This month we have turned the spotlight on Courtney Ford! Courtney quickly became a tremendous asset to the entire team at The 20. Read below to find out more about Courtney!
What do you do here at The 20?
I’m the Graphic Designer so I help the Art Director create social media content, digital/print collateral, and cool stuff for around the office.
Describe The 20 in three words…
Strong, Family, Exciting.
As a kid, what did you want to be when you grew up?
Marine Biologist… until I realized I am actually scared of everything in the ocean ????
What’s the most challenging thing about your job?
Right now it’s VISION season so deadlines are crazy trying to get everything finished. (PS: don’t forget to register at the20.com if you haven’t already ????)
What do you consider your greatest achievement?
Knowing all the words to Eminem’s “The Real Slim Shady”
What do you think is the most important quality necessary for success?
Dedication
What do you like most about The 20?
I often describe The 20 as my dream job, so that’s a list we don’t have time for.
What do you like to do in your spare time? / What are your hobbies?
This isn’t a hobby… YET. I just bought a leash so I can start walking my cat outside. I’ve also picked up playing Animal Crossing in my excessive amount of time at home this year.
The 20, a leading consortium of managed service providers (MSPs), is excited announce keynote speaker Gary Vaynerchuk.
Entrepreneur and social media influencer, Gary Vaynerchuk, better known as “Gary Vee,” is set to deliver a keynote address on October 1st at Virtual VISION. GaryVee got his start over 13 years ago after starting a web series called Wine Library TV. After slowly building a following and an audience, Gary Vee started VaynerMedia, a full-service advertising agency that has grown to work with some of the most recognizable brands in the world.
Today, Gary continues to be an influential figure in the marketing and entrepreneurial spaces. He is a highly sought-after public speaker, a five-time New York Times bestselling author, as well as a prolific early angel investor in companies like Facebook, Twitter and Uber.
GaryVee will give a keynote address to everyone at VISION, followed by a Q&A session.
“We are so looking forward to GaryVee’s keynote at VISION,” says Crystal McFerran, CMO of The 20. “The 20 is thrilled to share this incredible slate of content with the MSP community. If you’re looking to take your MSP to the next level, you don’t want to miss VISION 2020!”
Joining Vaynerchuk will be a powerful speaker lineup including Mark Manson, author of New York Times bestseller “The Subtle Art of Not Giving a F*ck” and Walter Bond, former NBA player and success coach.
What can you expect from VISION this year? A full roster of sought-after speakers, innovative disruptors and business-focused visionaries sharing their knowledge with likeminded MSPs who are seeking to level up.
Virtual VISION will take place Wednesday, September 30th and Thursday, October 1st. The two-day event also features a full slate of leading channel partners and industry experts. Hailed as the most important MSP event of the year, VISION 2020 will bring together top MSPs and IT service providers for two impactful days of speakers, sessions, and networking focused on business best practices, thought leadership, and growth.
Keynote presentation and Q&A by Gary Vaynerchuk
Business and life lessons from Mark Manson and Walter Bond
Hot topics such as AI, the new MSP landscape, shadow channels and sales/pipeline creation
Technology moves at a breakneck pace. New standards pop up, old technologies lose support, novel threats are revealed, and the wheel just turns and turns. Nothing has really changed with the pattern, but it feels like it’s moving faster than ever before.
Things are changing at the same individual rate, but there are more things changing to account for. You used to only need to worry about the basics like networking, servers, and workstations (or similar), now you need to fight the choice between software suites, hosting types, security suites, advanced networking capabilities, etc. The choices have gotten endless for each one, and very rarely is there a clear-cut case of objectively better once you hit a certain minimum. Salespeople have no qualms embellishing claims and the spec sheets may not always be apples to apples for comparisons among similar suites.
Technology comparisons can get downright onerous if you don’t know how to find the right resources to make sense of claims and features. Billing gets even crazier unless you have the market to pull special treatment. It’s the difference between a flat $0.50 an endpoint per month, and a billing scheme with unclear tiers, fixed and/or variable fees, or even variable price per month. When looking at technology we look at what they promise, what they can show, and how it fits the model for our clients.
What Does It Promise?
What features does an offering have and what claims do they make? The adage of “if it sounds too good to be true, it probably is,” usually holds true here. But, sometimes you get pricing by buying in early, as a way to expand business, or even as part of a partnership. Striking one of these deals can make your offering that much more amazing if you know how to negotiate a new promise out of the sales team. Pricing may not be the first thing you figure out, but it is one of the biggest deal breakers for a promise.
What have you been promised it can do? This can even be spec sheets and “raw data”. How well does it actually work out? If you can’t easily weigh the individual promise, how well have they held up their previous promises? Don’t look too far if the company has been through substantial change unless you want to be extremely cautious. If the entire C-suite and management was completely changed out and it’s been a few years with the new management, you may want to just look at the promises in that period. Don’t look too far if their track record is bad either.
AI excites me but also scares the bejesus out of me. Promises get a lot vaguer with Machine Learning (ML) and Artificial Intelligence (AI). AI and ML are computing black boxes. You have an input and (ideally) an output that fits what you want, but you have no real insight into how the process works. The people making it can understand what they’ve put in, but the actual process is still a mystery.
You have to know how to make sense of their promises and claims for them to mean anything. How many promises are vague and loaded with empty marketing speak and how many can actually be quantified? Buzzwords are fine if they actually mean something contextually, but they’re less than useless otherwise. How many of the promises make sense? Now, how can you turn their promises into something verifiable?
What Has It Shown?
Where does it stand in comparison to its competition? What rates is this measured from and who sponsored the research? What have they shown they can do consistently well? Are there features which stand out which you can actually benefit from? Look at what they have shown they can do for you.
Even if something is possible to do, it doesn’t mean it’s practical. That cheap consumer router may say it works great for a business and someone used it for a day when their expensive equipment went down, but does that mean it’s shown anything useful if you’re buying for business? I’ve been in that spot, and they usually work for a day or two at a larger place before having to be continuously rebooted. There’s a reason a commercial or enterprise router costs more and works better in a commercial setting; it’s made to do so. You have to know how to apply the same filters for promises or else you get sold on a different bill of goods.
Benchmark the results you get. What can they show you they can actually do and how can you measure the data? A product might work great in a virtualized environment, but how does it work on real life hardware? You have to put the promises you can actually show into the context of how it fits you and your business needs. If you know what to look for, you might get in on something exceptional which is just marketed poorly, or avoid the inverse.
How Does It Fit?
A great product targeted at a different market may not be a great (or even good) fit. Your business continues to change (just like the businesses we support). What do you need and who is the product targeting? If you’re a Managed Service Provider (MSP), you’ll probably have multiple clients in multiple industries. How do you find the common denominator that can get you better pricing while satisfying all of their needs?
A product is going to have an associated cost. I keep coming back to cost, but cost is one of the most important factors for a product being a good fit or not. It doesn’t just matter what a client needs, it also matters what they can afford and are willing to spend. While a single service isn’t going to break the bank, 10 of them will. Technology continues to expand and more and more things become necessary to just run a business. You have to focus on the bigger picture which combines risk, need, desire, and support.
You have to take into account compliance, security, accessibility, maintainability, scalability, etc. and all of it costs money. While it’s not ideal, some businesses just don’t have the money to solve certain problems the best way possible. Other times, a certain technology may not have something financially accessible or practical which fits what the client is willing to do. You have to pick something which makes your life easier in some way as the IT professional as well, but sometimes that comes at a cost too, and that cost can be a deal-breaker.
Measure each factor and compare it to what you or the client need. If something really simplifies their business, it can be worth the extra cost, but you have to be able to show them. Clients will hold you accountable for your decisions to push a product, so you have to do your due diligence. Make sure it can deliver on its promises and can back up its claims. This helps you determine whether it’s the right fit, or if you need to go a different direction. Not every choice will be a home run, but if you focus on the right factors, you make informed decisions instead of blind gambles.
We use our ability to negotiate and our expertise to keep with and stay ahead of market trends. You may not always want to be the first early adopter, but you don’t want to be late to the party either. Where is the market going and how do you get ahead without getting lost?
Interested in finding out more about The 20? Click here.
Virtual VISION 2020 – Why You Don’t Want to Miss Out!
Virtual VISION 2020 provides two days of compelling speakers, educational sessions, and networking focused on MSP business best practices, thought leadership, and growth.
Join world-class MSPs and ITSPs for two days of non-stop learning and a wealth of insightful sessions. The conference is supercharged with content catered to every member of your MSP team, from tech to exec.
Connect with IT professionals and experts from around the world. Exchange best practices and share tips, tricks, and secrets for success with a powerful network of MSPs.
Here are the top 10 reasons you don’t want to miss #VirtualVISION:
Agenda
Great content with killer strategies on how to grow your MSP
Speaker Line Up
Amazing speakers including, Mark Manson, Walter Bond, and Gary V.
Breakout Sessions
Great speakers lined up that will be teaching technical skills, sales, and everything in between.
Event Platform
The event platform is a fully immersive, 3-D technology that feels like a game!
No Mask + No Social Distancing
The entire event is virtual, so there is no need to wear a mask!
Networking
Join top MSPs and network with like-minded business owners.
Party
Virtual party with fireworks and a special guest performance.
Sponsors
Full slate of industry-leading vendors.
Cash giveaway
One person will receive $5,000 in cash, and five people will win $1,000 each!
Never have to leave home
Join us at Virtual VISION 2020 and network from the comfort of your own home. Register here.
We can’t wait to “see” all of you there!
Meet Chris Kimbell of WOLFGUARD IT!
Tell us a little about your MSP…
In 2010, my family moved from Texas to my wife’s hometown of Bozeman, Montana. I was unable to find a career in my field, so I decided to create my own career and started the company from the basement of my in-laws home. WOLFGUARD IT has since grown considerably and now has clients over Montana, Wyoming, Texas and even Ireland and China. We push toward continued growth and this year we even made the MSP 501 list for 2020!
How long have you been a member of The 20?
3 years
Why did your MSP originally look to partner with The 20?
We were having difficulty with scaling and needed a unique sales model that works. Some groups had their “golden goose” but didn’t help you get there. I needed a group that would help you get from point a to the end goal.
Tell us about the biggest change in your business since joining The 20.
We dove in with the The 20 model. This changed every aspect of our business. It was a lot of work, but has paid off big time. We now have scalability, a better business model and a great sales model that easily makes sense.
What do you like most about being a member of The 20?
Number one would be the knowledge that The 20 provides as well as the resources and other members.
What do you think is the most important quality necessary for success?
Hard work and the right business model.
What are your biggest business challenges?
Marketing and brand awareness.
What are your areas of focus for 2020?
Marketing, marketing and marketing. We have been in business for 10-years now and we haven’t worked on our band awareness until now. More people need to know our brand and what we do.
What advice would you share with an MSP looking to scale their business?
It is extremely difficult to scale your business while staying profitable. But that is only part of the fight. Work with a group that can handle your marketing and sales models too. All of these items make a big difference in your overall success.
Interested in becoming a member like WOLFGUARD IT? Click here for more information!
3 Reasons MSPs Shouldn’t Pass on AV Work
One of the most hotly discussed topics in the professional Audio Video integration industry is “How do you manage your client’s systems and what is your revenue model for doing so?” AV systems, particularly in the business environment, can be complex and require a significant amount of ongoing maintenance and upkeep to consistently perform to the client’s expected service level. As these systems and equipment have evolved over the last decade to be increasingly connected and dependent on IT for functionality, the amount of monitoring needed has only grown. However, a big portion of the AV Integration industry is still learning how to effectively manage their client’s systems in a systematic and profitable way. MSPs have had the service contract and reoccurring revenue model figured out for years and, very often, already have the internal infrastructure in place to support these types of ongoing client needs. It would seem natural for MSP companies to extend their service offerings to include AV work and support, but there is a surprisingly high percentage of MSP companies that are very reluctant to involve themselves in AV work for the clients. Those that do, are missing out on business growth, improved client satisfaction and a significant revenue stream. I can point to three specific reasons that MSPs who are turning down AV work are making the wrong decision:
Nearly all AV equipment used in the corporate or business environment (and the residential world for that matter) is connected to the network and, in many cases, is reliant on connectivity to properly function. Everything from video distribution and power management, to room control and scheduling is happing on, and over the client’s network and AV equipment can cause significant network performance issues if the network infrastructure isn’t set up to properly manage the AV data traffic. The AV hardware is going to be on the network YOU are managing; do you really want to leave the configuration of that hardware up to another company? No one knows your client’s network and systems better than you, so who better to make sure that the AV systems that are installed won’t impact their system up time or your SLA metrics?
No longer do AV systems, always require a site visit to solve the smallest problems. Now, tools exist that allow you to manage the AV systems as part of the clients overall network and AV Integrators say that 80% of client AV issues can be resolved via a remotely managed portal or system. Connected AV hardware is now (mostly) remotely accessible and via management platforms, like SnapAV’s OVRC, allow you to configure, troubleshoot and manage that AV equipment in the same manner as your client’s network.
If you don’t do the work, the client will find someone else who will and they may end up displacing you as the service provider for the client. End client feedback consistently says that one of the primary factors on selecting service partners is previous experience or an existing relationship with a firm. As a company who is already managing their IT systems, there is a built in level of trust your clients likely have that will often lead them to ask you first about doing any AV work in their business. You’re already the incumbent service provider, why turn away business from an existing client you trust? Your AV vendor partners are absolutely invested in helping you specify and deploy their systems so why not rely on your partners and help grow your business?
For those of you who have been doing AV work for some time and have been reading this post thinking, “Well, duh,” hat tip to you, you’re doing the right thing. We talk with MSP partners every day who exhibit an initial reluctance to jump into doing complex AV systems but, in most cases and with our support, they are able to successfully deploy and manage AV systems for the clients and grow their business.
– Josh Litwack, Director of Commercial Sales @ SnapAV
Meet Vishal Rambaran, Tier 1 Support Desk Technician
Today we turn the spotlight on Vishal Rambaran. Vishal quickly became a tremendous asset to the entire team at The 20. Read below to find out more about Vishal!
What do you do here at The 20?
Level 1 Support Desk
Describe The 20 in three words…
Close-Knit, Supportive, Friendly
As a kid, what did you want to be when you grew up?
I do not think I had anything in mind but I do remember saying astronaut a lot turned out to be scared of heights.
What’s the most challenging thing about your job?
Nothing is ever the same it is a constant changing environment.
What do you consider your greatest achievement?
To be honest coming here at this time as it breaking out of my day to day and experiencing something new.
What do you think is the most important quality necessary for success?
Be coachable take criticism and run with it.
What do you like most about The 20?
The community everyone is willing to assist to what ever level they can.
What do you like to do in your spare time? / What are your hobbies?
I enjoy building computers and am currently working on my first water cooled rig, other than that currently just playing games. As well as learning the violin and I’m not good at all.
Where are you going on your next vacation?
Next vacation no plans on the book but will most likely back home in Pennsylvania, if not Singapore.
Meet Peter Tessitore of Netlogic Computer Consulting!
Tell us a little about your MSP…
We are in Nashua, NH and have an office in Hanover, MA. Netlogic Computer Consulting was established in 2005 by Craig Packard and myself. We have been doing traditional IT Support for businesses in New England since then. Thanks to the 20 group, we became a Million dollar MSP in 2018. The last couple of years, we morphed into the Netlogic My365 (cloud services) “the Modern Workplace, Any device, anywhere, any time” and brought our services to the 20 at the Vision Conference in 2019. A lot of 20 members are having great success with this platform especially since Covid-19 hit.
How long have you been a member of The 20?
We are an original member of the 20 since it’s inception.
Why did your MSP originally look to partner with The 20?
Tim’s concepts of standardizing and Help Desk. Pricing Concepts also.
Tell us about the biggest change in your business since joining The 20.
Biggest change was the switch to the Microsoft 365 platform which opened up all kinds of opportunities for us.
What do you like most about being a member of The 20?
The Staff and Members are Awesome! Great concepts and we are all still working to improve on them.
What do you think is the most important quality necessary for success?
Marketing and a great Pipeline! An MSP’s service has to be top notch also.
What are your biggest business challenges?
Expenses as we grow fast. Calculated risk on hiring to keep SLA’s and production of the staff.
What are your areas of focus for 2020?
Growing our My365 program to more 20 Members. We will have a virtual booth at 2020 Vision conference.
What advice would you share with an MSP looking to scale their business?
Hang tough through the rollercoaster of growth. As a peer group (The20), you have all the help and resources you need to scale up quickly to grow your business. DON’T try and do it all yourself. Reach out for advice and help and “Plan your work and work your Plan”
My favorite reading has to be the Microsoft 365 official blog. Staying up to date on Microsoft 365 releases and new ideas is a challenge with technology moving so quickly. This blog is great at highlighting updates as well as success stories that we can emulate.
Interested in becoming a member like Netlogic Computer Consulting? Click here for more information!
Meet George Monroy of Monroy IT Services!
Tell us a little about your MSP…
We are located in the San Antonio Hill Country. Monroy IT Services was established in 2004 in Houston, TX. I moved the company in 2010.
How long have you been a member of The 20?
It will be four years in August 2020.
Why did your MSP originally look to partner with The 20?
The company was not growing and it was a do or die decision. I spoke with Tim and he opened my eyes to why I was having a hard time growing. He hit the nail on the head.
Tell us about the biggest change in your business since joining The 20.
I was able to scale quickly like I could not in the past. I was also introduced to managed Google Adwords and that helped with lead gen. Then I was able to sell with some training from Tim.
What do you like most about being a member of The 20?
I love the Support Desk and the tight knit family of being in the same boat with other owners.
What do you think is the most important quality necessary for success?
An open mind and a willingness to execute.
What are your biggest business challenges?
Currently it is selling during Covid. We have gained one client so I am not complaining but it is definitely much slower growth than I had planned this year.
What are your areas of focus for 2020?
Close a co-managed It deal and move forward with a sales plan for more co-managed IT. We currently have one co-managed IT client.
What advice would you share with an MSP looking to scale their business?
This is easy. Join The 20 so you can focus on lead gen and sales. The 20 will handle the scale.
What book are you currently reading?
I am currently finishing up Gap Selling by Keenan, Then it may be Fix This Next by Mike Michalowicz.
Favorite blogs / podcasts
My favorite podcast is The Joe Rogan Experience for the breadth and depth of the topics that are covered
Interested in becoming a member like Monroy IT Services? Click here for more information!
Meet Donna Pebworth, Financial Controller
Today we turn the spotlight on Donna Pebworth. Donna quickly became a tremendous asset to the entire team at The 20. Read below to find out more about Donna!
What do you do here at The 20?
I’m the Financial Controller and also handle HR & Payroll.
Describe The 20 in three words…
Innovative, Challenging, & Rewarding.
As a kid, what did you want to be when you grew up?
A Photographer.
What’s the most challenging thing about your job?
Trying to make processes and procedures so things run better, faster, and smarter.
What do you consider your greatest achievement?
Going back to college later in life to finish my Associates, then on to my Bachelor’s, and then my Master’s, all while working full time and throughout the process, paying my own way.
What do you think is the most important quality necessary for success?
I have two, you must be driven and self-reliant.
What do you like most about The 20?
The challenges I face daily and how these challenges help me grow as a person and as an employee of The 20.
What do you like to do in your spare time? / What are your hobbies?
In my spare time, I like hanging out with good friends and my four legged babies, going to dinner, and relaxing poolside. My hobbies are yard work/gardening, I love to have a beautiful lawn. It gives me a sense of pride.
Where are you going on your next vacation?
Depending on the COVID19 situation, maybe Hot Springs, or the beach, or if nothing else, my backyard pool!
