About This Episode

In this episode, MSP Business School’s hosts Brian Doyle, Tim McNeil, and Robb Rogers sit down for a roundtable discussion about three of the trends they’re seeing for MSPs in 2021. Brian, Tim, and Robb offer their insight, advice, and predictions about everything from what an MSP needs to consider before making the shift to becoming an MSSP, to what the future of sales will be in a post-Covid world. 

We do a deep dive into what a transition into the world of MSSPs might look like, laying out both the importance of getting into securities and the challenges of doing it correctly. Robb points out that outsourcing your clients’ security to a specialized company runs the risk of turning your MSP into a VAR, but might be the best solution until you can hire a full security staff. Brian points to the multitude of certifications needed as proof that a hybrid model makes the most sense for the majority of MSPs looking to get into securities. 

When it comes to sales in a post-Covid world, Tim shares the positive and negative changes that have come from businesses moving entirely to remote work, including which of the shifts he thinks will stick around. The guys discuss the benefits of video sales calls and the dramatic increase in the number of calls they’re able to make in a given day. 

The hosts also discuss the shift in how LinkedIn is being used as a marketing and sales tool. They give tips on how to keep your MSP from sounding just like every other MSP and how to differentiate yourself in the digital and social space. 

We end the roundtable with the reminder to focus on the why of a prospect’s issue rather than on the issue itself. All MSPs should be able to address the prospect’s issue, so put forward the benefits of working with you and your MSP specifically.