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!
Interested in becoming a member like Mid-Atlantic Data & Communications? Click here for more information!
Meet Joe Martinez of KITE IT Pro!
Tell us a little about your MSP…
KITE IT Pro’sheadquarters are in Tucson, AZ. In 2014, we started off as a consumer/business break-fix company and made the decision to primarily focus solely on managed services in 2018.
How long have you been a member of The 20?
We have been a member of The 20 for a little over 4 months.
Why did your MSP originally look to partner with The 20?
The size of our company really forced us to look to partner with The 20. Scaling our service delivery was a huge issue for us. We were not in the position to hire technicians or take on clients over a certain size in fear of service overload. As we added new clients, we were essentially growing ourselves out of business.
Tell us about the biggest change in your business since joining The 20.
CONFIDENCE. We knew that we delivered our clients great IT service, we just lacked confidence in scaling. Partnering with The 20 has allowed us to discover the difference between scaling our service and scaling our business.
What do you like most about being a member of The 20?
We love the community of The 20. The engagement between partners is priceless. In this industry, every company holds their secret sauce under lock and key. As members of The 20 community, we are learning from seasoned industry veterans on how to successfully grow and protect our business.
What do you think is the most important quality necessary for success?
Hard work. The 20 is designed to alleviate growing pains. Everything you need to grow your business is in The 20. Hard work is not just defined on the hours you put into delivering service, hard work is also defined by the ability change who you are as an owner, partner, and as a company. Change is the hardest work you will ever have to do.
What are your biggest business challenges?
The biggest challenge we face is lead generation. It is always the principal challenge for each IT service company.
What are your areas of focus for 2020?
Lead generation and building a sales pipeline. Now that we can scale our service delivery, we can “get out” in front of potential clients and develop our business. The ability to get out from “behind the console” has been invaluable. We can make more effort towards focusing on lead generation and sales which is paramount to our success.
What advice would you share with an MSP looking to scale their business?
If you are looking to grow your MSP, join The 20. Stop wasting effort in hiring help desk technicians or getting yourself stuck “behind the console”. The 20 gives your company the freedom to focus on lead generation and sales…the scaling is provided. We wish we would have done this back in 2018.
Interested in becoming a member like KITE IT Pro? Click here for more information!
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!
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 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.
Interested in becoming a member like PacketLogix? Click here for more information!
Well, that’s a wrap on another successful Quarterly meeting with our partners!
Summer Quarterly was held at our offices at Legacy Central in Plano on July 18th and 19th, and we had an incredible time with all of you.
Our first day saw training from ID Agent, Blokworx, Deep Instinct, and Cytracom! Day 1 was focused heavily on cybersecurity; discussing hacked passwords, the dark web, and how to protect your employees’ credentials. The day concluded with a happy hour sponsored by Cytracom, and featured hours of games, music and good times spent with our 20 family.
Day 2 kicked off with Roland Technology’s Emily Powell who showed our members how to work lead generation to their benefit to help create an efficient lead list. The day continued with special training segments from Password Boss, Datto, and Crayon — the latter letting our partners know about some fun stuff heading their way! CEO Tim Conkle then took charge by opening up the floor to discuss the direction of The 20 with our partners, and how we see our growth in the future. He also discussed things for us to improve upon to get to that next level of greatness.
So much was learned, and so much fun was had – there’s nothing we look forward to more than when we have our partners in town, and in the same room. It’s a tremendous energy, and we’re always sad when it ends!
If you have any questions about future Quarterly events, give us a call! And don’t forget about VISION ’19 coming up in October!
Tim’s opening remarks.
Pre Quarterly Mingling.
2019 MSP 501: Calling All MSPs!
Ever wondered how you rank against your peers? Well, now you have the perfect opportunity to find out as Channel Futures presents the annual MSP 501 ranking list.
The MSP 501 list recognizes Managed Service Providers (MSPs) from all around the globe among the world’s top 501 MSPs, so if you haven’t already entered, here’s what you need to know (and fast) while entries are still open:
More Than Just a Ranking…
For twelve consecutive years, Channel Futures has hosted the annual MSP 501 as a celebration of the world’s top MSPs. What first began as simple report derived from a selection of channel partners, has since evolved to demonstrate exactly how these MSPs earned their ranking.
Have You Applied Yet?
Just in case you haven’t, it’s not too late! While the process is far from quick and easy, you still have time to submit your online application here – entries close on Friday, 31 May at 11:59pm ET.
Channel Futures strive to make this process easier than before, so if you need help or have any questions regarding the Channel Futures 2019 MSP 501 List questionnaire – visit here for further information.
What’s in It for You?
Other than the glory, you’ll also receive a marketing package (to share with the world), an official award and special recognition at the annual gala awards (details below), VIP entry to the Channel Partners Evolution and of course, awesome media coverage across Channel Futures’ sites.
The Annual Gala Awards
Winners are to be announced at the MSP 501 Awards as part of the Channel Partners Evolution Conference, held at the Walter E. Washington Convention Center in Washington D.C. on Tuesday, 10 September 2019 from 5:30pm – 9:00pm. Join The 20 team there!
It would certainly appear that an increasing number managed IT service providers are selecting a vertical specialization in an effort to become more profitable and scalable. And really, why wouldn’t you? That doesn’t sound like a bad gig!
The numbers demonstrate that when an MSP picks key vertical markets to infiltrate, they end up having enormous success. But why do so many companies elect not to do this, and become the experts in certain practices?
Why vertical specialization is important.
While at one time, simply offering a help desk, network admin, or backup was unique and innovative, this is just not the case today. Adding to this, the cost barrier to compete as an MSP has never been lower. And services such as service desk and NOC are easily outsourced. This influx of competitors and lower barrier to entry has certainly led to a bottleneck. A 2018 survey of the top 501 MSPs by Channel Futures reports that “only 22% of the companies that earned a spot on the MSP 501 this year offer no sort of vertical-market focus.”
It would appear that the best performing and higher growth MSPs have developed a vertical specialization.
Think about it… most business owners are seeking an IT provider they perceive understands their business the best. This is where vertical specialization will help to separate your MSP from the others.
Put yourself in the business owner’s position; all things considered equal from an IT support standpoint who would I trust my IT to more? Chances are the MSP that exhibits the most business knowledge and understanding about their workflow will win the business. Even better, this MSP will most likely be able to charge a premium for the same services.
We talked to some of our partners who specialize…
WCI Technology Solutions has historically focused on financial advisors as a primary niche. This particular niche also fits very well with one of WCI’s core focuses: “Protecting What You Value Most,” and The 20 has helped WCI confidently provide this to that niche. I believe WCI has been successful with financial advisors because we have always been very aware that we needed to keep our clients, and their information, safe… Combining The 20’s help desk, security tools (like Deep Instinct), mindset, and working with their strategic partners like The Compliancy Group, WCI is extending our focus to become known as “The Compliancy Experts.” This will enable us to successfully enter additional niches like medical and manufacturing.
–Bill Wright, Owner, WCI Technology Solutions
Stratocent Technologies has a strong partnership with professional services firms – tax and accounting, legal, engineering firms in particular. Each of these have deadlines, mission critical data, regulation, compliance concerns, and a business model that relies heavily on their computers and networks. Our focus on mission-critical environments and workflows has worked very well to prevent downtime, increase confidence and productivity for our clients, often saving them money or increasing profitability in the process.
–Jim Bachaud, CEO, Stratocent Technologies
In our 10th year, BLOKWORX went channel-only when the majority of our new business was peer team and other MSPs looking for assistance. We have a strong presence in financial and other compliance-based industries.
–Rob Boles, President, BLOKWORX
…[TechNoir Solutions provides] IT support to nationwide co-working spaces (commercial real estate). Not only do we get their network up and running, but we can deliver ongoing support to the small businesses that comprise those spaces… Our mission is to be the technology advocate for startups and rapidly growing businesses that are experiencing technology growing pains.
–TJ Mitchell, Director of Sales and Marketing, TechNoir Solutions
How does an MSP determine a vertical specialization?
Look across your client base and study each of your clients. See what you got. And know that verticals aren’t just about particular industries — it’s a melting pot of many factors. Here are items to review when selecting verticals:
Industry verticals: What particular industries are technology-dependent or see technology as a strategic asset?
Technology verticals: Do you have knowledge of a particular technology that is in demand? Do you specialize on a particular security offering? Maybe it is document management or some other technology that many MSPs seem to not bother with.
Geography: Are there particular geographies that are more lucrative than others? Are their parts of your city or state that are not serviced well by all the other managed service companies?
