Meet Brian & Mary of Mid-Atlantic Data & Communications!

 

Tell us a little about your MSP…

Mid-Atlantic Data & Communications is currently located in Roanoke VA. We were started in 2004. We started this company originally just to make an extra $1200 a month in cash.

How long have you been a member of The 20?

 We’ve been a member of The 20 since April of 2020.

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

We partnered with The 20 to drive down the cost of our tool sets, partner with other resources that had knowledge that we didn’t and save money.

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

Understanding scale and letting go. 

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

Our favorite part of being a member of The 20 is the 24 hour help desk as part of our sales strategy.

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

Letting go. 

What are your biggest business challenges?

Our biggest business challenge is documentation. 

What are your areas of focus for 2021?

Operations and Sales/Marketing 

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

Decide what you want to become and never lose focus on your goals!

What book are you currently reading?

Scaling up and Atomic Habits.

 

Favorite blogs/podcasts

UpperRoom, Chris Voss, Darren Hardy, Less Brown

 

 

Interested in becoming a member like Mid-Atlantic Data & Communications? Click here for more information!

Meet Clare Davis, Account Manager

Clare Davis quickly became a tremendous asset to the entire team at The 20. Read below to find out more about Clare.

What do you do here at The 20?

I work with our awesome MSP partners as an account manager!

Describe The 20 in three words…

Supportive, visionary, agile.

As a kid, what did you want to be when you grew up? 

A popstar!

What’s the most challenging thing about your job? 

Striking a balance between individual desires vs. collective needs.

What do you consider your greatest achievement? 

Every year of my life has been better than the last.

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

Resilience

What do you like most about The 20? 

The people and the vision.

What do you like to do in your spare time? / What are your hobbies? 

Spend time with family and friends, travel, music, and be outdoors!

Where are you going on your next vacation?

Probably another wedding. ????

What’s your top life hack?

Understanding that comparison is the thief of joy.

Interested in working with Clare at The 20? We’re hiring! Check out our Careers page for more info.

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 Trent Milliron of Kloud9 IT!

 

Tell us a little about your MSP…

Kloud9’s headquarters are in Cleveland,Ohio and we have offices in Cleveland, Akron, and Columbus Ohio. We started in 2006 as a break-fix company and began all inclusive services in 2010, as a way to assist businesses in budgeting but also as a way to have better control over tier infrastructure to prevent problems from occurring instead of getting calls because something is broken.

How long have you been a member of The 20?

Around 6 years 

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

Buying power with vendors, also done for you integration with the vendor tools as well. Meaning you are buying into a set of tools where everything is working together as it should. Going further on this, also buying into sales and operations processes as well that work. And a community.

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

We have been able to streamline our service offerings and present them in way that increases revenue.

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

The camaraderie with likeminded individuals who want success.

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

Always work on increasing revenue. If you are not growing, you are shrinking.

What are your biggest business challenges?

Developing Processes and Employees.

What are your areas of focus for 2020?

Expanding our service offerings in order to increase opportunities for our sales team. Also adding a defined cyber security service

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

Delegate, Use Metrics, and Spend Money on Marketing.

What book are you currently reading?

Scaling Up. Get A Grip.

Favorite blogs / podcasts

Joe Rogan, Jordan Peterson, Dennis Prager, Candice Owens, Dave Rubin

 

Interested in becoming a member like Kloud9 IT? Click here for more information!

Meet Lance Keltner of UNI Computers!

 

Tell us a little about your MSP…

UNI Computers was established in 1993 as a computer repair store in Lawrence KS.  I took over ownership in 2006 after working there for 7 years.  At that point, business managed services was a very small part of the business, but I knew it would be the future and where I needed to focus growth.  I continued to put time and effort into growing the business services side of the company and today it accounts for more than half of our total revenue.

How long have you been a member of The 20?

We joined The 20 in 2018 and are a bit past 2 years of being a member.

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

The selling point for me was two fold and equal in importance:  #1 was the pre-curated stack of tools and security with the foundation already set and process in place to use, sell, and manage it.  #2 was the community.  I know enough to know what I don’t know, and having a large community of people just like me with all different experiences and skillsets is ultra-valuable.  Whenever I need an answer or solution to something, chances are someone has it and already knows it works.

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

The biggest change for us is having a solid process that I didn’t have to invent from the ground up over the course of years that’s already proven to work.  I sell with supreme confidence backed not only by me, but also vetted by scores of other businesses around the country doing it the same way as I do, every day.

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

What I like most is definitely the community.  I’ve formed life-long friendships here, which is not something I always do easily.  Everyone is here to help out.  No one is afraid of someone else stealing their stuff.  That’s rare in the world where everyone generally keeps their cards close to the vest.  I also like that if I need to get top leadership of The 20 on the phone for a call, it’s easy to do, and they are ready and willing to help with anything.  Our suggestions are taken seriously and more often than not brought into practice and used.  We are part of the process that makes The 20 better today than it was yesterday.

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

The biggest quality for success is the willingness to change and adapt when it’s shown that you can do something better than you were doing it previously.

What are your biggest business challenges?

My biggest challenges personally are marketing and sales, which The 20 has helped with immensely but also the community and the people I have met have helped equally as much. The collaboration I’ve been able to do with other members has been priceless.

What are your areas of focus for 2020?

My biggest areas of focus are getting in front of prospects and keeping the pipeline full.  COVID brought about a lot of instant change, but we were fortunate enough that our base of clientele was very stable and so we haven’t suffered like some MSPs have.  Reaching new customers and bringing them the security and support they need has definitely been more challenging, and is the key area I’m working on as it dictates our overall growth.

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

Join The 20!  Seriously. Tim says the three most important things you can do are 1. Lead Gen, 2. Sales, 3. Scale.  That’s what The 20 is built on and what its focus is.  If joining isn’t possible, then those three things are still what you have to do, anyway you can.  They will decide how successful your MSP can be. Period.  I’ve doubled my MRR since joining The 20. This is the way.

What book are you currently reading?

I am currently in a few different books, which are all great:  The 4hr Work Week – Tim Ferris, Traffic Secrets – Russell Brunson,  Building a StoryBrand – Donald Miller.

Favorite blogs / podcasts

I haven’t been much of a podcast guy as I usually like reading more, so for blogs/sites it would be:

 1. The 20’s Teams community!

 2. Chris Wiser’s marketing program communities

 3. Cyware’s security daily email

 4. Recorded Future’s daily email

 

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

Meet Courtney Ford, Graphic Designer

 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.

Where are you going on your next vacation?

Colorado is the plan ⛄️

What’s your top life hack?

Always keep a bottle of hot sauce with you.


Interested in working with Courtney at The 20? We’re hiring!
Check out our Careers page for more info.

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.

What book are you currently reading?

The E-Myth Revisited by Michael E. Gerber.

Favorite blogs / podcasts

Neowin  fills by nerdy tech update needs.

 

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:

  1. 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?

  1. 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.

  1. 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.

What’s your top life hack?

Mistakes happen, so learn from them.


Interested in working with Vishal at The 20? We’re hiring!
Check out our Careers page for more info.