Listen to "All Things MSP" on Your IT Podcasts!
[00:00:00] So what's up dude? My week sucked because this week a client's I'm not gonna see what
[00:00:15] software it is but it's a piece of crappy software for medical practice decided to wake
[00:00:20] up and choose violence and just stop working. Yeah, the whole server just was like screw
[00:00:25] you. The server software and I even went to my community and I was like guys what
[00:00:29] kind of do this? The server has three pieces that has the server software some other
[00:00:33] piece of software that has no name just as LX and then my SQL my SQL was not
[00:00:38] launching and all I done was update this machine like it's already 3 OS is old
[00:00:43] it's on 12 7 2 I brought up to 12 7 4. It shouldn't have made a difference. My
[00:00:49] SQL is not launching whatever it is and everyone's like here try this try this
[00:00:53] try this I tried blowing it out I tried all these things whatever and it
[00:00:57] turns out that the software amounts a sparse bundle so for those who don't
[00:01:02] know a sparse bundle is a growable disk image on Mac it mounts a sparse bundle
[00:01:06] and in that sparse bundle is the data and I opened up the sparse and I went to a
[00:01:11] bunch of other friends like there's someone's like hey do you have the
[00:01:13] right encryption key for the sparse bundle I said yeah there we go go look
[00:01:16] inside of it I go it's not mounted they go it's not working and I was
[00:01:19] like what and so I go I went into their time machine found a sparse
[00:01:23] bundle from three days earlier replaced it which of course took 38 minutes tried
[00:01:28] it again and it just started magically working because apparently despite the
[00:01:33] sparse bundle being exact same size all the data was like Kaiser so say gone no
[00:01:38] reason no nothing and I was just like you know what they're even use this
[00:01:42] server which is the worst part they're in a new EMR this is like legacy data
[00:01:47] and they emailed us at 9 and I couldn't resolve it until 5 30 because that
[00:01:52] server chose violence ladies and gentlemen don't be don't be like that
[00:01:57] don't choose violence we all love one another if you're running an MSP and ever
[00:02:09] feel like you're constantly putting out fires I've got some exciting news that
[00:02:13] could change the game for you it's the Eureka growth program brought to you
[00:02:17] by goes into Eureka process a sponsor of all things MSP and it's
[00:02:22] specifically crafted for MSPs at every growth stage imagine having a C suite of
[00:02:27] advisors right at your fingertips guiding you through everything from hiring to
[00:02:32] handling mergers boosting your service delivery and even planning your exit
[00:02:37] strategy that's what this program offers and let me tell you it's like having a
[00:02:42] powerhouse team behind you making sure that you're always ready for the
[00:02:46] next big opportunity so if you're looking to elevate your MSP game check
[00:02:51] out the Eureka growth program you can sign up for a call with the Eureka team or
[00:02:55] shoot them an email if you have questions go to atmsp.link forward slash Eureka
[00:03:01] to find out more what's up everybody welcome to all things MSP podcast my
[00:03:04] name is Justin Eskar with me always my good friend podcast producer extraordinaire
[00:03:08] pirate professor Eric Anthony what's up dude oh I'm so glad you didn't go you
[00:03:15] know forward with the alliteration this week if you want to hear you know
[00:03:20] our alliteration I can't even say it our alliteration exercise
[00:03:25] podcast producer podcast producer poet proliferator of words mr. Eric Anthony
[00:03:33] yeah not today not today we got a lot we got a lot going on this has been oh
[00:03:41] we have to do from the group is that we're doing it we didn't even decide
[00:03:44] we I just said we'll roll and we'll just go so Eric's have to do more yeah
[00:03:47] so I'm totally not prepared
[00:03:57] no actually so I did I chose I have two for you but give me a second
[00:04:03] because I got to pull up I actually saved them I booked mark them in
[00:04:07] Facebook so that I wouldn't be that's such a rumor sentence
[00:04:15] I booked marked it in I booked marked it in on Facebook
[00:04:23] you know what just you're not you're not a boomer that's the problem it's
[00:04:29] just like a very boomerish sentence it's very funny like that okay so there is
[00:04:35] and this is the one that I would probably go with is what cybersecurity partners for an MSP
[00:04:42] can anyone recommend and the interesting thing about this one is that it went in a whole bunch
[00:04:49] of different directions but primarily the discussion was around what does that mean
[00:04:57] for an MSP does it mean your side yeah I think I saw that one the other day
[00:05:05] by the way if you don't know it's facebook.com such groups just all things MSP
[00:05:09] all things MSP Justin as I'm doing it live and it doesn't load
[00:05:19] yeah you're not in the south it's not all things
[00:05:24] guys this is what we call a filler episode
[00:05:28] the the question with the cybersecurity thing was it was interesting because a lot of people
[00:05:31] were like what do you mean by that in regards to the fact that like
[00:05:36] it could be taken so many different directions right and so I was thinking about I was thinking
[00:05:42] about answering that I mean there's 64 comments on it it's ridiculous yes what do you mean by that
[00:05:49] well first off it was by Greg Nickles so thank you very much for being a member of the group
[00:05:52] we love you what do you mean Greg what do you mean by a cybersecurity partner right because
[00:05:58] are you looking for someone to do like NIST are you looking for someone to do
[00:06:04] SOC and SIEM are you looking for someone to do MDR are you looking for someone to do CIS are you
[00:06:10] looking for someone to just you know write an IRP like there's so many different ways are you
[00:06:14] looking for some dark dark rub so there's and as much as we all want like that single painting
[00:06:19] glass my answer for this which I did not post in the group is Tullaris or Sandler and partners
[00:06:27] right here's why using those companies you have access to a plethora of other services as
[00:06:35] opposed to just going to one yeah you can go into PACS 8 and call Scott Latyskow Thomas at high and
[00:06:41] be like yo Justin said I should get blackpoint or or I heard on the ms all things must be
[00:06:47] podcast I need sent a one or whatever but that may not be solving the problem that you need
[00:06:51] right so depending on what this person is is is asking for I would say go to a company like
[00:07:01] Tullaris and go to a company like Sandler partners and become partners with them because
[00:07:04] no matter who you use then at that point at least you make some money on it
[00:07:08] so I know I'm giving you a broad answer with them but you give me a broad question
[00:07:12] because like I was like so like from Tullaris we found RSI who's our quote-unquote cybersecurity
[00:07:18] company and really what they are they do NIST assessments yeah and so there's in that big umbrella
[00:07:27] right I would say that you have outsourced security so maybe hiring an mssp you have
[00:07:35] building your own security stack right you also have a compliance type of solution
[00:07:43] uh you know like one of our sponsors compliance scorecard um you know so there's a whole bunch
[00:07:49] of different ways to answer that question and I think that the group by the way I think the
[00:07:56] group did a really great job of kind of going through asking the right questions to clarify
[00:08:02] Greg came back and and answered them with really good answers so I think that
[00:08:08] in the end it was a really great discussion it probably bears a larger discussion at some
[00:08:15] point maybe we'll bring um Tim Golden from Compliance Scorecard on and we can talk about
[00:08:20] this a little bit more I want to bring Greg on Greg if you're out there hit us up yeah by
[00:08:28] the way we would love to have more msp's on the show I'm actually going to be proactively
[00:08:36] recruiting some of you uh wink wink nudge nudge you guys know who you are uh if any of you
[00:08:43] have not been on the show before and are interested in being on the show and sharing
[00:08:48] what you're doing please you know and this is a place for showing people what works
[00:08:56] and what doesn't work because we know we've all been through things that don't work
[00:09:01] uh so anyway yeah so let's have a larger discussion around this and then I definitely
[00:09:08] want more msp's I am going through the list of people that people asked for in the survey
[00:09:15] and inviting those people on as well so anyway we probably got it got off topic there from the
[00:09:20] from the group topic but uh but there you go so Greg again thank you for your contribution
[00:09:28] thank you to everybody else for commenting and uh watch out because your comment or your post
[00:09:35] may be next on from the group level up your domain security and email deliverability
[00:09:42] achieve peace of mind reduce ransomware reduce business email compromise reduce email phishing
[00:09:48] and other attacks make dmark a new revenue stream for your msp becoming a managed service
[00:09:55] provider partner with easy dmark is an excellent opportunity for your business to boost sales and
[00:10:01] increase revenue your customers need dmark although they might not realize it yet
[00:10:06] your job is to let them know that their email infrastructure might be at risk of email spoofing
[00:10:11] and phishing attacks and that you can offer them a simple solution email authentication
[00:10:17] become the dmark expert your clients need with easy dmark find out more today at atmsp.link
[00:10:24] forward slash easy dmark yeah be a part of it join the group talk to us we're here now
[00:10:32] all right what are we talking about today eric uh today i really thought because we haven't
[00:10:36] really had an episode on sales right we've had an episode on marketing several episodes we've had
[00:10:42] a lot of people on here with uh marketing experience and such and and had i thought
[00:10:48] about this in a little more advanced warning i probably would have found a sales specific
[00:10:54] guest for today i didn't so let's do this let's cover it in terms of you me and and what we've
[00:11:04] done in sales because i mean i've i've seen this from a lot of different angles now like i've
[00:11:09] seen it from the vendor side i've seen it from the msp side and so i have a lot of of opinions
[00:11:16] here as i normally do um and and justin you have a working msp that obviously is doing sales
[00:11:25] so i'm working in quotes so working i'll also put msp in quotes msp
[00:11:33] oh yeah i got it i got it it's one of those fridays it's one of those we record on fridays
[00:11:38] folks and it's late in the day and and it's been a week for both of us and uh we're ramping
[00:11:43] up for some big stuff so we're a little we're a little loopy today on the all things on the podcast
[00:11:47] sales yeah let's talk about sales so so what i find really funny about the sales conversation
[00:11:53] is that we've had this conversation before about how a lot of msp owners are very introverted
[00:11:57] and yet the only way to drive more business is to do sales you have to be able to sell your
[00:12:02] products to people and and i mean product by product your service is still a product right
[00:12:09] you need to productize your offerings and sell them to people and so what's worked for me most
[00:12:16] especially when i'm working on bigger deals smaller little you know five six person shops that are
[00:12:22] taking my pro services which doesn't include ours pretty easy to just be like this is the price
[00:12:27] take it or leave it move on with your life but the bigger ones that i go after i'll tell you
[00:12:32] what's worked for me it's a three step process okay and i learned this from a sales coach years ago
[00:12:42] and i still use it because it it works it's like it's like what's that what's that
[00:12:46] cologne that he wears an anchor man like sex panther he's like 60 of the time it works 100
[00:12:51] percent of the time for something like that um it's the same thing here so my three step
[00:12:57] process is uh one find out what they want and don't talk numbers in your first phone call
[00:13:05] on your second phone call number two over sell them the number sticker shock them
[00:13:12] oh i just did a deal very similar to yours your 15 people this deal was for 20 they had
[00:13:17] a couple other things that you're not going for and this is what they're paying which you know
[00:13:21] is gonna be more than what their what your client is actually gonna pay because you're doing
[00:13:24] the right numbers and then the third phone call is when you get them with your price
[00:13:28] now that's the real bit raw raw raw basic basic premise behind this there's a couple other pieces
[00:13:34] involved but like that that core process of like don't talk price over sell sticker shock
[00:13:42] and then give them the real price which is less than the actual price has worked
[00:13:47] a more times than not for us in terms of sales yeah and there's two specific things that i want
[00:13:54] people to take away from what you just said number one is keep it simple don't have a complex
[00:14:02] sales cycle okay you don't have to do it exactly like justin that's what works for him that's what
[00:14:07] works for you know consulting and managing apple products um it might not be the same for you
[00:14:16] but the other thing i want to dig into because i had a light bulb moment today when i was
[00:14:21] thinking about this topic and that is what you said earlier around productizing your offering
[00:14:28] yeah and number one this is important for a lot of different reasons number one is so that you can
[00:14:36] productize your profits as part of that you don't want a whole bunch of different things
[00:14:42] that could affect your profit that you're just swapping in and out of
[00:14:45] whatever it is right yeah you want a product that has predictable profit and you know what
[00:14:51] that profit target is and you're not going to well i'm not gonna say you're not gonna go down
[00:14:56] below that profit but you're gonna have a range of profit for that product that you want to
[00:15:01] stay in and you're not gonna go below the minimum profit on that product uh you know
[00:15:07] kind of something similar to what we talked about in the pumpkin plant uh episode last week
[00:15:13] but then also productizing your offering allows you to standardize it okay now of course that's
[00:15:21] nothing new productizing your offering is nothing new here's the new piece if you productize enough
[00:15:28] of it like you have not a good better best but things that match your different client sets
[00:15:35] right but say you get it down to two or three in terms of your let's call that piece the managed
[00:15:42] help desk piece right one has a certain s l a the other one has a better s l a whatever it is
[00:15:48] doesn't matter but you've productized it so it's standardized but you have two of them
[00:15:53] so if you have a client that comes to you and doesn't need really an s l a you can sell
[00:15:59] them the one for a different price if you have a customer who comes to you with an s l a need because
[00:16:05] they have critical needs then you have a product for them and you can do that by having your
[00:16:12] managed help desk product your cyber security product and have a couple flavors of that and so
[00:16:19] instead of building a custom solution for somebody which i still think has value
[00:16:24] but if you're trying to keep it simple this is a good way to keep it simple and be able to manage
[00:16:31] control over it but still offer a degree of customization for your prospective clients
[00:16:39] yeah i was you know i was just thinking about i don't remember who told maybe it was paul green
[00:16:43] or some things that him on some show and he talked about having a calculator like
[00:16:47] you know there's that big argument about like do you have your prices on your website or
[00:16:50] whatever right and paul was saying like you should have it and he was talking about the idea of having
[00:16:56] like a calculator on your website which i think was a brilliant idea and we've been trying to implement
[00:17:00] we just haven't um mostly laziness uh the idea is that like you could have a client go to your
[00:17:09] website and be like this is my base price this is what you're gonna pay and then like
[00:17:13] do you want sla tick do you want uh you know cyber security tick do you want uh email security tick
[00:17:20] and like there's their price right so you could offer that as well it depends look your sales
[00:17:27] your sales cycle is also going to be dependent on like who you're talking to and what kind of
[00:17:30] clients you're talking to right and a lot of times especially like uh in in the apple side of
[00:17:38] things the more creative people they they like to talk and they want to chat they want to see
[00:17:42] a very pretty presentation and things like that so like that works i don't think the calculator
[00:17:46] concept would work necessarily for a lot of apple consultants maybe i'm wrong you know
[00:17:51] fine on the pc side though if you're going to be selling pretty standardized stuff that
[00:17:56] calculator thing could work in your benefit and you can actually walk people through it now
[00:17:59] it's this is why we were going to do it was we were going to think about how we can walk somebody
[00:18:06] through the calculator which then goes against my original comment of right you know the overpriced
[00:18:12] and the underpriced but you could still do the overpriced and then when you get to their actual
[00:18:18] price walk them through the calculator and let them choose it on the fly you know it
[00:18:23] this is knowing your market yes right and that that goes into marketing which we're not
[00:18:28] talking about today but like there's part of it right so your sales the way you sell is going
[00:18:33] to be dependent on your target market your demographic your your vertical and then but
[00:18:40] there are plenty of tools out there to do it so you have sales techniques you have sales tools
[00:18:43] and we're jumping all over the place today because again like i said filler episode
[00:18:48] tools like the calculator thing or or creating you know buy now buttons on your website things
[00:18:55] like that that's one thing and then you have your processes around the other things like
[00:18:59] you know what i was talking about earlier about like the three steps or whatever it is yeah so
[00:19:03] there's a lot of different ways that i think that at the end of it though
[00:19:08] i don't know the tools and the processes again it's the person right because like no matter what
[00:19:14] you do when you're selling something the recipient has to trust you as the msp as the owner right
[00:19:22] if if you are trying to sell somebody your services and you're always like well i don't
[00:19:31] know maybe okay we'll look into this and we'll do that and blah blah blah blah what i like you're not
[00:19:36] coming off as confident you're not coming off as the expert and you can't sell like that and that's
[00:19:42] really hard i think for a lot of people also is to get through that part like we've talked about
[00:19:47] the fact that i'm from new york i like mentioning it a lot like i'm in new yorka through and
[00:19:51] through i've been an entrepreneur since i've been five years old selling is the game for me
[00:19:55] right sold my way onto this show for god's sakes but the the that ability is something that
[00:20:04] anyone can do but you have to have the confidence to do it then you have the tools
[00:20:10] which are how to sell and the actual tools that you're going to use to sell so there's a i mean
[00:20:16] there's a lot's unpack here and i feel like we're going in a little bit of a circle and i don't
[00:20:20] know how to get out of it that's okay i'll get you out of it um save me eric let's go back to the
[00:20:26] calculator for just a second because i have a pro and a con for the calculator go for it um
[00:20:32] the pro is that it gives them more flexibility and that might be what your audience wants
[00:20:41] right your ideal customer profile however it also makes it more complex it adds extra
[00:20:49] decisions for them to make so decision fatigue is a thing yep and if you have an audience or a
[00:20:57] prospect audience that is highly susceptible to decision fatigue you don't want to introduce
[00:21:04] decision fatigue so that would be kind of be my calculator versus not calculator kind of question
[00:21:12] for everybody is where they're at and i think a lot of msp's deserve it for themselves to kind of
[00:21:20] keep it simple the other problem with calculators is that you're asking them to pick the features
[00:21:29] you're the expert you should be picking the features not them now if price is an issue
[00:21:37] you know maybe they have to do without some things but it's not because you didn't tell them you needed
[00:21:42] them yeah see that i think maybe that's another reason why we haven't done the calculator thing
[00:21:47] because for us we really only have two plans right we have your pro plan which gets you
[00:21:51] monitoring and maintenance you're in our mdm software and we'll push software updates
[00:21:55] everything else is billable everything is a la carte or you're in our like basically all you
[00:21:59] can eat and what comes in that which we've laid out what's in there we know what our cogs are
[00:22:04] which is very important to this whole deal and that's it and so we go we listen to the client so
[00:22:09] like that first phone call i'm listening to the client the one piece i didn't talk about earlier
[00:22:13] and i apologize the three steps is like getting the emotions out of them because that's really
[00:22:17] important for all of us people buy on emotion i don't know if you guys know this but like
[00:22:23] you either buy out of desperate need which is an emotion or desperate want which is a
[00:22:28] an emotion um so if you can get people emotional about what they need it works a lot better
[00:22:34] help me help me i've been briefed like we've been hacked i'll save you don't do
[00:22:39] it on the like sell them on a bunch of stuff right like that's emotion so
[00:22:44] that first phone call where you're hearing everything that they're saying tell me more
[00:22:50] complain to me like a like your mother would complain like just give me everything right
[00:22:55] you take that information because you've heard it all before right you're a good msp well you
[00:23:00] know we don't have to factor with indication and our insurance and our email and our this thing
[00:23:05] and like the printer doesn't work like we've heard it all before nothing none of this stuff is new
[00:23:09] to any of us right but they want to feel special they want to feel unique they want to feel
[00:23:14] like you understand them be like yeah tell me more keep complaining to me i'll take it
[00:23:18] give me everything that second phone call that second phone call is like i'm going to save
[00:23:23] i'm going to save the day but you're going to pay and then that third phone call is i'm
[00:23:31] going to save the day but you're going to pay less than i thought you were going to pay because
[00:23:34] i'm that awesome right and so that methodology that we're using we've absolved the need for
[00:23:44] the calculator i think the calculator was just there for people who like want it you know
[00:23:49] you always get that you always also get that thing that's like hi my boss is looking at me to look
[00:23:53] around for prices on people who do consultative services at that point more was like no the
[00:23:59] answer is no because your boss is going on price and price alone you don't actually need us
[00:24:03] and if you did need us this would be a conversation with the you know young right intern who's
[00:24:09] like working the desk right so that would be what the calculator is for we would go oh here's
[00:24:16] our calculator figure it out yourself and we would like oversell it on the calculator of purpose
[00:24:19] right it's also a good way to be as an intern so that i mean that that that is what worked and
[00:24:27] but it's that it's that confidence of it it's that knowing your product and you have to know
[00:24:33] your product also that's another piece we are talking about like know your product that
[00:24:38] you're selling right we talked about a couple seconds ago i said i know where our price
[00:24:41] point is we know what our cogs are cost of good sold that's what's going into our product
[00:24:45] our product is monitoring and maintenance dns filter malware bytes and email security i know
[00:24:52] for a fact what the cost is for my mobile device management my msrp or not i'm sorry my
[00:25:00] wholesale price on malware bytes dns filter and avanon are and i know that that number is x
[00:25:08] and i know i'm selling and i got my hours my time in there that's why so x plus y and i'm
[00:25:14] making that times 1.35 and that's what i'm selling my services at you know like you have to know that
[00:25:21] stuff before you sell it because otherwise you're just going to sell garbage and you're going to get
[00:25:26] screwed because you have no idea what your prices are yeah and you just made a another great argument
[00:25:32] for productization right and that is you have to know your product if you just offer a whole
[00:25:38] bunch of things that you cobble together it's much harder for you to speak fluently about it
[00:25:44] and about the benefits of the entire package and and i actually i just use that word very
[00:25:50] specifically benefits because you do not sell these services on features you sell these services on
[00:25:56] benefits yeah that's where the emotion comes in again i think everyone should everyone should
[00:26:04] have a mdm rmm solution you should have a email security solution you should have some sort of
[00:26:14] backup solution or multiple backup solutions because you're gonna have an email backup you're
[00:26:18] gonna have a computer backup you might have a server backup right um some sort of network security
[00:26:26] solution whether that's dns filtering or like you know firewall in the cloud or whatever
[00:26:33] some sort of compliance and some sort of like dark web scanning like i think that
[00:26:38] like that's your whole package if you're missing any of those get into it because a lot
[00:26:42] of people i i hear a lot of time people talk about like they want to try to like loop in their costs
[00:26:48] for so many other well what about my ps a solution you're not selling your ps a to your clients
[00:26:54] that's a tool you use might be like a car maybe like a carpenter you hired a general contractor
[00:27:00] to work in your house and they're like before you do that you need to pay for our havers well
[00:27:04] and that's included in in your overhead line right yeah because when you do the calculations
[00:27:10] on these products they should include an overhead line which includes you know a certain percentage
[00:27:17] of your cost of doing business across the board rent internet things like ps a tools and say you
[00:27:25] know my capacity right now is for 100 users or 200 users or 500 users whatever it is
[00:27:33] you know and per user you know this is the cost of doing business and and that should be part of
[00:27:41] your cost of goods sold when you're figuring out the profit the cost and the profit yeah
[00:27:46] average is like what like one person per 200 endpoints right is that we figured out 250
[00:27:52] something about it depends on how you're doing business okay i've seen it as low as like 150
[00:28:00] 200 and as high as a thousand now one person doing a thousand endpoints so yes however it is a highly
[00:28:11] commoditized highly automated very low profit yeah situation well the reason i was asking that
[00:28:18] the reason i was asking that was like if you're a single person msp and the average let's say
[00:28:23] the average is 250 right let's use that as a number if you can handle 250 endpoints take
[00:28:29] whatever you're paying for your ps a and any other internal tools you have your building software
[00:28:38] your form software your video recording software to make you know podcast or podcast or podcast
[00:28:46] take all of that divide that by 250 add the other costs that you have from the pieces that we
[00:28:54] talked about earlier and that's your that's your starting price before you add your labor on
[00:29:00] yeah those two things together and then maybe an extra 10 or 15 maybe 20 on the end just for like
[00:29:06] buffer in the other direction that's your sale price that's why i like i still get it's funny
[00:29:12] because this happened earlier we had a client from from one of the companies we absorbed
[00:29:17] and i'm like truing up their invoice and they're still paying like $50 a computer for
[00:29:21] proservices and i was like you are underpaying us drastically and they're like sucks for you
[00:29:28] and i was like it does because i can't really do anything about that because they're in some
[00:29:32] sort of contract from the company we bought them from right but like the person who sold it
[00:29:37] didn't take into consideration any of this stuff because on the $50 per computer
[00:29:45] like right 20 to 25 of it is being spent on services for that computer i'm making $25 a
[00:29:52] month on this one computer when i have another client where we're billing them like $250 there's
[00:30:03] the problem there's the difference and so like you forget about these things like when you're
[00:30:07] trying to sell you forget about these things so take take a half a day do it at night do it on
[00:30:15] the weekends or if you can if you have a team take a half a day and really look at your cost
[00:30:19] of goods on all your items open up quickbooks you know we all hate it open up quickbooks
[00:30:25] pull up your p&l and look at you should be organizing this have a look at all your software lines
[00:30:33] figure it out because that's how you know how to sell it then you can get into the emotional
[00:30:36] part like we talked about so much happening today this has been a loopy loop listen i'm sorry
[00:30:43] to everyone no i think this has been an i mean it wasn't exactly what we kind of had
[00:30:48] thought we were going to talk about because i think we've extended the conversation
[00:30:53] and talked more about the productization part of it but i think that's good like i think we took it
[00:30:59] in the right direction and so i think when people are looking at this especially if you are
[00:31:08] you know the smaller msp keep it simple have a simple sales program like justin does have
[00:31:17] simple product offerings like we talked about modularize them so you can offer a certain degree
[00:31:24] of personalization customization for each client but don't go overboard right with a full blown
[00:31:30] calculator but absolutely absolutely dial in what your cost is for those product offerings to make
[00:31:40] sure that you're operating in the profit range that you need to be in to have the business
[00:31:46] that you want make that money make that money honey that's it for us uh we'll do better next time
[00:31:55] we always say that i have it in a while because we're doing pretty good for a while
[00:32:01] but it's okay uh that's eric i'm justin follow us at youtube.com at all things msp follow the
[00:32:07] facebook group facebook.com group session all things msp follow sign all your favorite
[00:32:11] podcasting tools we're now on iHeart radio because iHeart podcasts i think that's about it right
[00:32:19] all right stop yeah cool bye thanks for listening and don't forget to subscribe
[00:32:27] to us on your favorite podcast platform you can also follow us on facebook but better yet go
[00:32:33] ahead and join the facebook group you can also follow us on instagram if that's your thing
[00:32:39] and make sure you subscribe to our youtube channel at all things msp to catch us in all of
[00:32:45] our video glory and last but certainly not least if linkedin is your thing you can follow us there
[00:32:51] as well and a special thank you to our premiere sponsors super ops movebot goes into easy dmark
[00:32:59] and comtech and we also want to thank our vendor sponsors the all things msp podcast is a biz pow
[00:33:14] llc production