Steve Weinstock of Josys

[00:00:02] Ladies and gentlemen today is August 15th. That's right, 15 more days

[00:00:08] and at least the people on this part of the world probably some of you have already

[00:00:12] started sending your children back to school but school starts

[00:00:14] but just as important or in my opinion maybe even more important is the NFL season

[00:00:19] starts. So if you're not a sports fan you better put that all into your schedule now

[00:00:24] because there's already a my schedule so just look at the equal schedule and you know

[00:00:27] what I'll be doing on Sundays in Mondays and Thursdays. Oh and the season starts

[00:00:32] on a Friday in Brazil. Did you know that? Anyway, this is MSP Initiative MSP talk

[00:00:37] we're gonna get some housekeeping out of the way and then we're gonna get into the good stuff

[00:00:43] so MSP initiative.com, check it out if you don't know how to spell the word initiative

[00:00:48] Google it, don't spell check you and put it together. MSP Initiative.com, this session

[00:00:52] is being recorded and we will post it to these sessions page on MSP Initiative.com as well

[00:00:58] as a YouTube page, our podcast catchers you can download like forward share, subscribe

[00:01:02] you know what to do. Some good content here goes all the way back to March of 2020

[00:01:07] we all know it happened that which has been doing it ever since. Then we get into MSP community

[00:01:12] minds. This is our third MSP educational event that we've put on. We are in Denver again

[00:01:18] starting this last year in Denver. Went to Nashville or this year and now back to

[00:01:22] Denver September 25th and 26th. By the way, this is a 100% free-to-register event. There's

[00:01:28] no 999, 1299, 399 registration fee. And by the way, this is not a trade show. This

[00:01:34] is two days of actually slam-packed content. Panels with MSPs like yourself and workshops

[00:01:42] not a 45 minute PowerPoint presentation with a credit card swipe at the end. There is no

[00:01:48] valid pitch here. This is real deal content here at the MSPs. Here are the panelists. We

[00:01:55] are going to teach you on things. You're going to learn from the people who have figured

[00:01:59] things out that maybe you have or haven't and then you get the side if it applies

[00:02:02] to your business. You get to choose what you do and you get to choose to network with

[00:02:07] people which if you've talked to anyone who's ever been to the MSP event ever tells you

[00:02:11] is the best part of any event to be able to. So MSP community minds please join us in

[00:02:16] December. So December 25th, 26. Next is the MSP community block parties and yes probably

[00:02:23] what we're best known for. There are five not one not two not three five more of these

[00:02:29] with the rest of the year. So get your pencils out here we go. We got IT Nation Australia

[00:02:34] next week. So if you're going to be in Sydney, we'll be there too. On August 21st, we're

[00:02:39] going to be doing a block party in Darling Harbor. If you're not there, you get a miss it

[00:02:43] and plus I hear all the Aussies down there. I love to drink surprise. So absolutely

[00:02:49] free from MSP's registered any of these. Next we have PAX APION in Berlin, Germany. We're

[00:02:55] so excited to go to a new country. It'll be on October 14th. Can't wait to announce the location.

[00:03:00] It's going to be beer, focus. We ought in Germany right after October fast, I digress. There it is.

[00:03:09] So please register for that one if you're going to be in Germany then we got that icon in

[00:03:13] Germany. So if you like South Beach, we'll be at the fountain blue with you.

[00:03:18] October 29th on property. No buses, no overs, no walking, just literally right there.

[00:03:24] So we'll be there on October 29th that evening doing the block party. Then the big one,

[00:03:30] IT Nation, connect in Orlando. We are in the middle of negotiating for our artists. But this is

[00:03:37] big one. It'll be the first non-vite nation. We will have, we'll be an icon park on a national drive.

[00:03:44] We will have an entertainment, you know, radio recognizable band that we will be putting on.

[00:03:49] It'll be November 6th, 9pm. I can't park. Again register. Join us. Can't wait to see there.

[00:03:57] And then we close up the year back again in Sydney because we just love the people down on

[00:04:03] there. So we'll be back at that of constant in November 12th, darling hover again.

[00:04:09] And we'll close out the year with that block party. So five block parties. Three continents.

[00:04:15] What do you got to lose? Other than a good time. It's absolutely free for you to attend.

[00:04:20] Please register. Can't wait to see it there. Then we have some community offers.

[00:04:24] Find any deals in the community offers page so you want to take advantage of please do so.

[00:04:27] And then this recounted the receipt. You all the way to the end of the year because

[00:04:31] we all know that September October in November is like literally you cannot be home.

[00:04:37] You could just literally be at an event for three months straight. And that is all the

[00:04:42] housekeeping at MSP initiative.com. So now that that's out of the way, we bring for the first time

[00:04:49] Steve Weinstein onto the podcast from a company called Joseph. And so we're going to learn a little

[00:04:55] bit about Steve because we always loved to know everybody's journey, right? You're in Teculean.

[00:05:00] How did you get here? What's your story? Now we'll learn a little bit about your company.

[00:05:05] We'll probably talk some current events and maybe a Joker too. Who knows? We'll see.

[00:05:09] Hi, how you doing today Steve? Hey, you were jumping through great. Thanks for having

[00:05:13] me appreciate it. And I got to say I am a nine-inch fan. That's all of my family is originally

[00:05:22] from Philly. So I've got this Eagles underline kind of green as well. So I hear you.

[00:05:28] So what are we? Oh, how are you? I got to fix this. So your family should

[00:05:32] fill it out for you, but you're a nine-inch fan? How did that happen? Yeah. So family born and raised both sides.

[00:05:39] Philly, so many relatives still in the general vicinity moved here here being San Jose,

[00:05:45] California, where I'm out today when I was five. So more or less I can't consider myself a

[00:05:51] native but for all private purposes given my age per darn close. So hence, nine-inch,

[00:05:57] I don't know. The sports radio people here in Philadelphia might call that a violation.

[00:06:05] Okay, probably what? Like for all the Dallas fans that happen to be everywhere who have never

[00:06:11] been to Dallas have no family from Dallas, no pedigree, right? They just the star,

[00:06:16] America's team, Jared Joe. You know, like you haven't won a Super Bowl since the

[00:06:20] VCR is popular. Okay, all right. I like, but you know, if you're from Texas or your family's from

[00:06:27] Texas and you were came from Texas, I'm not going to fault you for being Cowboys fan. What? I get it.

[00:06:33] So I've onboarded in Ryzen Philadelphia and you said you moved in five. Okay, so we can question that,

[00:06:38] but you know, I'll have no choice. I can move a choice. Okay, all right. I mean, what I

[00:06:45] know, just just so that if you ever are rolling through Philadelphia, if you're listening to this,

[00:06:49] you happen to turn on sports radio. This is debated. This is talked about all the time. Like it's the

[00:06:54] unwritten rules of sports fandom. So sorry for for throwing the flag here, but yeah,

[00:07:00] but we'll see how it all shakes out this year Steve. I'm not sure sure the, you know,

[00:07:06] I hear here your wide receivers looking for a trade, right? Yeah. Yeah. Yeah. Like it's just that way.

[00:07:12] Innings.

[00:07:14] Definitely definitely. Okay. All right. Sorry. I just go into that native sports talk. So

[00:07:18] and just to let you know, because, you know, I'm not just giving you a hard time about where

[00:07:23] you're born and raised and what you should be doing. Jen who's behind the scenes here on this podcast,

[00:07:28] she says she's from Connecticut, but she was born and was like, I think, moved that eight

[00:07:32] from from New York to Connecticut. And I'm like, you're from New York. You live in Connecticut.

[00:07:37] Sure. I got you. But you're from New York. You're born and raised in New York. We debate this all the time.

[00:07:46] She says she, she posted here. She's like, I would die on that hill. Okay. That's fine. We'll say just like,

[00:07:51] I got you. I got you. I'll hear you guys. I got one more. Just like Taylor Swift is actually from

[00:07:56] Philadelphia area, not Nashville, not New York. She's born and raised outside of Philadelphia. So she's

[00:08:03] from Pennsylvania. Okay. Like, erase all the things that you know about where you think she's from. She's,

[00:08:09] she's supposed to be an eagle span. I understand, you know, Travis Kelsey and the Gives and I,

[00:08:14] but underneath of that red shirt should be a green one. That's it. I said my piece. All right, Steve.

[00:08:20] Give us your, give us your story. Yeah. Sarah, so you're asking basically how that can

[00:08:24] I get for a map. The short version of it is probably just weird blind left, right? But that's,

[00:08:34] you know, after the last one, it's like one into tech world out here in the Bay Area. I didn't

[00:08:42] start out in this space, but believe it or not, work for a company that made voice fans. So basically

[00:08:49] all those things that don't want to be once today, we made that back way in the day, octel for all

[00:08:55] those who may know of it. But then, you know, go into what I would call at the time hosted applications.

[00:09:05] There was no such thing as staff, right? Nobody knew what the heck that was. These were like,

[00:09:10] think IP centrics in the cloud, what's a cloud, right? So, you know, exactly. So I've been in

[00:09:19] what I would call basically the SaaS space for a lot longer than I care to admit, you know,

[00:09:26] 28 years more or less before there was such a thing as says work for various companies along the way.

[00:09:32] Obviously, with just this today, previously was with go to in last pass under the old

[00:09:41] Blahmedian banner. Blue jeans network if you are familiar with them, bought by Verizon,

[00:09:47] and will find a short-tailed blop by my tail, and I could go on and on. But the underlying side of all

[00:09:59] this is of any various sizes brought to market either directly or through channels. More recently,

[00:10:07] before coming to Joseph, like I said, I was with Longview and various journeys as they went private

[00:10:14] every et cetera. Among other things was responsible for effective remote because all strategic

[00:10:20] partnerships, which was anything from, think, ISV technology partnerships and coast selling

[00:10:27] to strategic channels and distribution activities. So, me, my team, we had that responsibility

[00:10:37] with ultimately those three companies logged me and go to last pass, hold another story if you

[00:10:43] want to hear about that someday. And then coming into Joseph's where I joined, you're going now, I guess.

[00:10:52] A number of less here from previous lives, all kind of came together in Joseph's

[00:10:56] is about a three-year-old company, plus or minus we've got about 150 to 200 people nowadays.

[00:11:04] We are fact-living. We raise our second round of funding back in September, we're going to

[00:11:10] us to a little over 125 million US. We are a Japanese company. Founded a headquarters still out of

[00:11:24] how all the time we companies expand out into places like ANZE, Australia and New Zealand. We

[00:11:30] got the poor folks who were sitting down there for people trying to create this environment and

[00:11:35] business in the islands and we're doing that here. So today we have, think we're up to about 500

[00:11:44] paying customers on our solution globally but yeah we're embarking on the North American business

[00:11:51] and so my role among other things we weren't many asked but my role effectively is going to

[00:11:57] market strategy and implementation for North America primarily around the MSP business and I

[00:12:03] have a cohort for some of our direct. Okay, yeah, a Japanese company, I'm going to minute it.

[00:12:12] I mean but like, I mean Japan for at least in 90s, like I think Panasonic, I think I mean

[00:12:19] a lot of stuff came out of that country. That's cool so I love the journey right by the way because

[00:12:25] you've been through multiple layers of this and funny that like hey you're like well I work

[00:12:30] with this company you got to acquire by this company and this kind of sort of how the cookie crumbles

[00:12:36] a little bit and no differently in MSP land, right? Like we're hearing obviously there's been

[00:12:40] acquisitions in this space and can you be and hear about things that are pending so

[00:12:46] interesting times. So what does this company do? Like what is the pitch of like why should I

[00:12:56] look at this and what is it going to help me with? Yeah good question, great question actually so

[00:13:02] the pitch. Hi Joseph's is a multi-tenant platform. So what's known as a SaaS management platform?

[00:13:10] Okay what that is that basically tools or MSPs to help manage all the cloud applications that

[00:13:17] they clients use today cloud application generally speaking we're talking about

[00:13:22] and user apps zoom like we're using today Slack some CRM etc etc. Today we integrate with

[00:13:32] a thick we're up to close to 300 different cloud apps and we add five to 15 every particular

[00:13:38] month depending on customer demand. But what do we do? We help the MSP essentially get them

[00:13:46] 300 and 60s agree views into their clients. It's a multi-tenant solution again so their clients

[00:13:53] perspective we can show them the MSP views into all the cloud apps that their clients are using. Some

[00:14:01] of which the MSP might sell them and they know about some of which they might not. We add governance

[00:14:07] around those activities in those apps. So governance, what I mean by that, shadow IT again

[00:14:14] all of us know what applications our company is for via this what we should be using. The reality

[00:14:21] is we're long-dain and use other things because we used them pretty easily

[00:14:27] how good experiences with them they help us in our solution a friend oldest about it

[00:14:32] we just try apps and much to this may have you know quote a quote IT whether it's on site

[00:14:38] IT or MSP's. In addition we help with licensing cost optimization so what does that mean?

[00:14:51] You know we're probably in into this so I won't dive too deeply into it but basically there's

[00:14:55] a lot of applications that people have licenses that they're being paid for for them to use

[00:15:03] that they just don't eat. There's lots of examples we can get into about that and there's

[00:15:09] opportunities for optimization around that primarily which is wasted spent and getting rid of it.

[00:15:16] So we can quite like that as well. And then we also add a layer of effectively with

[00:15:23] efficiency around onboarding and offboarding. So having the ability to help automate those activities

[00:15:29] rather than going to zooms that have been portable and providing you to a utilize since

[00:15:34] a slack and providing you a license etc. That's how you join the company one platform to do that

[00:15:40] as well as the offboarding when inevitably you'll be for whatever reason to do that more efficiently

[00:15:45] and recover literally recover all those licenses so they're not just bought and you're still paying

[00:15:51] for but take it away from you when you leave the company on Friday at 5pm and at 5 o 1 it's now

[00:15:57] available for the next person who's joining. So in a nutshell that's what we do is that management platform

[00:16:05] for MSPs to help them better manage their clients from any cheaper place.

[00:16:12] Okay that's interesting to like how like here's the problem. If you don't know that exists

[00:16:20] how does like other than going and asking the customer hey can either give me a list or

[00:16:27] can you give me your credit card savings so I can figure out what you're actually paying for

[00:16:30] because I'm like sure how how do you like how does this discovery part work because like

[00:16:35] to your point sometimes the people inside the company don't even know like especially larger companies

[00:16:42] right like small companies full of it easier but larger companies like that department bots

[00:16:47] right they just put it in it's in it's gonna go yeah they don't right and like the person who

[00:16:53] supposed to be inside the organization who's directing traffic doesn't even realize it exists.

[00:16:59] Yeah I think so first off you know I started up with we think it says management platform

[00:17:05] and I always follow that with okay what does that mean in Blaine English right because nobody

[00:17:09] generally speaking those were credits. That dart or literally just started covering the space and

[00:17:16] put out their first magic quadrant one for so we're going to now around sales management platforms

[00:17:22] and we're lucky enough to be part of that for the first time ever so that that concept is starting to

[00:17:30] get socialized right and and the awareness is starting about a platform but you know it really

[00:17:39] comes down to to some degree the idea of one of the challenges right what what are the

[00:17:48] problems I guess that are out there the use cases that companies know about that they have

[00:17:56] meaning they know they have these problems. I think I have no idea that there's a potential

[00:18:00] solution to channel speaking for these things and so what are some of those problems well

[00:18:05] and let's talk about lack of governance not knowing what people are downloading using etc

[00:18:13] cessport basically is what it comes down to security issues around that right you know

[00:18:20] I want to the classic example is my company where Google works based organization so we use

[00:18:25] to the drive what if I'm live in a block drop box pick your other file sharing service

[00:18:32] and here are like the good solutions that secure you know overall why it's a security issue for my

[00:18:39] company because my data company data could be leading my credits so I needed Google Drive

[00:18:45] and they don't know about among other things so there's a security shadow white TSP problem

[00:18:52] then IT generally has and I always ask you know MSPs when it's often like hey does your client

[00:19:00] have problems with shadow IT and the answer is always I don't think so but I don't know what I don't

[00:19:08] know right and immediately the answer to me is the answer yes yeah so the answer is I think yes

[00:19:16] and so the value one of the value props that you know we have is I can literally show you

[00:19:22] who are the people in that point to access box or access it doesn't matter some other

[00:19:30] application that you aren't managing or you are providing for those employees how you know when

[00:19:39] the data literally was the last week was a two month ago how many times did they download etc and

[00:19:44] who is doing so we can show that information

[00:19:50] cost arising I talked about you know says brought costs are being saying you know if you want to

[00:19:56] think about the past let me try to for now let me just pause your quick I'm just going to

[00:20:02] send you ding I just went to the maybe tell me if I'm on the layer of a path so you got these 300

[00:20:07] integrations or so right but your system has a way to ask each one of those entities

[00:20:14] those this user under this email address exists yes or no yes we have that that capability it's

[00:20:21] primarily based off of you know what's known as the IDP or the identity provider meaning typically

[00:20:27] you build or Microsoft Azure is you will so essentially what it comes down to at a real

[00:20:34] high level civil level is if you're sure say you're on Microsoft logged into application x

[00:20:43] that takes a recorded in a longer the places the odd logs of Microsoft in your case or

[00:20:49] Google workspace are initial integration to bring in all the users of the company that an MSP

[00:20:56] is managing is by way of the I saw a lot of such like to press which tells us you log into

[00:21:02] box for travel station I see that's that's clever that's slick I think because I was just curious

[00:21:08] how does this discovery go like either all 300 applications like you can check free of the

[00:21:14] API if the user does or does not exist somewhere on their platform or you're actually doing the

[00:21:18] other way they're like well we're streaming they're signing in with one of their two the two

[00:21:21] banks right Microsoft Google because pretty much ninety nine percent of businesses are going to use

[00:21:26] the combination of those okay got it so like what happens then if you do this discovery go through

[00:21:33] the odd logs and that application that they did sign in to is it on your list?

[00:21:41] You're most being the 300 ish applications right so definitely not as much we can highlight

[00:21:49] really any application that they have logged into with that which just falls to you simple there

[00:21:55] you know working them you know we don't care if it's your personal genome or you out there or whatever

[00:22:00] if it's your work provided you know that's effectively what is a surface into what

[00:22:07] application you're choosing so so we can highlight if it is an application that we already

[00:22:14] literally work with you can track it as what we call a managed app from an IT perspective and MSB

[00:22:21] perspective if we don't have an integration with it we still surface it so like we don't have

[00:22:26] an integration with tons of different law-called consumer apps you know what even things like

[00:22:33] chatGPK but we can surface that you logged into chatGPK with your work email etc and then the MSK

[00:22:40] can decide what do I want to do about this right usually that means talking to the actual client

[00:22:47] and saying is this a problem etc making them aware and deciding if they want to take action on

[00:22:53] whatever that okay fair enough I mean the fact that you can discover it is great and then obviously

[00:23:00] provide visibility is the first part right and then there are other products out there that

[00:23:07] you know like they could they're labeled RPA products right that they'd like tie in to robotic

[00:23:13] process automation they'd like tie into you know multiple apps I mean there's a little bit more

[00:23:17] work involved to like click things together right to make it do what you wanted to do but

[00:23:23] I think this you know the first big part is you can discover things that are hidden which is great

[00:23:28] because by the way there's not a small problem and it's an expensive one and by the way when

[00:23:32] everybody raises their prices it just gets extra you know exponentially more expensive

[00:23:35] I love the second part of this which is the part that every MSB on the planet complained about

[00:23:42] because it's just the time and it just you know if they're especially if they're you know hey we have

[00:23:47] all the documentation it just takes a lot of time right especially when like if the average I don't

[00:23:52] know you see the average odds but like let's say the average and customer MSB is using

[00:23:57] 14 to 18 systems I mean like it the user onboarding could be like a multi-hour process here right

[00:24:07] like it's directly instant that being said the automation of onboarding and onboarding

[00:24:15] is not a small topic like it's almost a separate industry to some degree correct and and back

[00:24:22] the whole integration side of things so the 300 is still we work with today and growing

[00:24:28] generally speaking those integrations are structured primarily on the ability to provision

[00:24:33] slash key provision a license with the end bad application so that's where I would say the hard work

[00:24:42] comes in hard work being ultimately it's the other part is APIs that we work with

[00:24:50] so zoom you know pick it up and example what kind of APIs do they have relative ability to

[00:24:55] actually provision a license to you which like a company or take it away for whatever it is

[00:25:01] that's that's where some of the magic happens I think and you know unfortunately I think

[00:25:08] to something you're in he that's kind of out of our hands it's a function of what does against zoom

[00:25:12] example to side day one may be available right so let's say that let's go back to my

[00:25:20] fictitious average 1418 app systems log it whatever but if your system can do

[00:25:27] half of those two thirds of those now my time investment to get the user provisions for my end

[00:25:35] customer just went down dramatically I mean that I mean not so not only is it the time

[00:25:42] savings of that it's the consistency of that human beings clicking on button sometimes missed

[00:25:47] them and so this is it happened to where a lot like we've seen every security new story that

[00:25:53] comes out be like oh well you know it was an Amazon account there wasn't provision properly

[00:25:57] and they forgot to check a box and it's like oops yep most security things are user air

[00:26:03] it's a human right and technology is trying to get around all that yeah yeah it's between the

[00:26:09] keyboard right we always hear this or all right keep bringing up crowds strike because it's still

[00:26:15] so new but it's like hey somebody made a line coding change that broke everything all right

[00:26:21] like that was a maybe there should have been a second step okay let's validate what you wrote before

[00:26:26] we send it to everybody but I had to grasp like I'm not a software developer I'm just talking

[00:26:31] I love so bottom line is when you provision accounts this is where things usually get missed

[00:26:36] yeah there's opportunity for air for sure you know you talked about 14 issues so applications and I think

[00:26:46] that number varies a lot depending on the type of company i e maybe the vertical and

[00:26:53] frame for the size you know that I would say the SMB's somewhere around couple dozenish depending

[00:27:00] on the application let me just write a lot like i'm thinking about a typical

[00:27:06] sub 50 person company right let's let's try office 365 or Gmail whichever

[00:27:16] something to make the phone ring right that some sort of chat messaging tool team slacks something like that

[00:27:22] if there's a web meeting tool separate of the phones right like zoom or team something like that okay

[00:27:31] five for a lot fast into chair right box drop box one drive whatever yeah some sort of CRM

[00:27:37] or PPSA right okay cool and then we have things like quick books right books online whatever right

[00:27:45] and then you have maybe something for remote access right let's go to it's since you brought

[00:27:52] them up or a log man or whatever okay and then they're probably doing something around

[00:27:57] um uh like I said something like a camber right like some sort of graphics marketing

[00:28:03] yeah yeah yeah yeah and newsletter type system a mail champ you know something like that right

[00:28:09] so about 10 i didn't get that far but like i'm just off top my head i could probably think

[00:28:15] of probably another 10 easily right sure how many get it like things like that right i mean there

[00:28:22] there are dozens dozens of things literally hundreds of these things of uh i don't know

[00:28:28] or the organization the more they're going to use right yeah like to the point where the MSP

[00:28:34] was encouraged to install a password manager tool because these apps sometimes like you see it's

[00:28:41] like oh so and so database got hit now all your ticket masters now in dark web it's like

[00:28:45] but if you use the same password everywhere they just need to figure it out once and they'll try

[00:28:49] everywhere right so let's put a password manager in place because you don't even remember your password

[00:28:53] so like let's randomize those that we can limit your bleeding like that was the middle man like

[00:28:59] band-aid to try and get past this issue tell me about it as if as an ex last person um i hear

[00:29:07] it here's the other challenger on it okay the put in that middle man in safe of our

[00:29:11] phase one password mm-hmm okay they being my company right okay i have used one last

[00:29:19] pack or keep or pick your other solution personally or the previous work environment i'm

[00:29:24] out of time in there i ended up just logging into that when again you know in my new work and

[00:29:31] that's sort of the call it lack of potential security um the sprawl aspect the lack of control

[00:29:40] IT starts to have or gross because of you know individuals and what we do you know classic

[00:29:49] example this is not a security issue i don't think general speaking but actually just it's right

[00:29:54] and i use cowl the way in for a previous life but i asked hey do we have cowl the accounts no

[00:30:00] i said alright fine you know set up for my own and my own just as a email and just start using it

[00:30:08] being honest to my well kind of unbegotten like IT team because i kind of asked first but um

[00:30:15] is that a security issue probably not generally speaking right productivity tool we just do it

[00:30:22] but it's a lack of control now that I'm not that's all just about oh here's we have enough people

[00:30:27] really don't get corporate account right and i'll put it up but here's where yeah so you create

[00:30:32] this account on the fly and then the password you use for this accounts the password you use for

[00:30:38] like it just gets work like that's where it breaks down and people don't think about this all

[00:30:42] by the way you happen to also use it for your bank account on your paypal and you're like it just

[00:30:47] gets worse than worse right so like people don't realize this that are outside the IT circle right

[00:30:52] when there's stuff get tacked and they're like oh how did that happen it's like whoa because you

[00:30:57] were using the same variation of your password so many times like it didn't take up a bit that long

[00:31:02] to figure it out once they put it together so like yeah they're like well that data should never

[00:31:06] make it on to the internet so go on fortunately i don't know if you were watching the news just

[00:31:10] yesterday they said it's possible that every social security number ever provisions is now exposed

[00:31:19] yes come on man every social security number ever prepared so that means if the government

[00:31:25] who they're the people that print money last time i checked can't get it all out of it how does that

[00:31:32] what does that put you in your in trouble yes and then ultimately our so much

[00:31:39] do you trouble because literally everyone got released it's like thrown their hands while they

[00:31:43] so I guess anybody knows go sign up for the one year credit card or credit monitoring service

[00:31:49] like that's on the out by the way all they tell you like by the time something's happened

[00:31:55] that you're in the internet notified after the fact right so that credit monitoring service is like

[00:32:00] not necessarily though yeah they're gonna stop anything to be honest yeah in fact that's a

[00:32:05] great business to be in if you think about it because somebody else is paying you pay them to do

[00:32:11] that every time there's some sort of breach right so all right i mean talk about i was like

[00:32:16] now if you really want to get into the hmm i wonder how if they're on the other side of this

[00:32:20] and they're creating issues that people buy their service right but i digress uh credit monitoring

[00:32:26] although you know people like life like semantic but life lock that's another acquisition right

[00:32:30] life lock that's very popular right because what they do not only do they monitor they give you up to

[00:32:35] was it a million dollar or this would advertise million dollars of credit restoration

[00:32:42] funds based on a service right up to a million you know lawyers or whatever in order to get your

[00:32:48] your back to normal whatever that means i've never been there and i've never seen it but

[00:32:55] now if memory serves wasn't the original CEO of life lock like he had some truck rolling

[00:33:01] around time square put his credit surgery security number on the side he's like trying to steal my

[00:33:05] money in it it did happen like double digit times so like i did that sounds familiar but i don't

[00:33:12] don't literally remember it was yeah so by the way just that you do that any of that that's

[00:33:18] some kind of epic what's already happened got kind of makes you want to disconnect and move into

[00:33:22] middle of a wall compound somewhere in the woods time it's the eye people yeah people yeah

[00:33:27] people do it and you know the wealthy people buy islands and they just like yeah set up shop

[00:33:32] and there's only thing on there but now i'm not sure that's affordable for everyone so okay

[00:33:39] so we can figure out what people are using even if it's not in your out air integration list

[00:33:44] if it is in your grid integration list i can provision and deeper vision which consistency

[00:33:52] time savings and like let's make sure that people are set up properly that's super important

[00:33:58] yeah i'm quite frankly we just talked about why but if you haven't picked up on it

[00:34:03] you know this is where things usually fall down and then like later on after the fact when they

[00:34:08] have a very long investigation to find out what's on so didn't check a box okay cool

[00:34:14] and then the other part it's like let's call it the third part of your tripod is

[00:34:22] usage

[00:34:23] correct all right you're trying to across all these different applications figure out

[00:34:28] you know analyzing what how it's being used how much it's being used and then i assume

[00:34:34] the idea is that you can figure out if that you know something can be adjusted to save I'm

[00:34:41] you know we've all licensed optimization which is both a a literal optimizing quantity of

[00:34:49] licenses from many more so the optimizing by the extent i can tell you you know industry data

[00:34:57] around things like half of backs aren't used after 90 days

[00:35:04] after usage basically but let me tell you like literal bit if we have out of our five hundred

[00:35:12] surveys and then most of this is not going to be as Christ right so so let me give a little background

[00:35:18] right there's this little thing that happened about four years ago and half of the

[00:35:22] years ago in the whole COVID everybody goes home right if you've heard of it right

[00:35:28] I think I heard about it i'm not sure

[00:35:31] Google Google all right but everybody goes home businesses to a large degree still need to

[00:35:39] continue etc all these applications from flooding into the market like

[00:35:44] teams etc yet and we're out there before but instead of the sales order meetings and now

[00:35:50] literally everybody's right a license great all that happens was the market picture applications

[00:35:57] and they made just one example flash forward today you have this session right you gave me a

[00:36:07] meeting invite this is your license is not mine I'm not using it it's my license is nothing to do with

[00:36:13] it's even if I have so you came to this position where through our data today was zoom we've got

[00:36:22] our customer base as about 35 to 37% of their zoom licenses are literally unmuted

[00:36:30] okay add I don't know what's in goes for these states but even if it's $10 on license

[00:36:35] but it's probably a lot more right that's a lot of money in every company that is wasted

[00:36:42] other talk ones salesports.com I was on boarding a company probably though

[00:36:49] pretty months ago or soon now we do this onboarding their applications etc along story short sales

[00:36:54] horse.com before their applications they literally see a person in there company where hasn't

[00:36:59] long been this saleshorse.com in 10 months okay at a hundred and fifty to two hundred dollars

[00:37:06] license depending on what the license is we're talking a lot of sparing right I think the average

[00:37:14] of non usage in our data base is about 25% or 7% for saleshorse Adobe license you know I

[00:37:23] got to need for some form of signing of the document or editing some PDF or whatever

[00:37:29] any came and went right maybe I use it again in six months maybe I don't

[00:37:35] photos I choose like well I did my job on demo license move on nobody knows if these things are

[00:37:41] actually is so we can show that essentially usage data right and we call it license optimization

[00:37:49] and we call it under a utilized which more or less basically says how do you

[00:37:54] use this in the last month plus month and then we can highlight that right and then you know

[00:37:59] as an MSP of another thing you will go to your clients and say hey did you know

[00:38:04] Joe or Taz and use any of these things in X months one is he doing a job to let's take away the

[00:38:11] licenses right so there might be reasons but point being is I think one of the huge value

[00:38:19] props that we can bring is we can give information to the MSP so that they can go to their clients

[00:38:28] weekly quarterly whatever it is and say hey look here's this information I'm providing you

[00:38:35] more value I'm making myself stickier with you I'm justifying whatever my fees are I can charge

[00:38:42] more fees right things like that and and I think that usage data is just some of it right

[00:38:49] or lack of a MSK. No I didn't let the optimization stuff. The trick that happened about five

[00:38:56] years ago where like all these tools popped up that was scanned the dark web and see if they

[00:39:01] could figure out what password you listed there on their accounts that had already been breech

[00:39:04] under your email address right that was a pretty cool trick so if you showed up to your prospect

[00:39:08] your client and said hey by the way is your password yaddy yaddy yaddy yaddy yaddy I don't know oh how did

[00:39:13] you write like like their shop it's like where did you know like are you monitoring my screen

[00:39:20] like what's going on like this is a this is like a similar approach here or it's like hey

[00:39:25] I'm just trying to make sure we're doing a good job for you so and so in sales hasn't logged

[00:39:32] into their sales force in five months what do you mean it's like well I'm just telling you

[00:39:37] like says that they haven't actually logged in for five months so like well could they've

[00:39:41] had been signed in that whole time no yeah they they get logged out automatically after

[00:39:46] many hours is like so what how are they working well that's a good question okay and like all

[00:39:53] of a sudden it's like a red flag you're like well thank you for telling me that let me go let me

[00:39:56] go figure out what's going on like that is yeah except except one could argue what has more

[00:40:02] value well if you're using the same password everywhere that could be damaging but like every company

[00:40:07] that I know or most companies their most expensive expense is people share payroll so if you're hiring

[00:40:16] someone that's literally not doing a job or here's the one that's a little bit harder to track but

[00:40:21] yeah you start to get the cookie crumbs maybe you can figure out yeah you've heard of this I'm sure

[00:40:26] the people who are working multiple jobs at the same time like I am working three full-time jobs

[00:40:32] they're just don't know about it's like that's a problem yep definitely now 13 separate laptops

[00:40:42] but we can you know throw you know their accounts as such like I said it's tied to their

[00:40:48] corporate email we can say we can surface the information about what apps there is yeah 100% that's

[00:40:55] interesting and then like I assume you can see not just when they logged in last but like maybe not

[00:41:01] to the layer of some of these other SaaS applications that do a lot of monitoring but like how often

[00:41:06] are they like are they like it's George only working for an hour that yeah I don't know that we can

[00:41:14] necessarily tell you if you're swapping off for seven of the eight hours if we're working one hour

[00:41:20] but what we can definitely show is aspects of effectively coming times you've logged in right

[00:41:27] over the past hour whatever period how often you're using zoom instead of teams how are you actually

[00:41:35] integrating you know whether it's integrating being in terms of deciding into is using any

[00:41:42] the social sign in IE. Hey logging with my Microsoft account login with my

[00:41:48] Google workspace account that collects social logging if you will we can show you that

[00:41:54] and then there's also ways to show just a little way typing or excuse me email and whatever your

[00:42:01] password is yeah we don't capture and pass for stuff but we do capture it you log in to zoom and just

[00:42:07] when I type to that right rather than the easy clip okay so from an so so you it sounds like you built

[00:42:15] the platform anybody can buy it but you did create an MSP program so what exactly does that mean

[00:42:24] what is the MSP program do? Good question so you know again couple of our go to markets

[00:42:30] to two major go to markets and it varies by any consideration but are selling to businesses direct

[00:42:37] who's IT's cavities is it or working with MSPs who manage IT on behalf of in a hybrid or full

[00:42:44] outsource whatever doesn't matter. Our program is for the straightforward we're relatively in the

[00:42:54] but it's pretty straightforward we have a model for MSPs that's not usually what I would say is

[00:43:02] your typical SaaS application model within an in which is they usually resell the application

[00:43:08] to make clients. So like they resells their they resells black whatever ours is too old for the

[00:43:14] MSP right so from that perspective we sell the MSP how they build charge if they do to their client

[00:43:22] you know to them but again being a multi-toned platform the simple structure of it is for the MSP

[00:43:30] themselves they can use it in their own company no problem there's literally no charge for

[00:43:35] the MSPs in their own company for their management of clients right whether you have a five clients

[00:43:42] of 10 people age or whatever it's based off of that that's how we work with them how the

[00:43:47] market with them is based off of effectively the employees that are under their management

[00:43:52] or regardless how many devices they have on vacation as they have how many clients they actually

[00:43:59] have so there's that effectively it at its final level today the the cool thing that we are

[00:44:08] literally looking for like pitch out here to anybody you happen to be listening I'm looking for

[00:44:13] what I call advisory partners MSP advisory partners and it's kind of like your customer advisory board

[00:44:21] and people can expose to partner advisory boards whatever you want to call it what's being is

[00:44:27] a small subset for MSPs we're going to help us build this solution we have with you already

[00:44:33] that we're working with they provide guidance in terms of whatever we map 3D maybe should be from

[00:44:40] perspective they did deeper visibility etc they have an awesome deal on working with us but it's

[00:44:46] you know we're looking for about it when you say you know what's your program that's come

[00:44:54] of it I mean it's pretty simple and reality is we're out canvassing the country the North American

[00:45:02] continent to some degree the world looking for MSPs to help and both managing that which

[00:45:09] they know from an application standpoint on their clients premise the view of in their club and that

[00:45:17] was they don't know we're hoping to provide more efficiencies so that they can grow you know the MSP

[00:45:24] piece of the their takers they figure stuff out if you're always eating the average MSB company

[00:45:31] probably has somewhere around 10 inch employees right summer super large summer two people want to

[00:45:39] but they're they're they're pretty strapped right and I'm editing on average roughly around 40 or so

[00:45:45] clients and trying to deal with that and if they want to get to the 41st etc grow their business

[00:45:51] follow way you're having done more and more people they'll do it meaning their own company right

[00:45:57] employees so part of our pitch is we can help you be more efficient in growing a business without necessarily

[00:46:02] hard to be a level for excuse me and then being able to provide that value you again out to their

[00:46:09] clients in terms of the hey did you do you know George never loves into this step did you know you

[00:46:14] have a spend on these applications that is astronomical because nobody's using did you know you

[00:46:20] have redundancy so things like if it's a larger customer on their side you have sales department

[00:46:27] went off the bottom zoom or something and maybe the marketing team on be known spot also a

[00:46:33] bunch of licenses nobody's controlling any of this and they're spending way too much

[00:46:38] from less as they consolidate on all these licenses on contract they might get a better deal right

[00:46:45] and there's visit don't so a lot of the reasons why a company goes to an MSP is because that

[00:46:52] managing an IT's not my business right maybe I'm a law firm and my law is my business I teach you know

[00:47:00] whatever I need help with them not hiring people because they're not you know revenue add to us so

[00:47:05] I outsource it so this is giving the IT folks the ability or excuse me MSP folks the ability

[00:47:12] in that outsource IT model or value more tools than their toolbox right to be able to

[00:47:22] their actual business it's there no I mean listen a lot of people make that pitch it's like

[00:47:31] the single pane of glass pitch that I've heard 24 years and I'm like there's not single pane

[00:47:36] anything it was sound great it just never happened so there's been a lot of window marketing around

[00:47:44] different teams but at the end of the day this topic is not necessarily a new topic it's just been an

[00:47:51] soft topic for a long time and quite frankly a lot of the traditional RMM style tools out there do

[00:48:00] not deal with the SaaS application you know yes Microsoft the SQL because everybody's using those

[00:48:05] but outside of that fall short and so they're still dealing with traditional IT tasks and like

[00:48:12] the world has progressed SaaS is the way the things are being consumed now and like it's a whole right

[00:48:19] so the MSP doesn't know they can't help they can't help then they get blindsided when you know

[00:48:24] customer is your hand it says hey can you help me with this and you're like what is this I've

[00:48:29] seen this now for the very first time what do you what can I do for how do you even log in all right

[00:48:35] so that happens often and quite frankly there's a lot of MSPs out there that will surely

[00:48:40] you know give you a you know their opinion on what isn't isn't good for MSP land so the

[00:48:45] back that you're looking for advisory you know people's not a bad thing yeah at the end of the day

[00:48:50] the fact that you have 300 plus applications that businesses are using like they don't have a lot

[00:48:57] that yeah there's not a lot of options so when you said this is a relatively new category

[00:49:00] gardener match card and all that I think yes I hear you because not a lot of solutions are out there

[00:49:05] that do this we hear a lot about SaaS backup but only for a hand for applications right office

[00:49:12] is expired the sweet right well all the pieces inside maybe a quickbooks maybe you know drop drop

[00:49:18] drop box box but then like stop look what about the rest right and so this is where things

[00:49:25] largely go unchecked and you know that you know one more theme out there that has been bubbling

[00:49:30] around MSP land for some time oh it's in the cloud it's good well I don't know if you've been around

[00:49:38] any IT people but they all wear the the cloud is just somebody else's computer it kind of is

[00:49:45] literal ask anyone that's on Amazon East that keeps going down over and over and over again

[00:49:51] so uh and there's big names that get affected right like Netflix you know goes down when

[00:49:56] Amazon East goes down so anyway I think grass I love where you're going with this I mean obviously

[00:50:02] there's a it can go in a lot of directions right it kind of feels like it's early days in this category

[00:50:08] and early days for your MSP program right but I like the idea and where it can go because quite

[00:50:17] frankly this problem isn't just gonna solve itself and it's only gonna get worse.

[00:50:22] 100% of it really I mean again that's all about the topic you remember being broken but that

[00:50:28] really accelerated massive amounts of SaaS application usage and now it turns out consequently

[00:50:36] wasted aspects of it but you know I don't have the data but if you look at like where

[00:50:43] what companies have been funded of the past couple of years various stages there are a ton

[00:50:50] of application businesses that have been funded thus making the problem to some degree

[00:50:57] exponentially worse or harder maybe to deal with it is very early I think the reality of life is

[00:51:05] from a roadmap perspective in such an our company work it totally evolves as well as everybody

[00:51:10] else in the category or otherwise into how we do all this stuff effectively but I think it's an

[00:51:20] exciting time I think it's a it is truly a real problem out there you know I talk to like I said MSP

[00:51:29] about hey what do you know that companies are trying to be using and also I know what I know

[00:51:34] and I don't know what I don't know and and things like that and you know we're trying to give

[00:51:40] that visibility ultimately and again to make them more effective and valuable to their clients

[00:51:47] and there only new problems that come out of that it will we might venture into or not

[00:51:53] I think the reality is these these kinds of solutions are our needed in to some degree where

[00:52:01] kind of an in an educational space right now you know being relatively new one category

[00:52:08] etc and the answer I mentioned you know 500 customers today but it's an exciting time that I think

[00:52:18] you know well look that actually is from now on say where did this start and where did it go

[00:52:23] and hopefully it's not going to be back to my original sample if I was in that thing called

[00:52:28] the waste mill which basically you know doesn't really exist anymore so something you're

[00:52:34] at least you'd be surprised but yeah well I was gonna say at least you don't want to heck

[00:52:39] faxes still exist right you know in this country it does but in other countries like

[00:52:45] radio and facts have disappeared in no longer exists but not in our country we love the fact

[00:52:50] machine especially in healthcare I don't know get the actually a pair of shirts and lawyers

[00:52:56] up until a couple years ago you could only lock in an NFL contract by faxes and it's a legal

[00:53:04] office really facts for like docu-sign

[00:53:07] all right whatever talk about another staff where people get licenses and they don't know

[00:53:15] the tacky side for sure this is awesome I said it's a new category it really is but

[00:53:20] desperately things really needed one I love what you're doing I know I look I said I assume

[00:53:25] more things are coming in what you're me out but like the actual tripod of things that you do

[00:53:30] super helpful actually and the fact now yeah for anybody it doesn't know how to spell

[00:53:45] MSBs could go on that and so I assume that when you click on that you want to get more information

[00:53:50] guess you go to probably Steve yep ultimately to me and yeah long as short of it is is

[00:53:57] you know we've got free trials and sections through that activity when you play can come to me

[00:54:04] you know won't do something like what we talked about here but more of a kind of demo

[00:54:10] environment like what we'll do it some of these events that you wrap up off at the beginning

[00:54:14] yeah ultimately if you all have any interest in the audience land out there but adjusts this

[00:54:20] dot com get that link down to me plus chat I love it I and the fact that you can use an MSB for free

[00:54:28] I mean talk about tribe free by how many yes apps do you not know that your people are using

[00:54:34] I bet you want at least one that you're way more well but yes at least for sure

[00:54:41] I I listen to you like let's try this whole trick on yourself internally before you go and

[00:54:46] use it on your customer I think you might be surprised Steve this is super educational again

[00:54:52] Joseph J.O. S.Y.S.com we recorded this session we're going to post a third youtube page MSBness

[00:54:58] for dot com under sessions rewind then you go back with what we had met Steve and at minute 32 you said

[00:55:04] can you show me that that that does happen by the way don't be surprised

[00:55:08] can't wait to run into you at one of these events in this Q3 Q4 extravaganza because they all come

[00:55:15] in rapid fire and like I lost my hair doing this circuit many many a time yeah mean you

[00:55:22] I got you I got you and by the way don't be surprised if designers and the Eagles find themselves playing

[00:55:30] against each other sometimes this year it's got to be in the playoffs because they're not in the

[00:55:34] regular season but I don't think the outcome will be the same I wish to put it out there and

[00:55:41] if he says a story yet it is August 15th this recorded just don't outcomes get a visa

[00:55:47] I hope you're all doing the same out from for sure because we'll just probably teach it by more

[00:55:51] but that's okay I hope we can place some ways yourself side of this is okay

[00:55:56] I have been known to place a wayger too so maybe when I run into you we'll have to lock that in

[00:56:03] you got thanks everyone for watching again check out Joseph J. O. Y. J. O. S. Y. S. S.

[00:56:11] dot com or just look up Steve Weinstock I'm sure he's on LinkedIn and all the other places you

[00:56:16] expect me to be and I will think about that way your Steve you just watch we'll get to you I got you

[00:56:24] alright my friend have a go on