By Tim Conkle, CEO | The 20
Full Forbes Article Here

Artificial intelligence (AI) offers the promise of bringing infinite automation at and beyond a level humanity is capable of at present. It also brings forth the promise of the singularity where all technical growth and development collapses into the automation cycle of advanced artificial intelligence. There isn’t an argument on whether this will happen or not (if we can avoid destroying ourselves until then), just a matter of when. The issue is that the “AI” of today isn’t really all that intelligent, but most people think it is.

Most modern AI is glorified machine learning (ML) at best. Even the most advanced lacks any comprehension or understanding of what it is doing. You have a black box; you plug data into it, and you get out some (hopefully) correct results. That isn’t to say ML isn’t impressive and can’t deliver results; you just need to know what you have and what you’ll get from the process.

There are some overblown claims in ML and AI, but if you understand what AI can do, and more importantly what it can’t, you can temper your expectations to fit reality. I’m going to refer to these various technologies as AI for the sake of convenience unless the distinction is pertinent.

The Promise Of AI

It feels like there’s some kind of AI or ML solution strapped into everything and anything. Security and networking solutions throw in AI. Analytic solutions bolt on ML. This isn’t a coincidence either; we’ve reached an awkward spot in the development of technology. We’re past the era of heuristics and human-generated algorithms in many fields.

There’s been an arms race in technology. Hackers use more and more novel techniques to exploit software and people at levels where even the slightest human slip-up can snowball into catastrophe. Modern viruses have become polymorphic messes of novel exploits that defy analysis outside of dedicated technical research. Humans can’t keep up. They need something at least fractionally intelligent for all the minutia — something that doesn’t get tired and doesn’t make mistakes.

This is where the promise of AI comes in. All of the various AI solutions claim to do this and more; they’ve unlocked the magic solution to every problem, and their solution does things better than any of the old-guard solutions. You just need to buy in, and all your problems will disappear like magic.

Limitations Of AI

Unfortunately, that’s all sales talk. The facts are buried in the fantasy, but it’s up to you to figure out what’s what. Even the simplest machine learning can bring something to the table, but you’re going to disappointed if you’re expecting a steak and you get a bowl of chips instead. Current-generation AI solutions are limited in many ways.

There isn’t an AI solution that has any degree of sentience or understanding of what it’s doing. You get your magic black box, which approximates a human by some measurement, but even the most advanced AI doesn’t understand the data, the results, what it’s doing or why it’s doing something. The AI can’t understand any part of the process, so bad data gets bad results. Another flip side to this, if the principle the process was created around was flawed, the entire process will be flawed as well. A person can use their better judgment to know whether something makes sense or not — a machine can’t (yet).

You need to know the right questions to ask to determine whether a product can or will fit your needs. What theoretical principles are behind the implementation? How does it collect or work with training data? Is the process adjusted regularly, or is it static? Are the real-world statistics in line with the theoretical statistics? What do you need to maintain? You need to pull at the thread until you unravel the whole thing to something you can understand. Otherwise, what exactly are you buying? There’s going to be a limit, and it’s up to you to figure out what it is.

Putting These Factors In Perspective

AI offers the promise of boundless improvement to virtually any process when done right, but that hinges on it being done right. What are you trying to solve, and how does the solution target that? You need the right solution for the right problem, or else you’re just wasting time. A good programmer won’t necessarily make a good technician.

If you’re introducing your findings to your company, you need to temper their expectations. A solution doesn’t have to be bad to not be the right choice, but many people treat it as a zero-sum game. This reductionist approach makes sense when you don’t understand all of the factors: Either it works, or it doesn’t.

You’re fighting an outside salesperson familiar with the product, what it can do and all of the smooth talking to sell your superiors on how sleek it is. If you don’t understand it and no one else at your organization does, who can make sense of the claims enough to make the right choice? To top this off, if you don’t understand it enough to relay the information, who will trust your interpretation of the solution for better or worse? It may be worthless, but you can’t just say that; you need to explain and show why it doesn’t fit.

The future is going to be lined with developments in AI, but that doesn’t mean every product that adds AI will be the right choice every time. What are you trying to do, and what does the solution do? Pull the fact out of the fantasy and see what you can actually expect. It’s not magic, but as Clarke’s Third Law states, “Any sufficiently advanced technology is indistinguishable from magic.” Do you want to fall for magic snake oil or see it for what it is and unlock the true potential behind a given technology?

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 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!

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.

Employee Spotlight: Matt Mariaux, Support Desk Team Lead

What do you do here at The 20? 

I am a Support Desk Team Lead, which makes me a bit of a catch-all. I try to provide auxiliary support in a variety of ways like acting as a resource, investigating service delivery issues with Zach, monitoring call and ticket flow, as well as tracking data for optimizing efficiency. I help out where I can.

Describe The 20 in three words…

People who help computer.
You know, I think I biffed that one…

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

A Private Investigator. I grew up loving the Sherlock Holmes stories. I used to set up “crime scenes” around the house and question my whole family while writing down notes in my composition book. I was the best fake crime solver in the neighborhood.

What’s the most challenging thing about your job? 

Sometimes you have to have tough conversations with people. I want to challenge techs when a ticket didn’t quite go as well as we’d like to see. That’s not always an easy chat, but it’s necessary to keep everyone at their best. Fortunately, they don’t hear all the quiet cursing coming from my desk beforehand. Or maybe they do. I don’t know.

What do you consider your greatest achievement? 

Probably ‘Doctor of the Peggle Arts’on Xbox 360. It took a long time.

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

Success is sort of a moving target, isn’t it? I prefer to focus on goals. If you want to achieve something, you have to put in on paper. You don’t truly know or understand anything unless you can write it down. So do that.

What do you like most about The 20? 

I’ve really enjoyed seeing the growth and the changes that come with that growth. It’s nice to look back every once in a while and think, ‘I remember when…’

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

I’m an actor part-time, though I haven’t worked much lately. I’m also a bit of a film buff and have a totally not unhealthy love of video games.

Where are you going on your next vacation? 

I was thinking I might find a small town somewhere I can drive to. I’d interview people and research the town’s history and quirks so that I could write a profile on the place. I might not even try to sell it. It’d really just be to unwind while focusing on a new challenge.

What’s your top life hack? 

Did you know you can get blood out of clothing if you soak it in Hydrogen Peroxide? That probably makes me sound like a serial killer, but I just learned it recently and I thought it was cool!


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

MSP Spotlight: Meet Bill Whelden, President and CEO of Rx-IT

Tell us a little about your MSP…

Rx-IT started in 1999 with one client; just barely large enough for me to make a go of it. That was a 35-seat law firm — they owned me and they knew it. It was a really good feeling to get enough clients so they didn’t own me anymore. I was highly motivated! It was a better feeling bringing on the first hire so I didn’t have to do everything for everyone all the time. Up until then, I used to joke that my girlfriends name was ‘Palm Treo.’

How long have you been a member of The 20?

We’ve been in The 20 just over 3 years now.

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

I went to some channel event back in early 2016. As I recall, someone invited me to a party. There was a man there. He talked and cussed a lot. Some called him ‘MSP Holy Man’ others called him ‘IT Prophet.’ He said to me, ‘Come, eat, be at peace and drink Tito’s.’ The next morning I woke on the sofa in the lobby of the hotel. I had a signed contract with The 20 and a one dollar bill stapled to my shirt collar.

Seriously, we spent a good number of years bumping our heads on the ceiling, we just couldn’t grow past a certain point. I was getting tired, really tired; burned out you might say. We were looking for a way to scale and grow the business. We knew we needed a good help desk but we also knew that peer guidance and a wider knowledge base were just as important. When we found The 20, it seemed to fit like a comfortable shoe.

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

We’ve almost tripled our revenue in just over 36 months!

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

The community. There are many communities within the channel but nothing quite like this.

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

Motivation.

What are your biggest business challenges?

Our biggest challenge right now is learning how to better prioritize and keep what’s truly important in front and center. It’s amazing to me that I will find myself mindlessly organizing my sock drawer when there are so many other things to do, so many opportunities in front of us. Motivation and organization are things we always strive to keep in focus.

What are your areas of focus for 2019?

Profitability and growth.

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

Partner with The 20!

What book are you currently reading?

I am re-reading How to Stop Worrying and Start Living for the umpteenth time.

Favorite blogs / podcasts

My favorite blog is ‘The Negotiation Edge’ by The Black Swan Group

 

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

Employee Spotlight: Meet Tiana Ware, Administrative Coordinator

What do you do here at The 20? 

I am an administrative coordinator here at The 20 and Roland Technology.

Describe The 20 in three words…

Innovative, Upbeat and Dynamic.

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

A history professor!

What’s the most challenging thing about your job? 

There are times when the job can be pretty demanding, and as a result, I can feel overwhelmed. But I have such a strong support system here that these occasional storms always get weathered!

What do you consider your greatest achievement? 

Losing over 150 pounds!

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

Tenacity.

What do you like most about The 20? 

My colleagues!

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

Traveling for food with the kid, making different vegan meals, attending conferences, workshops and DIY classes.

Where are you going on your next vacation? 

Seychelles, Africa.

What’s your top life hack? 

If you feel a cold coming on, consume spicy foods and foods with a lot of garlic. It assists in alleviating the mucus in your body, possibly avoiding getting sick all together.


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

Tell us a little about your MSP…

Network Management Solutions is located in Santa Cruz, California. We serve Santa Cruz, Monterey, San Jose and the greater San Francisco Bay Area. The business was established in 1984 by Greg and Robin Sirakides under the name ‘ComputerLand of Capitola.’ I began working for them in 1998 and offered to purchase the business from them in 2006. I renamed the business in 2009 and began migrating my clients to an all-you-can-eat monthly support model. We enjoy serving our clients and giving back to the community that we live in!

How long have you been a member of The 20?

I believe we’re close to 3 years!

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

We wanted to augment our support staff with a 24/7 service desk that was US-based. Additionally, we were already operating a managed IT department and liked the idea of partnering with like-minded MSPs to extend our breadth and depth of skill and location.

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

Joining The 20 caused me to focus on the type of deals that were win-wins for both us and the client. This meant that I needed to start saying ‘no’ to opportunities, which was one of the best things I could have ever done. Not all deal are the right deals.

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

The community. I have been a part of other networking groups, but everyone in this group is conducting business essentially the same way — and it helps when getting and giving advice.

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

Having a growth mindset. All businesses make mistakes, including myself, including the service desk — it’s what we learn from those mistakes and how we grow from them that make us better and creates a better offering for our clients.

What are your biggest business challenges?

I have had 2 significant challenges to face in the last 4 years. First: finding and keeping good talent. This business is often a platform for younger people to launch there careers. It’s not a bad thing, it’s just that the churn is hard.
The second issue is that in the course of a 2-year period, I lost my 2 biggest clients to circumstances out of my control. It made my business feel stagnant for several years even though we were still growing; the problem was replacing what we once had.

What are your areas of focus for 2019?

We are making sure to discuss with each of our clients what the current cybersecurity landscape is and ensure that they are as protected as possible.

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

Make sure to start working on process now. Document the way you do business. Scaling is hard when you’re attempting to reinvent the wheel each time.

What book are you currently reading?

I am currently re-reading Traction and implementing more items. I plan on reading The Checklist Manifesto next.

Favorite blogs / podcasts

Seth Godin
The Hustle

 

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

What do you do here at The 20? 

I’m a Support Desk Engineer (After Hours).

Describe The 20 in three words…

Top, Twenty, Percent — lol just kidding, but it seemed like a trick question!

Let’s go with: Crazy, Fun, Fast.

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

I wanted to be Spiderman until I was about 8, then it changed to playing with anything electronic and getting paid to do so!

What’s the most challenging thing about your job? 

Working during off/odd hours.

What do you consider your greatest achievement? 

Still being alive!

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

Honesty with everyone you work with, to achieve success in anything you work for.

What do you like most about The 20? 

It’s a second family and we look out for each other!

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

Music production and beat production for small and up-and-coming businesses and rappers.

Where are you going on your next vacation? 

Colorado (I like the cold)!

What’s your top life hack? 

When going out to a restaurant for dinner, tell the waiter/waitress that it’s someone’s birthday at the table. Depending on the group, you sometimes will get a free desert or a discount on the bill. This also can work in hotels and other places that a vacationer might go.


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