In this episode of MSP Business School, host Brian Doyle explores the dynamics of breaking into enterprise markets with expert guest Rob Warshaw. With his extensive experience in the Fortune 10 healthcare industry, Rob offers invaluable insights into how MSPs can navigate the complexities of engaging large-scale organizations. This episode presents a deep dive into the strategic steps needed to penetrate the enterprise segment, emphasizing the significance of understanding the customer and nurturing long-term relationships.

The conversation begins with touching on the necessity for MSPs to understand the distinctive nature of enterprise clients compared to smaller-scale businesses. According to Rob and Brian, those targeting the enterprise sector should anticipate a long, yet rewarding journey involving arduous procurement processes and often extended sales cycles. The episode discusses critical elements such as aligning technological solutions effectively with client needs and setting realistic timelines to ensure a successful entry into the enterprise marketplace.

• Understanding the Client's Needs: Companies must prioritize understanding the specific problems their enterprise clients face and demonstrate a clear capability to solve these problems.

• Relationships Matter: The importance of having a strategic, long-term relationship rather than just a transactional approach cannot be overstated. Establishing trust and proving genuine interest in the client's industry are vital.

• Sales Cycle Realities: Preparing for an extended sales process is crucial, as closing deals in the enterprise sector often demands patience and strategic planning.

• Preparation is Key: Enterprises appreciate vendors who exhibit preparation, industry awareness, and tailored solutions, which are often more valued than mere enthusiasm or innovation claims.

• Pitfalls to Avoid: Misalignment between client needs and vendor capabilities can be a quick disqualifier. Vendors need to avoid appearing naive or uninformed about the client's industry and challenges.

Guest Name: Rob Warshaw LinkedIn page: https://www.linkedin.com/in/robwarshaw/

Company: DigiStratEx

Website: https://digistratex.com/

Host: Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/

Sponsor: vCIOToolbox: https://vciotoolbox.com

In this episode of MSP Business School, hosted by Brian Doyle, listeners are introduced to CJ Arlotta, an expert in public relations with a rich background in journalism and communications. The episode promises valuable insights into how MSPs (Managed Service Providers) can effectively engage with the press and media, a crucial yet often overlooked aspect of business growth and visibility. CJ, with his extensive experience, shares practical advice on positioning MSPs as thought leaders and utilizing strategic PR efforts to enhance brand visibility.

Throughout the conversation, CJ emphasizes the importance of cultivating relationships with journalists and understanding the narrative needed to capture their interest. He provides detailed strategies on how MSPs can become credible sources for media outlets by consistently offering value through insights and expertise. Furthermore, CJ discusses the role of a PR consultant in bridging the gap between MSPs and media, outlining how specialized knowledge in verticals like IT and hospitality can significantly boost a company’s media presence. This episode is packed with actionable tips for MSPs seeking to enhance their media engagement and establish themselves as industry leaders.

• Relationship Building: Engage with journalists beyond the times you need coverage by offering insights and positioning yourself as a resource.

• Understanding Media Needs: Tailor your pitches to align with the journalist's current focus and the publication's audience.

• Strategic PR Initiatives: Employ PR specialists to navigate media landscapes effectively and ensure consistent messaging across all media platforms.

• Leveraging Content: Use media appearances and content creation as tools to establish credibility and thought leadership within your industry.

• Emerging Opportunities: Utilize emerging podcasts and local media to reach niche audiences and potential clients effectively.

Guest Name: CJ Alotta LinkedIn page: https://www.linkedin.com/in/cjarlotta/

Company: CJ Media Solutions, LLC

Website: https://cjmediasolutionsllc.com/

Host: Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/

Sponsor: vCIOToolbox: https://vciotoolbox.com

In this illuminating episode of "MSP Business School," host Brian Doyle is joined by industry expert Todd Kane for a deep dive into the innovative world of Managed Service Providers (MSPs). Todd Kane discusses his early foray into the MSP domain and the wealth of experience he's gathered over the years. Listeners are taken on a journey through Todd's impressive career, from his beginnings as a young consultant in the tech field to his impactful roles at leading MSP companies like Longview Systems and Fully Managed.

Through a data-driven and operationally focused lens, Todd sheds light on the challenges facing MSPs today, such as hypergrowth management and leadership development. The discussion emphasizes the significance of internal promotions and operational standardization to maintain a sustainable growth trajectory. Kane also addresses the critical factors an MSP needs to consider for organizational efficiency, demonstrating how the right KPIs and supportive leadership can drive substantial improvements in operational performance. Additionally, Todd explains how his consultancy endeavors, like the Service Manager Boot Camp, aim to equip MSPs with the necessary tools and training for efficient operations and effective leadership.

• Todd Kane emphasizes the importance of promoting leadership from within, focusing not just on senior technical ability but on holistic managerial and people skills.

• Operational standardization both in technical deliverables and internal processes is crucial for an MSP's success, helping eliminate chaos and ensure a predictable workflow.

• Effective management requires setting clear expectations, ongoing support and training, and optimal prioritization of tasks.

• Building and maintaining a healthy business culture is a proactive journey, reliant on deliberate leadership actions and adherence to core organizational values.

• Continuous operational assessment and strategic client management, including the bold step to "fire" unsuitable clients, are fundamental for long-term success and profitability in the MSP landscape.

Guest Name: Todd Kane LinkedIn page: https://www.linkedin.com/in/toddakane/

Company: Evolved Management Consulting

Website: https://www.evolvedmgmt.com/

Host: Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/

Sponsor: vCIOToolbox: https://vciotoolbox.com