Danielle Kostadinovich of CyberFox

[00:00:01] Hello, ladies and gentlemen today is June 25th. It's summertime with the Will Smith song in the background It is this is another edition of the MSP Initiative MSP talk Let's get through some housekeeping and I'll get on to the good stuff mspinitiative.com

[00:00:23] Here you will find this session which we're recording live right now Hopefully you're listening to it and we will post it onto YouTube and podcatchers and iOS and Android and Sessions under MSP initiative comm so you follow us there if you didn't catch us in Nashville

[00:00:40] We are doing another MSP community minds in September from 25th and 26th So come out and check out this totally educational event with MSP panels and expert workshops where there's not a credit card swipe at the end

[00:00:55] You have a bunch of videos we're posting between now and September to kind of give you an idea what the vibe is So check it out and I made this You know, I made this Jen in the background made this really cool party graphics

[00:01:06] So here are all the parties that we're running between now and then of the year since you know We love doing these whenever we get free time. So we're going down to IT nation Australia and Sydney in August and then Pax A Berlin in October

[00:01:20] Datto Khan in Miami in October and then back to IT nation in Orlando in November and then back to Australia The Datto Khan in November too. So we love block parties and we love the party with you So check it out

[00:01:34] You can find all of that information under community block parties on MSP initiative comm Second to last are offers and deals by people from around the sandbox if you want to take advantage great If not all good and the industry calendar is there as well

[00:01:46] So if you want to find a place to go, there's plenty to choose from and there it all is MSP initiative comm If you don't want to spell initiative Google it and it'll fix it for you and then just put comm and MSP in front. You're good

[00:02:01] Alright today is I think our very first time we've had this guest on the show So what's it? Well, we'll give a razzle a little bit because the first time I met this person for I formally introduce her She was on a boat

[00:02:16] She's a Green Bay Packers fan So we'll talk a little football for all you for you football people out there How are you doing Danielle from cyber fox? Fabulous. Thanks for having me super excited to be here. Yes. That was the first time I remember that

[00:02:29] I believe we made a wager about mr. Juan Aaron Yeah, I think we did okay how'd that work out? um I mean you got you one alright is that what you want me to tell everybody okay you want alright, but I mean

[00:02:46] We kind of did win the end because I mean ultimately I mean look at J. Love like he's We have something coming we have something happening here. I got you. I got you. I mean I guess you know four plays into the season

[00:03:00] He got paid anyway, right like he got paid for the whole season Aaron Rodgers last year and like the highlights were like he ran out with the american flag and brought pretty much stopped

[00:03:10] I seriously I think everybody was just like in shock because I mean I felt so bad for all the I mean I felt bad for Aaron Rodgers, of course But and also all the jet fans because you know that was

[00:03:19] This was the big day. This was he's coming out. He's saving this. He's he's making something happen. So Um, definitely I felt for them when I showed all the screen and stuff

[00:03:30] It killed me it was like hey you came out to your wwe like you know like entrance music And then you never got into the ring like you just you know went back It was awful. I'm interested to see what happens this year though. So let's see

[00:03:43] Yeah, I am for all you jet fans out there We out we know good luck this season like to all the other as well, but uh, I think Aaron Rodgers already has not gone to like mini camps and

[00:03:56] You know all the like summertime stuff. So like I'm like, oh, but you also like that's Rodgers, you never know like he just sometimes that's just what he does, you know, like that's just He did he did work through. I think he had an achilles

[00:04:09] And I've never had one. I hope I never do But uh, he did he did rehab through that really fast. So He's gonna throw a lot, but yeah, he's I mean, he's been he's been at mvp. So we'll see I'm sure I wish him nothing but the best

[00:04:24] Okay, but I wish us more Of course, of course Well, I'll give you one more piece of nfl things and then we'll get into the good stuff But uh for all of you football fans

[00:04:34] You may not realize but if you look up the nfl schedule, which is now available came out in may last month The season starts on a friday night A friday night in september. You're like, what do you mean? What do you mean? There's there's no football on friday

[00:04:50] It'll be eagles packers in brazil To open up the season How about them apples? I'm here for it. I'm ready Danielle's like, I got that circled. I might I yeah, I might be might be in brazil time on that day

[00:05:08] And another another another wager here another bet. I mean You know what let me uh, let me come up with something good All right. Yeah I'll give you a chance to win your money back TVD Yeah, yeah, i'm down for sure for sure

[00:05:26] Uh, so yeah circled that I believe it's uh the first friday in september So it's after the holiday and I think that's pretty cool

[00:05:33] Although I was just talking to somebody before the show and I was like, how cool would it be to be in germany with das boot? In the stadium as they're filling up your like 800 ounce. You know beer boot

[00:05:46] Uh, I don't know. I thought that would be fun, but we'll have to just put that on the bucket list. Um Anyway, so danielle Since it's the first time you've been on the show here We always ask people about their journey into like it land

[00:06:01] And you have a very interesting story that really you're You know this you know like you're where you're at now is how you got into it land, but like what happened before then so Share with us Yeah, so before before it lands. Um, I was in education land

[00:06:18] So I taught kindergarten third and fourth grade and then moved into administration for two years um Absolutely loved had a big passion for teaching and still do have a big passion for for education. Um So absolutely loved it

[00:06:36] But I really felt like as i'm in administration. I felt like I was it was kind of my time to leave um, I will say I I thought I was really into it during that uh during

[00:06:47] The covid time when I were doing distance learning suddenly I thought I was you know, definitely in the it land there You know the different things that they kind of taught us as far as like, um with doing a lot of virtual learning, but

[00:06:59] A little did I know there's a lot more in that? Uh, so I got into events. I left there. I got into events. Um, I were turned on profit I also did some for it with a private um lending company

[00:07:09] So just doing some different stuff, but then um Backbox give us our box and they reached out to me and I spoke with them and and came into um that Tampa Bay headquarters and uh just Between talking with mark adam david

[00:07:27] Just really felt at home there. Um, just feeling that and I know it's like such a cliche thing to say But I truly believe that I truly mean that i'm having those conversations being able to I mean if you you don't mean

[00:07:39] You know my personality know, uh, david mark adam like, you know, we can you know Talk shit here and there play around have fun talk football You know, whatever and it just instantly was just there and then on top of that just hearing their passion

[00:07:54] So they knew I had a passion for education and you had a passion for doing events talking with people making relationships Um And I could just feel that from them about this msp community something about this community

[00:08:07] Um, and so I really felt that there just having you know, have those conversations with them And then also getting to see david's msp at the headquarters there itself

[00:08:16] You know, it's it just I could feel the passion there and I was like I kind of want to like no more I kind of want to be involved with this. Um, and so that's really how I Got into it land

[00:08:27] Now here I am what the sandbox it is um And so you made a move right you were originally from wisconsin I assume you're no no no i was born into the greatness, but I was not born there um, I

[00:08:42] Yeah, so my mom's not a family is from wisconsin. So I moved from west palm Um and over here to uh, Tampa bay area um, I actually was still in education when I moved but then um

[00:08:54] Hi, but yes, I've been in Tampa bay for the past two years Okay. All right. Well now we know so if anybody was curious This is the background information

[00:09:03] So when she's walking around with the wrong color green on it's not jet screen. It's not eagle's greens backers green Which you know word on the street is it's a rumor that you're not allowed to wear your green jerseys down in brazil

[00:09:14] But maybe they changed their mind. We'll see I know I've been seeing that yes um Okay, that's very interesting. So You know Teaching into technology is a pretty big shift Actually gen our guru behind the scenes here at msp initiative did something very similar. Right? She was teaching

[00:09:32] For a long while uh, I made that shift during covet too I guess like distance and remote learning are a bit different than In-person learn I would think so. I'm like

[00:09:43] You know not to get too far down the rabbit hole here, but for all the people that like ended up graduating you know From high school or college and like the last year or two of your your your path was remote

[00:09:55] Different experience for sure. I can only imagine what the attention span is of a kindergarten Fourth grader through a screen is definitely definitely It's a lot of like it was also a lot of developing It was there weren't really tools and stuff created for that yet

[00:10:10] Like I mean so and a lot of you know before this a lot of our students would you know, they would share computers You know, we might have some desktops, you know things like that So it was a big shift. It was suddenly, you know

[00:10:22] Every child was getting a laptop and they were taking it home, you know And they're coming to picking it up because you know, we're shifting to distance learning So there's a lot of teaching, you know how to even like log into a computer things like that

[00:10:36] And you know then the safety things behind it, you know, this is what we do is what we do click on What we do all those things and so There's a lot of there's a lot of transitioning for sure

[00:10:44] But also a lot on the you know the educators, right? So like we were used to making our copies and giving out their work, you know things like that But instead now you're saying i'm getting on google classroom and using different kinds of platforms

[00:10:58] That may be more of like secondary might have been used to using Or even you know, and higher level education. So it was It was very different for elementary and you know, I know it hit everybody

[00:11:10] But um, it was definitely hit, you know for elementary big time because again just Motor skills are being taught during that time, you know how to click on things and stuff. So um, so yeah

[00:11:21] It's definitely affected, you know the students but also like the teachers we had to you know Now we're doing worksheets on our computer. How do you click on these things?

[00:11:28] How do you drag and drop these things? So it was definitely a thing but it was I think it It it's it's helped a lot I think ultimately that that was the direction that we need to go anyways

[00:11:38] As you know technology develops and as you know more and more careers utilize technology I think it was actually doing a service to the children No, no for sure. I'm just thinking like you know When I was in high school Oh, what kind of thing were you george?

[00:11:54] What kind of student was I? Had an afro. Does that help you know put it in the picture? Uh, what's your true story? Um When I was in high school my Uh school was piloting what ultimately was happening at college at the time where every kid got it

[00:12:11] You know the smart boards and project there's every kid at like, you know The textbooks were like they're trying to do away with textbooks make everything on the computer Mm-hmm exams all that stuff

[00:12:21] So at the end of the day like they were trying to drag that down from college to high school and see if it even works Right, like so fast forward, you know another, you know, you know jump here, right?

[00:12:33] Like taking this down to the elementary school level was a pretty big shift and To your point. I think technology is great You know, especially with the tablets and the apps and the phone books

[00:12:42] Other cool things that have like kind of brought the price point down to make it affordable but Um, I think that was done like pretty much on a crash right like oh, yeah I'm not sure everything was 100 ready for you know that

[00:12:57] It wasn't like this like a full-on roll out ready there. Yes, correct But no here we are, you know now you have children. They're able to log in They're able to get all these laptops. They're able to submit their work I mean they honestly were teaching, you know

[00:13:11] They were working a lot with them with the educators teachers and showing them different things So it's really cool. But um, well, I would hope I would hope that like to talk about like

[00:13:20] People coming into the workforce and you know, everybody always talks about oh gen this gen that z y Millennials blah blah blah blah right like yeah You know social media for people like me and you really only came out probably you know like

[00:13:35] While we were in college, right? I mean that really blew up after we were through You know great school high school that kind of thing like Look how right like that's happening basically from like birth All the way through. Yeah, seriously

[00:13:51] The aptitude for somebody when it comes to technology skills should be way different for your workforce, right? Definitely death. I mean I was used to you know trying to get a hold of a friend or telling my friend

[00:14:04] Hey, I'll meet you halfway and we're gonna go play outside, right? So it was a little it was a little different for sure, but it's definitely It's changed a lot, but it's I see a lot of really positive things too for sure

[00:14:16] Yeah, but talk about you know, I know cyber security will get into in a second, but um Talk about your digital footprint, right? If it's starting while you're really young

[00:14:26] You know like like before right like you may have had email, right and then all of a sudden there's Right one of us the name instant messenger or something

[00:14:33] Nice face, right and then all the stuff it was all the other stuff came out like you know, but like if you like How many parents are creating social media accounts for their babies? Yeah, why?

[00:14:46] So talk about you know that following you through your entire path. I guess that's kind of by design We'll see. Yeah So let's talk cyberfox. So you know so for everybody it didn't catch you know catch what daniel was saying, right? We had Dave Bellini, right?

[00:15:02] You know we had david arne who was part of the connect glass story So if anybody knows that name and you should if you're not you know msp it land And then of course adam slutskin, right who? You know was part of that as well, right?

[00:15:14] You know who's kind of managing the charge there for connect wise for a long while under sales and their sales leader And then like mark sokel, right has kind of been you know came from that same tree, right?

[00:15:24] So those I was just putting last names to some of the yes. Yes Um, I gotta tell you right like There's something to be said for startups versus a more established corporate environment, right and like It's you know, I would say a lot of people kind of

[00:15:43] Thrive, you know in a startup where they like they're not as excited once things are a bit more, you know Past that stage, right? So you came into this story pretty much

[00:15:54] Like less than six months into the whole thing, right? I mean early early did it was earlier. Yeah, it was early So they had just rebranded So we have password boss which is our past management solution and you know

[00:16:07] We're not going to mention an auto elevate which are pretty much action management solution And so we required auto elevate We realized we needed to have one umbrella name

[00:16:17] And so that's whenever uh, we gave it cyber box and that was before I joined and then it was like Three months or four months afterwards. Um, it's whenever I came on and um And joined the cyber fox team. So that's kind of that

[00:16:33] I guess we should ask why they chose fox out of all the ones to choose from did they tell you There are a bunch of different ones and ultimately that was that was the winner That's awesome. I love the name. I love it

[00:16:45] Hey, don't don't don't you can't outsmart the fox. I think there's right couple cool couple cool things that you guys put out there on marketing And like the majority of people even today in cyber fox Pretty pretty young people Yeah, yeah

[00:17:03] You know like there's there's definitely some people that have been around the block that came along But I would say a large part of the team there is probably You know under 30 probably How does that work for like, you know

[00:17:18] We'll talk about how like for methodology because everybody has a different code for how they cycle people Work from home versus off that but how does that how do you know like are you in a

[00:17:31] Teaching capacity right with that group or like, how do you how do you see that whole thing kind of mature? So it's really really exciting honestly because you know Ultimately no matter where you're at in your career, you know We want people that are excited for you know

[00:17:46] Not that same kind of feeling coming into the as I was talking about with the headquarters and That are another great addition to like our culture. Um, that's something that's really big for us Um, I know you know a lot of companies will say that and such

[00:18:00] But I really feel like when people come into our headquarters Just to come in like visit or something they they feel it there's energy there reviving together around fun

[00:18:08] Like other times when we're like, you know, just like you know, this might be a little quieter here and there Yeah, but for the most part like We're we're like really just the energy is just really high. Um And it's awesome and then on top of that

[00:18:23] Um, so no matter where you're at in your career, it's more of like coming in Because you mentioned age or whatever coming right out of college or maybe you've been around the block as you said, you know You've been different uh companies

[00:18:35] It's more about how you kind of fit with that energy in that culture And so we really are able to kind of feel that out and hopefully they feel that same way You know people coming in for that position

[00:18:45] And so a lot of it is that is like what kind of fit are you, you know for the company and the culture? and then um Um past that we are so blessed to have some I mean like you said there have been people from other companies

[00:18:58] I have been around the block. They have so much experience that they're able to help You know really coach and mentor and stuff. So for me when I came in, I mean, I I

[00:19:09] Again, I said I didn't know what msp world was or it land. I didn't know any of this right? So honestly, I got a lot of coaching specifically from mark sople and adam slutskin

[00:19:19] And then even some other people in the channel, um like Cynthia and like um christine gasman You know, I would reach out to them because you know, I want to learn from people and I want to you know develop into um

[00:19:32] Even more established and develop in a in a better community leader Not only for you know, my my company at cyberg box, but also, you know throughout the whole community

[00:19:41] So I think a lot of it again. It's just a lot of the mentoring stuff. So for me, um You know, I I try to coach people as far as especially for events

[00:19:50] And you know that kind of side and what we do when our hostie guest events and our trade shows and Who we are as company?

[00:19:58] But then we have so many like I said, so many other awesome leaders that really do a lot of the coaching of the sales and operations and Marketing and so many other areas. So it's it's really a strong squad

[00:20:10] That's awesome. And then like so if everybody doesn't know um cyberg box works out of the original like one of the connect tape Sales offices that like where they started the company one way back when so it's cool, right?

[00:20:22] You know from uh, hey, we're starting back from the old stomping grounds, right? That's that perspective. So like how often Do people come into the office versus work from home? Like I don't know if that's changed in the last few years, but like what's the current setup?

[00:20:38] Yeah, so we're hybrid. So um, we come in the office three days a week and then two days are at home. Um I love that method. I love that setup because Especially for me like I'm on the road a lot. So I missed it

[00:20:53] Like to be honest with you. I know a lot of people like it's like, well, do you don't you want to rather be at home? No, I genuinely love again. I told you about the energy the energy is there like my people are there

[00:21:03] I love, you know, I love being around them. I truly do so Um, so yeah, we come in three times a week and then two days, you know at home, you know remote Uh, so it's it's really a great setup. It's great

[00:21:16] Yeah, something about the office environment. I mean as much as people are like, hey, I want to work from, you know the beach You just learn better when you're around people at least I do but yeah Like you get to get to have I don't know meetings actually

[00:21:29] I get a conference room. I don't know. You're there. You're in front of each other, right? You guys want to have lunch all together, you know, it's not like, okay I'm gonna order food and we'll do we'll eat across like the zoom, you know

[00:21:39] It's it you're there you get to hang out with each other or if you want to run downstairs A little cafe at the at the uh better headquarters. You can go down there and get some coffee real quick. Um, you're just

[00:21:49] You're around each other. I feel like you guys just didn't know each other so much more too and that's So that's awesome. That's great. How many people in the company now? Think around 70. Um, I believe that's around the number wrap. Yeah, that's awesome

[00:22:04] And also another good thing about it is, you know, how many times I mean you try like team somebody you're trying to get a Whole somebody and they've answered your email. Um, probably do this too much but uh, Anthony he wears Anthony Blaney He's had a rock

[00:22:18] Of our um operations over there and I'm just like, hey, I can go over there and he'll help me with the heels He's so much stuff. I'm like, I can just walk over to assess and you know get the answers

[00:22:26] I need or support I need and stuff so Another pro Walk to us I was like, did you does everybody who's who's watching this like remember when you could just walk down a hallway and talk to somebody

[00:22:39] I mean, yeah, I love that. I think that's why we love the event so much right because it's like, hey Like I don't have to like Send you a message right? I can just talk to you about yeah, exactly exactly 100% so we saw you a pack say beyond

[00:22:55] Yeah, um, you know generally speaking right you're you're kind of managing all the events and and like internal external Right, we'll talk a little bit about that. How many events a year you know the cyber fox did

[00:23:07] Um, so we've grown, you know, we're doing more and more so right now and again We're still um working on some of the the back Back into the year, but right now. I think we're at around 63 right now that we have for sure

[00:23:22] But you know it could possibly add more but yeah It's a lot of events and then a lot and then you run your own internal events, right? Exactly

[00:23:31] Secure it summits is that what you're at summit secure it summit. Yep. Those are our hosting guest event. Um, we are Doing another one of august and that'll be our sixth one. Um, we started this last year. Um, Absolutely

[00:23:45] Love these events so we have those you have the big trade shows you go to the big conferences lots and lots of people Um, but this is like a little different for more intimate event. We do it at our headquarters And uh, we invite 50 msp's

[00:23:59] To come and hang out with us for a day and a half us and some other sponsors Um, typically it's us and four other sponsors. So coming out with us come to the headquarters. It's very relaxed

[00:24:11] um, but it's meant to be a really a time that not only is uh, it's educational You can check out some of those solutions that are there obviously, but it's also like a time where you can have like a lot of networking

[00:24:24] Um, I really believe that and I kind of I always use this Uh example, but um when I was teacher I we always would have certain uh teacher work days, right? Where sometimes, you know, we were able to do stuff in our classroom

[00:24:38] But sometimes we would have like a district personnel that would come and you know speak to everybody and stuff like that And I worked at some like, you know pretty tough schools

[00:24:46] I was very passionate about children just really just really really really needed me. Yeah, and so um So I was in the trench. I was there. I was working all night. I was doing so much Okay, and and so I always struggled whenever

[00:25:01] People that maybe just had like you know behind their desk or you know, I'm sure they had different battles to face, right? But telling me yes this that

[00:25:09] Changes it was a lot. It was a lot. I know I have to I know I have so much to do I know but I have to prioritize. I know I need to do these things for my classroom

[00:25:17] I know I need to do this for my children, but I can't do everything I need to prioritize certain things So I really think about that like I try to like use as like to relate to like nmsc

[00:25:26] It's like I know I need these certain security things. I know I need these certain things But I'm trying to prioritize certain things So my goal is for these events or hopefully these events is that not only you know

[00:25:35] Can you worry about some different solutions and such but you can really like talk with each other Each other you guys are the ones that are in the trenches. You guys are the ones that are

[00:25:43] Each day dealing with these things. So it's an opportunity for you to hopefully be able to talk more with each other relate in and Make either you know, maybe get some more mentors with some other friends, you know, whatever

[00:25:57] So we've had a lot of a lot of a lot of really good feedback from this piece about that And that's really been our a big big piece of feedback that really spoken a lot to me. So

[00:26:08] So anybody wanted to learn more about now you're doing these in Tampa Most of the guests means you're bringing them in right? Yeah, it's a trip. Pay for everything. We have a flight hotel

[00:26:18] Food, you know, we give Uber gift cards. So as they're around everything take care of transportation You know, we try to think of all the details Yeah, so it's it's awesome. So where do they go find more information about that if they're interested?

[00:26:30] Yes, so if you're interested in requesting to attend because again, it isn't by only Because we do keep it very small. Um, you can shoot us a message Shoot me a message out of the message on linkedin. Um, you can also check us out on our linkedin

[00:26:43] Sorry box linkedin we post about it on there and they can click on the link that's on there It's an interest form and you can fill that out And if you're interested in attending Awesome. Well, and you have how many more left this year?

[00:26:58] One more in august and then one more in december And yes, so super excited and then next year we'll we'll continue to do more of them Florida and december sounds good Yeah, yeah, yeah. I was talking to jen before we came on here. I was like right now

[00:27:16] It's a little hot, but you know, it's gonna it's gonna slowly cool down But Tampa, you know, florida. I love Tampa. So there's the beach nearby And that's something else we offer is like if you're whenever you come to the event

[00:27:28] Let's pretend you want to extend your stay and you want to make it a weekend or something You know, I get it like you already had your flight out here. Am I as well?

[00:27:36] So, um, you know, we work with them and try to make it so that they can while they're here If they want to stay longer, you know and all that so Beach as a service is that is that right? Right sounds good

[00:27:50] That's funny. Well for some reason the eagles and the Tampa Bay Buccaneers seem to play each other every year for some You know, like the last three or four years. So I look back to football. I looked at the schedule. Here we go Eagles at Tampa again. So

[00:28:03] I Will say We'll say it's hey Do we there's brazil and there's Tampa like three weeks later, you know, like you got a Priorities buffed about can't do everything right? I get it. I get it. I didn't want to there's a Packers game

[00:28:24] I was trying to seem like when they're gonna be, you know, somewhat near florida Um, because we you know, we turned to the bay green a few years ago. It was beautiful Over here in Tampa. Um, but uh

[00:28:36] They're coming to uh, jacksonville. I'm definitely gonna check that game. That's easy for you to get to I think yeah, exactly And anytime you come to my name Do what probably just drive. Yeah, I think it's like I was like four hours, maybe

[00:28:49] Um, so not that too bad Not too bad after after you're on a bus driving through america for for days and days on end four hours Easy easy easy I'm gonna go into the shoe too. For sure. Exactly. Let's talk about cyber fox then right so

[00:29:06] I you know, we know that there's some stuff that's happening now You know, I talked to I talked to your buddy adam pretty regularly. I know there's some stuff coming I'm not going to break any news on this. You know unless you're going to but

[00:29:18] You know, there's some cool things. It sounds like that are like pretty close I don't know if they make you know, maybe this year even right that adds to the story of the fox But you know, what is it? What is the story today? Right cyber fox msp's

[00:29:34] What's the offer? What's the offer? Um, just trying to give time back to the text That's it. You know making things automated. Um So we have pastor boss, which is our pastor manager solution The safety sharing story and passwords And our big our big

[00:29:54] That we get, you know is auto elevate. So that is privileged access management So taking away those local admin rights or you're down standard Without disrupting the user experience. So we're set those uac events and then create you can create rules based on that

[00:30:11] and so it's one less thing for your tech sector remote in and One less, you know ticket that they hit that your end end users have to put in And so it it just makes it so much more automated if you know, it's a quick books update

[00:30:26] You know, it's the trusted application You can set that rule and it will automatically it make them feel like they have admin rights without actually having it Um, and you know our dashboard it shows you how much time, you know, your techs are saving

[00:30:39] Which is something that you know, whenever you're looking at that you're like, okay. Wow, like that's a lot and so, um to do other you know priorities, um, and then, um

[00:30:51] We also have some other features like our blocker feature. So what if you know, they get around a uac event? Um, you know, we can set some locker rules to help with that as well. Um, especially with those living off land tax

[00:31:04] Um, yeah, so that's our that's our big that's our big thing is what we're really trying to do is just give back those The the techs back the time especially about all of these All right, that's awesome. And the other stuff the other stuff that adam told you

[00:31:16] I'll leave that one down. That's it. That's it. That's not me. It's cool stuff like More things being added to the to the pile that you know of cool things that you already have and so like

[00:31:29] You know, I don't want to use the word stacks. I know it gets abused all the time right but like You know, we know we know we've talked about cyber security a lot, right?

[00:31:39] multiple layers is probably the best way to say it right rather than using you know geeky terms but At the end of the day, there's a lot of options out there and like The problem is that maybe

[00:31:52] When you have so many options and then you buy little you know something from here something from there something from there Managing all of those things back to time right? becomes you know problematic almost to the point where an entire

[00:32:04] You know roll has to get created in some of these msp's that they almost can't afford especially if you're small right which is like a centralized tools and apps good person right that right Juggle all of these things so um or something to be said for

[00:32:24] Finding way to streamline that as best as possible, right? Yeah, I know me. I mean you ran into each other just at the roost Or or i'm sorry flow conference. Yeah. Yeah just you know just last week and um the theme around

[00:32:40] You know workflows and automations not necessarily new it's been around for as long as I've been in this sandbox, but It has taken Like a little bit of a more steep, you know sharper curve meaning like What's available today and what you can do today?

[00:32:56] Isn't the same thing you could do 10 years ago It's a little bit more advanced and you can take it three four or five steps Further if you have the right tools if you have the right skill set in your company

[00:33:07] But there's something to be said for ease of use right like I could take some Complicated things and if you have the right people and the right tools you can try and simplify it but if it's already that way coming out of the box

[00:33:21] Now we're having a different conversation which is hey, you know back to the concept of auto elevate right if I don't To remote in every time somebody needs to install an update every time somebody needs to install new software I gotta bump into the customer

[00:33:35] I got to figure out when they're not you know gonna be you know in the middle of something You know you play back and forth via email a hundred times then finally you're remote in then you do the work

[00:33:44] Then you got to document it then you got it like by the time all that said and done Did you burn an hour? Did you burn more and we're talking Three minutes five minutes 60 seconds versus 10 x you know 12 x 100 x of that time

[00:34:00] So back to that concept the more you get to mine I think you know the better the story and I love how There's no question that all of us either. Hey, I'm gonna save you money

[00:34:11] Or I'm gonna save you time right usually the conversation starts on those two things Yeah, yep, so It'll be cool to see as the company adds more things to the story

[00:34:22] How that you know how that you know kind of comes together and like the upgraded messaging once that happens should be pretty cool

[00:34:29] Yeah, it's awesome because it's also like like you said we don't want to have you should have to have one dedicated person managing like that tool Right and so I think a lot of it is you know

[00:34:39] I think a lot of the messes are used to having to do that even with some of the other tools that are out there competitive tools, you know, you have to have a dedicated person just to even

[00:34:48] Roll it out or maybe you're hiring somebody from that software company to to help roll out support that Instead like let's let you guys be the winners here and you guys show that and

[00:35:01] And it's so it's even super easy just to deploy out. It's like it's just sitting there She's listening it's just tracking those events and so that way whenever Then you just can't even like tell it's on there and with that way whenever you're ready to completely go live

[00:35:15] You already have some rules kind of set out. It's super easy for them And they again, they feel like they have those admin rights without actually having them So and again, it kind of gives that power back to them a speed without having to have one dedicated person

[00:35:27] Like you said so making it more automated for sure And then of course like you said time I mean and money because ultimately you can see on the dashboard How much time how many hours, you know, you're you're it's saving your text, right?

[00:35:41] So I mean you kind of can't take that time and put it with money How much do you pay in them? So kind of put it there like how much money? I mean we had one of our

[00:35:49] One of our partners even kind of do the math at one point and share it and was like wow like that So it is kind of affiliate there as well as you know our cost You know, we we are also in the pack state marketplace as well

[00:36:02] But then also, you know our cost is you know, there's it's very competitive. So Definitely. Yeah, I mean at the end of the day like Everybody hopefully had can calculate their effective labor rate, right? Like by the time you take what a cost employee somebody

[00:36:17] And all the other things that come along with being in business, right? You know the overhead and the insurances and the You know, oh, you know, just keeping the lights on equipment all the other stuff, right? And then you can figure out what your effective labor rate is

[00:36:31] Figure out what your median time is for a task And basic math after that should tell you what your cost is to the company So like do math if you have those numbers in place, which Guys, if you don't know your numbers, please

[00:36:47] You know, I know please go figure them out and there's people out there can help you There's tools out there can help you but once you understand those those pieces

[00:36:54] The rest of this is is just easy, right? You can even you know, you don't even need an excel formula. I could just use a calculator Um, and I'm not even a big excel guy, but I can tell you

[00:37:04] Hey, I know what my effective labor rate rate is per per position I know what my customer if like the evolution of that is How much is the customer? You know costs into to you per month, right?

[00:37:18] What is the value of your customer agreement to you on a monthly quarterly annual basis? And if you know, you know, if you can get to that point which again, there's people and tools out there that can help you understand this Then you know, hey

[00:37:32] This is good or is this bad? Do I have a customer that's valuable to me and like is it profitable? Is it a win-win for each side of this or am I losing money on this account and does it make sense to continue?

[00:37:43] um, once you know that now you're really cooking and like then This is where you can get strategic coming back to the concept of cyber funds. You're like listen All right, I'm profitable. I know what each account cost me. I know what each task costs me

[00:37:58] I know what my people are costing me right? I've gone through this exercise Then when you're evaluating solutions out there, this is where the rubber meets the road You're like well, hey, hold on if I can cut back x number of hours per

[00:38:12] Person per week per month per quarter by implementing a new solution There's an actual real like fine It's specific figure to you that like the business is like now. All right I say I can save this in labor costs. I can now make my account more profitable

[00:38:30] You're gonna come back and say but george is salary is a salary unless they're working overtime You know, it's the same cost of the company. Hold on One of two things happens there either i'm gonna take that cost savings at time savings and add more customers

[00:38:45] Now i'm gonna occupy their time because it's available or I'm gonna introduce net new products and services that are going to generate the company more revenue Which means you're making more money. So like this all clicks into each other, right?

[00:38:57] So I you know for as many people and by the way Nobody has to come back and tell me and roll their eyes how many times george. I've heard it all I've heard single people class 18 million times in my career

[00:39:09] Yes, you have and the marketing people, you know probably sold the picture that wasn't 100% there many many times but but If you then come back to the numbers which everybody is in business to make money, you're not a nonprofit out here IT men services people Work backwards from

[00:39:28] How you make money and how profitable you are once you understand that the rest fills in so when Daniel comes and says I can show you okay if instead of 30 minutes it takes you to That's 28 minutes of labor time that can be allocated to something else That's real

[00:39:46] It's not real if you don't know your numbers though, right? So If you don't know where to go get help for that shoot us all messages We'll try and get you into the right direction, but please please please don't guess

[00:39:58] You know your numbers right just like you know, hey my credit card bill comes in the month I know what I owe. I got to figure out how to pay that bill same with your business once you know these numbers

[00:40:07] I think the rest really feeds itself in so like I love I love I love When I run into and Danielle, I'm sure you can you know give me your thoughts

[00:40:16] But I love when I go to an event and talk to an MSP in there. I was like, hey, so how old is your MSP? Um, you know a few years ago I was like, I love my MSP

[00:40:24] I talked to an MSP and they're like, hey, so how old is your MSP? You know a few years old. I'm like, okay. How many people do you have? I was like, I look three or four people

[00:40:31] I was like, oh, so you're still starting. They're like, no, we have 50 customers already. You're like, whoa You're three or four years in you only have a couple of people. How do you service 50 customers? They're like

[00:40:41] Everything is automated like to the and I'm like I want to see what that looks like because when I started back in The like 2000s. A lot of this stuff didn't even exist right So like I love this. No, definitely because again, like you said automated

[00:40:58] It's it's becoming less of that they have to do on You know all the time on their own and so it just yeah, they're able to Focus on other things 100 I like, you know, let's be profitable. Let's make money

[00:41:10] Let's not you know for all the people that are like have been doing this for 20 years and like I pay myself and then you know, there's not a lot else left to look at and it's like, okay

[00:41:19] Well, did you just create a job for yourself then like are you act is what's the upside for you? Right. Let's get past just the basics, but I digress. Let's move on Talk about the community aspect of this whole sandbox we live in

[00:41:32] 63 plus events has a lot of events you get out a lot. Hopefully you're not the only one going through these events No, and I'll do 60. I don't attend 63 events

[00:41:41] I was gonna say that you might you might get a little crazy. You might want the beach more than 163 events, but I digress Um, that's why you bring people to the beach beach as a service. There you go

[00:41:53] It is a cool sandbox that we live in and it's amazing You know, have you ever heard that less than 10% of all of the available ita man of services companies actually get to a single event every 12 months

[00:42:06] Yeah, I've heard that a lot don't aren't even able to attend I've heard a lot weren't able to attend definitely which is why like we hope to

[00:42:14] You know with the secure summit the more hosted ones or smaller ones and I think even ones kind of what you're doing is To hopefully bring some of the other, you know msp's that kind of rather not attend the super big ones

[00:42:29] More a more local event or something that makes it, you know easier for them to attend You know ideal for them. So yeah It's amazing, right? Let's just say 10% is a number and by the way, it's less You know if anybody wants to challenge me

[00:42:44] Be be my guest Uh, so that means let's let's just use 10% that means 90% Of the available ita man of services guys girls professionals whatever you're gonna call yourselves out there Never make it to The hotel the hotel lobby bar the hallway the breakout session whatever it is

[00:43:04] It just it's amazing right that you know like that many people And you know like just You don't even get a chance to do that right the in person thing that we all know and love so That being said

[00:43:19] Why are people surprised then daniel when they find out that the attendance You know, I call it turnover, right? So if a hundred people came to an event last year 50 of the hundred are new people the next year Why are you surprised?

[00:43:39] Right. I don't expect people to like you remember the industry calendar that I talked about like right at the beginning of this call 100 plus events Your business 300 times you're gonna pick one or two or whatever or zero for that matter

[00:43:53] So like why are people shocked that if I go to Pick pick the name doesn't matter to me this year next year Half the people are different I really don't know why they're surprised honestly because I mean like you said if what you're saying with a 10%

[00:44:10] I mean it's it's Ultimately, you know changing like you said they they can't not every company is able to go to every event Like you know, and it's also what's different about the event too. What are we gonna gain from it? so

[00:44:24] Going to you know 20 events or whatever it is as msp You know, honestly your business to run. So it's hard to probably hard to get away from that but then also Like you said like it's I can see them maybe maybe they're trying out different events

[00:44:40] You know something standing out to them From the education standpoint. I know even with our summit like you know when they they want to know like what's going to be our focus What are we talking about and then also like what can I you know share with my

[00:44:54] Team that I can plan to bring back with me. Um, you know, we get those questions all the time So really not sure why you know the big surprise though

[00:45:02] Hmm interesting has have you and the team over at cyber fox gone down like mdf style events with your customers yet? Um, no, I don't think so. What do you mean the mdf style of it?

[00:45:15] Like what kind of style like so let's say like an msp comes to you and is like hey, I want to throw You know, I want to do some. Yes. Okay. Sorry. Yeah. So we haven't done those personally We did we did attend one

[00:45:26] Where we kind of gone and we said we spent um, we've sent like a speaker to kind of help support Like that, but we haven't done fully um that style down Okay, well that that will just explode

[00:45:38] You know if you if you formalize that right the number of places you have to send people which make that even more interesting Definitely. Yeah for sure I have heard some good things about that though. I have

[00:45:48] Yeah, no, I mean for the companies that do you know have like, you know I've really gotten that into uh, uh like a well-oiled machine, right? For them as peas to take advantage of it because let's face it

[00:45:59] You're not willing to get out and go to an event for you How likely are you to then turn around and put on an event for your perspective or existing customer? Right. Yeah, I think you know like that, you know the willingness to do either

[00:46:13] In the same ballpark in my opinion, but I can see that. Yeah It it's definitely something we want to support like our partners We want to be able to you know and share and stuff

[00:46:22] But um, it's honestly sometimes just a lot of people too, you know, we're like you said We're at so many events, but we have done a few we have done like as far as I go to guest speaking

[00:46:31] Got it. All right. We'll do some rapid fire daniel questions now as we're in the final stretch here favorite airport Oh man, uh, honestly, it's Tampa. I'm sorry, but it's Tampa. It just it's so easy so fast

[00:46:47] And I mean a lot people are surprised, but I don't have um What's it called? Uh Not the clear whatever is I don't have I don't have any of that I don't people are always surprised. They're like wait, what the hell once you travel

[00:47:04] No, I just I've never done it. I need to do it, but it's super fast. I really kind of don't need it It's really fast with Tampa. I mean the other ones are a little slow, but Tampa for sure

[00:47:12] And we have our big flamingo too. It looks super cool inside. Yeah, that is true There's a very big flamingo in the airport. Uh, okay, so Tampa is your favorite airport favorite uh You know destination city for a channel event That I've gone to um I mean

[00:47:34] Nerdio con was awesome Pune to conna. I say it pretty awesome It was good to be like, you know just all inclusive there with everybody Uh, you know just it's easy to eat with everybody and see everybody. So definitely

[00:47:49] I heard they're moving that one. It's gonna be a new place I know I did hear that I tried to get out of Morgan, but she gave us this nope Okay. All right, uh, have you ever lost your luggage? Um

[00:48:06] There was one time it didn't get lost necessarily, but it was it they were trying Yes, I guess timely it was lost they were trying to find it because my my flight got canceled

[00:48:16] So it was here and there and everything but I have a tracker on it. So I was like, I know where that So Give me my luggage. But uh, yeah, it wasn't it wasn't too bad though. I had to be like two hours

[00:48:26] Yeah, wait for the air tag discount and like buy them all put them in air time. Oh, yeah for sure for sure All right. Have you ever run to catch a plane and we're the last person off? Um, no not yet knock on one Okay, not yet

[00:48:44] Uh biggest bar tab you can remember since you started at a cyber fox Let's see It's hard because usually we're you know getting with other vendors and splitting it up and stuff because again We're partnering with a lot of people and everything so

[00:49:01] I don't I'm not really sure Honestly, I'm really not sure That's okay Uh, uh, you know after some of these block parties. I love to show them the cvs style And then i'm like, all right, here you go and they're like I'm like, yep, that's a thing. Okay

[00:49:20] Uh Do you check your bag or can you fit everything in a roller boarder? No, I want 100 check a bag. I don't I have to I have to just listen for everybody out there. It's that just in case stuff

[00:49:35] You just never know like I mean there's been times when I even had I've I've I've been made a flight or something It's like, you know, I or the it gets delayed or canceled or something. So yeah, just in case just in case

[00:49:48] So, uh, no, I always check a bag and we also like we bring our stuff with us for the event So i'll check, you know a cyber fox bag too. So

[00:49:57] Okay, my stuff's gonna be I want to do with me. So I want I want to put you through Um, roller boarder olympics danielle. I think you could I think you could just crush it if we just try just a little bit Do it

[00:50:10] Okay. All right. We'll we'll invite you um favorite restaurant Favorite restaurant we just went when we were at pack date Um, we did a team dinner at the first night we got there. It was like garden grace

[00:50:25] It was really good over there in Denver. So that one was really good. Um, that's one of my favorites Okay, um Uber or lift Easy Go to rental car company Uh, I don't I don't have rented a car honestly Never rented a car Think I asked me honestly

[00:50:56] Okay, all right I had like there was one car issue before and they gave me a late assigned you a car order, but no Okay, knock on what I don't want to have to All right for those reasons

[00:51:10] Fair enough. We know you have a passport because you went to nerdy o'connor put the con on yes favorite international destination Um I've been to kenya that was really cool

[00:51:23] Um, yeah, that was really cool. So probably there when I safari and stuff. So it was it was really cool Yeah, you cool. I have to talk more about that story later um How often do you get stopped in airport security? Rarely if any

[00:51:45] Yeah, it's very really easy Yeah, do yourself a favor don't travel anywhere near me. You'll be fine. Uh That's like there's some stories there So so many stories

[00:51:57] Okay, and so we're in june that means you have six more months left in the air favorite upcoming trip that you're looking forward to um There's a lot i'm trying to think

[00:52:13] So one of the uh, one of the events i'm looking forward to is i've never been over to australia So i'm looking forward to meeting that community over there. Um, we'll be there. I'm not going to both but um, we'll be there for I Wilson

[00:52:26] and then you pack over there as well as, I could say a data con later in November. So I look forward to going there and really getting to that community up there. Awesome. Kangaroos and beaches. Yes, yes. That's awesome. Yeah, that'd be cool probably,

[00:52:44] but this'll be, I don't know, look forward to it. No, no, the seasons are kind of inversed, right? So like, what's up for the wintertime? Yeah, I think it's supposed to be cold though. Okay. We'll have to check the temperature.

[00:52:55] Are you going in August or are you going in November? I have not decided yet. I believe right now my plan is to go in August. So, and I think it's a little cooler. Yeah, I'll get right here. And you decide that here soon, but yeah.

[00:53:06] Yeah, I was gonna say November will probably be nice. Yeah, yeah. So we know you're a Packers fan. Any other sports teams you follow? Honestly, I tried to follow Lightning. I tried to follow like South Lake Pay

[00:53:24] and with the Tampa Bay one I could get into, you know, but I just, I've never really gotten too like super into it. I'm trying though. So I'm trying, like all the, everybody's watching the basketball stuff that was going on at Pack State. I have no idea.

[00:53:40] So, you know, I wanna find something else but I really am into the NFL. So like we even do our own fancy football league with Cyber Fox too. So I'm all about that. So it's so much fun. So I don't know, I need to find another one

[00:53:58] but just that passion is just different there. All right, last concert you went to? Concert? It might have been Morgan Wallin. Okay. I don't do a lot of concerts. So I think it might've been Morgan Wallin. Oh, that's popular one for sure. Yes, yes, yes.

[00:54:21] Coming to Tampa here soon too, but yeah, definitely. Very nice. All right, where are we gonna see you next? Next, this is June. I have to think about it by months here. I'll be exchange security next month in July. Yes, July, right? Yeah, July.

[00:54:42] I think I'm gonna have a couple other ones in July too but yeah, so that's, I think that's my next one though. And then WarCon, we're a sponsor at WarCon by Lion Guard. So we'll be there as well. Looking forward to that.

[00:54:54] That's where you'll see me and Pam. I'm fresh, I've brought Pam yet. I, you know, like Pam just gonna have the fox. Okay, is that, I didn't know the fox had a name. Is everybody, yeah, it's Pam. Listen, who was it? One of my MSP friends goes,

[00:55:16] I was at one point at Pac State. It said, he said, I haven't seen you carry Pam the past two times I've seen you. Like what's going on here? You always have Pam with you. And I'm like, I know, but sometimes I only carry something.

[00:55:29] So, but yeah, yeah. Checking Pam in the bag that you're checking instead of having it with you. That's what it is. Yeah, listen, I need a break sometimes, all right? Yeah, it's a really good name. I can't take credit for that name

[00:55:43] but I posted it on LinkedIn and asked for some names. I had no idea that was a thing. Now I know you- That's it, Pam. Trivia question. Yes. Well, I assume if somebody wanted to learn more information they can go to cyperfox.com. That's it, cyperfox.com.

[00:55:59] Okay. Definitely. And then for everyone else that wants to look up Danielle on all the social media platforms, Danielle and Cyper Fox probably faster than I would absolutely, you know, you don't have to say it but like spelling your last name, I would screw that up.

[00:56:17] I'm gonna be honest. Kosty Dinovich. Yep. Long. I know. Imagine like spelling my email address or the phone and everything. Yeah, it's long, but- So did they give you an easier email address? No. Wow. It's all good though.

[00:56:34] I'd be like, you know, like just make a D at cyperfox. Yeah, right? Just D. I need D right here. I'm gonna make my G at MSPinitiative.com. There you go. Guys, this session was absolutely recorded. You know, if you run into Danielle out and about

[00:56:51] which, you know, with all those events coming up, you're go, you know, if you want to, you will. Always good time. Check out cyperfox.com. You know, these guys are constantly on the road which is why we run into them all the time

[00:57:04] and good friends in the sandbox. So this session was recorded. You'll find it's at MSPinitiative.com under sessions and keep coming back as we do these a couple of times a week as long as you're not out and about on airplanes because I probably would get in trouble

[00:57:17] if I tried to do one of these on an airplane and we already know that like I need to avoid that. So anyway, thank you for joining us, Danielle for everyone else catch on the flip side and have a great upcoming July through December. It's a long time.

[00:57:35] Thanks for having me. I'll see you guys hopefully on the next channel. Thanks guys.