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Send us Fan MailMatt Koenig Shares Winning MSP Event Strategies for New IT Channel VendorsTrade shows eat a huge chunk of a new vendor's marketing budget, and most of them get it wrong in the same handful of ways. This episode kicks off WIN's Fall 2026 relaunch with Matt Koenig, the channel sales veteran who built a 45-person team at RapidFire Tools, spent years as VP of Sales at Nodeware, and just launched his own practice, White Tiger Consulting.Matt and Carrie get into what a brand-new IT channel vendor actually needs before committing sponsorship dollars: which shows are for branding versus lead generation, what belongs on a banner nobody's going to read anyway, how to build a $50,000 first-year event budget, why swag is either worth doing well or not worth doing, and how to avoid showing up with your booth stuck in customs.Read more on the Fox & Crow Group website here.In this episode:00:00:00 - Welcome Back to WIN00:00:55 - Catching Up Before ChannelCon00:01:38 - Launching White Tiger Consulting00:03:52 - What Vendors Can Expect From White Tiger00:06:06 - Where New Vendors Should Start00:08:31 - Getting Ready to Commit Sponsorship Dollars00:11:57 - Bare-Bones Budget: Booth Basics and Banners00:14:57 - Crafting Your Talk Track and Slides00:16:05 - Stage Presence and Public Speaking Lessons00:21:50 - Building a Marketing Budget and Picking Shows00:24:55 - Working the Show Floor Between Booth Time00:29:13 - Off-Site Dinners and Vendor Politics00:32:15 - Swag Strategy That Actually Works00:36:56 - Attracting Booth Traffic Without Swag00:38:18 - Wrapping Up and Where to Find White Tiger00:40:04 - Bonus: Event Logistics and Shipping TimelinesMatt is offering a free 30-minute consultation to vendors and MSPs, no strings attached. Learn more at White Tiger Consulting. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan Mail Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailIn this episode of the WIN Podcast, host Carrie Richardson sits down with Jennifer Roy to unpack how vendors can successfully connect with enterprise-grade managed service providers. Roy shares insights from her leadership at Nucleus Networks, a multi-location MSP within the Lyra Technology Group family, and breaks down how her team prepares for events like Pax8 Beyond.Roy discusses what catches her attention at vendor booths, how her team prioritizes discovery calls, and why follow-up matters more than flash. She emphasizes the importance of being informed, respectful of time zones, and strategically aligned with an MSP’s operational goals. Vendors who come prepared—and stay professional—are the ones who make it onto her calendar.If you're an IT channel vendor trying to land a meaningful partnership with a large MSP, or a new MSP owner wondering how operationally mature MSP owners prioritize their time at industry conferences, this episode is packed with unfiltered guidance from someone who receives hundreds of outreach attempts per quarter—and still takes the time to coach the channel on how to do it better.Read the article inspired by the podcast on the Fox & Crow Group blog here. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailIf you're heading to Pax8 Beyond—or any major MSP channel event—this episode is your tactical prep guide.Channel legend Len DiCostanzo joins host Carrie Richardson to share strategic insights from his 40+ years in the IT channel, including leadership roles at Autotask, Kaseya, and Datto. Now leading the coaching and consulting practice at MSP Toolkit, Len helps vendors and MSPs alike improve their partner programs and sales performance—and in this conversation, he breaks down what it really takes to make an event worth the investment.You’ll learn:The top mistakes vendors make when exhibiting at trade showsWhat to do instead of hiding behind your booth tableHow to evaluate your event ROI—and what metrics actually matterWhy relationships, not branding, drive long-term valueTips for making every handshake, hallway chat, and happy hour countWhether you're a first-time sponsor or a seasoned exhibitor, this episode delivers real-world advice to help you turn event spend into sales results.Find Fox & Crow Group at booth 929 at Pax 8 Beyond.  Read the blog post inspired by the interview here. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailRex Frank on the Process-Powered MSP: Why Heroics Aren’t a StrategyIn this episode, Carrie Richardson sits down with Rex Frank, VP of PAX8 Academy, to unpack the real reasons most MSPs stall out. From the dangers of hero culture to the strategic misuse of vCIOs, Rex shares decades of insight on what separates mature MSPs from the rest. He doesn’t pull punches—and he doesn’t believe talent alone is enough. If you're tired of duct-taping your business together with hustle, this conversation is your roadmap to building a resilient, scalable MSP.Topics Covered:Why “doing it all yourself” is holding your MSP backHow to reposition the vCIO role for long-term client impactThe one thing your org chart says about your growth ceilingWhy PAX8 Academy is reengineering the MSP maturity modelFind Rex Frank onsite at Pax8 Beyond! Read the article inspired by this interview on the Fox and Crow Group blog. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailJoin channel veteran Nick Wolf as he shares MSP event engagement strategies with Carrie Richardson from Fox & Crow Group.Learn how Nick's career progressed from sales intern at Datto (Nick was employee 17 at Datto...) through to his current role with Cork.  Nick shares his pre-event process, his on-site tips and his follow-up expertise.At 32, Nick is already a channel veteran, having spent ten years with Datto, then another 2 years with Scout Security prior to their exit.  Now Nick is bringing his expertise to a whole new category of MSP solutions: cyber-warranty.Don't miss this one! Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailWinning Through Strategic Partnerships with Eric Roach of DropsuiteIn this episode of the WIN Podcast, host Carrie Richardson sits down with Eric Roach, SVP of Global Sales and Marketing at Dropsuite, to explore how strategic partnerships can supercharge growth.With PAX8 Beyond on the horizon, Eric shares how Dropsuite leverages major events not just for exposure—but for creating deep, scalable engagement with MSP partners.You’ll learn how Dropsuite transforms post-event reflections into proactive planning, how they equip their teams for meaningful conversations on the show floor, and why true alignment with vendor partners starts long before the booth setup.Whether you’re prepping for your next event or evaluating your vendor ecosystem, this conversation will help you make your next move intentionally—and strategically.Learn more about strategic vendor partnerships in this Fox & Crow Group article. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan Mail Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailWinning MSP Event Planning with Alec Stanners In this episode, we dive deep into what it really takes to plan MSP events that create community, drive real ROI, and elevate vendor relationships beyond the trade show table. Featuring Alec Stanners, VP of Business Development at Bvoip and a core leader behind the MSP Initiative and MSP Block Party, we explore how grassroots strategy, thoughtful sponsor integration, and movement-based design can turn a basic gathering into a channel-defining experience.  With a discussion around Pax8 Beyond’s intentional structure to the anatomy of a successful block party, this conversation is packed with tactical insight for event organizers, vendors, and anyone serious about building meaningful moments in the managed services space. Read more about this interview on the Fox & Crow blog here:  foxcrowgroup.com/insights/how-to-plan-msp-events-that-actually-work Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailFrom Booths to Buy-In: Aaron Peterik’s Playbook for Winning Pax8 BeyondEpisode Description: What separates a vendor with a busy booth from one that builds a sales pipeline? Aaron Peterik, Director of Channel at Zero Networks and former Pax8 insider, joins us to share real-world strategies for dominating Pax8 Beyond. From microsegmentation to sales team alignment, Peterik unpacks what actually works for MSP vendors trying to stand out, connect authentically, and convert leads into long-term revenue. If you’re planning to exhibit—or just want to sharpen your MSP sales game—don’t miss this one.Topics covered:Microsegmentation and Zero Trust: What MSPs need nowBooth KPIs that drive revenue—not just scansHow to prep your team two weeks before the eventWhy MSPs ignore your pitch (and how to fix it)The surprising value of hotel-lobby conversations🎧 Listen now. Show up better. Sell smarter. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan Mail Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailIn this episode of The WIN Podcast, host Carrie Richardson interviews Craig Fulton, M&A Advisor at Evergreen Services Group, about how to maximize your experience at industry events like PAX8 Beyond.Craig offers thoughtful advice on preparing for large conferences, engaging meaningfully with other attendees, and creating experiences that leave lasting impressions. Drawing on his own journey from technician to M&A advisor, he shares both strategic insights and personal anecdotes — from spontaneous road trips to fly fishing outings — that highlight the power of authentic relationship-building.Key discussion points include:Smart planning for large eventsHow to build trust and relationships in the MSP communityMaking sponsorships stand out through memorable experiencesThe value of casual, evening conversations for real business insightsAlso mentioned is the Women in Leadership panel featuring Sydney Hockett, taking place the Sunday before the event kicks off.Contact Craig: [email protected] Subscribe for more interviews and insights from MSP industry leaders. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailIn this episode of WIN, host Carrie Richardson chats with Allan Jocson, CEO of Agilitec and member of the PAX8 Partner Advisory Council. Allan shares his playbook for getting the most out of major MSP industry events like PAX8 Beyond—from strategic pre-event planning to making meaningful connections that drive long-term growth.You'll hear why collaboration beats competition in the MSP world, how to make vendor relationships work for you, and why the best takeaways often happen outside the session rooms. Allan also shares memorable stories from past events and gives actionable advice for MSPs attending conferences for the first time—or the fiftieth.If you’re heading to PAX8 Beyond or thinking about investing in industry events, don’t miss this episode. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailTrade shows are back in a big way, and Pax 8 Beyond 2025 is one of the most important events on the MSP calendar. In this episode of the WIN Podcast, host Carrie Richardson talks with Andrew Mora from Cork about what it really takes to turn a sponsorship into a sales strategy.Mora pulls back the curtain on Cork’s full event playbook—from how they pivoted messaging to lead with their platform (not their warranty product), to how they staff and train their team, design their booth for real engagement, and schedule qualified meetings in under a minute. He also shares tips for overcoming poor booth placement, making swag work smarter, and using CRM automation for fast follow-up.Whether you’re a vendor investing in your MSP event strategy or an MSP partner trying to find vendors worth your time, this conversation is packed with practical insights you can use right now.Key Topics Covered:Pax 8 Beyond 2025: what to expect and why it’s differentCork’s shift from cyber warranty to platform-led growthHow to plan, staff, and execute a high-performing event boothLead capture and follow-up strategies that actually workCommon mistakes vendors make (and how to avoid them)Guest: Andrew Mora, CRO, Cork Host: Carrie Richardson, WIN Podcast Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailFrom “Who’s Who” to “Who’s He?” – Reinventing Yourself After Leaving Your BusinessAfter 40 years in high-tech leadership, Mark Chamberlin found himself at an unexpected crossroads—let go at 61.5 and faced with a big question: What’s next? Instead of chasing another corporate role, he reinvented himself with impact, influence, and freedom.In this episode, Mark shares:The biggest mistakes business leaders make after exitingWhy your old title won’t open new doors—and what willHow to leverage your network without looking for a jobThe surprising way sharing knowledge creates new opportunitiesHow he redefined success beyond just moneyMark spends his time volunteering for groups that support start up founders, new entrepreneurs and "rising stars" - young adults beginning their searches for their first job.    You may see him in the halls at Chapman University, teaching founders at Octane, or conducting mock interviews for the Boys and Girls Club YES Youth Employment Services.Listen in for Mark’s insights and actionable strategies to help bridge the transition from "Who's who" to "who's he?"How Does Fox and Crow Group Help with Building Legacy?Stepping away from a business—whether through sale, retirement, or transition—can feel like an identity crisis. If you’re struggling with what comes next, Paterson LifePlan can provide clarity and a structured roadmap for your next chapter.Ian Richardson is certified to walk with transitioning leaders and entrepreneurs through life planning - a strategic plan for your life and legacy.Learn more about Paterson LifePlan at Fox & Crow Group. Get Started Here ➝ Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailAre you leaving money on the table when offboarding MSP clients? Matt Yesbeck and his son Gage saw a massive gap in the MSP industry—no structured way to transition low-value or misfit clients without losing revenue or damaging reputation. Instead of accepting the status quo, they built MSPX, the first-ever MSP contract exchange platform, helping IT service providers monetize client offboarding, ensure smooth transitions, and protect brand reputation.In this episode of WIN Podcast, Carrie Richardson digs deep into:✅ The story behind MSPX and how it’s transforming the MSP industry✅ How Matt and Gage launched an MSP AFTER creating a tech startup✅ The real challenge of pruning clients—and how to make it profitable✅ The father-son dynamic of running two businesses togetherIf you’re an MSP owner, IT leader, or entrepreneur, this episode is a must-listen. Learn how to WIN in the MSP space by making strategic moves that fuel growth.💡 Subscribe now and don’t miss out on game-changing conversations that help you scale, sell, and WIN!In this episode we refer to The Pumpkin Plan for MSPs, a book by Dave Cava, who was a previous guest on WIN - Check out his episode here! Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailWhy is Winning at Scale So Difficult?Scaling a business comes with big challenges—hiring, retention, marketing, and making smart decisions that drive growth. In this episode of WIN, host Carrie Richardson sits down with Matthew Pincus, Founder & CEO of HELPT, to discuss the lessons learned from scaling a company, navigating the trade show circuit, and balancing speed with strategy. They dive into the realities of outsourcing, the importance of building trust, and why the right approach to hiring can make or break a business.What You’ll Learn in This Episode:✔️ The biggest challenges businesses face when scaling✔️ How to hire and retain top talent without burnout✔️ Outsourcing vs. in-house: When to delegate for growth✔️ Trade show strategies—getting ROI without breaking the bank✔️ The role of AI in customer support and business operations✔️ Why brand reputation and community engagement matterAbout Our Guest:Matthew Pincus is the Founder & CEO of HELPT, an outsourced tech support company that helps businesses streamline customer service while maintaining quality and efficiency. With a background in operations, marketing, and sales, Matthew shares his insights on smart business growth and how to navigate the challenges of scaling.Resources & Links:🔗 Connect with Matthew Pincus & HELPT – GETHELPT.com🔗 Follow Carrie Richardson & Fox and Crow – FoxCrowGroup.com🎧 Enjoying the show? Subscribe, rate, and leave a review! Your support helps us keep bringing you expert insights. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan Mail"Winning at Social Media Marketing with Heather Margolis"In this episode of the WIN Podcast, host Carrie Richardson interviews Heather Margolis, founder of Channel Maven, to uncover her strategies for leveraging social media as a powerful tool in B2B marketing. Heather shares invaluable advice on using platforms like Instagram and TikTok to drive engagement, create impactful campaigns, and generate leads for businesses of all sizes.Key Takeaways:Why Instagram is becoming a B2B powerhouse: “If they're searching on their phone for channel marketing, and then they go to Instagram, I want them to find me,” Heather explains, emphasizing the importance of visibility across platforms.The power of affordable social media advertising: “My Instagram budget is about $2,000 a month, including the agency to manage it. If I did that on LinkedIn, it would be $6,000 a month,” she reveals, offering a compelling case for diversifying ad spend.Creating high-impact, targeted content: Heather advises, “Your video needs captions that call to your audience. If I’m selling to CMOs, the video and words will say, ‘Are you a CMO in the tech industry?’ It grabs their attention instantly.”Tailoring strategies to your audience’s environment: “I scroll Instagram for videos at home, but in a business meeting, I use Threads because I can’t play a video. It’s about knowing your audience and how they consume content,” Heather notes.Heather also offers actionable insights for managed service providers (MSPs) and other B2B organizations on how to make social media ads work for them:Target decision-makers with specific industry-related keywords.Utilize simple funnels to convert viewers into leads.Balance creativity and analytics for campaign success.This episode is a must-listen for businesses seeking to enhance their digital marketing strategies while keeping costs in check. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailWIN More PR Opportunities with Advice from Josh SilvestroIn this episode, host Carrie Richardson is joined by Josh Silvestro, brand ambassador at Command Your Brand, a podcasting agency specializing in helping businesses amplify their voice and connect with the right audiences. Together, they explore the challenges and opportunities of podcasting, tips for effective public relations, and the secret to creating engaging content that converts.Key Takeaways:Why Storytelling Matters in PodcastingBuild genuine connections with your audience by sharing your authentic journey.Avoid polarizing topics; focus on relatable and inspiring content.Overcoming Podcasting FearsLearn to embrace mistakes and use them as stepping stones for growth.Practice and preparation are key to becoming a confident speaker.The ROI of PodcastingUnderstand how guest appearances on niche podcasts can lead to unexpected opportunities.Repurpose podcast content into blog posts, social media clips, and more to maximize value.Creating a Personal Brand Through Public RelationsPeople buy from people, not businesses. Focus on showcasing your unique expertise.Start small but strategic by targeting niche audiences and growing from there.Quotes from the Episode:"People buy from people, not businesses." – Josh Silvestro"Podcasting is not just about being heard; it's about building trust and visibility." – Carrie RichardsonActionable Tips:Start by clarifying your niche and target audience.Use platforms like YouTube or podcast networks to explore similar content for inspiration.Don’t underestimate the power of repurposing podcast content across channels.Technology Tip:Leverage AI tools to analyze transcripts, generate content, and identify key insights to streamline your podcast marketing efforts.Links & Resources Mentioned:Visit Command Your Brand to learn more about their services.Book a call with Josh or the Command Your Brand team at CommandYourBrand.com/bookacall Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailIn this episode of What's Important Now, host Carrie Richardson sits down with Andrew Moore, founder of Ridgeview Advisors, to dive deep into the concept of "Operationalizing Trust" in the managed services provider (MSP) industry. Andrew shares insights on how scaling trust is critical for MSPs and how it directly impacts profitability, client satisfaction, and business scalability. Andrew recounts his journey from his early days in IT to becoming a COO and now running his own consultancy.From practical sales strategies, cost of client acquisition, to the art of expectation management, this episode is packed with actionable advice for business owners looking to optimize their operations and build long-lasting client relationships. Whether you're an MSP owner, entrepreneur, or simply interested in operational efficiency, this episode is a must-listen.Key Takeaways:Operationalizing Trust: Scaling trust beyond the owner and embedding it into sales, operations, and client management.Cost of Acquisition: The importance of knowing your numbers to improve profitability.Expectation Management: How clear contracts and upfront communication can save relationships and margins.Scaling MSPs: From hiring the right salespeople to implementing scalable processes, Andrew shares what worked (and didn’t) during his time scaling an MSP from 8 to 65 employees.The Power of Letting Go: Why business owners need to trust their teams to grow effectively.Quotes from Andrew Moore:"If you operationalize trust, you’re not just selling a service — you're creating a system that scales trust across your entire business.""Understanding your cost of client acquisition is crucial. Most MSPs don't have a handle on these numbers, and it’s a game-changer.""Expectation management isn't just a service strategy; it's a business survival skill."Connect with Andrew Moore:Website: Ridgeview AdvisorsLinkedIn: Andrew Moore Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailHost Carrie Richardson sits down with Mike Ita, founder and CEO of IT Corps, a managed service provider based in Ohio. Mike shares his inspiring journey from a general IT consultant to a highly successful niche business specializing in IT services for veterinary practices. He talks about the challenges and triumphs of carving out a unique space in the market, his strategies for building lasting relationships, and how IT Corps adapted to industry changes driven by private equity and cloud-based technologies. This is a must-listen episode for entrepreneurs, IT professionals, and anyone looking to specialize their business in a competitive industry.Episode Highlights:[00:00:29] Mike's start in IT Corps after a business partnership fallout.[00:01:44] How a sick cat led Mike to discover his veterinary niche.[00:03:41] Early challenges in acquiring veterinary clients and the breakthrough at the Midwest Veterinary Conference.[00:05:52] Mike's transition from attending events to speaking at them and gaining more clients.[00:07:45] The explosive growth of IT Corps' veterinary client base after a successful conference.[00:10:17] How private equity acquisitions of veterinary practices impact his business.[00:14:33] Telemedicine opportunities in veterinary practices and Mike’s attempt to break into the market.[00:18:12] Carrie and Mike discuss niche specialization and pricing strategies in IT services.[00:26:47] The importance of maintaining personal relationships with clients and Mike’s approach to customer retention.Notable Guest Quotes:"I realized I loved working with veterinary clinics—they’re appreciative, and the relationships are just better." – Mike Ita"People love their pets, and they’re willing to pay for the best care, including making sure their systems work efficiently." – Mike Ita"Specialists can charge whatever they want. If you’re a specialist in veterinary IT support, you set the price." – Carrie RichardsonGuest Information: Mike Ita is the founder and CEO of IT Corps, a managed service provider that focuses exclusively on veterinary practices. With years of experience in various industries, Mike pivoted to specialize in veterinary IT services, helping clinics manage their IT infrastructure more efficiently. He’s a frequent speaker at industry events and has been featured in Channel Pro magazine for his innovative approach to niche IT services. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailWinning Strategies for Recruiting and Retaining Top Talent in the MSP SpaceIn this episode of WIN (What's Important Now), host Carrie Richardson talks with repeat guest John Ahlberg, the CEO of Waident Technology Solutions. They explore Waident's successful strategies for recruiting and retaining talent, especially in the Managed Service Provider (MSP) industry. John explains the importance of a people-first culture, work-life balance, and a unique hiring process that emphasizes culture fit, talent, and experience over traditional qualifications. He also shares insights on maintaining flexibility, providing opportunities for employee development, and avoiding the pitfalls of settling for less-than-ideal candidates.00:00 Introduction and Welcome00:45 Recruiting and Retaining Talent01:48 Flexible Work Culture03:44 Onboarding and Training04:08 Encouraging Innovation and Change06:36 Hiring for Culture and Weirdness10:09 Transparent Job Postings and Interview Process16:59 Advice for MSPs on Hiring19:17 Conclusion and Farewell Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailDaryl D'Souza, Co-Founder of TechniqueIn this episode of the WIN podcast, host Carrie Richardson sits down with Daryl D’Souza, managing partner at Technique, a managed IT services provider based in Toronto, Canada. Daryl shares his unique approach to signing two to three new clients monthly while working only two to three hours a day. He discusses the importance of providing free value, building trust, and leveraging LinkedIn automation tools and Loom videos to connect with prospects. Daryl also delves into the challenges and rewards of focusing on business outcomes rather than just tech stacks, his plans for expanding Technique, and maintaining a work-life balance. He provides actionable insights on the importance of defining company values, recruitment strategies, and ensuring a seamless client onboarding process.Tune in to WIN and try Daryl's process in your own business!00:00 Introduction and Guest Welcome00:21 Daryl's Unique Client Acquisition Strategy01:42 The Importance of Providing Value02:35 Leveraging Tools for Efficiency03:48 Building Trust and Relationships06:00 Challenges and Adaptations10:27 Future Plans and Business Growth20:21 Recruitment and Company Culture23:28 Conclusion and Final Thoughts Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailIn this compelling episode, Carrie Richardson interviews Justin Breen, a master connector who spends his days linking some of the world's most brilliant and misunderstood visionaries. Justin delves deep into the world of high EQ and IQ individuals—those rare few who are focused on creating lasting legacies rather than just building empires. Through his unique perspective, Justin shares how he identifies and connects these visionaries, allowing them to amplify their impact on the world.Whether you're a visionary yourself or someone who wants to better understand the mindset of those who are changing the world, this episode is packed with insights. Justin also discusses the importance of tools like the Kolbe Index and how it helps visionaries understand their strengths and weaknesses, leading to greater alignment and success.Episode Highlights:Connecting Visionaries: How Justin identifies and links some of the world's most misunderstood geniuses.Building Legacies vs. Empires: Why true visionaries focus on purpose over profit.The Kolbe Index: Understanding how your brain takes action and why it matters.Embracing Misunderstanding: The pain and power of being a misunderstood visionary.Family and Vision: Justin's reflections on raising children with a visionary mindset.Notable Quotes:"Empires destroy. Legacies build.""Visionaries are not afraid of risk—they're not afraid of anything.""To be great is to be misunderstood."Guest Information:Justin Breen is a visionary connector, author, and entrepreneur dedicated to linking high EQ and IQ individuals who are focused on making a significant impact on the world. He is the founder of the Epic Fit Network, where he creates environments for these rare individuals to connect and collaborate.Links and Resources Mentioned:Kolbe Index: kolbe.comEpic Fit Network: TheEpicFit.comJustin Breen's Books: Coming soon - "Epic Journey" Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailIn this episode of "What's Important Now," host Carrie Richardson sits down with Kirk Halpern, the visionary behind Farmers and Fishermen Purveyors. Kirk shares his remarkable journey from practicing law to becoming a major player in the meat and seafood industry. With a passion for supporting small farmers and fishermen, Kirk's latest venture aims to deliver the freshest products while making a positive impact on the community. Tune in to hear about his innovative sourcing strategies, redemption stories, and valuable advice for aspiring entrepreneurs.Episode Highlights:Kirk's transition from law to the meat and seafood industryThe growth and success of Buckhead Beef Company and Halpern's PurveyorsThe birth of Farmers and Fishermen Purveyors and its missionInnovative sourcing and supply chain strategies for fresh seafoodSupporting local businesses and redemption storiesAdvice for aspiring entrepreneurs and understanding J curves in businessGuest Quotes:"I wanted to work and have an impact on small farmers and small fishermen individuals who with love and passion utilize their hands and their heart to grow catch you name it wonderful products and bring them into the marketplace.""Adversity reveals character, and my team showed it.""Your value is your coachability and your work ethic."Guest Information:Name: Kirk HalpernCompany: Farmers and Fishermen PurveyorsWebsite: Farmers and Fishermen PurveyorsSocial Media: LinkedIn, InstagramRead more here:  https://foxcrowgroup.com/blog/sales-coaching/ Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailIn this engaging episode of the WIN podcast, host Carrie Richardson sits down with Michelle Accardi, the dynamic CEO of LionGard. They discuss Michelle's unique approach to leadership, the importance of working in your flow state, and how LionGard is making strides in the cybersecurity industry. Michelle shares insights into the transition of leadership from LionGard’s founder Joe Alapat, the company’s core values, and the significance of urgency in achieving business goals. Listeners will gain valuable perspectives on growth, the challenges of running a business, and the exciting upcoming event, RoarCon.Episode Highlights:Michelle Accardi discusses the transition of leadership at LionGard and the impact of founder Joe Alapat’s vision.The concept of working in your "10X" or flow state and its importance in business success.LionGard's journey to becoming a full-fledged cybersecurity company.The introduction of a new core value at LionGard: a sense of urgency.Details about RoarCon, LionGard's first major event, and its significance.Michelle’s personal insights on growth, leadership, and maintaining a positive mindset.The importance of building relationships and networks in the MSP community.Guest Quotes:"If you ask a fish to climb a tree, you're not going to get very far. Put people where their talents are best served." - Michelle Accardi"Being in your flow state means doing activities that are easy and fun, bringing out the best in yourself." - Michelle Accardi"We’re a cybersecurity company with a cyber risk dashboard that shows cyber posture tied to cyber insurance controls." - Michelle Accardi"I love to grow the business. That's what excites me." - Michelle AccardiLinks and Resources Mentioned in the Show:LionGardRoarCon Event DetailsKeynote Speaker: Eric O'NeillMentioned Companies: Pax8, NTIVA, The Purple Guys, Ergos, MeriplexMSP CFO Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan Mail From Sprint to CEO: Rob Senatore’s Journey with Data2Go Wireless In this episode of the WIN podcast, host Carrie Richardson interviews Rob Senatore, CEO of Data2Go Wireless. Rob shares his inspiring journey from being a sales rep at Sprint to becoming the CEO of a thriving wireless company. He discusses the pivotal moments, challenges, and lessons learned along the way, offering valuable insights for aspiring entrepreneurs. Rob emphasizes the importance of adaptability, team building, and strategic planning in achieving business success.Episode Highlights:Early Career at Sprint: Rob's experience as a sales rep and the influence of small business clients.Taking the Plunge: The decision to leave Sprint and start his own business with his wife’s support.Major Breakthrough: Involvement in New York City's taxi and limo commission technology upgrade.Birth of Data2Go Wireless: Developing a software platform to unify multiple wireless carriers.Challenges and Lessons: Early struggles with variable charge items and the importance of prepaid billing engines.Financial Wisdom: The value of clean books, strategic budgeting, and transitioning from an LLC to a C Corp.Leadership and Team Building: Importance of surrounding oneself with a strong team and trusting their expertise.Future Growth: Plans for Data2Go Wireless, including new products and strategic partnerships.Guest Quotes:“You have to process the information correctly. But once you process it... you just have to go with it.”“Every mistake that you create for yourself or that you have to go through is going to bring you closer to the goal.”“The only thing that's for sure is that things will change and that you have to roll with the punches.”Guest Information:Name: Rob SenatoreTitle: CEO of Data2Go WirelessCompany Website: Data2Go Wireless Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan Mail Bridging the Financial Gap: Rodrigo Acuna on Empowering Latino Communities In this episode, host Carrie Richardson sits down with Rodrigo Acuna, co-founder of IM Financial, to discuss his journey from Mexico City to the United States, and his passion for empowering Latino communities through financial literacy and inclusion. Rodrigo shares his experiences in investment banking, consulting, and fintech, highlighting the challenges and opportunities in providing financial services to underserved communities. This insightful conversation covers the importance of education, the impact of mentorship, and the innovative strategies Rodrigo and his team are implementing to bridge the financial gap for Latinos.Episode HighlightsRodrigo’s Background: Growing up in Mexico City, studying economics, and early career in investment banking.Career Transition: Moving to the US, working for McKinsey, and navigating the challenges of consulting.Financial Literacy Initiatives: Rodrigo’s involvement in teaching financial literacy to disenfranchised communities and school children.IM Financial’s Mission: Addressing the financial needs of underserved Latino communities through innovative products and partnerships.Personal Stories: Rodrigo’s experiences with financial challenges as an immigrant and his passion for teaching and mentoring.Future Goals: Plans for launching IM Financial’s marketplace to provide accessible financial services and education.Guest InformationRodrigo AcunaPosition: Co-founder of IM FinancialLinkedIn: Rodrigo AcunaTwitter: @RodrigoAcunaLinks and Resources MentionedIM Financial: im.financialMcKinsey & Company: mckinsey.comNYU Stern School of Business: stern.nyu.eduMorgan Stanley: morganstanley.com Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailHi!  It's Carrie - and the beginning of this podcast starts really abruptly because Joe and I started chatting immediately and we completely forgot to do the intro.I want to remind MSPs that Liongard ROARCon is open for registration now!Ian and I have limited passes to share, so if it's before July 20 2024 and you are the owner of an MSP that would like to attend, reach out to Carrie on Linkedin!Joe Alapat is WINNING by Hiring a New CEO In this engaging episode, Joe Alapat, co-founder of Liongard, shares his journey from being the CEO of an MSP to a pivotal role in a growing software firm. Joe discusses the cultural differences among founders from various countries, the challenges and rewards of cybersecurity, and the strategic shift in Liongard’s focus under new leadership. Episode Highlights:Leadership Transitions: Joe reflects on transitioning from CEO to co-founder and the dynamics of reporting to a new CEO in his own company.Family and Work Balance: Joe emphasizes the importance of family and how frequent travel impacts personal life.Cybersecurity Focus: The conversation delves into the critical aspect of cybersecurity, emphasizing proactive measures over reactive strategies.Product Vision: Joe talks about Liongard's product evolution and the importance of focusing on the original vision to drive innovation and customer satisfaction.Guest Quotes:"People mistake my excitement for anger; it's just a South Indian trait to be passionate and love debating." - Joe Alapat"If I'm not speaking, should I go? It's important to balance travel with family time." - Joe Alapat"Every dollar spent left of boom is more productive than spending it right of boom." - Joe Alapat"Liongard is not Joe Alapat. Liongard is its own entity with its own personality." - Joe AlapatGuest Information: Joe Alapat is the co-founder of Liongard, a software firm specializing in cybersecurity and IT management. With a background as a CEO of an MSP, Joe brings a wealth of knowledge in managing and securing IT environments at scale. He is passionate about product design, user experience, and driving innovation in cybersecurity.Links and Resources Mentioned:LiongardBook: "Crossing the Chasm" by Geoffrey A. Moore Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailChristopher Vollmond-Carstens, M&A, NTIVAIn this episode of WIN ("What's Important Now?"), host Carrie Richardson dives into the world of mergers and acquisitions (M&As) within the managed service provider (MSP) industry with Christopher Vollmond-Carstens, M&A Director at NTIVA. Christopher shares invaluable insights on preparing MSPs for acquisition, the importance of cultural alignment, and the key attributes NTIVA looks for in potential acquisitions. Whether you're an MSP owner considering a sale or simply interested in the M&A landscape, this episode offers practical advice and strategic insights.Episode Highlights:Introduction to NTIVA and its M&A strategyThe concept of "empire builders" in the MSP spaceKey factors that make NTIVA an attractive partner for MSPsEssential criteria for MSPs to be considered for acquisitionRed flags and deal breakers in potential acquisitionsPreparing your MSP for sale: Short-term and long-term strategiesThe importance of operational maturity and leadershipImpact of industry specialization on valuationUnderstanding the M&A process timeline and relationship buildingCurrent trends and future outlook in the MSP M&A spaceNotable Quotes:Christopher Vollmond-Carstens: "We exist to grow each other. Technology is the accelerator, but people are at the core."Carrie Richardson: "You're not looking for a boat with a hole in the bottom of it."Christopher Vollmond-Carstens: "This is not a shotgun Hollywood wedding. This is something that should take time to establish and develop."Guest Information:Christopher Vollmond-Carstens is the M&A Director at NTIVA. With a strategic focus on expanding NTIVA's market presence through acquisitions, Christopher brings a wealth of experience in navigating the complexities of M&As in the MSP space.Links and Resources Mentioned:NTIVA Website: NTIVAChristopher Vollmand-Carstens LinkedIn: Christopher Vollmand-CarstensService Leadership Industry Benchmarking: Service Leadership#MSPMergers #BusinessGrowth #NTIVA #MergersAndAcquisitions #ExitStrategy #Leadership #OperationalMaturity #IndustrySpecialization #Podcast Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailDavid Dulany, Founder of TenboundIn this episode of the WIN podcast, host Carrie Richardson sits down with David Dulany, the founder of Tenbound, a premier research and advisory firm in the B2B tech space. They discuss the journey of Tenbound, the evolution of sales technology, and the intricacies of building a successful sales development team. From personal anecdotes to professional insights, David shares invaluable advice for entrepreneurs and sales leaders alike. Tune in to discover the latest trends in sales technology and learn how to navigate the ever-changing landscape of B2B sales.Episode Highlights:[00:01:00] - David's journey from running a sales development team at OpenDNS to founding Tenbound.[00:02:00] - The importance of finding a niche and the success of MSP-focused strategies.[00:03:00] - Overview of Tenbound's mission and services.[00:04:00] - The impact of sales technology on business growth.[00:06:00] - Legal and ethical considerations in using sales technology.[00:10:00] - Challenges and solutions in training SDRs and managing sales teams.[00:12:00] - The pros and cons of parallel dialers and other sales tools.[00:16:00] - The evolution of cold calling and telemarketing strategies.[00:20:00] - Insights into entrepreneurship and the importance of product-market fit.[00:24:00] - Predictions for the future of sales technology and practical advice for building a sales team.Memorable Quotes:"Finding product market fit is everything, whether it's product market fit or service." - David Dulany"You don't need a hundred different tools, and the way that people manage the technology is problematic." - David Dulany"If you're the smartest person in the room, then you're in the wrong room." - David DulanyGuest Information:David Dulany is the founder of Tenbound, a research and advisory firm focused on sales development and technology. With a rich background in sales and marketing, David has been instrumental in shaping the B2B tech landscape through innovative strategies and cutting-edge solutions. Connect with David on LinkedIn.Links and Resources Mentioned:Tenbound: WebsiteOpenDNS: WebsiteDelegate Solutions: WebsiteManaged Sales Pros: Website Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailPedro Lerma - EY Entrepreneur of the Year Nominee 2024 In this episode of "WIN: What's Important Now," host Carrie Richardson sits down with Pedro Lerma, the founder of Lerma, an innovative advertising agency based in Dallas. Pedro shares his entrepreneurial journey, from his early experiences in construction and bar ownership to creating impactful Super Bowl commercials. As a nominee for EY Entrepreneur of the Year, Pedro discusses the significance of leadership, the role of technology in advertising, and his commitment to representing underrepresented groups in his work. Tune in for insights on building a successful business, embracing innovation, and the power of inclusive storytelling.Episode Highlights:Pedro Lerma’s early exposure to entrepreneurship through his uncle’s construction company.The journey of starting and selling a bar in Wichita Falls, Texas.Building a digital practice within The Richards Group in 1998.Launching Richards Lerma and eventually becoming independent in 2021.The impact of having commercials in the Super Bowl for "He Gets Us" and avocados from Mexico.Embracing technology and innovation, including the use of AI to address bias in advertising.The importance of leading brand storytelling with underrepresented groups.Advice for aspiring entrepreneurs in the advertising industry.Guest Quotes:"I embraced this idea of loving change and not being afraid of it.""Lead your brand storytelling with the underrepresented, and you will absolutely connect with that group, but it has a halo effect that will appeal to much broader audiences.""Study leadership, learn to be a great communicator, and take risks early in your career."Guest Information:Name: Pedro LermaTitle: Founder of Lerma, Advertising AgencyWebsite: Lerma AgencyNotable Recognition: EY Entrepreneur of the Year nominee, Advertising Age’s Small Agency of the Year 2022 and 2023Links and Resources Mentioned:Lerma Agency: Lerma Agency"He Gets Us" Campaign: He Gets UsAdvertising Publications: Ad Week, Advertising AgeBooks Recommended by Pedro:"How to Win Friends and Influence People" by Dale Carnegie"Primal Leadership" by Daniel Goleman Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailIn this episode of WIN, host Carrie Richardson sits down with Carson Choi, CEO of Cork, to discuss his dynamic career path from enterprise leadership to founding Cork, a company that revolutionizes cyber insurance with a unique cyber warranty product. Carson shares his insights on the MSP space, the challenges of cyber risk management, and how Cork is providing MSPs with new opportunities for revenue and enhanced client protection.Episode Highlights:Carson Choi's diverse career journey from video games and toys to the restaurant industry and MSP space.The inspiration behind Cork and the problems it aims to solve in the cyber insurance market.How Cork’s cyber warranty offers both preventive measures and financial recovery for MSPs and their clients.The unique features of Cork's platform, including real-time alerts and integration with existing security stacks.Success stories and strategies for MSPs to upsell and integrate cyber warranty into their service offerings.Carson’s vision for Cork’s growth and the importance of treating MSPs as partners rather than customers.Guest Quotes:"My life has always been about looking at things differently and driving transformational approaches.""We created Cork to solve a unique problem specifically for the channel business.""The cyber warranty is like a bridge finance between the incident and remediation."Guest Information: Carson Choi is the CEO of Cork, a company that provides innovative cyber warranty solutions for MSPs. With a diverse background in enterprise leadership, video games, toys, and the restaurant industry, Carson brings a unique perspective to the MSP space. He previously served as the Chief Digital Officer for Jollibee Foods and Datto.Links and Resources Mentioned:Cork's WebsiteJollibee FoodsDattoPAX 8 Beyond#CyberInsurance #MSP #CyberWarranty #DigitalTransformation #CyberSecurity #RevenueGrowth #SmallBusinessIT #CyberPrevention #CyberRecovery #Entrepreneurship Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailEpisode SummaryIn this episode of Win What's Important Now, host Carrie Richardson interviews Dave Marcinkowski, founder of Madera Residential and nominee for the EY Entrepreneur of the Year award. Dave shares his entrepreneurial journey from his early days as a bookkeeper to leading multiple successful ventures in real estate, property technology (prop tech), and financial technology (fintech). The conversation delves into the challenges and innovations that have defined Madera Residential, as well as Dave's vision for the future of real estate and technology integration.Episode HighlightsDave’s Background and Early Career: Transition from economics graduate to real estate entrepreneur.Founding Madera Residential: The initial challenges and successes, including the impact of Hurricane Ike and the 2008 financial crisis.Innovations in Property Technology: Development of Quext and its impact on the real estate industry.Fintech Solutions for Renters: Introduction of Rent Plus and other fintech initiatives aimed at improving renters’ financial health.Future of Real Estate and Technology: Scaling Madera Residential and expanding into new markets.Advice for Aspiring Entrepreneurs: Dave’s insights on persistence, innovation, and the importance of building a supportive team.Guest Quotes"I think you know you're an entrepreneur when you're taking a risk, it doesn’t go well, and you have the passion and the heart to fight through it.""The real estate industry is way behind as it relates to technology. We're a 'this is how we've always done it' industry.""Living in a multifamily world is different and as an industry, we have to adapt to that."Guest InformationDave Marcinkowski is the founder of Madera Residential, a leading real estate investment company based in Lubbock, Texas. With over 32 years in the apartment industry, Dave has spearheaded numerous initiatives in property technology and financial technology, helping to modernize and improve the multifamily housing sector. Dave is a nominee for the prestigious EY Entrepreneur of the Year award.Links and Resources MentionedMadera ResidentialQuextEY Entrepreneur of the YearRent PlusAmazon Web Services Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailShaun Vlassis Wins By Innovating Threat DetectionIn this episode of "What's Important Now?" host Carrie Richardson sits down with Shaun Vlassis, founder of Illuminate Security, to explore the creation and impact of his innovative crowdsourced threat hunting platform, Blue Hat. Shaun shares his journey from working at top financial institutions to establishing his own business, tackling industry challenges, and leveraging crowdsourced expertise to enhance cybersecurity defenses.Episode Highlights:Shaun's background in detection and response over two decades.Insights into the challenges faced by the cybersecurity industry.The conception and development of the Blue Hat platform.Advantages of crowdsourced threat hunting compared to traditional methods.The balance between technology and expertise in security operations.Shaun's transition from practitioner to entrepreneur.Overcoming obstacles in investment and enterprise sales cycles.The future of cybersecurity and the role of innovation in the industry.Guest Quotes:"We've been doing the same approach to solving cybersecurity problems for decades, yet expecting different results." – Shaun Vlassis"The Blue Hat platform takes the same crowdsourced model from offensive security and applies it to the defensive side, making it more effective and scalable." – Shaun Vlassis"Starting a business requires making as many mistakes as quickly as possible to figure out what works." – Shaun VlassisGuest Information:Name: Shaun VlassisTitle: Founder of Illuminate SecurityLinkedIn: Shaun Vlassis on LinkedInCompany Website: Illuminate SecurityLinks and Resources Mentioned:RSA Conference: RSA Conference WebsiteBugcrowd: Bugcrowd WebsiteHackerOne: HackerOne WebsiteSalesforce: Salesforce WebsiteAWS (Amazon Web Services): AWS WebsiteHubSpot: HubSpot WebsiteXero: Xero Website Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailIn today's episode of "What's Important Now," we had the pleasure of speaking with Josh Kotler, a seasoned investor in the managed services space and a partner at Axial Reade. Josh shared his journey from founding Western Digitech to his recent ventures, providing valuable insights into the MSP industry and the M&A process.Josh's story began in 1998 when he joined Western Digitech, a company founded by his partner in 1994. Starting as a small garage-based operation, they grew the business into a successful MSP. In 2014, Josh bought out his partner, and under his leadership, Western Digitech experienced significant growth, reaching a run rate of about $7 million upon his exit.The decision to sell Western Digitech  was not taken lightly. Initially, Josh had no intention of selling, but an unsolicited offer from a peer in early 2019 sparked the idea that it might be time to consider an exit. After weighing multiple offers and engaging in deep discussions with Compass MSP, Josh found the right strategic fit and closed the deal on December 23, 2019.Josh played a pivotal role in Compass MSP's growth, serving as COO and interim CEO, and leading several successful add-on acquisitions.Eventually, Josh decided to step back from his active role at Compass MSP, allowing him to focus on other investments and opportunities. In February 2023, he co-founded Sansom Street Capital and acquired Elevative Networks, diving back into the MSP business. Additionally, he invested in channel companies and joined Axial Reade as an operating partner, focusing on building strong MSP brands through strategic acquisitions.Josh and I discussed the challenges facing smaller MSPs, particularly those with EBITDA below $1 million. He emphasized the importance of scale in managing risk effectively and the tough decision owners face: either work hard to grow their business or roll their equity into a larger organization for better appreciation and security.We also touched on the impending "bubble" of older MSP owners looking to exit in the next few years. Josh warned that a rush to sell could depress prices due to supply and demand dynamics. He advised owners to plan ahead and consider exiting before the bubble hits or commit to a longer-term strategy to build value.As the conversation wrapped up, Josh highlighted the need for MSP owners to make a plan for their exit. With many potential sellers in the market, it's crucial not to stagnate and to take proactive steps to ensure a successful financial outcome.Josh's insights provided a wealth of knowledge for anyone in the MSP space considering their future. His experience and strategic approach to M&A offer valuable lessons on growth, risk management, and the importance of timing when it comes to selling a business. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailWelcome to today’s episode of the WIN podcast with Carrie Richardson. Today we kick off our annual "EY EoY Interview Series" with 2024 EY Entrepreneur of the Year Nominee Sanjay Jupudi, co-founder and CEO of Qentelli. Qentelli (Kwen–Tel–LEE) is a Digital and Cloud Technology Company. Their Intellectual Property  includes AI based products, frameworks, methodology and process playbooks that help accelerate and deliver Digital Transformation, Cloud Adoption, DevOps and Quality Engineering solutions to our customers.Sanjay Jupudi (along with his co-founder, Prasanna Signaruju, founded Qentelli at a Dallas based bar.  Their idea was too big for the back of a napkin - they had to borrow a piece of paper from the bartender.Starting with Sanjay's savings of around USD 50,000 to launch the business eight years ago,  Sanjay and his team built Qentelli into a thriving debt-free business with a 9-figure valuation.    Sanjay launched Qentelli in his basement, while also providing care for his six year old child.    Their team now exceeds 1200 employees, and their original operations and sales hires are still members of the team!Spend some time with with Sanjay as he shares about starting a business with access to limited resources.  Sanjay discusses the sales strategies they used as a team of two, and the sales and marketing tactics they rely on now to grow from 10-50% annually.Sanjay credits his success to extensive planning and research before exploring any new offers and idea.  Process and playbooks have been essential to their success.Don't miss this episode of WIN! Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailJohn Ahlberg, the founder and CEO of Waident Technology Solutions, recently joined Carrie Richardson on the podcast WIN - What's Important Now? to discuss his company's growth through mergers and acquisitions (M&A). Celebrating its 20th anniversary, Waident has about 30 employees and over $7 million in annual recurring revenue, making them an elite managed IT services provider in the top 15% of US based MSPs.Mr. Ahlberg shared insights into how he evaluates potential acquisitions, emphasizing the importance of cultural alignment over financial details in the early stages.Waident's approach to vetting organizations is more art than science, focusing initially on culture rather than finances or tools. John believes that understanding the mindset and practices of a potential acquisition can reveal much about their client relationships and team dynamics. This cultural compatibility is crucial for a smooth transition post-acquisition.Waident's M&A strategy involves a detailed 10-page protocol document developed after their second or third acquisition. This document guides the team through the process, ensuring they ask the right questions at the right time and avoid wasting time on unsuitable opportunities.John Ahlberg advises smaller MSPs looking to be acquired to get their finances in order, ensure client profitability, and maintain thorough documentation. These steps make a company more attractive to buyers and facilitate a smoother transition.Looking ahead to acquisition number six, John humorously notes that he's open to opportunities in warm locations like the U.S. Virgin Islands or Phoenix, aside from Chicago and Milwaukee where Waident already has a presence. He acknowledges that while they target companies with revenues between $500,000 and $2 million, the right opportunity could come from anywhere, provided the numbers make sense and there's a solid business plan in place.In closing, Alberg emphasizes the importance of having a clear business plan and goals, both for the company and individually for team members. This forward-thinking approach not only drives growth but also ensures that Waident remains a well-structured and profitable business, ready for future opportunities.A special thank you to Natalia Kapustina, the marketing expert who helped us pull together several great content pieces for educating the managed IT services space.  Watch for future podcasts featuring John, and some further collaborations between Carrie and John on the Fox and Crow Group website, the MSP Exit website and in the Channel Pro Network's online industry publication!Check out John's recent interview in Channel Pro here!Here's to 20 more years of amazing success for Waident Technology Solutions and their team! Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailMatt Quammen is the co-founder of Optimize Cyber, a company that specializes in cybersecurity services such as penetration testing and risk assessments. With a background in technology and sales, Matt brings a wealth of experience to the table, particularly in the realm of cybersecurity. His approach to the field is not just about the technical aspects but also about empowering business owners to understand and manage cyber risks effectively.Optimize Cyber's mission is to disseminate cybersecurity knowledge at scale, ensuring that every business owner feels equipped to handle cyber threats. The company prides itself on speaking the language of business executives rather than tech jargon, making cybersecurity comprehensible for those without a technical background. This approach allows business leaders to implement practical solutions to protect their operations from cyberattacks.During the interview with Carrie Richardson, Matt discussed various aspects of starting and running Optimize Cyber. He shared insights into the challenges of entrepreneurship, such as the difficulty of acquiring the first few clients and the unexpected ease of handling business operations. Matt emphasized the importance of having a clear mission and adapting the company's pitch based on market feedback to find the right niche within the vast cybersecurity industry.One of the key takeaways from the conversation was the notion that cybersecurity doesn't have to be expensive. Matt pointed out that there are many free actions businesses can take to significantly reduce the likelihood of financial loss due to cyber incidents.   If you're wondering what you can do to protect your personal or business finances from fraud, don't miss this episode of WIN!Matt also touched upon the value of partnerships, particularly with Managed Service Providers (MSPs) and Value-Added Resellers (VARs). Optimize Cyber has established a partner program that includes both reseller and referral options, allowing other businesses to collaborate without fear of competition for clients. In terms of growth, Matt envisions Optimize Cyber expanding its consulting and product teams, continuing to produce high-quality offerings, and educating more people about cyber risk. He underscored the importance of tracking key performance indicators like revenue, pipeline, and new opportunities to forecast and plan for the company's future.Overall, the interview with Matt Quammen provides valuable insights into the world of cybersecurity from a business perspective. It highlights the significance of demystifying cyber risks for business leaders and offering practical, cost-effective solutions to safeguard businesses against cyber threats. Optimize Cyber stands out as a company that prioritizes knowledge sharing and strategic partnerships to achieve its mission of enhancing cybersecurity for small businesses.Want to be a guest on WIN?  Schedule a call with Carrie! Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailNate Freedman Helps MSP Clients WIN more ClientsJoin Carrie Richardson, host of WIN as she chats with Nate Freedman, the CEO of Tech Pro Marketing.Unlock the secrets of transforming casual website browsers into committed clients with live chat. That's just a slice of what we're serving up as we sit down with the CEO of TechPro Marketing, who explains how you can optimize your MSP's digital doorstep. He shares an in-depth analysis of over 100 MSP websites crafted strategies for success, and discusses how a perfectly placed chat can work wonders for your lead generation. Be prepared to take notes as we unravel the art of engaging visitors with personalized messaging that guides them smoothly from a curious click to a scheduled meeting.We also delve into the magic behind immediate callback features and why chat support systems aren't just a 'nice-to-have' but a 'must-have' for MSPs aiming to skyrocket conversion rates. But wait, there's more! We'll take a creative detour and chat about a unique weekend project – using AI to create comic strips – and the quirky challenges of character consistency. Whether you're an MSP looking to beef up your online presence or just intrigued by the blend of marketing and tech, this conversation is jam-packed with anecdotes, advice, and a touch of comic relief. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailPaul Schmidt uses Networking to WIN!When the world seemed to crumble on September 11, 2001, Paul Schmidt embarked on a venture that would prove his resilience in the face of adversity. Tune in to hear how Paul's Uno Deuce Multimedia carved a niche in Lansing's entrepreneurial landscape, transforming crisis into opportunity with adaptability and a robust network. You'll be riveted by his candid account of starting a business during one of history's most trying periods, his evolution from a one-man operation to a thriving multimedia team, and the personal health hurdles that could have halted his journey but instead fueled his innovative spirit.Our discussion with Paul is an inspiration to anyone navigating the business realm's ebbs and flows. Discover the fortuitous twists that led to his success, the power of community connections in Lansing - a hidden gem for entrepreneurs - and how close collaborations can blossom into lasting friendships. Whether you're a budding business owner or a seasoned professional, Paul's story underscores the importance of a supportive network and the magic that happens when you step outside your comfort zone and embrace the unpredictable path of entrepreneurship. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailWhen the quest for success in sales becomes more than just numbers and contracts, it transforms into an art form. That's the philosophy Jim Doyle, author of "Selling with a Servant Heart" and founder of JDA Media, brings to the table in our latest episode. From the early days of selling candy as a young Boy Scout to his rise as a media sales magnate, Jim's narrative is a testament to the power of advocacy and service in the sales industry. His personal tales not only chart the course of his impressive career but also serve as a playbook for entrepreneurs at every level grappling with the realities of business growth and customer relationships.Stepping down from the pilot's seat of a business you've poured your heart into can be as daunting as letting your children venture into the world. Jim's candid discussions on the emotional parallels between personal evolution and professional transitions reveal an unexpected journey towards hiring a CEO and the subsequent shift in his life's focus. Listeners will find solace and guidance in Jim's reflections on how service to others and community involvement have reshaped his definition of success and purpose after his business exit.For those navigating the labyrinth of strategic selling and complex organizational structures, this episode is a beacon. The conversation zeroes in on the art of differentiation in sales, understanding the intricate web of decision-makers, and the necessity of embracing change, including the often-feared specter of technology. Jim's insights into managing sales teams—with a nudge towards the balance between trust and control—are a treasure trove for anyone looking to refine their sales management approach and, ultimately, their sales success. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailJim Smith from Proper Sky IT WINS by Keeping Clients SecureIn this episode of WIN, host Carrie Richardson sits down with Jim Smith, the founder and CEO of Proper Sky, a managed service provider based in Philadelphia. Episode HighlightsJim's Early Entrepreneurial Ventures: Studying entrepreneurial studies at Drexel University and starting a remote pharmacy concept.Peace Corps Experience: Managing the largest technical college in the South Pacific and developing a knack for solving problems with limited resources.Founding Proper Sky: How a Perl script and Craigslist helped him acquire his first clients, and the growth journey from there.Overcoming Major Setbacks: Losing a major client that accounted for 90% of revenue and the subsequent business challenges.The Importance of Coaching: The role of external advice and programs like Goldman Sachs' 10,000 Small Businesses in shaping his business acumen.Hiring and Building a Team: The significance of his first hires and how they contributed to the company's success.Future of Cybersecurity: Predictions on AI's role in cybersecurity and the importance of being prepared for cyber incidents.Empathy in Business: The human aspect of dealing with cyber incidents and building trust with clients.Memorable QuotesJim Smith on Entrepreneurial Resilience: "The longest, most stressful period of my entire life... there's nothing worse than laying off good people that actually are doing the work."On the Importance of External Help: "It taught me that it is much better to pay for good advice than it is to do it yourself in a lot of circumstances."Future of Cybersecurity: "As AI increases, there's going to be a counterbalance... helping organizations recover and be emotionally ready for the onslaught."Jim SmithRole: Founder and CEO of Proper SkyLocation: PhiladelphiaBackground: Entrepreneurial studies at Drexel University, Peace Corps volunteer, 20+ years in the MSP industry.LinkedIn: Jim Smith LinkedInLinks and Resources MentionedProper Sky: WebsiteGoldman Sachs 10,000 Small Businesses Program: WebsiteAdam Grant: WebsiteEvolve Group: Website Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan Mail Scott Daigger, the strategic brain behind Buddy Web Design and Development, joins me, Carrie Richardson, on WIN for an inspiring recount of his journey into entrepreneurship. Scott peels back the layers of his career transformation, revealing how a blend of coding curiosity and a robust business acumen propelled him from the healthcare sector to the helm of his own successful web enterprise. His tale is a testament to the power of strategic freelancing, the art of team stewardship, and the foresight to leverage platforms like Upwork in the quest for growth.Navigating the web development seas is no small feat, especially with the tide of artificial intelligence reshaping its shores. In this episode, Scott and I explore the evolving landscape where AI's role in content creation and design is burgeoning yet still demands the nuanced human touch for understanding client needs. As we consider how AI might influence the economics of the industry, we also contrast the investment strategies of bootstrapped small businesses against their deep-pocketed corporate counterparts. It's a compelling look into how today's developers must adapt to not only technological advances but also to the diverse fiscal priorities of their clientele.Lastly, Scott imparts the wisdom gleaned from his MBA journey, underscoring the invaluable lessons of entrepreneurship and the crucial mindset shifts required for business success. His practical advice for budding businesses aiming to carve out their digital space is nothing short of golden—clarity in vision, the significance of rapport, and the collaborative relationship between client and developer. Wrapping up, we reflect on the potential future of AI in design, leaving us with an eager anticipation of what's to come. Join us for this insightful session, as we merge the technical with the entrepreneurial spirit, right here on WIN. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailMichael Nelson WINs by Scaling Remote TeamsEmbark on a captivating journey with Michael Nelson, a former middle school teacher turned tech entrepreneur, as he recounts the pivotal moments of founding Scaled. From humble beginnings teaching in inner-city schools, to creating  websites to facing the tumultuous dot-com bubble, Michael's candid story is a masterclass in resilience and adaptability in the unpredictable tech industry. Alongside Michael, we unravel the hard decisions that come with entrepreneurship, like narrowing client focus and managing client dependencies for sustained profitability. His narrative is not just about facing challenges but about overcoming them with strategic insight and unwavering determination.The world of work has undergone a seismic shift, and our conversation with Michael sheds light on the transition from traditional office spaces to the domain of remote work. As a once skeptical business owner, he shares his transformation into a staunch advocate for remote teams, witnessing firsthand the exceptional productivity and cultural synergy of virtual employees. We dissect the distinctions between outsourcing and staff augmentation, revealing how dedicated remote staff can become the lifeblood of a company's operations. Plus, we'll guide you through the considerations for businesses contemplating the leap into staff augmentation, with Scaled poised as your indispensable HR ally.Finally, we delve into the legalities and market dynamics of the tech job market, from determining contractor versus employee status to navigating unemployment insurance claims. The impact of COVID-19 has revolutionized not only remote employment but also opened doors to global talent. Reflecting on my own experience with considering hiring abroad, we tackle common misconceptions about outsourcing, emphasizing efficiency and work ethic over mere cost savings. We wrap up by examining shifts in hiring practices that have rejigged the employee-employer power balance, influencing workplace discipline and accountability. For those ready to amplify their IT capabilities, Michael's insights provide a roadmap to scaling teams with competent, enthusiastic professionals. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailMergers & Marketing With David DeCamillisEmbark on an expedition through the intricate landscape of merging managed service providers, as Carrie Richardson teams up with the savvy David De Camillis to talk marketing and mergers.Uncover the secrets to navigating  blending disparate business cultures, processes, and technologies, all while maintaining the unique identity of each entity. In a candid exchange, David imparts wisdom gleaned from the successful union of Platte River and Applied Tech, highlighting the significance of a robust integration strategy and the power of a harmonized operational framework. As we dissect the critical role of branding and consistent communication, learn how to minimize client fallout and staff resistance during these transformative business ventures.The conversation takes a dynamic turn with the overview of TechMedics' evolution, spurred by a chance encounter that turned into a thriving partnership. Consider the realities of digital marketing and content creation as we scrutinize their impact on visibility and lead generation, affirming the necessity of a meticulously crafted annual marketing plan. This podcast about brand development and growth strategies culminates with an optimistic glimpse into the future of marketing in our industry. Be inspired by David's relentless pursuit of innovation at TechMedics and the marketing feats that await. Join us to gain a wealth of knowledge that could propel your business into its next chapter of success. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailJoin the conversation with the ever-insightful Ryan Grimes, founder of My IT Indy, as we revist his IT business one year after our last podcast with him! With a narrative that's bound to resonate with entrepreneurs and tech aficionados alike, Ryan shares the tactical sales and marketing maneuvers that accelerated My IT Indy from its modest 2004 roots to today's towering achievements. He generously spills the secrets behind his consistent marketing and customer success stories, shedding light on how these elements fueled a year of unprecedented growth. If you're angling for a no-holds-barred exploration of business growth, peppered with personal trials and triumphs, you're in the right place.Switching tracks, we delve into the art of podcasting as a masterstroke for networking and expanding businesses. Reflecting on my own podcasting escapades, Ryan and I dissect the ingenious method of inviting potential clients to guest on podcasts, a move that sparks deeper relationships and mutual promotional wins. It's a conversation that will make you reconsider your approach to content creation, business development, and digital marketing. Sharpen your pencils and take notes; these insights are akin to striking gold in the quest for a thriving, innovative business model. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailJoin me as I sit down with Dustin Bolander, a visionary entrepreneur who has carved a path from leading a Managed Service Provider to pioneering a cybersecurity insurance firm. In a gripping recount of his professional voyage, Dustin outines his transition from IT to the intricacies of the insurance world. Our dialogue journeys through the start of his MSP, Clear Guidance, his strategic focus on law firms, and the epiphany that steered him towards Beltex, where he's reshaping cyber insurance. For anyone curious about the alchemy of tech-savvy entrepreneurship and industry know-how, Dustin's story is a compelling testament to the power of experience and adaptation.In the throes of a digital age where cyber threats loom large, we dissect the tough terrain of cyber insurance and its slow dance with technology. As Dustin and I unravel the challenges, from sluggish industry responses to events like Log4j to the evolving relationship between traditional insurers and MSPs, we reveal the transformative potential of MSP involvement. If you have ever wondered how these cyber guardians can turn the tide on post-incident recovery and redefine the insurance landscape, this insider's look offers a front-row seat to the metamorphosis underway.Finally, we venture into the labyrinth of launching an insurance company amidst a tangle of regulations and the quest to make cybersecurity insurance accessible. From the maze of state-level insurance laws to the creation of Beltex, Dustin peels back the curtain on the daunting yet rewarding process. As we wrap up, our exploration emphasizes the indispensable role of MSPs, not just as IT managers, but as critical advisors in cyber insurance. For a deep dive into the confluence of technology, entrepreneurship, and the insurance industry, don't miss this illuminating discussion with a trailblazer who's charting a new course. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailJoin me: Carrie Richardson, partner at Richardson & Richardson Consulting, on today's episode of WIN, where we talk about something everyone likes:  free money!Unlock the mysteries of Market Development Funds and Joint Marketing Funds with the expertise of Debbie Kestin, the marketing guru from Kestin Impact Consulting.You're in for a treasure hunt as we navigate through the untapped potential of MDF and JMF, resources that could be the catalyst for your marketing breakthrough. With Debbie's rich background from IBM, we tackle the hurdles that prevent many MSPs from claiming the funds that sit idle each year, while offering strategies to overcome the fear of upfront costs and unrealized marketing goals. Sure, the terms and conditions of these 'free money' pools may seem daunting, but by the end of our conversation, you'll be equipped to approach them with confidence and a game plan to elevate your business's marketing game.In a marketplace saturated with products and services clamoring for attention, it's vital to understand how to make the most of vendor support in marketing efforts. Dive into the world of effective proposals and the execution of campaigns that capture the imagination, both of which Debbie and I dissect with precision. We share the playbook on hosting events with a magnetism that extends beyond the primary audience to their families, ensuring a memorable experience and solid lead generation. As we spin tales of past co-marketing triumphs and the significant advantage of collaboration with marketing firms adept at analytics, this conversation promises a cascade of insights to refine your approach to vendor-supported marketing funds. Join us, and let's boost your marketing impact together. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.

Send us Fan MailHave you ever wondered why some marketing plans lead to a cascade of new clients while others fizzle out? Join me, Carrie Richardson, and my expert co-host, Ian Richardson, as we pull back the curtain on constructing a marketing strategy that hits the mark every time. We take you through the trenches of our own marketing journey with Doberman, sharing the wins and the lessons learned. You'll discover how a deep understanding of your target customer and a consistent, resonant message can transform your marketing efforts from mundane to meteoric.Then we switch gears and tackle the MSP sales landscape with a focus on a cost-effective sales process that promises to revolutionize your prospecting, selling, and account management. We're not just throwing theories at you; we're talking proven strategies enriched by the wisdom of industry gurus like Tracie Orisko and Walter Crosby. And for those thinking about selling their business, you'll get a front row seat to the emotional and practical complexities involved, with tips from my own experience and the unparalleled support from Ian who helped navigate through the sale of Managed Sales Pros. This episode is packed with hard-won insights that will equip you to refine your approach and scale new heights in your business endeavors. Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.Learn more at:Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel VendorsFox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses Book time with Carrie here!Be a guest on WIN!  We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.