Newsletter | May 4, 2019

05.04.19 -- New Episode: Erick Simpson


Just dropped — A new episode of Channel Voice: The Channel Executive Podcast

Episode 16: Erick Simpson

Topics Discussed: The easy math MSP leaders refuse to do, why cyber security is bigger than managed services and how to get in on the action, how to let the math tell you when it’s right to hire your next sales person, engineer, or admin, how many independent consultants can the channel handle, what makes them all work together in unison, and much more.

Previous Episodes
Episode 15: Nick Streaker & Matt Solomon, ID Agent

Topics Discussed: Bitcoin, silk road, and the darkening of the dark Web, why credentials are such a hot criminal commodity, sextortion specialists and Nigerian princes—how to spot them both and how to teach others to do the same, what the hell does a cryptologic linguist do, whether MSPs are capable of cyber security or whether they need the third S, whether we’ll ever take the offensive against cyber criminals, and much, much more.

Episode 14: Brynne Tillman And Sally Jo LaMont, Social Sales Link

Topics Discussed: Why LinkedIn is likely the most underutilized tool in your sales and marketing toolbox, how professional social networks are particularly valuable to channel businesses, the differences between leveraging social media as an individual versus as an organization, teaming up with colleagues to divide and conquer sales leads, a handful of steps you can take before 5:00 today to strengthen your profile, build your network, and empower your sales organization, and much more.

Episode 13: Carrie Simpson, Managed Sales Pros

Topics Discussed: How a kickboxer, yoga instructor, and stay-at-home mom turned into an IT services sales & marketing dynamo, why VAR and MSP leaders are terrible telemarketers, why telemarketing sucks as a job, yet remains a requisite prospecting tool and how long that might remain the case, how Simpson's company spun up a one-of-a-kind call center in under two weeks, what IT service provider execs must do to embrace telemarketing and win with it, and much more.

Episode 12: Jerry Koutavas, The ASCII Group

Topics Discussed: The value of industry associations and peer groups, the IT business leader’s persona and where it falls short, what solutions are hot in 2019 and how to avoid “shiny object” syndrome, the ill-effecof vendor dependency in marketing and the IT service provider’s responsibility there, why business development hires are more important than techs, the legacy of Alan Weinberger, and a whole lot more.

Episode 11: Jay McBain, Forrester Research

Topics Discussed: Personal and professional reflections on 2018, balancing career, a large and busy family, and channel guru status while pursuing an advanced degree, why 96 percent of IT service providers never grow beyond ten employees, why 70 percent of IT services business owners are seeking to sell out and what it means for the channel, and Jay McBain’s five predictions for 2019 (and slightly beyond).

Episode 10: Tim Conkle & Crystal McFerran, The 20

Tim Conkle and Crystal McFerran of The 20 discuss building tribes of clients and MSPs, scalability and national footprints, an MSP marketing retrospective, why 94 percent of MSPs never see a million dollars, self-awareness and corrective action, what if you don’t get anything back for your marketing and what if you do, education as the ROI on failure, and why everything’s easier with a set of plans.

Episode 09: Channel/Vendor Relations, Live From Brooklyn

Recorded live at the Software Executive Conference in Brooklyn. Join Matt Pillar, Tom Clancy (Valiant Technology), Paul DeMore (Force Management) Mark Haskelson (Compliancy Group), and Butch Langlois (Vend) for a transparent conversation about what's right and what's wrong with channel/vendor partnerships from the perspectives of VAR/MSP, software company, and consultancy. 

Episode 8: Bradley Gross, The Law Office Of Bradley Gross

The nation's pre-eminent IT services law authority opines on why most MSPs don’t treat their business like a business, the dangers of ambiguous contract language, the business, financial, and personal repercussions of legal action, how to avoid sales-slogging contract language yet remain protected, and your best practices for legal risk mitigation.

Episode 7: Peter Kujawa, EO Johnson Business Technologies - Locknet Managed IT Services

Peter Kujawa, businessman-turned lawyer-turned businessman again, discusses the value of a legal background in managed services business leadership, the merger and acquisition strategies that have built the managed service practice at EO Johnson, change management among personnel, salespersons' egos, and the values of transparency and altruism in the IT channel.

Episode 6: Dennis O’Connell, Taylor Business Group

Dennis O’Connell discusses his unlikely path to managed services, sleepwalking in the Air Force, why peer groups matter, surviving tornadoes (literally), keeping reliable peers, building a financial cushion, KPIs, business performance benchmarking, the discomfort of accountability and transparency, and more.

Episode 5: Arlin Sorensen, HTG Peer Groups/ConnectWise

Channel Voice caught up with peer group guru Arlin Sorensen of HTG/ConnectWise fame on business and personal legacies, intentionality and the importance of a “why statement,” his legacy in the wake of the ConnectWise acquisition, and more. Give it a listen and subscribe!

Episodes 3 and 4: Robin Robins, Technology Marketing Toolkit

Building personal brands and professional legacies; overcoming hardship and developing grit; religious cults and faith healing; Zig Ziglar; learning and mastering sales; quitting excuses; accepting responsibility and making good choices. The glamour of the MSP industry, the beginnings of the Technology Marketing Toolkit, whether or not it’s hard to fly a rocket ship, inspiring leaders, the power of industry knowledge, the channel’s cyber security services opportunity, big box IT threats.

Episode 2: John Kirk, Kathy Meader, RSPA

Why this isn’t yesterday’s RSPA; Elevating the brand; New education initiatives and programming; Payment security and QIR standards; RetailNOW 2018.

Episode 1: Paul Dippell, Service Leadership, Inc.

The birth of Service Leadership, Inc.; measuring MSP financial performance; the chronic undervaluation of IT service offerings; raising rates in a savvy way; stepping up sales; the rapaciousness of the storage unit rental business; the specialization and verticalization of managed services; where the channel goes from here.