcast.com/liongardhttps://www.itbusinesspodcast.com/bvoiphttps://www.itbusinesspodcast.com/trugrid=== MUSIC LICENSE CERTIFICATE https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET === Show Information https://www.itbusinesspodcast.com/https://amzn.to/3EiyKoZhttps://ko-fi.com/itbusinesspodcast

Uncle Marv sits down with Steve Kazan, founder and CEO of Inner Onion and current president of NSITSP. Steve shares his unique perspective on helping international tech companies break into the U.S. market and offers a wealth of wisdom for managed service providers (MSPs) looking to stand out and grow. Drawing on two decades of experience across sectors like cybersecurity, SaaS, AI, and IoT, Steve discusses the importance of strategic planning, building trust, and adapting to the fast-paced world of technology. Listeners will hear Steve’s take on why so many international companies struggle to gain traction in the U.S.-and what separates the winners from those who fade away. He stresses the need for thorough planning, strong branding, and understanding U.S. business culture, especially for newcomers. The conversation also highlights the critical role of relationships, the challenges of staff turnover, and why a long-term mindset is essential for both vendors and MSPs. Steve also opens up about his work with NSITSP, the push for greater professionalism in the IT industry, and the urgent issues facing MSPs, including state tax threats and cybersecurity funding cuts. He encourages MSPs to adopt codes of ethics, get involved in advocacy, and leverage the power of community to raise the bar for the entire industry. List of Companies, Products, and Books Mentioned https://www.inneronion.com/https://nsitsp.org/https://www.cisa.gov/=== SPONSORS https://www.itbusinesspodcast.com/netally/=== MUSIC LICENSE CERTIFICATE https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET === Show Information https://www.itbusinesspodcast.com/https://amzn.to/3EiyKoZhttps://ko-fi.com/itbusinesspodcast

Keith Nelson reveals how a relentless focus on customer service and measurable business outcomes has powered his 26-year streak of zero downtime at Vistem Solutions. His passion for advocacy—both for special needs communities and for MSPs navigating new regulations—offers listeners a blueprint for building resilient, high-impact IT businesses. This episode is packed with practical wisdom for anyone looking to stand out in the crowded MSP landscape. Keith Nelson’s IT Journey and Vistem Solutions: Keith shares how he built Vistem Solutions into a leading MSP, supporting critical infrastructure like the LA/Long Beach shipping port with 26 years of uninterrupted service. He explains the importance of aligning technology with business outcomes and how this approach drives client loyalty. Customer Service as a Differentiator: Keith argues that technical skills are secondary to customer service in the MSP space. He prefers hiring people with strong interpersonal skills and training them on technical aspects, believing that relationships and service quality are the real keys to success. Special Needs Advocacy and Community Impact: Drawing from personal experience as a parent and coach, Keith describes his work in special needs advocacy, including founding sports programs and workforce initiatives. He connects these efforts to broader business values like dignity, inclusion, and measurable results. Legislation, Compliance, and the Role of NSITSP: Keith discusses the inevitability of regulation in the IT industry and stresses the importance of MSPs having a seat at the table. He shares his experiences advising on policy, the dangers of over-legislation, and practical steps for MSPs to get involved locally. Avoiding Commoditization in IT Services: Keith warns against the “race to the bottom” in pricing and commoditization. He encourages MSPs to focus on value, relationships, and unique expertise to avoid being squeezed out by larger competitors. === SPONSORS https://www.itbusinesspodcast.com/netally/=== MUSIC LICENSE CERTIFICATE https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UETTime-Stamped Chapters (TEST) === Show Information https://www.itbusinesspodcast.com/https://amzn.to/3EiyKoZhttps://ko-fi.com/itbusinesspodcast

This week, Uncle Marv catches up with Lynn Thames of Thames Consulting Group, who returns to the podcast after several years away—and a lot has changed. Lynn opens up about her journey from working solo out of her home to running a thriving boutique MSP with an office and a trusted employee. She shares the story of how she found the perfect team member (who started with zero IT background but tons of curiosity and hands-on skills), and how that hire transformed her work-life balance. Lynn shares why she intentionally stays small, focusing on clients with five users or less and providing highly personalized service. She explains how this approach fills a gap left by larger MSPs and allows her to build lasting relationships. Lynn describes her process for finding and mentoring her first employee, highlighting the value of aptitude and attitude over formal IT training. This hire has freed up her time and brought new skills and perspectives to the business. Marv and Lynn discuss the unpredictable nature of office relocations, from missing cubicles to unplanned wiring work, and share tips for avoiding last-minute disasters. Instead of rigid bundles, Lynn tailors her offerings to each client’s needs, making IT support accessible and affordable for very small businesses. With a reliable employee, Lynn can finally take real vacations and enjoy more flexibility—something she couldn’t do as a solo operator. Lynn talks about her preference for online peer groups over frequent conference travel, and how meaningful connections can be made both virtually and in person. The episode wraps with entertaining “Florida Man” tales and some Philly sports banter, keeping things fun and relatable. Companies, Products, and Books Mentioned (with URLs): https://thamescomputerconsulting.com/https://events.ascii.com/https://carlhiaasen.com/https://tinyurl.com/3umwcja7https://tinyurl.com/4s4kr47p=== SPONSORS https://www.itbusinesspodcast.com/netally/https://www.itbusinesspodcast.com/rythmzhttps://www.itbusinesspodcast.com/liongardhttps://www.itbusinesspodcast.com/bvoiphttps://www.itbusinesspodcast.com/trugridhttp://itbusinesspodcast.com/designerready=== MUSIC LICENSE CERTIFICATE https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET === Show Information https://www.itbusinesspodcast.com/https://amzn.to/3EiyKoZhttps://ko-fi.com/itbusinesspodcast

Uncle Marv launches a special three-part series, "Auvik vs Domotz," bringing together two experienced MSP leaders to compare the industry's top network monitoring platforms. Robinson Roca of Helient Technologies shares how Auvik’s intuitive interface, powerful NetFlow analytics, and seamless Autotask integration have transformed his team’s troubleshooting and client transparency. Meanwhile, Darcy Wilson from 365 Technologies highlights Domotz’s standout reverse proxy feature, IT Glue integration, and the ease of rolling out proactive monitoring across multi-site clients. Both guests emphasize the importance of reducing downtime, empowering junior techs, and delivering worry-free IT to clients. They also discuss the value of vendor support, onboarding simplicity, and how each platform fits into their MSP workflows. The episode wraps up with honest feedback on what could be improved and actionable advice for MSPs evaluating their own network management solutions. Auvik: Real-World Experience from Helient Technologies: Robinson Roca details how Auvik’s NetFlow, multi-site management, and Autotask integration streamline troubleshooting and empower clients with easy-to-understand dashboards. Domotz: Insights from 365 Technologies: Darcy Wilson explains how Domotz’s reverse proxy, dynamic documentation with IT Glue, and centralized dashboard make managing distributed networks efficient and secure. Both MSPs praise the straightforward setup processes, noting how quickly new clients can be onboarded and how junior techs can participate confidently. Real-world examples illustrate how both platforms help MSPs catch issues before they escalate, saving clients’ money and boosting satisfaction. The conversation covers how integrations (Auvik with Autotask, Domotz with IT Glue) automate ticketing and documentation, freeing up valuable technician time. Each guest shares one area for improvement: Auvik’s syslog-based alerting and Domotz’s desire for a more unified multi-site dashboard. Both MSPs highlight the responsive support and partnership mentality of Auvik and Domotz, which makes a difference in their day-to-day operations. Companies, Products, and Books Mentioned: https://www.itbusinesspodcast.com/auvikhttps://www.auvik.comhttps://www.itbusinesspodcast.com/domotzhttps://www.domotz.comhttps://www.heliant.comhttps://365tech.ca=== SPONSORS https://www.itbusinesspodcast.com/netally/=== MUSIC LICENSE CERTIFICATE https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET === Show Information https://www.itbusinesspodcast.com/https://amzn.to/3EiyKoZhttps://ko-fi.com/itbusinesspodcast

Uncle Marv sits down with Joan Posivy—author, entrepreneur, and host of The Side Hustle Hero podcast—to unpack the real-world lessons behind building a successful side hustle. Joan’s story is anything but ordinary: from becoming Canada’s youngest bank manager to running a deli, self-storage business, and now a top-rated podcast, her journey is filled with pivots, persistence, and practical wisdom. Joan shares why most people never start their dream business (hint: it’s all in your head), and why the best advice she’s heard from hundreds of guests is simply to “just start.” She breaks down the importance of understanding your market, managing your priorities, and building habits that actually move the needle. Listeners will hear about the power of accountability partners, the need for patience in the face of slow results, and the financial must-dos that keep your side hustle afloat. The episode is packed with memorable stories—from a $500 cashew dip startup that grew to $6 million, to creative side hustles like party tent rentals and even luxury port-a-potties. Joan’s honest insights and practical tips will inspire you to take action, whether you’re just starting out or looking to level up your business. Companies, Products, and Books Mentioned (with URLs): https://www.sidehustlehero.comhttps://www.joanposivy.com/the-way-success-works-book.html=== SPONSORS https://www.itbusinesspodcast.com/netally/=== MUSIC LICENSE CERTIFICATE https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET === Show Information https://www.itbusinesspodcast.com/https://amzn.to/3EiyKoZhttps://ko-fi.com/itbusinesspodcast

Andy Higgins, founder of IM Collaboration, shares his journey from early days in IT in England, Switzerland, and the US, to building a successful MSP business. He discusses his experience with major migrations (like Continental Tires), representing Switzerland at the ITU, and the importance of industry standards. Andy explains why he joined the National Society of IT Service Providers (NSITSP), the value of professionalism, and the need for community-driven best practices. The conversation covers differences in IT culture between Europe and the US, the evolution of business practices for MSPs, and actionable advice for IT professionals looking to grow and professionalize their businesses. Companies, Products, and Books Mentioned (with URLs) https://www.nsitsp.orghttps://www.ascii.com/https://www.channelpronetwork.com/=== SPONSORS https://www.itbusinesspodcast.com/netally/=== MUSIC LICENSE CERTIFICATE https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET === Show Information https://www.itbusinesspodcast.com/https://amzn.to/3EiyKoZhttps://ko-fi.com/itbusinesspodcast

Uncle Marv sits down with Paul Daigle, founder of the Biz Advisory Board and a 30-year industry expert, for a candid conversation about what it takes to build, grow, and ultimately sell a successful MSP. Paul shares his journey from MSP owner to M&A advisor, revealing the pitfalls that keep many IT business owners from reaching their full potential. They explore why so many MSPs undervalue their businesses and how tools like the MSP Business Evaluator and Accelerator can give owners a clear roadmap to higher profits and better exit opportunities. The episode dives into the eight key operational focus areas that drive MSP growth, from sales training to HR and legal, and explains how balancing these areas is critical for scaling up. Paul also discusses the importance of peer benchmarking, the impact of recurring revenue, and how specialization can boost your business’s value. Listeners will walk away with practical tips on maximizing margins, leveraging vendor relationships, and preparing for private equity interest or a future sale. Paul offers exclusive discount codes for listeners to access his business evaluation tools, making it easier than ever to get a real snapshot of your MSP’s value and actionable steps to improve it. Whether you’re just starting out or eyeing your exit, this episode is packed with real advice you can use right now. MSP Business Evaluator: MARVIN7373% off$295.00 to $79.00$216.00MSP Business Accelerator(includes the Evaluator): MARVIN1515% offplusblueprint and roadmapCompanies, Products, and Books Mentioned (with URLs): https://bizadvisoryboard.com/business-evaluator/https://www.itbusinesspodcast.com/guests/jay-mcbain/=== SPONSORS https://www.itbusinesspodcast.com/netally/https://www.itbusinesspodcast.com/rythmzhttps://www.itbusinesspodcast.com/liongardhttps://www.itbusinesspodcast.com/bvoiphttps://www.itbusinesspodcast.com/trugridhttp://itbusinesspodcast.com/designerready=== MUSIC LICENSE CERTIFICATE https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET === Show Information https://www.itbusinesspodcast.com/https://amzn.to/3EiyKoZhttps://ko-fi.com/itbusinesspodcast

This week, Uncle Marv flies solo and tackles two hot topics for IT professionals and managed service providers: the art of project billing and the often-unspoken rules of MSP vendor etiquette. He shares a real-life story about a recent office move, breaking down his approach to project billing and how he handles client confusion or pushback. Marv also opens up the floor to the community, encouraging listeners to participate in new surveys aimed at improving relationships between MSPs and vendors. The conversation shifts to vendor etiquette, where Marv highlights both the frustrations and positive experiences that come with vendor interactions—whether it’s misleading sales calls or respectful follow-ups. He stresses the importance of mutual respect and clear communication on both sides of the channel. As always, the episode wraps up with a wild Florida Man segment, this time featuring a parody music video that manages to be both hilarious and educational. Throughout the show, Marv keeps things candid, relatable, and interactive, inviting listeners to join the conversation, share their own stories, and help shape future episodes. Whether you’re a solo MSP or part of a larger team, there’s something here for everyone looking to improve their business and have a few laughs along the way. List of Companies, Products, and Books Mentioned (with URLs) https://quickbooks.intuit.comhttps://www.nsitsp.orghttps://www.asciievents.comhttps://www.connectwise.com/theitnationhttps://tinyurl.com/3fk3m6d3=== SPONSORS https://www.itbusinesspodcast.com/netally/https://www.itbusinesspodcast.com/rythmzhttps://www.itbusinesspodcast.com/liongardhttps://www.itbusinesspodcast.com/bvoiphttps://www.itbusinesspodcast.com/trugridhttp://itbusinesspodcast.com/designerready=== MUSIC LICENSE CERTIFICATE https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET === Show Information https://www.itbusinesspodcast.com/https://amzn.to/3EiyKoZhttps://ko-fi.com/itbusinesspodcast

This episode offers a rare, honest look at what it takes to build and sustain a successful MSP over decades. David’s blend of technical expertise, business savvy, and willingness to adapt provides valuable lessons for IT business owners at any stage. Whether you’re looking to diversify, adopt new tech, or simply connect with peers, you’ll find actionable insights and inspiration. David Steele’s MSP Origin Story: David shares how he and his partner left corporate IT roles to start their own business, initially focusing on development and network support. Their hands-on experience in manufacturing gave them a practical edge and shaped their client approach. Transitioning from Break-Fix to Managed Services: The move to managed services in 2008 was a turning point, providing more predictable revenue and growth. David explains how this shift changed their business model and client relationships. Diversification and Niche Markets: Serving a mix of healthcare, nonprofit, and manufacturing clients has been key to stability and growth. David discusses the pros and cons of specializing versus diversifying, and how his team balances both. Embracing AI and Cloud Tools: David’s team uses a range of AI tools for programming, content creation, and office productivity. He highlights the generational differences in tech adoption and the importance of staying current with certifications. The Value of Community and Events: Attending ASCII Edge opened new doors for networking, learning, and even business opportunities. David emphasizes the openness and support found in the MSP community, which contrasts with the competitive nature of local markets. Companies, Products, and Books Mentioned (with URLs): https://www.intradatech.com/https://www.ascii.comhttps://www.connectwise.com/theitnationhttps://www.dandh.comhttps://www.sonicwall.comhttps://www.cisco.comhttps://www.fortinet.comhttps://www.microsoft.com/microsoft-365https://gemini.google.comhttps://www.jasper.aihttps://chat.openai.comhttps://copilot.microsoft.com=== SPONSORS https://www.itbusinesspodcast.com/netally/https://www.itbusinesspodcast.com/rythmzhttps://www.itbusinesspodcast.com/liongardhttps://www.itbusinesspodcast.com/bvoiphttps://www.itbusinesspodcast.com/trugrid=== MUSIC LICENSE CERTIFICATE https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET === Show Information https://www.itbusinesspodcast.com/https://amzn.to/3EiyKoZhttps://ko-fi.com/itbusinesspodcast

Join Uncle Marv and Robert Gillette from MSP Dojo in this engaging episode of the IT Business Podcast. They break down what it really takes to build a strong sales engine for MSPs, from overcoming the awkwardness of asking for money to the power of teamwork in the sales process. Robert offers a fresh perspective on sales, treating it as a co-op game where collaboration between sales, technical, and executive roles is the secret to success. You’ll hear why keeping your sales muscle strong is essential, how to avoid the trap of relying solely on marketing, and why consistent, small actions can make a huge difference in your sales pipeline. Robert shares actionable tips, like using personalized scorecards and referral calls, and explains how the MSP Dojo helps IT professionals practice and perfect their sales techniques. Whether you’re a seasoned MSP owner or just starting out, this episode is packed with insights and real-world advice to help you close more deals and grow your business. Building a Strong Sales Engine: Robert explains the importance of having a structured sales process to ensure consistent client acquisition and business growth. Overcoming Sales Challenges: Learn how to address common fears and obstacles in sales, including the discomfort of asking for money and dealing with objections. Sales as a Team Game: Discover the value of collaboration between sales, technical, and executive roles to create a seamless and effective sales process. Actionable Tips for MSP Growth: Robert shares practical advice on how MSPs can strengthen their sales skills, generate leads, and close deals with confidence. The MSP Dojo Approach: Explore how the MSP Dojo helps IT professionals refine their sales techniques through practice and repetition, much like training in a batting cage. Companies, Products, and Books Mentioned https://mspdojo.nethttps://www.icebergcyber.comhttps://www.zmangames.com/game/pandemic/=== SPONSORS https://www.itbusinesspodcast.com/netally/=== MUSIC LICENSE CERTIFICATE https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET === Show Information https://www.itbusinesspodcast.com/https://amzn.to/3EiyKoZhttps://ko-fi.com/itbusinesspodcast

Uncle Marv sits down with James Abercrombie, known as the “Cyber Beard,” to discuss Acronis’ journey from a backup-only company to a full-featured MSP platform. James shares how listening to MSPs in the field has shaped Acronis’ evolution, leading to powerful integrations, advanced automation, and a true all-in-one solution for managed service providers. The conversation covers the importance of disaster recovery, the value of peer-to-peer feedback, and how Acronis’ single-agent approach simplifies life for technicians. James also highlights Acronis’ partnerships with major cloud providers, the addition of EDR/XDR and MDR services, and the launch of workflow automation and professional services automation (PSA). The episode wraps up with a look at the Acronis and MSP Academies, designed to upskill teams and empower business owners, and an invitation to the upcoming Acronis Threat Research Unit Day in Boston. Acronis’ Evolution: From Backup to MSP Platform: James explains how Acronis has grown beyond backup, adding cyber protection, RMM, and automation based on direct MSP feedback. Disaster Recovery and Cloud Partnerships: The discussion covers Acronis’ disaster recovery as a service, partnerships with Google, Azure, and Wasabi, and the importance of fast, reliable recovery. Security Innovations: EDR, XDR, and MDR: James details how Acronis now offers advanced security features, including active protection, EDR/XDR, and MDR through partnerships with Pillar and OpenText. All-in-One Agent and Automation: Acronis’ single-agent solution reduces complexity and resource use, while new workflow automation and PSA tools streamline MSP operations. MSP and Acronis Academies: The academies provide training for business owners, marketers, and technicians, helping MSPs upskill their teams and grow their businesses. Companies, Products, and Books Mentioned https://www.acronis.comhttps://lumu.iohttps://cloud.google.comhttps://azure.microsoft.comhttps://wasabi.comhttps://opentext.comhttps://datto.comhttps://bitdefender.comhttps://huntress.comhttps://www.acronis.com/en-us/academy === Show Information https://www.itbusinesspodcast.com/https://amzn.to/3EiyKoZhttps://ko-fi.com/itbusinesspodcast

This episode of Uncle Marv’s IT Business Podcast features Robert Gillette, founder of MSP Dojo, who brings a fresh perspective on what it really takes to grow an MSP beyond just marketing. Robert shares his journey from leading sales at a Bay Area MSP to coaching competitors and ultimately creating MSP Dojo—a platform where MSPs practice sales with each other in a high-pressure, low-risk environment. He explains why most sales training falls short and how the 73-38-55 rule (words, tone, and body language) is a game-changer for closing deals. Listeners will hear why relying solely on marketing or referrals isn’t enough, and how many MSP owners unknowingly abdicate responsibility for sales. Robert discusses the concept of latent risk and churn, urging MSPs to build a true sales engine rather than flipping a “sales switch” only when needed. The conversation is packed with actionable advice, honest insights, and a few spicy opinions on the realities of sales in the IT world. MSP Dojo and the Power of Practice: Robert explains how MSP Dojo was born from the need for realistic, peer-driven sales practice, creating a safe space for MSPs to sharpen their skills and get honest feedback. The 73-38-55 Rule in Sales: Discover how only 7% of communication is words, while tone and body language make up the rest—crucial for MSPs looking to improve their sales conversations and close more deals. Why Marketing Alone Isn’t Enough: Robert challenges the belief that more leads are the answer, highlighting the importance of proactive sales and not abdicating responsibility to marketing or outsourced sales teams. Latent Risk and Churn in MSPs: The episode explores the hidden dangers of client churn and why steady growth through referrals can mask underlying risks that threaten long-term stability. Building a True Sales Engine: Learn why most MSPs lack a real sales engine and how to start building one that delivers consistent results, rather than relying on luck or occasional referrals. Links of companies, products, and books mentioned: https://www.mspdojo.nethttps://www.connectwise.comhttp://stride.serviceshttps://amzn.to/4cxIWuZ=== SPONSORS https://www.itbusinesspodcast.com/netally/=== MUSIC LICENSE CERTIFICATE https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET === Show Information https://www.itbusinesspodcast.com/https://amzn.to/3EiyKoZhttps://ko-fi.com/itbusinesspodcast

Acronis has taken a bold step in addressing the challenges faced by Managed Service Providers (MSPs) worldwide through its innovative educational initiatives—the Acronis Academy and MSP Academy. In this engaging conversation, Jon McCarrick dives into how these programs provide vendor-neutral training to help technicians gain crucial skills, business owners navigate growth strategies, and sales teams improve their effectiveness in the unique MSP landscape. Jon also highlights how Acronis evolved from being a trusted name in backup solutions to offering a cutting-edge CyberProtect portfolio that integrates cybersecurity, RMM, and PSA tools into one seamless system. With features like ransomware protection and patch rollbacks tied directly to backups, Acronis ensures businesses can recover swiftly and securely from cyberattacks. Additionally, Jon discusses the role of AI in curriculum development, enabling rapid creation of multilingual training materials while maintaining high-quality standards. He shares details about upcoming paid courses that offer college-level credentials recognized by universities globally—an exciting opportunity for technicians seeking career advancement. Links: academy.acronis.comacronis.complay.htsmartcat.com=== SPONSORS https://www.itbusinesspodcast.com/netally/https://www.itbusinesspodcast.com/rythmzhttps://www.itbusinesspodcast.com/liongardhttps://www.itbusinesspodcast.com/bvoiphttps://www.itbusinesspodcast.com/trugrid=== MUSIC LICENSE CERTIFICATE https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET === Show Information https://www.itbusinesspodcast.com/https://amzn.to/3EiyKoZhttps://ko-fi.com/itbusinesspodcast

Uncle Marv sits down with Lisa Johnson from AVC Technology at ASCII Edge in Orlando to discuss her company’s fascinating journey from its origins in 1971 to becoming a thriving managed services provider today. Key Highlights: A Love for Disney Meets IT Lisa shares her lifelong passion for Disney and how it ties into her frequent trips to Orlando with her husband Brian while running their remote business. The Evolution of AVC Technology Discover how AVC transitioned from audiovisual services in the 1970s to managed services in the 1980s under Lisa’s father’s leadership—and how she and Brian took the reins in the early 2000s. Niche Expertise: Public Libraries AVC has carved out a unique niche serving public libraries, managing patron computers with advanced security measures while also offering custom fund accounting software. Remote Work Done Right Learn how COVID accelerated AVC's shift to a fully remote team and why this model works seamlessly for their employees and clients alike. Balancing Travel and Business Growth Lisa explains how she manages extensive travel—attending 23 industry events last year—while ensuring her business continues to grow and thrive. Actionable Tips === SPONSORS https://www.itbusinesspodcast.com/netally/https://www.itbusinesspodcast.com/rythmzhttps://www.itbusinesspodcast.com/liongardhttps://www.itbusinesspodcast.com/bvoiphttps://www.itbusinesspodcast.com/trugrid=== MUSIC LICENSE CERTIFICATE https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET === Show Information https://www.itbusinesspodcast.com/https://amzn.to/3EiyKoZhttps://ko-fi.com/itbusinesspodcast

In this episode of Uncle Marv’s IT Business Podcast, we continue our conversation with David Stinner, founder of Buffalo-based US itek. David opens up about the lessons he learned from early legal battles that shaped his entrepreneurial drive and how he scaled his MSP using innovative strategies like flat-rate pricing and outsourcing help desk services overseas. Key Topics Covered: From Legal Battles to Leadership: David shares how being sued by his former employer motivated him to persevere and build a successful business despite early challenges. Flat-Rate Pricing Model: Learn why David transitioned to charging per user instead of per device and how this approach has benefited his clients and business. Remote Workforce Success: Discover how hiring tech talent from the Philippines helped US itek expand its capacity while keeping costs manageable. Post-Pandemic Growth Strategies: David explains how his team adapted to the changing IT landscape after COVID-19 and tripled their revenue within four years. The Importance of Compliance: Insights into why compliance-focused services are becoming a key differentiator for MSPs. Cybersecurity Add-Ons: How products like ThreatLocker and email security packages are driving recurring revenue. Actionable Tips Links to Companies, Products, and Books Mentioned usitek.comthreatlocker.comdomotz.comingrammicro.comodoo.com === Show Information https://www.itbusinesspodcast.com/https://amzn.to/3EiyKoZhttps://ko-fi.com/itbusinesspodcast

Why Listen? This episode provides a candid look at the evolution of an MSP from its humble beginnings to becoming a regional leader in IT services. David’s story is packed with actionable insights on scaling a business, overcoming customer objections, and leveraging tools for proactive service delivery. Show Notes David Stinner, founder and president of US itek, joins Uncle Marv’s IT Business Podcast for an insightful conversation about his 26-year journey in the IT industry. Starting as a teenager building computers for ham radio operators, David grew his business into one of Buffalo’s leading MSPs. He shares how he transitioned from hardware sales and break-fix services to managed services, despite initial resistance from customers and staff. David reflects on the early days of managed services when tools like RMM platforms were just emerging, recounting how he adapted to deliver proactive support amidst challenges like tape backups and manual defragging. He also highlights how focusing on larger clients has helped him scale sustainably while maintaining profitability. Main Topics Covered David’s Early IT Career: David shares how he started building PCs in high school and scaled his business through hardware sales before transitioning into professional services. The Transition to Managed Services: Discover the challenges David faced when shifting from break-fix work to managed services, including customer pushback and internal resistance. Scaling an MSP: Learn how David focused on larger clients and co-managed IT support to achieve sustainable growth while navigating industry changes. Lessons Learned in Profitability: David discusses how managing costs effectively and investing in staff retention helped him build a profitable MSP. === SPONSORS https://www.itbusinesspodcast.com/netally/https://www.itbusinesspodcast.com/rythmzhttps://www.itbusinesspodcast.com/liongardhttps://www.itbusinesspodcast.com/bvoiphttps://www.itbusinesspodcast.com/trugridhttp://itbusinesspodcast.com/designerready=== MUSIC LICENSE CERTIFICATE https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET === Show Information https://www.itbusinesspodcast.com/https://amzn.to/3EiyKoZhttps://ko-fi.com/itbusinesspodcast

Why Listen? This episode offers relatable insights for IT professionals working in smaller markets or expanding their businesses into new regions. Ali Johnston’s stories about cybersecurity awareness and scaling managed services are both practical and inspiring, making this a must-listen for anyone navigating growth while maintaining client trust. Show Notes Ali Johnston, owner of Bel Tech Services and longtime friend of Uncle Marv’s podcast, joins us live from ASCII Edge in Orlando to discuss her journey as an IT business owner focused on hypergrowth and cybersecurity awareness. After taking a hiatus from industry events to focus on her business, Ali is back with fresh perspectives on scaling managed services in small-town Satellite Beach while navigating the unique challenges of serving mom-and-pop shops. She shares eye-opening stories about local scams targeting older communities, including a shocking incident involving scammers using Uber rides to exploit victims. With a focus on cybersecurity education and awareness, Ali emphasizes the importance of building trust with local clients who prefer personal connections over big corporations. Main Topics Covered Cybersecurity Awareness in Small Communities: Ali recounts personal stories of scams targeting older residents in Satellite Beach and discusses strategies for educating local clients about cybersecurity threats. Scaling Managed Services in Small Towns: Ali explains how she converts service work into managed services by building trust with mom-and-pop shops who value local expertise over big companies. Expanding Into New Markets: Through word-of-mouth referrals, Ali is growing her client base beyond Satellite Beach into areas like Tampa and St. Pete, showcasing the power of relationships in business growth. Zero Trust & SASE Solutions: Ali explores her focus on modern cybersecurity solutions like Zero Trust architecture and SASE while addressing challenges such as managing multiple software agents on client systems. === SPONSORS https://www.itbusinesspodcast.com/netally/https://www.itbusinesspodcast.com/rythmzhttps://www.itbusinesspodcast.com/liongardhttps://www.itbusinesspodcast.com/bvoiphttps://www.itbusinesspodcast.com/trugridhttp://itbusinesspodcast.com/designerready=== MUSIC LICENSE CERTIFICATE https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET === Show Information https://www.itbusinesspodcast.com/https://amzn.to/3EiyKoZhttps://ko-fi.com/itbusinesspodcast

In this episode of Uncle Marv’s IT Business Podcast, we dive into the tools and strategies that keep IT professionals ahead of the game. Uncle Marv opens up his trusted NetAlly go bag to reveal essential devices like the EtherScope and LinkSprinter, explaining how each tool simplifies network troubleshooting and testing. He shares insights from recent client projects, including office moves in Orlando and Tampa, highlighting challenges like DMARC extensions and SD-WAN setups. What’s in Uncle Marv’s Go Bag? Uncle Marv walks through his NetAlly-branded go bag, showcasing tools like the EtherScope nXG, LinkSprinter, and AirCheck G3. Learn how these devices streamline network testing and troubleshooting. Get Yours Here: https://amzn.to/4idKT1dhttps://amzn.to/4ikBi8Uhttps://amzn.to/3Yqdk4Fhttps://amzn.to/428czjgReal-World Client Stories From office moves in Orlando to tackling unexpected DMARC issues, Uncle Marv shares lessons learned from recent projects and how he keeps clients happy despite logistical challenges. Florida Man Stories Stay entertained with some wild Florida stories, including a naked airport incident and a beer run involving an alligator. Why Listen? This episode offers a unique mix of practical advice for IT professionals and entertaining stories that keep things lighthearted. Learn about essential tools for your IT toolkit, gain insights from real-world client challenges, and stay informed about upcoming industry events—all while enjoying a laugh or two. === Florida Man https://tinyurl.com/44h5acnshttps://tinyurl.com/56ymsw4thttps://tinyurl.com/36su9wtj=== SPONSORS https://www.itbusinesspodcast.com/netally/https://www.itbusinesspodcast.com/rythmzhttps://www.itbusinesspodcast.com/liongardhttps://www.itbusinesspodcast.com/bvoiphttps://www.itbusinesspodcast.com/trugridhttp://itbusinesspodcast.com/designerready=== MUSIC LICENSE CERTIFICATE https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET === Show Information https://www.itbusinesspodcast.com/https://amzn.to/3EiyKoZhttps://ko-fi.com/itbusinesspodcast