Juan Fernandez of SuperOps

[00:00:01] Hello ladies and gentlemen, welcome to another edition of the MSP Initiative MSP talk

[00:00:09] We are we are just about into summertime. I'm excited for it. It's uh, it's it's like

[00:00:17] Fully on on fire. I see people already out and about on planes, especially in Europe this time of the year

[00:00:23] Whatever it's worth. So we'll get some housekeeping out of the way and then we'll get into the good stuff

[00:00:27] MSP initiative

[00:00:29] Dot-com this is pretty much where we park everything that we do for example

[00:00:34] This session that we're recording right now will be available in audio

[00:00:38] Format and video format under sessions on MSP initiative.com or on our youtube page or in our podcatchers

[00:00:45] Like share subscribe forward do all the good stuff. That's what it's there for

[00:00:50] MSP community minds. Thank you. Thank you. Thank you to everybody that came out to our denver msp community minds events back in

[00:00:57] Last month, we are now moving forward with the second msp community minds in denver september 25th and 26. So

[00:01:04] You know check out all the information on their msp community minds tab on msp initiative.com

[00:01:09] And we're going to talk to you about the msp's the speakers the workshops. This is a totally educational event

[00:01:16] We aren't asking you to pay one dime to be there other than like the cost of you to actually travel to get there

[00:01:22] But we've really enjoyed this it is

[00:01:25] Absolutely a different format than a lot of the things that you see out there

[00:01:29] We are one of many people one on this call today

[00:01:32] Who are trying to like change the tide here on how events work in the space?

[00:01:36] We'll actually talk about that on our call today, but check it out. Um

[00:01:41] Of course the the block parties, right? This is what we're known for

[00:01:44] The after parties block parties all that good stuff. We don't just have one we have two

[00:01:50] Two coming up on the same week next month one with our friends at pax apion in denver

[00:01:57] Uh, this would be the night of june 10th

[00:02:01] We're super excited for this one

[00:02:03] Definitely definitely definitely if you haven't looked at pax apion and if you're not already set up to go there

[00:02:09] Check it out. It's gonna be a pretty cool event and I would argue is is gonna be a you know, or you know

[00:02:14] You know neck and neck for like one of the biggest events in the space

[00:02:18] Um, so definitely check it out and then on the opposite side of the ocean

[00:02:22] Going this way. Uh, we're gonna be going back to uh, caseta dado con dublin, uh, which will be the night of I believe the

[00:02:30] 12th

[00:02:32] 11th 12. Let's just click on it. You can click on these uh, these buttons and then it'll take you to registration pages

[00:02:38] Right. So here we go the 12th. There you go. Perfect

[00:02:42] Notice that there's two tabs on here one for you're an msp one for anything other than an msp

[00:02:48] So make sure you register ahead of time so you don't get stuck typing on your phone at the door

[00:02:52] Um, by the way, these are absolutely 100 free and if for some reason you just happen to

[00:02:58] Be in the area and you can't make the actual conferences

[00:03:02] As an msp you can still join us right costs. Absolutely nothing other than to get there. You gotta you know

[00:03:08] Transport yourself to us and then obviously once you're in there we'll take care of you

[00:03:11] So check them out under community block parties and mspinitiative.com community offers just some special deals and offers from

[00:03:17] Companies in the sandbox if you like them use them great

[00:03:20] And then we we constantly are updating this industry calendar on the page as well

[00:03:23] Which has like I don't know over 300 events now. So if you really want to find something to do and not work for some reason

[00:03:30] We got you

[00:03:31] So there's mspinitiative.com. There's all the housekeeping

[00:03:35] I bring to you a guy that takes phone calls and text messages from me on a regular

[00:03:40] um at all hours this and whole time zones, I feel like

[00:03:45] Uh, uh, juan fernandez with super ops. How you doing today? Juan? I'm amazing george. Thanks for having me, man

[00:03:53] No, I I appreciate you. You know your uh, I say we have an informal peer group going

[00:03:58] But you definitely like to hear the ramblings of this ball guy right here

[00:04:02] um one for people who

[00:04:05] Just don't

[00:04:07] Know you or maybe just don't know your story

[00:04:10] I always like to start these with that part because I think it kind of provides background for all the other stuff

[00:04:15] We'll talk about today

[00:04:17] By all means. Yeah, you know, I think uh for those that don't and have never heard it, you know

[00:04:22] I grew up in the it industry. I guess you'd say, you know from

[00:04:27] uh

[00:04:28] A very interesting past, you know starting off in a place that wasn't technology

[00:04:32] Technologically inclined to you know being one of the first

[00:04:36] first generation

[00:04:37] technologists in my entire family

[00:04:40] and

[00:04:40] by doing that i've

[00:04:42] spent most of my life in a number of places getting certifications and rising myself up to engineers and management and

[00:04:50] operating large businesses and scaling large corporations and doing a number of things but

[00:04:55] For the industry here the managed services industry most people know me from either my story or have heard me from the past where I

[00:05:02] Built and went zero to three million with an msp back in the early break fixed days

[00:05:06] Which it wasn't even called msp

[00:05:08] Figured out how to burn that to the ground and

[00:05:11] actively effectively, you know

[00:05:13] Executed accidental entrepreneurism

[00:05:16] And then on the second round I went back into the msp industry and went zero to 20 million in about six years building

[00:05:23] a machine and scalable processes that

[00:05:26] Really helped me understand how to build an effective business. So

[00:05:30] I've been sharing that for a number of years now and also been you know

[00:05:35] You know exited back in 21 and had a good opportunity there

[00:05:39] Had a wonderful opportunity to write the msp owner's handbook along with my co-author marnie stockman and then also the sassy edition part two

[00:05:47] Which is you know, the number two of six

[00:05:50] books that we're actually working on and

[00:05:52] All those proceeds from those books go back to the beginning where I started the hard part of getting certifications

[00:05:58] So for those people that need certifications they can go

[00:06:01] All the proceeds from the books go back into a fund that funds those people that are looking to get into the it space so

[00:06:08] Yeah, it's just been an interesting story. I now i'm the channel chief

[00:06:11] I've invested in a number of sas companies on my way out. I've built a number of businesses and

[00:06:16] Now i'm

[00:06:17] The channel chief for superops bringing the future of managed services to the forefront that i'm excited to talk about so

[00:06:24] It's been a wonderful journey along those paths

[00:06:27] I've met some people out on these lonely roads of leadership and george you've been out there and

[00:06:32] it's been awesome to find a friend that is forging new paths and

[00:06:37] Be able to just

[00:06:39] Hang out and today's no exception. So I look forward to the conversation. That's awesome. So

[00:06:44] I want to

[00:06:46] Start off with an interesting one. Don't don't don't beat me up for this one

[00:06:52] Why is the community approach to the sandbox?

[00:06:57] The way that you like to lean into things versus

[00:07:00] the normal way things have been running for a long time, right like

[00:07:04] I I know you know what i'm about to say but i'm gonna say it anyway for everyone else

[00:07:08] I mean we've all been to hundreds

[00:07:11] I feel like close to a thousand events at least I have since 2020 until now

[00:07:16] And man, you know whoever built that blueprint back in the 80s and the 90s

[00:07:20] these people have been running on this thing for for a long time

[00:07:24] and

[00:07:26] for some reason

[00:07:29] Despite a lot of commentary really hasn't changed right like what's what's old is new again and vice versa

[00:07:36] So tell the tell the world

[00:07:38] Why community is the way that you like to approach things rather than the other way?

[00:07:44] It just harken back to who I you know

[00:07:46] Again, I said this on richard tubbs podcast not long ago

[00:07:49] And I said, you know one of my keys to success in leadership was

[00:07:53] Not looking up to the way

[00:07:56] People do things but learning all the things

[00:07:59] That I think are done wrong and building my path to success on all of the things that I didn't want to see

[00:08:07] And when I was going through my journey

[00:08:10] so to that point, you know for me community was one of the things that I

[00:08:16] Really really really wanted and I couldn't really truly find as I was building mine. I mentioned that the

[00:08:23] Opening session of the msp community minds that I felt alone right and I felt like there wasn't a lot of people that were willing

[00:08:29] To share with me a lot of what I was doing

[00:08:32] When I was building my company, they were like dude. Why are you talking to me? And I think

[00:08:36] One of the things that we have to challenge ourselves is is to become the change, right?

[00:08:41] You know, we see that all the time probably people have it pinned on their wall

[00:08:44] But we often don't activate the reality of that and that's the hard part is that

[00:08:50] You can't expect community to come to you

[00:08:52] You have to go to it, you know

[00:08:53] And we have to go into the dark parts of the world to find the people that need the help and actually go and

[00:08:59] Help them forward, right?

[00:09:02] I'm an engineer like that in the core of me and one of the reasons people ask me all the time

[00:09:06] Why didn't you leave one you had every opportunity and I say because there's still a problem

[00:09:11] And I can see the answer to that problem. And if I left right now not knowing that I didn't fix it

[00:09:17] It would just eat me for the rest of my life knowing that I could have made a difference and it's not that I could fix

[00:09:22] It is that I could have made a difference

[00:09:24] And that's where I think a lot of us

[00:09:27] When we think about communities, we feel like we can't we aren't we shouldn't we've been told we

[00:09:34] Are not and that's where I think a lot of that comes from so when i'm thinking about i'm like, you know what?

[00:09:40] Screw this we are community. I am doing this. I'm going to share everything that i'm doing with everybody that I know

[00:09:46] And i'm going to create that opportunity that I wish was there and that's where for me even now at super ops

[00:09:52] The first thing was like how do we help people?

[00:09:55] How do we build events that truly help people move their businesses forward?

[00:09:59] Why I participate with

[00:10:01] MSP community minds

[00:10:03] Again, it's meeting the people where they're at right in the point where they need to help

[00:10:07] And that's what I think it means to

[00:10:09] You know when I think about community, it's like I remember what I needed and a lot of people didn't go down that path

[00:10:15] So george you asked why is this still being run as a playbook?

[00:10:18] Because a lot of them that are at those points making decisions on where they put their money never came from building it

[00:10:26] They came from a seat. They came in they were hired for do a job. They sat here

[00:10:30] They looked at a few numbers. They said

[00:10:32] Let's see what we can do here

[00:10:34] This is totally different than coming from building a business and understand the trials and the tribulations and getting to that point

[00:10:40] And realizing all the steps that you needed to be successful

[00:10:43] They're very different

[00:10:45] So you ask why it's continuously done?

[00:10:48] I mean, there's a number of reasons why but a lot of it is because

[00:10:52] we

[00:10:54] Haven't changed it and that's where

[00:10:56] The beauty is here is that we get that opportunity to as a community come together to make that difference to make that change

[00:11:03] To make it right for those that are behind us those that are coming those that are starting

[00:11:08] so

[00:11:09] why

[00:11:11] We're we're drinking the same kool-aid. It's red. It's tasty. I like it. Um

[00:11:18] Up until recently one like very recently

[00:11:21] the name super ops came with things like flash mobs and

[00:11:25] website landing pages and

[00:11:27] You know some some some some fun, you know things that were happening out there

[00:11:33] uh, you know, like that's you know

[00:11:36] Like a lot of times when I say that name, that's what people come to come to mind

[00:11:40] So tell us

[00:11:42] With all the opportunities that you had

[00:11:45] Why did you choose super ops as your landing spot at the moment and like where are you taking it?

[00:11:51] Yeah

[00:11:52] You know, I get asked that often and I will say that was a very small moment in time

[00:11:57] And again, I think you know as I I knew as I was evaluating super ops and the things that

[00:12:04] The industry was looking for

[00:12:07] I realized that everyone makes mistakes and I can't say there was a mistake but it was conceived in a certain way and

[00:12:12] cultural differences and things like that like listening to

[00:12:17] things and then activating them is always

[00:12:20] open to subjectivity and I will say

[00:12:23] as I

[00:12:24] Replay the tape on those moments

[00:12:28] I look at them and say, all right. Well, I can't say I haven't screwed up in my life

[00:12:31] I you go ask my wife and she'll just open her eyes and be like really

[00:12:36] I think we've all made mistakes even even if it wasn't an intended mistake and some people may see it that way

[00:12:44] Why did I choose super ops?

[00:12:47] One of the things that I liked about it and one of the things that I

[00:12:50] Still love about it is that it was willing to make a difference and to stand against the status quo first and foremost

[00:12:58] Secondly, the tech was very different

[00:13:01] It was built on a modern stack and it was built in a way that came from founders that understand what

[00:13:08] Modern technology stacks should be is unified

[00:13:12] And i'm not saying that to slide anybody

[00:13:15] I think for the era of time of what every tool is built and it operates in the time that it was built

[00:13:20] For we are not still riding on horses, right?

[00:13:24] We are now driving autonomous cars in the era that we live in right?

[00:13:28] So it's just an evolution of things and when i'm always looking for the future

[00:13:33] And again, i've been like this for most of my life. Everyone knows that i'm always looking to go where the next thing is

[00:13:40] I was looking at the next thing either I was going to build it

[00:13:43] Or I was going to help somebody build it or I was going to do something along those lines

[00:13:48] And I stumbled across super ops

[00:13:51] And as I started looking at what they were doing and how they were architecting around the ai initiatives and

[00:13:56] the true leadership behind it and their actual intent and

[00:14:00] The way they have an amazing team built and how everybody's just rallying together. It was insightful

[00:14:06] and so

[00:14:08] I dug in the further I dug in the more I got like, okay

[00:14:12] I see where you're going with this if you did this would that this is going to happen like and I could start

[00:14:16] Architecting the future of what managed services might become

[00:14:20] And at that point I made a decision I said I can now fix the problem

[00:14:25] Instead of putting on a construction glove. I can put on a surgical glove that fits perfectly

[00:14:32] and the problem is

[00:14:34] Is that i'm not just issuing pain pills anymore to people that tell them how to cope with the pain

[00:14:38] I can go back to the very beginning

[00:14:41] And I can fix the pain before it ever starts so that and as service providers in the future never have to deal with

[00:14:48] The pain of not knowing how to scale their business not having all the data that they need to drive their business outcomes

[00:14:54] Not having the productivity opportunities because there's disassociation within the way

[00:15:00] the tools work

[00:15:02] Like all of those things I call it a death of a thousand cuts

[00:15:05] It's just so much of that fracture causes such a loss of productivity and money which we use time

[00:15:13] Right

[00:15:14] So i'm excited about it. This is why I did it because I could see that I could solve the problem and again

[00:15:20] RCA man

[00:15:21] Root cause analysis i'm looking back to the how do I fix this thing so it never happens again?

[00:15:25] This is our job. This is what we do

[00:15:28] as providers as business owners as leaders as we try to solve the problem and so

[00:15:32] I'm here to try to solve the problem

[00:15:34] and

[00:15:35] That's why we listen a lot

[00:15:37] That's why we're in the community to understand more about what are the problems and even though the problems that may have been for yesterday

[00:15:44] Those are different

[00:15:46] The problems for today are very different and listening and that community is feeding the development of this product, which is

[00:15:53] What's causing it to grow so fast?

[00:15:56] And so it's a modern ecosystem

[00:15:59] So

[00:16:00] You know the j mcmain's of the world. He actually just posted about this. I think yesterday

[00:16:04] You know was like hey listen

[00:16:06] PSA rmm, let's just pause right there because there's a lot of other products that surround that right but like those two

[00:16:13] foundational pieces

[00:16:15] For the companies that have come before us in this space, you know that are the big guys

[00:16:20] Sure, like single digit growth at this point, right? Like if anything, I think what he alluded to was

[00:16:26] well

[00:16:28] If you needed it you have it

[00:16:31] Yeah, and i'm like, hmm, okay, I mean remember

[00:16:35] For everyone that's listening right msp sandbox is a sub industry of the greater technology industry, right?

[00:16:40] There's a lot of internal it departments that have

[00:16:43] Similar products that aren't called the same things right that are in the same boat, right?

[00:16:48] um

[00:16:50] So the you know, so what exactly you know if I was out there existing msp startup msp

[00:16:57] I guess it really doesn't matter but if i'm out there looking

[00:17:00] You know, what are the categories that you're solving for right? Is it just those two or is there a bigger picture?

[00:17:08] No

[00:17:09] So it's much bigger than that. And again when you start to think again paying attention to

[00:17:15] What the modern customer needs are again, I talk about this all the time understanding

[00:17:20] The no's you're going to get before you get the no, right?

[00:17:23] Again, if you're building a product around it, it's paying attention to what the actual

[00:17:28] Customer base actually needs right? It's not to say that it's not all there, right?

[00:17:33] I could pull out a junk drawer inside of my kitchen and say everything you need is right there. It's just a mess

[00:17:40] Like you know what? I mean like i'd much rather have a structured drawer with my knives and my forks and

[00:17:45] My scissors and everything else lined up very neatly so that I can effectively reach in there and get what I need

[00:17:51] Instead of getting poked by attack

[00:17:54] Right, like this is my point like when we think about

[00:17:57] reasons

[00:17:59] What we've done here is we actually just created structure to an unstructured world

[00:18:03] It's not that it's not there and some of the other things

[00:18:06] It's just how much is it going to take you to build it?

[00:18:09] We are doing all the hard work and heavy lifting a building an rmm a psa

[00:18:14] integrated with documentation with network monitoring with quoting

[00:18:18] With the ability to accept payments to tie into the systems that are getting you to revenue to making it fast easy streamline

[00:18:26] Stitching it together with artificial intelligence to give you the tools to be successful like let me pause right there. That's like

[00:18:33] Five separate products out. You know, like if I were to just zoom out right like

[00:18:38] quoting

[00:18:39] Payment processing and you know that whole piece is usually has a separate bolt on right?

[00:18:44] Yeah, the psa the rmm, you know, and then you throw monitoring like the ai part's very new

[00:18:50] No question like we'll talk i'm sure we'll talk more about that in a second

[00:18:52] But like right there that's five different transactions a month. I would have to stitch together right in order documentation

[00:19:02] And we just keep going

[00:19:05] It's a lot of stuff

[00:19:07] Well, and the beauty is is that when you go and sit in the driver's seat of a modern

[00:19:12] Corvette

[00:19:13] It's specifically fit for you. And I like to call I like to call this the glass slipper theory

[00:19:19] Right when you put it on, you know

[00:19:21] You fit in it and just like oh my god, this can't possibly fit

[00:19:24] It's the best thing that's ever happened the same thing

[00:19:26] You happen when you sit in a c8 they custom fit it to you

[00:19:29] When you sit in it that is built for you

[00:19:31] And this is why this platform is growing because it's built

[00:19:35] For the modern managed service provider like all those things in there work together

[00:19:39] And you don't have to go anywhere. It's all right there like it's literally

[00:19:43] I hate to say and I will not say

[00:19:46] Spg

[00:19:48] But I will say that it's a completely integrated platform, right?

[00:19:53] And that's the beauty of why you building it our way

[00:19:56] We're so far ahead of the others because yes, you can do those things and others

[00:20:01] By all means it's just going to cost you a lot of money

[00:20:04] It's gonna cost you a lot of time and I can tell you because I did it

[00:20:07] on some of those other platforms and it I can tell you

[00:20:10] I like to think about this and I love the

[00:20:13] Getting on demo calls with our potential prospects and customers

[00:20:17] And I watch at the very end of the demo call and we leave like maybe one or two minutes left at the very end

[00:20:22] And say all right, you want to jump in here and you want to try this?

[00:20:26] Click here put your name in sign up watch this and within seconds. They're in a platform

[00:20:32] That's 100 running and active with real live data and they can deploy agents and within 10 minutes

[00:20:38] And within 10 minutes they can be on it now that's an experience that you can't get

[00:20:44] From the others man. It's gonna take me 90 days. My time to revenue is like forever and that's time equals money

[00:20:51] That's my initial investment

[00:20:53] That's not even my physical dollar investment once it's up and running, right?

[00:20:58] So that being said

[00:21:00] I question though like to you. I want to touch on one thing you just said sure

[00:21:04] There's a lot of solutions out there where

[00:21:07] You know like either have to pay for implementation or and like by the way like

[00:21:12] You know, like there is no like you're gonna continuously pay right? Like there's no one set thing

[00:21:17] and then the other problem is

[00:21:20] because

[00:21:21] I think there's five unique separate, you know solutions inside of your you know with ai

[00:21:27] I think it's just another realm like we'll put that over top but

[00:21:31] Like do I have to all more like what do I have to do learn all of those categories like what does that process look like?

[00:21:38] Because I think one of the hidden costs every

[00:21:42] Yeah, I call it credit card fatigue one every time i've gone to trade

[00:21:45] You know like swipe swipe swipe swipe six months later. Like I didn't even turn it on yet. Like this happens every day

[00:21:52] Yeah, like what does that look like for you?

[00:21:55] Yeah, well everything except for network monitoring is all included in our in our price so

[00:22:00] Like there's not like it's 150 dollars per technician for 150 endpoints

[00:22:07] That's our premium package right? That's with everything and you add network monitoring

[00:22:11] You can buy packs of that if you need network monitoring. Not everybody does

[00:22:15] I mean

[00:22:16] What it just think about it what it'd be like if I didn't have to get nickel and dimed at every corner

[00:22:20] Like it would be nice to not have credit card fatigue like

[00:22:27] You could build a business quickly, right? And that's really what we're after is trying to empower our partners like

[00:22:32] Again as far as onboarding goes

[00:22:35] Yeah, you know migrating to us

[00:22:36] I mean we've created in a way that it's super simple to integrate and pull from all these other sources to get in

[00:22:41] Your your data and get moving

[00:22:44] I think the funnest part is everyone's like, you know what? I don't even care about that data anymore because I never used it

[00:22:49] but now

[00:22:51] I can like because it's so different like my documentation is tied into my tickets and my conversations and my emails

[00:22:57] Everything is all there

[00:22:59] Like i'm not having to like search around for all this stuff and create all these annoying processes to go find

[00:23:06] Data

[00:23:07] It's all right there and it's all in front of you like our ai summarization is probably one of the funnest things, right?

[00:23:13] Like it's like okay. This ticket's like 7 000 streams long

[00:23:16] I'm like, okay, so this is the first time I've ever seen a ticket that's like 7 000 streams long

[00:23:22] Summarize this in one second. Oh, here's everything that's going on. Here's where it's at. Here's what's going on

[00:23:27] here's the last customer communications like

[00:23:30] Come on like

[00:23:32] This is where i'm talking about when you're revolutionizing an industry

[00:23:35] Like you have to think through the problem and then solve it and that's really what we have done is start to really focus on that

[00:23:40] but again

[00:23:41] Back to the community aspect. We are listening at every corner

[00:23:45] All the ways that you move even down to where the button should be

[00:23:49] Like I feel like it should be right

[00:23:51] Here so when people get in it, they're like

[00:23:54] This feels too

[00:23:55] Perfect

[00:23:57] They're always looking it's almost like they have ptsd. It's like hold on is this actually going to work?

[00:24:02] It's not going to fall apart. Like it's actually going to stay up

[00:24:05] well

[00:24:06] To that to that point one. I mean i've said it

[00:24:09] I feel like a thousand times like how many times was I mean I was in the buyer seat and they're like

[00:24:14] I'll single paint a glass and it's like, oh, okay

[00:24:17] 80 painting glasses later, right? Like it never happened. It was uh, it was a marketing pitch that would never was real

[00:24:23] Right. So like I think there's a little bit of

[00:24:27] A lot of bit of skepticism, right when people just read the same marketing lines over and over again, right?

[00:24:33] That's why I don't say it

[00:24:34] I just use the acronym and throw it in the trash like it's such a like we're so jaded toward that word

[00:24:39] Like I don't even like to use it even though. It's almost a reality, right? It's like

[00:24:44] we're tooling toward making that very very real and

[00:24:48] Right now for all intents purposes like you don't have to move it like you're in the same thing

[00:24:53] You're not like in and out of stuff. Your views aren't even really changing

[00:24:57] so

[00:24:58] It's very different. I mean, and that's why I think it's being adopted so well

[00:25:02] So names like super ops that you didn't hear about before j mcbain even mentioned it like

[00:25:07] Something's up over there before I even got here. It was already getting its own traction, right? So

[00:25:13] You know

[00:25:14] For a four-year-old company

[00:25:18] It's done fantastic things and so many partners are so happy about it

[00:25:21] And that's where community is making the impact because a lot of the people that are using it are saying

[00:25:27] This is the one for us

[00:25:29] Right. And again, that's the community talking

[00:25:33] I'm not out here telling you one for you. I'm saying there's a different reality

[00:25:39] Would you say so for the you know

[00:25:42] I'm gonna i'm gonna borrow a paul paul diple, you know

[00:25:46] idea here, you know like

[00:25:48] the maturity of the msp

[00:25:51] and the size of the msp usually changes a lot of things right like

[00:25:56] Hey, the 50-man msp looks a lot different than the five-man msp, right and like the processes the

[00:26:02] You know the the moving parts the procedures the red tape all of that stuff right to a large degree

[00:26:08] In msp land at least here on the us side of things right there's a look there's a lot of cya that needs to happen

[00:26:15] Right, you know because

[00:26:17] We just are in that environment where anybody can cause a problem for any reason even if there is no reason at all

[00:26:22] so

[00:26:23] Would you say the solution is built?

[00:26:26] To scale like where does that spectrum look like in terms of msp cells?

[00:26:31] Yeah, I think you know a big

[00:26:34] A big proponent around that is there are needs of msp's of varying sizes, right in terms of security or compliance or regulation

[00:26:41] It's really customer dictated

[00:26:42] You know in terms of how you serve your customer in an appropriate meaningful fashion, right?

[00:26:47] So when you look at it from those lenses, you know, you see the operational on larger game players

[00:26:52] They're paying attention to very large enterprise type customers

[00:26:56] I have a very different unique subset of rules and requirements

[00:26:59] And those are the ones that are deeper into compliance regulatory aspects and they manage budget very different, right?

[00:27:06] so

[00:27:07] but

[00:27:08] You know, here's the thing right? We know where our our product market fit is and for the msp size that

[00:27:15] We fit well with with the glass slipper theory like, you know any msp that is, you know, five million and below

[00:27:22] Walks in and they're like, can I try that shoe on and it's like, oh my god

[00:27:26] It's an eight and three quarter inch shoe or it's a 12 and you know, seven eighths. This fits perfect

[00:27:33] Right, and that's where we see fit

[00:27:34] now the thing is is that we're focused on those segmented sizes of msp's and understanding the needs of them and the

[00:27:42] nuances that are specific to them

[00:27:44] The wonderful part is is that we're continuously looking for those advanced partners and bringing them in and understanding their needs and diving in

[00:27:51] And saying all right, here's the way we think this works

[00:27:54] Give us everything that you're doing and talk to us through why and then let's see how we make this platform

[00:28:00] The thing that you need and the thing that you want

[00:28:04] We're paying attention like and I don't know I think

[00:28:08] For us it's more important that we actually meet the needs of the customer

[00:28:12] Then we're actually meeting the needs of the generalized conversation of the industry

[00:28:17] Right, like

[00:28:20] I've heard this kpi thing for years and one of the things that I say is why do I want to be like everybody else?

[00:28:27] Why can't I be who I want to be?

[00:28:29] And still have an effective and awesome business, right?

[00:28:33] So with that being said we allow them the autonomy to create that business but the solar

[00:28:38] Foundation of opportunity and operational excellence

[00:28:41] So we're doing a lot of the tooling that they're spending millions of dollars on

[00:28:45] The upper echelon to get to to get to that level to be able to bring it down

[00:28:50] And i'll even say this we have something coming in the future and i'm excited about it because i'm going to ask you a question

[00:28:56] And let me say this to you

[00:28:58] If I could become if i'm a two million dollar msp today

[00:29:02] And I wanted to chart my path to five million dollars

[00:29:06] How cool would that be if it just did it for me?

[00:29:09] I

[00:29:11] Nothing just happens like just work to get from that to that right, but if you knew what you needed to do

[00:29:19] Yeah, I mean listen if somebody handed me the this is exactly what needs to happen in these in this order

[00:29:25] One step at a time to get from where i'm at to where i'm going

[00:29:29] I mean people charge a lot of money in consulting to help you do that. Right? I mean, there's no question

[00:29:34] I mean, there's a lot of people that do

[00:29:36] Peer groups and accountability groups or they bring in somebody from the outside to do like business consulting and coaching and

[00:29:41] You know, like there's a whole sub industry about it to be totally honest. Um, but yeah, if somebody came to me and said

[00:29:48] Hey george here you go

[00:29:50] Here's the playbook

[00:29:51] Here's what it like take the concept out of it and like literally you're going to follow this exactly

[00:29:58] You know what? I give you the exact analogy. It's like biff from back to the future

[00:30:03] Here's what you need to bet here's when you need to bet it you're going to be a millionaire

[00:30:08] Yeah

[00:30:10] 1984 here we come we were already there back

[00:30:15] So that being said

[00:30:17] This is these are some of the things that when we think about solving the problems of the modern msp

[00:30:23] What are the what are the new problems? What are the new value equations?

[00:30:26] How do we help msp's become more valuable to their partner and the way they are working with their

[00:30:34] customer right i see them as partners more than anything and so

[00:30:38] You have to empower them to be successful

[00:30:40] And we have to give them all the tools that they need in a way that they can absorb them in a way that

[00:30:44] They can use them and activate on them. So

[00:30:47] This is so are you solving for?

[00:30:50] Maybe you're selling for all these and they'll throw some concepts out at you

[00:30:54] time

[00:30:56] and customer experience

[00:30:58] and

[00:31:00] Communication and follow-up, right? These are usually areas where people suffer in msp land, right?

[00:31:06] and

[00:31:07] Cash flow is like at the heart of every business. I don't care what you are that's in there. Yep, and then

[00:31:14] like

[00:31:16] Organization what I mean by organization is like

[00:31:19] If I bring a new person into a company it takes time for them to become functional

[00:31:24] Right, like a lot of it is just teaching them

[00:31:27] What you do how you do in what order right? So like if I take those five concepts

[00:31:32] Are you you're are you solving for all of those? Yeah, I mean we time we've revolutionized right?

[00:31:38] We have like a timer that actually auto starts like on the app

[00:31:42] Like they don't have to actually put in tickets to start a time like they just push start

[00:31:47] And then they can come back and fill in their time with whatever it was and the ticket or the issue

[00:31:51] And it just ties the time in so we've changed the way time is

[00:31:56] done

[00:31:56] In managed services, which I think is probably one of the things that people like the most

[00:32:01] When you think about you know activating, you know the process for success

[00:32:05] You know, there's a couple of different ways to do that project management is a big one where you know

[00:32:10] We're also integrated into outlook so dispatchers can actually like appropriately see where time is and where people are and

[00:32:17] schedule these things accordingly to their ability and to

[00:32:21] reduce

[00:32:22] saturation in those points

[00:32:24] So yes structure is one of the big pieces and then when you think about on the other end

[00:32:29] Profitability right and you're you know cash management quote to cash. Yes, that's in there

[00:32:34] Uh, one of the big areas is a lot of msp's are asking for that end user follow-up

[00:32:39] The cadence is they're asking for those advanced features again

[00:32:42] The larger msp's that are kind of starting to use us or saying hey, I kind of need like crm

[00:32:47] Functionality, I don't need the full-blown thing, but I kind of need these things

[00:32:52] And it's just changing the way instead of saying here's a box

[00:32:55] 75 things in them that you're never going to use and you only want two of those

[00:33:01] we're just cutting the

[00:33:02] Noise out of it and building exactly what

[00:33:06] It takes to run business effectively

[00:33:10] What's your

[00:33:12] I mean this word has been abused

[00:33:15] That way you gave me another one

[00:33:17] This word has been a group you abuse greatly. I'm going to bring it up anyway like

[00:33:21] A lot of what made in my opinion the companies in the space as big and a successful they are were the integrations strategy, right?

[00:33:28] Like hey, you know, you can't build everything right like at some point

[00:33:32] You got to pick your your your your direction and go there

[00:33:35] so that means you have to be able to tie into the other pieces right like

[00:33:39] now that's where these concepts of like like one from integrations to

[00:33:44] ecosystems to

[00:33:46] Marketplaces like it just seems to constantly evolve a little bit, but I digress so like there's a heavy investment like for everybody who's come

[00:33:55] Let's go upstream and i'll use this example upstairs. Right? Hey, i'm with i'm moving from what i'm on now to service now

[00:34:02] Or to sales or service cloud right at the very top end big big big come sure and it's like

[00:34:07] or

[00:34:09] But all of the things that we integrate within now in the existing system

[00:34:13] Doesn't exist and we now need to build them ourselves, right as the msp in order to just get back to where we are

[00:34:20] Right ground zero. That's a lot of work and I would say that most msp's regardless of size

[00:34:27] Don't have the resources internally. They have to like bring in outside consultants and contractors and developers

[00:34:33] Or they're they're they're just going to pay some astronomical number right that being said

[00:34:38] You know like super ops, right you said hey, we're shooting for like zero to five million. Okay, cool

[00:34:44] what about the backups and the edr's and the

[00:34:48] security tools and the

[00:34:50] End end end right like the I don't know 50 other things that have to plug in

[00:34:56] Yeah, you know and then into that point, you know you

[00:35:00] The way you preface this was actually almost like the origin story of super ops with jay and arvind

[00:35:07] And what they saw at zoho and at freshworks when they were like, why are these msp's coming to us for this?

[00:35:13] This is not a product built for them. I don't understand why they're buying our product and trying to

[00:35:19] ask us all these things to make this fit them and

[00:35:23] There was an injection point already happening way before right and so

[00:35:29] That has been going on for a long time for us looking for a solution that actually works

[00:35:34] Right. This is why you're even referencing service now for those that are like hey

[00:35:38] Well, if I just go spend money on the cadillac, I hope at some point i'll like it

[00:35:42] I may not use everything but i'll probably land up at some point enjoying the ride because I don't have to worry about

[00:35:48] All these things that have to connect

[00:35:50] for us

[00:35:51] Integrations is is one of the opportunities for us right because we're growing so fast, right?

[00:35:56] We're having to listen to the needs of the customer

[00:35:58] We're building a product

[00:36:00] But we are looking for those strategic relationships that are the ones that our people are asking for

[00:36:05] So like even in the case that we just did our integration with guards

[00:36:08] That was a big one. So many people were asking our open roadmap that we have that we publish

[00:36:14] Up, you know

[00:36:14] Our community is up voting all of the things that they want and that's where we're placing our priority. So

[00:36:20] In the case of you know, why are you not following suit with what everyone else is doing again?

[00:36:25] I just said that like we're creating the thing that everybody wants not what everyone else wants, right?

[00:36:30] These are the customers that want to do modern managed service business

[00:36:35] Not conforming to the old way of doing business, right? That's not what we're doing

[00:36:39] We're actually looking for the new innovative ways to deliver it and then focusing on those and integrating with those partners that are

[00:36:46] You know also having the same opportunity. So it's very

[00:36:51] You know, we are focused on the needs of the managed service provider period

[00:36:55] At the other end of the stick is they are making the decisions that are driving our behaviors that are actually tooling to their needs

[00:37:02] so

[00:37:03] That's why you're seeing like the guards integration was like huge that people wanted that like crazy

[00:37:07] So like our community was the one that started that it got in the roadmap the next thing, you know

[00:37:11] They're they're like hey, we want this now

[00:37:14] Okay

[00:37:15] So that's why we did what we did and many others right, you know integrations with quickbooks and you know splash top and team viewer

[00:37:24] And you know a number of different brands that we have we've even built onto open api's that we don't have a full two-way sync to

[00:37:32] Um that were just customer requests. So we've actually invested our own time money and effort to make that happen for

[00:37:39] Those types of relationships. So again

[00:37:42] Community forward man, that's what's building it

[00:37:45] That's awesome

[00:37:47] What about I mean one of the big things?

[00:37:50] A little cliche here, but gotta throw it out there

[00:37:53] that we hear about over and over again, i'm sure you've heard it is like

[00:37:57] if

[00:37:57] You know

[00:37:58] I bought it

[00:38:00] They you know, I went through implementation onboarding. I'm online. I'm running i'm running now. I need help

[00:38:07] I give support so like my expectation of support's already super high, right? Yeah, and I can't get a hold of anyone

[00:38:14] like that

[00:38:15] I can't tell it like that's probably the number one complaint. Right you see if you go look so

[00:38:21] What does that look like?

[00:38:23] support

[00:38:25] yeah

[00:38:26] I mean, I don't know

[00:38:28] I would I would have thought that you were actually throwing me baseball as softballs here if we had talked before this

[00:38:33] About the questions you were gonna ask by the way, hold on. I cut cutting one off this bad to me

[00:38:38] We did not prepare for this call. I'm sure I asked you what we're talking about today and you said we'll see

[00:38:44] Yeah, I don't know like you if everybody follows this knows I I don't prepare anybody for these calls

[00:38:50] We just kind of get into it and I ask the questions

[00:38:53] That I think you would be asking right? Like I come from the sandbox

[00:38:57] I was in the trench like everybody else like this is what I would be asking for

[00:39:01] If I was in a buying position right now, right at an msp

[00:39:04] So like but wan did not have any of these questions. I'm just this isn't marketing. It's interesting

[00:39:09] but it's again, I think a testament to

[00:39:13] Again your character, but then also

[00:39:16] Again appreciate you asking that question because it is a big one

[00:39:18] Right when you're thinking about vendor due diligence and I would say that if there's one thing we win the most at

[00:39:25] That's it

[00:39:26] Right there is our support now a lot of people say hey, you know, do you have you know chat and we say yes

[00:39:34] But it's not the kind of chat that you would expect

[00:39:36] We have direct chat to us you to us so you can ask anything you need

[00:39:42] So that we can be there for you to help you build this thing

[00:39:46] So that's not an extra cost. It's not an extra fee

[00:39:49] You can ask chat question we get things help you put things on the road map. Hey, by the way, that's on the road map

[00:39:55] It's coming here

[00:39:58] Yeah, that's where we focus and we actually win the most is because so many people say you know what?

[00:40:03] Hands down your support is probably one of the best things i've ever seen in this space. I cannot get a hold of anybody

[00:40:09] On these other platforms and that that pushes people over because during their trial, which is 14 days

[00:40:15] They can make a quick decision and again if you think about moving

[00:40:19] Having a heart transplant and you can make a decision in 14 days. That says a lot

[00:40:24] Right, you have to seen an awful lot of something to say

[00:40:28] I'm willing to go under the knife for that

[00:40:30] And that's the beauty of it. This is what I get to see and this is the joy that I get to take back is that

[00:40:36] Knowing that we're doing the right thing knowing that we're answering the customer's questions knowing that we're taking care of them

[00:40:41] I can sleep at night knowing that

[00:40:43] and so support is our biggest thing george and it's it's fantastic again

[00:40:47] And

[00:40:49] Will it always be our our strength?

[00:40:51] I think every company goes through that and and they're really wonderful. Maybe in the beginning some maybe not but for us

[00:40:58] You know, I somebody asked me this question recently

[00:41:02] How good is your support?

[00:41:04] And I said to him it's seven years from being bad

[00:41:08] And he laughed and he goes dude. I like the fact that you're honest and I said just being honest

[00:41:12] We're going to get big one day and I don't know

[00:41:14] I mean if the customers aren't asking for support do we continue to invest? I mean it could

[00:41:19] It could dwindle but i'm being honest with you right now. It's amazing

[00:41:24] so

[00:41:27] And they bought because of that statement as a matter of fact, so they were like dude love it let's go

[00:41:34] Is there I mean listen, I know i've seen i've seen you guys obviously here domestically. I know you've done a stuff

[00:41:39] Uh over in uk as well like I know there's an international effort here on your side, but like

[00:41:46] You know where do pete like

[00:41:48] Yeah, like how does the the company laid out right?

[00:41:51] You know, what's the us part of the company look like versus the overseas?

[00:41:55] Like I know you're probably going to be playing down in apac as well

[00:41:58] We all follow the english-speaking countries first because that's just the easiest place to start. I you know

[00:42:02] But I don't want to put words in your mouth

[00:42:05] How's it laid out

[00:42:07] Yeah, so I mean the company is is us based right? So I actually head up the us team

[00:42:13] I actually am the head of the us operations as well. So i'm on top of the channel chief

[00:42:18] So our corporate headquarters as a matter of fact

[00:42:23] I have keys to our new headquarters right here

[00:42:26] And that is here in dallas texas

[00:42:28] and so

[00:42:29] On top of all the wonderful things that we're doing, uh, we are growing and so our corporate headquarters is here

[00:42:35] We actually have a large

[00:42:37] Presence and the uk as well

[00:42:40] so we do a lot of a business there, but that being said our

[00:42:46] founding office was out of chennai india

[00:42:49] And so we have a little over 150 employees where most of our dev team and our original

[00:42:56] inbound team only

[00:42:58] Uh, and some of our sales engineering and most of our admin is in india

[00:43:03] And then of course I have the outbound team and our community team here in the us with us so

[00:43:08] And definitely a bunch of our sales engineers. So we are growing

[00:43:12] Um, but then we also have the rest of the world as well

[00:43:15] So we are growing in all those regions sending up new locations to support those regions, but

[00:43:23] Cool, so like when you sign up

[00:43:26] Do you like depending on where the company's located like

[00:43:30] Am I in a us data center and that's where the data is located or if I sign up i'm from the uk am I

[00:43:35] In a european data center like is that part of the onboarding process you get to select?

[00:43:40] You can pick your data center. We only uh, we have two working on our third

[00:43:45] So we are aws and we actually are in the u.s

[00:43:48] East region so by default it defaults to that unless you want to go to uk for gdrp

[00:43:53] And you can choose that as well as your data center and then we're working on

[00:43:58] Canada on a couple others have been talked about so

[00:44:01] That's where we're at right now and all of our data is housed there. Cool. Awesome. That's you know checking boxes

[00:44:08] um

[00:44:10] Talk to us a little bit about the ai part of this because like

[00:44:14] I just got props now, but like originally was like oh super ops dot ai, right?

[00:44:18] It was like really baked into the name and the and the marketing of the company

[00:44:23] Where have you taken this thing like right now?

[00:44:25] Now wan I mean

[00:44:27] I feel like the ai thing is a wild wild west a little bit like

[00:44:31] nobody knows

[00:44:33] like yeah, there's a lot of experimentation happening for sure for sure but like

[00:44:38] you know like

[00:44:39] Somebody came to me. They're like hey, I want to I want to you know plug my data in the chat gbt. I'd be like

[00:44:44] Okay, but like what happens after your data goes there like

[00:44:48] I I would be worried right if we're all in this age of security, right?

[00:44:52] Like where does that information go? So like that's just one thing at this time, but where does this thing go for you this ai piece?

[00:44:59] You know

[00:45:00] again

[00:45:02] Responsible use of ai is probably the biggest thing that we talk about right and how do we actually do it?

[00:45:08] So we are not using any public gpt's at all. We actually built our own

[00:45:13] So we actually it belongs to us. It is our own ip

[00:45:17] We have developed that on our own but that being said

[00:45:21] When we're thinking about the uses of it again security is our first priority

[00:45:26] So a lot, you know, we just passed our sock too

[00:45:28] And a lot of that was because we were able to answer all of those security questions

[00:45:33] We've had a number of security audits. We continuously test our infrastructure

[00:45:37] And pay attention to like the responsible uses of code as well as the code bases and the way we code and the way

[00:45:44] We program and the way we build but that being said

[00:45:48] How do we use ai we're focusing on like the outcomes right?

[00:45:51] How do you want to use ai instead of you going out and dumping your data?

[00:45:56] Into something to try to get it and put yourself in harm's way. We're doing that, right?

[00:46:01] we're actually

[00:46:02] You know taking documentation one of the interesting ways that we do it is

[00:46:07] Imagine a world where you know, I got again you said earlier your tickets, you know

[00:46:11] You're getting people spun up whether it be a new user or a new employee

[00:46:15] Same

[00:46:16] Scenario there's a process for that

[00:46:19] Now imagine that your new employee. How do I empower the employees of the future? Right?

[00:46:23] I have to teach them really quickly on how to solve problems

[00:46:27] So when I think about a ticket that comes through, let's say I get one that passes by

[00:46:32] Okay printer repair ticket

[00:46:35] Spent four hours on trying to figure it out

[00:46:39] Same scenario another person another printer ticket floats by

[00:46:44] Somebody else spends four hours on it, you know

[00:46:46] As well as I do that's not your customer is not going to pay four hours for you to fix a printer driver

[00:46:50] They're going to pay you 30 seconds or contest the ticket. So i'm gunning these losses here, right?

[00:46:57] So ai if you were to look at it in our platform

[00:47:00] a couple different ways

[00:47:02] One of them is I could look at my ticket opportunity to see where i'm losing the most and say

[00:47:06] Where are all my hot tickets and who is the technician that is needing the most help?

[00:47:12] Who's taking the longest on the tickets? Who's pushing outside sla simply just boop glean over every ticket in the org

[00:47:19] Here's a report boom in front of me now. I can make quick decisions

[00:47:23] It's in front of me on a constant basis. I can see these things as they're happening

[00:47:27] So I can turn the dial to fix the problem

[00:47:30] On the other end of the stick. I don't want to fire them. So how do I help them?

[00:47:34] What if when these tickets were coming in and all of a sudden there was an issue that came across that said printer ticket

[00:47:41] And it said you know what? Hey, by the way, you have solved this printer situation that looks relatively similar

[00:47:47] This many times this many ways

[00:47:49] There's no run book for this in this customer

[00:47:51] Would you like us to take this data and give you the step-by-step and compile all these things to fix that problem?

[00:48:00] Yeah

[00:48:02] Now all of a sudden I have a process for success that this person can activate

[00:48:07] And give it a thumbs up

[00:48:09] Right, and then all of a sudden now i've enabled others behind me to not have to deal with the same problem over again

[00:48:16] It's solving the problems for them based on the information. So they're enticed

[00:48:21] To want to contribute to the system to make it better and effective again back to the challenge of the documentation

[00:48:28] right

[00:48:29] One of the things that they don't we don't like to do the most is put in the documentation

[00:48:33] But if it was working for me

[00:48:36] If it was working for me now and I only do it once

[00:48:39] All of a sudden this combination of opportunities now arrives and that's what ai is doing

[00:48:43] And again, they're forecasting the future of your business, right? How do you want to see like what's your business look like?

[00:48:49] Like I got 75 customers. Who's the customer that i'm paying the that's paying me the most that i'm making the least on

[00:48:56] Right, and what's happening with that customer? Why why is that happening? Can I ask that's another product by the way?

[00:49:03] That's that's usually a separate

[00:49:06] I wasn't going to say anything, but I know right and this is what ai is doing anyways, right?

[00:49:10] It's already solving these problems. So we're just ingesting those things to a empower people

[00:49:16] B to give the business owner clear direction on their business and where the problems lie and give them visibility into the future

[00:49:22] Of how to be successful

[00:49:24] All of those things are how we're using ai and how is the data being used? Okay, so

[00:49:28] The data is being used

[00:49:30] To each business right so it's it's containerized. It's actually

[00:49:36] It's built in a way that only you have access to your data like that tenant belongs to you

[00:49:41] The data that's in it is only visible to you

[00:49:43] You know if you're putting in documentation and storing passwords and all that stuff all of that is

[00:49:49] You and but the ai in your business can look across those things

[00:49:54] and

[00:49:55] Again, I think the other thing which I think a lot of people hear about is like sentiment

[00:49:59] Right. We have the ability in tickets to give people the ability to click

[00:50:05] Summarize ticket to read it so I can ingest it but it also can

[00:50:09] Change and copy you can take that content and put it into a communication with a customer

[00:50:15] It says hey, let's give this ticket summary to a customer. Let's change the sentiment to a kind voice

[00:50:22] or

[00:50:23] Something along those lines and then you can actually stick that in and then hit send and now I don't have to

[00:50:29] Train people on soft skills, but I can train people on soft skills. Do you see what i'm saying?

[00:50:35] When I just think about bringing on one new employee if I put the quarter in the machine

[00:50:40] How much noise does it make or where does it get stuck now?

[00:50:43] The system is helping them along their way to give them success which means business success

[00:50:48] Which means customer success which means employee success, which means financial success, right?

[00:50:55] This is where we're using ai

[00:50:57] Wow, I mean number one the fact that you own the ip and like you built it

[00:51:04] That's the reverse of what i'm here everybody else is like I don't want to build this

[00:51:07] I'm just going to piggyback off of everybody else because like quite frankly, yeah, I got other things to do

[00:51:11] So number one, that's really cool. The fact that

[00:51:14] Now you effectively are going to people saying hey

[00:51:17] I don't know what's happening if you go and connect into all these other guys but here like

[00:51:20] You're in your own bubble. That data is not egressing

[00:51:23] Like that's kind of it's not kind of it's very important

[00:51:27] I can't stress that enough. I'm not matt lee or or you know

[00:51:31] Johnson or any of these guys out there real smart guys, but like man that is super important

[00:51:35] Well, and this is why integrating with your email and becoming your email as well. So we also

[00:51:42] in our communication tools

[00:51:44] You don't need

[00:51:45] An email domain like we spin up your domain a domain for you

[00:51:48] So all your communications all of that is in there and it's learning from you

[00:51:53] Learning from the world around it. You're programming it

[00:51:57] so again, it's been conditioned to do these things, but

[00:52:02] Again, it's focused on the value of them not

[00:52:05] The value of others so

[00:52:08] um

[00:52:10] So I mean

[00:52:12] This is like, yeah, let me go back to my 80s references since we already went back in the future

[00:52:17] Um, it's like a night rider

[00:52:20] Before before cars drove themselves, right? Like this is like this is where we want to go

[00:52:24] So you're like you worked backwards from hey, it's

[00:52:27] 2022 23 24

[00:52:30] What can we do today?

[00:52:31] To you know, like solve the end goal. Yeah

[00:52:36] Wow, I mean listen, there's a lot of great stuff you got and

[00:52:40] Well, and now you know why i'm sitting here george you did say earlier

[00:52:44] There's even more stuff coming we didn't even talk about but yeah, no, that's important

[00:52:48] and I will say

[00:52:50] For those that are interested and again, I you know

[00:52:54] Just watch I mean just listen just

[00:52:57] Just be part of the story right? Like if you're thinking about your business and the ways that you want to move forward

[00:53:03] Just keep your eyes open. The future is never

[00:53:07] The present right so sitting in the same place expecting a different result

[00:53:11] Might not be the thing you should be doing but i'm not saying do something different

[00:53:17] depends on your path to success, right, but keep your eyes open skate to puck where the puck is going and just

[00:53:24] Explore a little bit. I mean, we're all excited about ai, but have you thought about what ai can actually really do for you?

[00:53:30] Without having to build it yourself. So

[00:53:33] Well

[00:53:34] The answer is we don't know right? It's really new but i'm sure you have a different answer to that

[00:53:39] One last question on the way out the door

[00:53:41] So I have to sign a three-year contract to sign up for super ops don't dude

[00:53:50] Yeah, now there's the

[00:53:52] There's no contract required. We do have monthly and annual terms

[00:53:57] Uh, the annual term is discounted. So there is a benefit from a cost base analysis to doing it

[00:54:05] If in case that's a path you want to go but for all intents purposes

[00:54:10] You can buy

[00:54:12] Licenses upgrade downgrade at any point in time

[00:54:15] I mean

[00:54:16] It's not we're not a good thing. That's the thing about handcuffs, right? They're never comfortable. So why do we do it?

[00:54:23] And I get why from a financial perspective and I get it from an investor perspective

[00:54:28] I also recognize that if you have a product

[00:54:32] That's

[00:54:34] Driven by your partners and they love it. I don't have to put handcuffs on you. So

[00:54:41] No contracts for three years unless you really want one

[00:54:45] I'm sure we could kind of come up with one if you you know, that's like, uh, I really want to through your contract

[00:54:51] I I in my in my journey right my my on the other side of the railroad tracks vendor journey

[00:54:57] Um

[00:54:58] I've only ever at one time in the last 10 years somebody's like I want to through your contract and i'm like

[00:55:04] We don't even do that. Like I have to like go and ask somebody to create something that doesn't exist

[00:55:08] Like why do you want?

[00:55:10] That's how we work finance wants it. Oh, okay

[00:55:14] cool

[00:55:15] Uh, so yeah, no, I got you. Uh, I just had to ask the question because people want to know how this works

[00:55:21] So now we know I will say that a lot of those folks, uh

[00:55:25] Uh, you know, they're on our christmas card list in terms of it I mean they are like

[00:55:32] Screw it. I'm gonna have two of them

[00:55:34] so

[00:55:36] We're always we're always here to help those that are in need right and so whatever we can do to help

[00:55:43] That's what we're gonna do

[00:55:45] Awesome. Where do people find out?

[00:55:47] More about the company the product they want to see it. They want to talk to somebody

[00:55:52] Where's the best place means, uh, i'm always happy to show people around again

[00:55:56] I mentioned early on that. I truly do love the glistening

[00:55:59] I christmas child moment when you finally see a gift that you really wanted

[00:56:05] Um, and so I am 110 percent of anybody that's interested

[00:56:10] Available to make myself and my team available shoot out a message to me hit me up on linkedin

[00:56:17] Uh by all means, uh, i'll be here but send me an email juan.fernandez

[00:56:23] At superops.com

[00:56:25] Or for those that are more comfortable shooting me a text send me a text 505 270

[00:56:31] 6558

[00:56:33] Wow, you get straight to me and i'll make sure you're taken care of

[00:56:37] I have I must have a record for the number of times somebody's giving out their cell phone number on this thing

[00:56:41] It's crazy. Oh really have something out there

[00:56:44] Wow, like

[00:56:46] I've lost i've lost count. I just so shocked every time it happens. So

[00:56:50] Guys check it out. Well, I know for a fact these guys are out there, right?

[00:56:54] They're doing a lot of their own events. You're doing a lot of industry events

[00:56:58] I like I can think of three things

[00:57:00] I know you're absolutely going to be at for between now and then the year

[00:57:02] But I know it's packed safe beyond around the corner. You're gonna be there

[00:57:06] Uh, I know you're doing super summits, right which people can apply to go to so I know you're doing those

[00:57:11] Uh, I think you're gonna be at fsp community minds in september in denver. So hope to see you there

[00:57:16] Uh, I know you're gonna be at the tech con unplugged in washington dc. So you're gonna be there

[00:57:22] What else am I missing?

[00:57:24] Yeah, we're gonna be at canna con up in colona bc as well

[00:57:27] So we're running pre days on the front of tech on unplugged for those that want to come and want to join the community

[00:57:34] We are front-ending their event to bring more community together as well as

[00:57:39] At canna con out in canada and colona. So if those are interest of you

[00:57:43] Come see us. Uh, you can also go to our website

[00:57:47] Super ops.com and click on events

[00:57:49] You can also go to the super summit.com find out about our events again

[00:57:53] The msp community minds is events that we will be at as well

[00:57:57] Just sharing community love

[00:57:59] And so any way we can help bring value to the community is what we'll be doing

[00:58:04] I love it. Juan. Thank you for taking out out of your day guys

[00:58:07] This was really cool. I mean like

[00:58:10] This is like actually people building stuff using the modern stuff available, right rather than

[00:58:16] The single pane of glass will never see um, or that's what they kept telling me

[00:58:20] Uh, this session was recorded it's gonna be available on mspinitiative.com under sessions on youtube on the podcatchers

[00:58:27] I can't stress enough if you're not

[00:58:29] Planning to be out anywhere out and about next month

[00:58:32] Take a look at pack safety on take a look at datacon dublin

[00:58:35] You know those two events are going to be I know we're running at the same basically the same time

[00:58:39] But like a couple days apart same week

[00:58:41] We want to see out in them in person

[00:58:43] I know you guys are busy running your businesses and I know we're going into summertime season

[00:58:46] We're like maybe you can get a vacation in

[00:58:49] Um, but this is where you're gonna learn right and this is where we're gonna network with the people

[00:58:53] And quite frankly, I think that's the best thing

[00:58:56] We all get from these things right like actually talking to everybody like

[00:58:59] Informally over a beer maybe and like figuring out what's going on

[00:59:03] Juan thank you. Thank you. Thank you for joining us my pleasure next month and for everybody else catch you on the next one

[00:59:09] See you soon

[00:59:10] See you guys