Meet Matt Jones of Freedom Tech!

Tell us a little about your MSP…

Freedom Tech was established in 2011 in Rural Harnett County, NC – but is now headquartered in Raleigh with additional locations in Fuquay-Varina, Chapel Hill, Fayetteville, Lillington, & Southern Pines, NC.

How long have you been a member of The 20?

 We’ve been a member of the 20 for about 4 months.

Why did your MSP originally look to partner with The 20?

Without customer service, you have nothing. Yes, we answer our phones live, but if our reception team couldn’t get an available tech at that moment, customers often felt they needed to make more calls or send more messages, usually to me. I’ve lost clients in the past solely because I couldn’t be in 3 places at once. We want our customers to have the ability to reach a technician any time they pick up the phone.

 

Tell us about the biggest change in your business since joining The 20.

Full Confidence to scale, knowing our customers will be under-promised, and over supported with the team on the help desk always ready to help. Now it doesn’t matter if the client as 1 computer, or 1,000 – I don’t have to worry, know we’ll take care of them, and I don’t have to find additional staff to do it.

What do you like most about being a member of The 20?

Our excitement & anticipation for the future. We’re now part of a team & collective that isn’t just hoping to help & grow the industry, but we’re doing it! A lot of IT Company’s are sitting around wishing, but The 20 is taking massive action to ensure we get where we want and need to be. Not later, NOW!. And the best part, there’s room for more on the journey.

What do you think is the most important quality necessary for success?

You have to be willing to take massive action. Period. Wether it’s lead gen, sales, or scaling. You have to take action this very second.

What are your biggest business challenges?

Honestly, lead gen is our weakest link currently. I can sell, I can fix – our lead gen pipeline is the area we’re working on more now.

What are your areas of focus for 2021?

 Sales, Sales, Sales, Sales, Sales, Sales, Sales. – The Core: Lead Gen + Sales + Scale.

What advice would you share with an MSP looking to scale their business?

Stop letting your pride, your family, your head trash, or whatever else keep you stuck. I promise you, if you’re looking for a team that isn’t stuck, The 20 is it.

What book are you currently reading?

Scaling Up by Verne Harnish & Leadership Strategy & Tactics by Jocko Willink

Favorite blogs/podcasts

Interested in becoming a member like Freedom Tech? Click here for more information!

Meet Eric Emerson of  E-Squared IT!

Tell us a little about your MSP…

E-Squared IT is located in Clinton, New Jersey and has been open since 2015. Things really started taking off in 2018 right around the time we joined The 20.

How long have you been a member of The 20?

We’ve been with The 20 since around May 2018.

Why did your MSP originally look to partner with The 20?

I came from small / medium sized MSPs before going independent and lacked the knowledge necessary to grow our MSP to that next level. Outside of some mastermind groups / reddit focused discussion groups there was zero companies that had what I was looking for.

Tell us about the biggest change in your business since joining The 20.

Biggest change for us was our revenue. In 2020 alone in a down economy, we’ve more than tripled our monthly recurring revenue. It has been a serious game changer.

What do you like most about being a member of The 20?

The biggest benefit is the collaboration with other like-minded MSPs. We tried to start a local mastermind group of local MSPs here in Jersey and were essentially told to go kick rocks. No one wants to share their “secret sauce” with the competition. Now with the20 we can share ideas of what works and what doesn’t work without having to worry about potentially losing local business.

What do you think is the most important quality necessary for success?

100% you have to treat your clients like they could leave at any moment. Treat your clients like they are your only client, and spend time learning about who they are as people along with the tech stuff. The soft skills are becoming just as important, if not more important than the tech knowledge

What are your biggest business challenges?

Our biggest challenge this year was delivering on our QBR / customer service promise during a pandemic. It became extremely hard to connect with our customers when its chaos in the outside world.

What are your areas of focus for 2021?

Our biggest areas of focus will be continuing the sales and marketing push we did for 2020, but doing so in a controlled way that doesn’t degrade overall service delivery. This year was A LOT, all at once.

What advice would you share with an MSP looking to scale their business?

Marketing and sales matter more than you could possibly imagine. Carve out a budget for Google Adwords / Linkedin and push every dollar you can to those platforms.

What book are you currently reading?

The last book I finished was Everything is F*cked by Mark Manson!

Favorite blogs / podcasts

I cant seem to find any MSP / tech related blogs that aren’t overly vendor heavy, so im going to have to offer up the king of fake business himself Mr Tim Dillon on the Tim Dillon show. He’s a national treasure and must be protected at all costs.

Interested in becoming a member like  E-Squared IT? Click here for more information!

Meet Mike Bramm of BomberJacket Networks!

Tell us a little about your MSP…

BomberJacket Networks is located in Minnesota, Twin Cities (Minneapolis-St Paul), Established: 2001, Previously a Value Added Reseller- System Integrator

How long have you been a member of The 20?

5 months

Why did your MSP originally look to partner with The 20?

24x7x365 Support Desk/NOC

Tell us about the biggest change in your business since joining The 20.

Breaking old Break/Fix habits

What do you like most about being a member of The 20?

Tim’s Sales Pitch

What do you think is the most important quality necessary for success?

Marketing, Hard Work, Persistence

What are your biggest business challenges?

Having enough time

What are your areas of focus for 2020?

Marketing 

What advice would you share with an MSP looking to scale their business?

Join The 20 Way

What book are you currently reading?

You Can’t Be Everywhere – Marie Wiese

Favorite blogs / podcasts

Building a Story Brand with Donald Miller

Interested in becoming a member like BomberJacket Networks? Click here for more information!

Meet Terrence Boylan of PacketLogix!

Tell us a little about your MSP…

 Founded in 2002, PacketLogix has worked with organizations of all different sizes and in a broad spectrum of market sectors.  In the early days of PacketLogix, we focused exclusively on the corporate enterprise marketplace assisting large organizations and agencies mainly with network security and wireless design.  As cyberthreats became more omni-present, we have invested significantly in our capability of helping better protect both clients’ networks, but also their end points and servers.  For the past fifteen years, we have been working with the United States federal government through our own GSA blanket contract.  We have worked on national classified networks at various intelligence agencies, trained network technicians in Baghdad, Iraq, and even worked with the US Secret Service, US House of Represtatives, and the US Senate.  In recent years, PacketLogix has taken a focus closer to home in Rhode Island helping the small to medium business community.

How long have you been a member of The 20?

Since January 2020.

Why did your MSP originally look to partner with The 20?

The model, the Support Desk and tools were clearly first class and what we needed to get to our next level.

Tell us about the biggest change in your business since joining The 20.

The biggest change I have had since joining The 20 was the realization and action I have taken in seeking our larger clients that I can now handle with the support of The 20 Support Desk and community of like-minded partners.

What do you like most about being a member of The 20?

Hands down – the other members.  Their generosity and honest desire to help me grow my business has been so overwhelming.  I hope when I get on my feet I’ll be able to repay it forward with other members.

What do you think is the most important quality necessary for success?

Never, ever, ever give up.  You can screw up 7 ways til Sunday, but don’t ever give up.

What are your biggest business challenges?

 Sales and marketing.  Getting new clients.

What are your areas of focus for 2020?

New client acquisition and bringing our operations in line with the best practices of The 20 and its members.

What advice would you share with an MSP looking to scale their business?

Sales and marketing is everything.  Yes, you need great operations, but without sales and marketing excellence, you won’t have anyone to support.

What book are you currently reading?

MSSP Playbook by Charles Henson

Favorite blogs / podcasts

Click Funnels

Interested in becoming a member like PacketLogix? Click here for more information!

Tell us a little about your MSP…

Since 2002, VM Squared has been a leading provider of IT support and consulting, focusing on small and medium-sized businesses in the North Mississippi area. We have helped hundreds of businesses increase productivity and profitability by making IT a streamlined part of operations. We equip our clients with customized technology solutions for greater operational value and to reduce risk.

How long have you been a member of The 20?

Since April of 2019.

Why did your MSP originally look to partner with The 20?

I was at a crossroads. My Marketing Director resigned with no notice for medical reasons and our marketing/sales machine was just gaining traction. I really didn’t need help desk support but badly needed the marketing piece. I talked with Matt King to see how we could make this thing work. I discovered that I could deliver the help desk for much less than it was costing me for my team of 2, and I’d get the whole help desk. I moved forward thinking I’d transition my on-site team to field engineers. I ended up removing 1 and the other is my field engineer.

We will be starting with marketing next month.

Tell us about the biggest change in your business since joining The 20.

Re-aligning my business to work well with The 20 is the biggest change. I not only changed roles around but I also changed our sales process and size of client to seek out (larger).

What do you like most about being a member of The 20?

I enjoy the community and the staff of The 20. They are my extended team and are there to bounce ideas off of — then help you run with them.

What do you think is the most important quality necessary for success?

Process, Process, Process. You cannot scale without well-documented processes.

What are your biggest business challenges?

Sales. I have been doing all the sales and have just not been getting in front of the right people. It goes back to marketing, but I am growing my sales team.

What are your areas of focus for 2019?

Adding prospects with 500-plus endpoints. Becoming the MID for these companies. With sales, the other problems can be dealt with. We are also opening a BCDR Failover facility for enterprise clients. This will give them a physical place to conduct business when their primary facility is disrupted.

What advice would you share with an MSP looking to scale their business?

Get the right people in the right seat on the right bus. Then, get your processes documented and stick to them. Get in front of prospects that match your core values and mirror your best clients.

What book are you currently reading?

I’m always reading or listening to books on Audible. My current books are The Art of Deception by Kevin Mitnick, Clockwork by Mike Michalowicz, and Social Engineering by Paul Wilson.

Favorite blogs / podcasts

I listen to Leo Laporte and read Brian Krebs.

Interested in becoming a Partner? Click here for more information!

Tell us a little about your MSP…

Carefree Technology was started in California in 2001. In 2014 we moved to Utah to be closer to family, so we now have offices in California and Utah, and thanks to The 20, we have clients in Washington, Oregon, California, Utah and Colorado!

How long have you been a member of The 20?

We joined The 20 in November of 2018.

Why did your MSP originally look to partner with The 20?

We joined The 20 because it was time to grow our business. In 2001, when I quit the best job I ever had, it was so I could reclaim my time and be an active, present influence in raising our 4 kids. As our company grew, I noticed that the more employees we had, the less time I could spend with my family. Somewhere along the way, I made a conscious decision to have a “lifestyle business” so I could maintain my desired quality of life.

In a space of 4 months in 2018, 2 of our kids got married and another left for college. Now that our kids are leaving, it is time to change our focus from maintaining a lifestyle, to preparing for retirement by building a strong, profitable business and The 20 was perfectly positioned to provide the leverage we desired so we wouldn’t have to build and manage our own internal support desk.

Tell us about the biggest change in your business since joining The 20.

Our biggest change since joining The 20 is largely psychological and emotional. We no longer look at a large opportunity and think, “That’s too big for us.” Now we look at those larger environments with a hopeful expectation that we can provide what others cannot.

What do you like most about being a member of The 20?

It’s a toss-up between the Support Desk and the community. I love reviewing ticket notes and activities provided by the Support Desk that I didn’t have to be involved with. However, The 20’s partner community is really unique. I have developed many close relationships over the years with “friendly competitors,” but the level of camaraderie in The 20’s partner community is truly special.

What do you think is the most important quality necessary for success?

To be successful, you need to know what has lasting value and importance to you and your family and then work towards that goal every day. As long as you are working towards a meaningful end, you are successful regardless of how long it takes. The moment you identify what is important and move in that direction, you are a success.

What are your biggest business challenges?

With all the demands on our time, our largest challenge is always maintaining a consistent focus on sales and marketing activities.

What are your areas of focus for 2019?

Working with The 20 has opened the door to much larger clients. Our focus for 2019 is learning how to work with these larger, more complex environments so we can continue to add more of them.

What advice would you share with an MSP looking to scale their business?

Be honest about your shortcomings and find people or organizations who are strong where you need help. For us, that was joining The 20. It has been an absolute game-changer!

What book are you currently reading?

My ADD makes reading quite a challenge; too many shiny things around. However, I love audiobooks on 2x or even 3x speed. This month I have listened to the following titles: The Road Less Stupid: Advice from the Chairman of the Board by Keith J. Cunningham, The Speed of Trust by Stephen M. R. Covey and Anxious for Nothing: Finding Calm in a Chaotic World by Max Lucado.

Favorite blogs / podcasts

If I’m not listening to audiobooks, I enjoy listening to comedians like Jim Gaffigan or watching Good Mythical Morning with my daughter.

Interested in becoming a Partner? Click here for more information!

Tell us a little about your MSP…

I started Tech Junkies in January of 2007 in Hays, KS (I’ll wait for you to Google Maps that). I was working full time for a local ISP and fixing computers on the side. I started making more money from my side gig than my full-time job, so I decided to venture out on my own. I used my older brother’s four wheeler as collateral, got a loan for $8,100, signed a lease on a retail space, quit my job, cashed out what little I had in my company retirement, then went home and told my wife what I had done (I strongly recommend you put that last item first)! She was a bit shocked, but supportive. We were doing retail computer repair initially, but quickly started to transition into managed services for local businesses. Seeing need in our area for both residential and business IT solutions, we continue to offer both, utilizing a MSP service model.

How long have you been a member of The 20?

I was in The 20 before it was really ‘The 20.’ I was on the first call with Tim that started to form the concept of The 20. Since that time, I have been all in with The 20 model. I have seen it grow from just a concept to what it has become today. I guess I’d be considered the OG of The 20.

Why did your MSP originally look to partner with The 20?

After hearing the concept, I was on board right away. My goal with Tech Junkies was to scale on a massive level. I saw partnering with Tim and The 20 as my best option to do so.

Tell us about the biggest change in your business since joining The 20.

Starting day 1 we could handle almost any client that walked in the door. Coming back from the first meeting in Dallas I closed my biggest deal up to that point. Before The 20 I would have been gun shy to take on such a large client. However, with The 20 on my side it was an easy process to onboard and support.

What do you like most about being a member of The 20?

The community. We have all become such a tight community between the partners, The 20 Leadership, and even The 20 staff. I have forged business relationships and friendships that will last a lifetime.

What do you think is the most important quality necessary for success?

The ability to execute. I think some people just lack the ability to execute on ideas. Talk it great but it’s the walk that will make you money.

What are your biggest business challenges?

Lead generation. I don’t think I’ll ever be happy with the leads we are getting, I’ll always want more.

What are your areas of focus for 2019?

We are focusing on adding a comprehensive Cybersecurity Solution for all of our current clients and prospects. We handle managed IT services one way… the right way. We now offer a layered approached to cybersecurity defense based on the relationships that we have built through The 20.

What advice would you share with an MSP looking to scale their business?

Join The 20! Don’t re-invent the wheel. Let The 20 bring their expertise to the table on the operations and service delivery. You as a business owner should be focusing on marketing and sales.

What book are you currently reading?

Scaling Up byVern Harnish (I’m always re-reading / listening to it).

Never Split the Difference by Chris Voss.

Favorite blogs / podcasts

GaryVee – I usually have GaryVee or some other audio playing in the background all day.

Tell us a little about your MSP…

Southern Data Solutions, located in Atlanta, Georgia, was founded in 2005 with the purpose of providing excellent customer service. With a stellar team dedicated to the success of that vision, we have grown our business and looking to expand. Our services and products are now solidified and moving forward is much easier with special thanks to The 20. I have a saying that, “No one drives a Ferrari, until we can all drive a Ferrari,” meaning that the company’s success will be shared among all of the people that contribute to the success of Southern Data Solutions.

How long have you been a member of The 20?

Southern Data Solutions became a partner to The 20  in February of 2017.

Why did your MSP originally look to partner with The 20?

Southern Data Solutions was coming out of a failed relationship with Continuum and was seeking out a new partnership for help desk and NOC services. We continue to be pleasantly surprised by the entire offering from The 20 and signing up was a no brainer.

Tell us about the biggest change in your business since joining The 20.

The 20 partnership has helped Southern Data Solutions align our business so that we can focus on bigger-picture growth. Simplified, it means that The 20 staff take care of our existing client’s support needs while we can focus on the relationships of existing and new.

What do you like most about being a member of The 20?

Being around Tim Conkle… LOL! Seriously, it is a breath of fresh air knowing that new products and partnerships are being brought to the group — and the information sharing is the best!

What do you think is the most important quality necessary for success?

I have always been a driven person and the key to success is finding ways to gain back as much of our most precious and valuable asset — TIME! Being proactive with our clients — and having good clients — allows the men and women I work alongside of to be able to spend more quality time with their family and friends.

What are your biggest business challenges?

Our challenges have consisted of bringing in new business on a consistent basis, as well as keeping the clients utilizing our established processes instead of latching on to one person in our organization. Engaging Google AdWords has significantly increased our inbound leads. As for keeping the client on track with our processes (calling the help desk and not the last engineer who helped them), we continually stand united in delivering the message of calling the help desk is faster than putting you, the client, in the queue of one person who has other tasks and tickets ahead of you.

What are your areas of focus for 2019?

Southern Data Solutions is focused on growth through new business, which will either be through new sales hires and/or acquisition.

What advice would you share with an MSP looking to scale their business?

Select a focus or goal and stick with it. Manage your time wisely and make sure your team is doing the same! Communication is key with both your employees and clients. Show appreciation to both your employees and clients. In this day and age you can find new clients, but a good employee is hard to find or replace, so always have their back!

What book are you currently reading?

I read the Bible daily and that is all I need.

Favorite blogs / podcasts

The YouVersion Bible app has great reading!

Tell us a little about your MSP…

Cirrus Technologies is located just north of Dayton, OH, and service the greater Dayton region, Cincinnati, and Columbus. We support clients and technology in 16 states and 2 countries. We were founded in 2015.

How long have you been a member of The 20?

We’ve been a member of The 20 from day 1 of our business.

Why did your MSP originally look to partner with The 20?

I wanted the ability to scale and grow quickly, and this meant having the team and resources of The 20 behind me vs. going alone as a “one-man-band.”

Tell us about the biggest change in your business since joining The 20…

We’ve had triple digit growth, and achieved an annual revenue that puts us at the top 4% of the industry!

What do you like most about being a member of The 20?

The community, collaboration and sharing of best practices and collective knowledge.

What do you think is the most important quality necessary for success?

Tenacity. The going will get tough, but it’s those who persevere and don’t give up who succeed.

What are your biggest business challenges?

Continuing to build reliable lead generation oil wells to grow at the same pace we have been.

What are your areas of focus for 2019?

Sales operations and marketing.

What advice would you share with an MSP looking to scale their business?

2 things:

1. Find someone else successful and model their success; it’s foolish to try and re-invent the wheel.

2. This is a very unforgiving business to those who try to go it alone. Join a community and peer groups; join The 20 – you cannot be successful living on your own island!

What book are you currently reading?

Traction by Gino Wickman, Blue Ocean Strategy by Chan Kim, High Probability Selling by Jacques Werth, and Clockwork: Design Your Business to Run Itself by Mike Michalowicz are all on my short term reading list.

Favorite blogs / podcasts?

EntreLeadership, Lead to Win by Michael Hyatt, and The Brendan Show by Brendan Burchard.