Richard Tubb's Blog, page 34
February 22, 2023
How Marketing Conferences Can Dramatically Improve your MSP’s Marketing Knowledge
If you speak to any Managed Service Provider (MSP) or IT Solution Provider, and ask them about their marketing, you will typically see and hear an uncomfortable response.
With some exceptions, most IT businesses find marketing to be a challenge.
It’s true that the majority of MSPs are very good at what they do. Many rely on upselling to their existing clients, while others find new clients through good, old-fashioned ‘word-of-mouth’ referrals.
However, without consistent marketing activities to supplement your referrals, your MSP business may begin to stagnate. Or to put it another way, your sales pipeline will dry up.
In short — you can be the best IT company in the world, but if nobody knows about you, what is the point?
So, when it comes to finding and winning new clients, how can you improve your marketing knowledge, and apply an engaging marketing strategy?
One thing you should try? Attend a marketing conference or two.
As the former owner of a MSP business, I know from experience the power of consistently marketing your business.
Thankfully, the MSP industry has some of its own marketing experts.
For instance, Paul Green’s MSP Marketing Edge is a much sought after marketing system specifically for IT business.
Additionally, taking the time and expense to attend MSP conferences can broaden your horizons and allow you to learn from the most successful people in the Managed Services space.
And, with a calendar full of Awesome Events for MSPs globally, there has never been a better time to get out there and meet your peers!
If you’re already making the commitment to attend IT conferences, then you’ve probably already realised these benefits and seen your MSP business grow.
But, getting back to the topic of this article, when is the last time you attended a marketing conference?
I’m a big fan of marketing conferences and similar events.
In the same way that attending an MSP conference can help your IT business to learn from its peers, attending a marketing conference allows you to level-up your marketing-fu!
Being in a room full of marketing experts and other businesses who are looking to learn about marketing inevitably rubs off on you.
When I ran my MSP business, I made a point of attending marketing conferences because I didn’t want to know what other IT businesses were doing to grow — I wanted to know what other successful businesses were doing with their marketing!
Thankfully, nowadays, there are a wealth of marketing conferences you can choose to attend.
Without fail, every marketing event I’ve attended has delivered value — and I’d go as far as to say some were life changing for me in that they opened my eyes to a world of ideas beyond the MSP industry.
Yet, despite this abundance of opportunities for IT businesses to improve their marketing knowledge, I rarely see MSPs at such marketing conferences.
Why is this?
Why Don’t More MSPs Attend Marketing Conferences?For example, I recently attended the amazing Courageous Content Live marketing conference in my adopted hometown of Newcastle-upon-Tyne.
Courageous Content Live is the brainchild of Janet Murray, one of the UK’s top marketing experts.
Over two days, Janet drew together a community of entrepreneurs, creatives and forward thinkers. Every attendee shared ideas, best practices and tips to enable them to grow their respective businesses.
Topics included social media marketing, podcasting, YouTube, live video, Pinterest, email marketing & more.
In short, all the things I get asked about by MSPs on a weekly basis.
As we recently shared in our article on How Video Marketing Boosts Your IT Sales Reach, these types of marketing activities can have a significant effect on your MSP businesses growth.
Yet, despite this wealth of expertise and ideas, do you know how many MSPs I found in the room at Courageous Content Live?
Three.
Yes, out of 150+ attendees at Courageous Content Live, just three businesses were in the technology space.
Amazing, right?
So, intrigued, I asked two of those MSPs *why* they were attending a marketing event.
Here’s what they had to say.
I asked Kayleigh Pyner, a Digital Marketer at Leeds-based MSP, Cloud Nexus (one of the fastest growing IT businesses in the UK) why her company was attending Courageous Content Live, and why she thought there weren’t more MSPs in attendance.
Adam Foster of Starstream DataNext, I spoke to local lad Adam Foster, MD of Newcastle-upon-Tyne-based MSP, Starstream Data.
Why was Adam attending Courageous Content Live?
The Benefits for MSPs of Marketing ConferencesAs Adam says about marketing conferences, “MSPs need this”.
It’s easy for us, as technical experts, to sit behind our desks and stay within our comfort zones of working with technology.
But if we don’t step outside that comfort zone and seek out expert help in growing our businesses, we’ll always remain the “IT Guys”.
Instead, and following Adam’s advice here, why don’t you experiment with attending a marketing conference?
In my experience, these events are not only packed full of learning, but are also a lot of fun!
The people who attend these marketing conferences tend to be creative, innovative thinkers and open to new ideas.
Isn’t that philosophy something you’d like your IT business to draw upon, too?
When it comes to the takeaways for MSPs, there were a few points I’d recommend you need to look into if you want to attract more customers:
Employ a Marketing StrategyIt’s important to have a strategy in place, and sticking to it. Marketing can be costly; in terms of money, if you go down the pay-per-click (PPC) route; or in time, if you want to build a network on social media, and provide content that promotes who you are and what you do.
You need to stick to your strategy and give it time to work, but also know when your strategy isn’t working – so keep an eye on those metrics too!
Consistency is KeyProducing regular content shows a building of confidence in your brand to your audience. Seeing your regular Friday feature, or monthly Webinar shows that you’re putting the hours in – you care, and you’re consistent. These are important things that people look for in a brand when they consider buying from them.
Varied Content Shows Your Range, and Affects Your Audience in Different WaysIn contrast to the above, varying your content in terms of medium, type and across multiple platforms allows your audience to engage with your content in ways that suit them. It’s the age of convenience, and so we have to be flexible in how we reach-out to potential customers.
List of Marketing Conferences
Here are some ideas of marketing conferences you might consider attending:-
Atomicon – Newcastle-Upon-Tyne, UK. Created by marketing experts, Andrew & Pete, Atomicon has established itself as the premier UK event for small business marketeers.Adventures in Marketing – Edinburgh, UK. A new, smaller, one-day marketing-focused event founded by Niki Hutchison and Abi Sea.Content Marketing World – Washington, DC, USA. Three days packed with marketing ideas and inspiration.Courageous Content Live – Newcastle-Upon-Tyne, UK. A two-day event for creators and entrepreneurs, founded by Janet Murray.Social Media Marketing World – San Diego, CA, USA. One of the oldest, biggest and most powerful marketing events in the world!MarketEd.Live – Birmingham, UK. A smaller-scale one-day event founded and hosted by Paul Ince since 2017!Of course, there are hundreds more marketing conferences you can find around the world.
Regardless of where you are located, you’ll find an event for you.
The point is, get out there and experience these events. They will help supercharge your MSPs growth!
ConclusionWhen it comes to marketing our businesses, IT Managed Service Providers can be lacking in both technique and confidence.
But if you don’t consistently market your MSP business, you’ll fail to attract new business.
Marketing conferences are a great way to get out and learn, not just from your peers in IT, but your peers in business.
There are a wealth of marketing conferences that you can attend and use to draw on the knowledge of fellow entrepreneurs and business leaders.
Attending these events will help you to build up a network of people who you can learn from, and in turn, they from you.
Therefore, I’d encourage every MSP to put at least one marketing conference in your calendar for the year ahead.
Once you attend one of these conferences, you’ll come away with ideas on how to make marketing just a little bit less scary, and a lot more effective for your business! Plus, the more you practice marketing your business, the better you’ll get at it.
Over to you! Which Marketing Conferences have you got value from and would you recommend to MSPs? Leave a comment below or get in touch!
You Might Also Be Interested InPodcast – How MSPs can Market Themselves Better – TubbTalk #28 with John Jantsch of Duct Tape MarketingArticle – Why CMA Live Is The Best Marketing Event I’ve Ever AttendedArticle – Why Great Quality Content is Invaluable for IT Companies.The post How Marketing Conferences Can Dramatically Improve your MSP’s Marketing Knowledge appeared first on Richard Tubb.
How Marketing Conferences Can Dramatically Improve your MSPs Marketing Knowledge
If you speak to any Managed Service Provider (MSP) or IT Solution Provider, and ask them about their marketing, you will typically see and hear an uncomfortable response.
With some exceptions, most IT businesses find marketing to be a challenge.
It’s true that the majority of MSPs are very good at what they do. Many rely on upselling to their existing clients, while others find new clients through good, old-fashioned ‘word-of-mouth’ referrals.
However, without consistent marketing activities to supplement your referrals, your MSP business may begin to stagnate. Or to put it another way, your sales pipeline will dry up.
In short — you can be the best IT company in the world, but if nobody knows about you, what is the point?
So, when it comes to finding and winning new clients, how can you improve your marketing knowledge, and apply an engaging marketing strategy?
One thing you should try? Attend a marketing conference or two.
As the former owner of a MSP business, I know from experience the power of consistently marketing your business.
Thankfully, the MSP industry has some of its own marketing experts.
For instance, Paul Green’s MSP Marketing Edge is a much sought after marketing system specifically for IT business.
Additionally, taking the time and expense to attend MSP conferences can broaden your horizons and allow you to learn from the most successful people in the Managed Services space.
And, with a calendar full of Awesome Events for MSPs globally, there has never been a better time to get out there and meet your peers!
If you’re already making the commitment to attend IT conferences, then you’ve probably already realised these benefits and seen your MSP business grow.
But, getting back to the topic of this article, when is the last time you attended a marketing conference?
I’m a big fan of marketing conferences and similar events.
In the same way that attending an MSP conference can help your IT business to learn from its peers, attending a marketing conference allows you to level-up your marketing-fu!
Being in a room full of marketing experts and other businesses who are looking to learn about marketing inevitably rubs off on you.
When I ran my MSP business, I made a point of attending marketing conferences because I didn’t want to know what other IT businesses were doing to grow — I wanted to know what other successful businesses were doing with their marketing!
Thankfully, nowadays, there are a wealth of marketing conferences you can choose to attend.
Without fail, every marketing event I’ve attended has delivered value — and I’d go as far as to say some were life changing for me in that they opened my eyes to a world of ideas beyond the MSP industry.
Yet, despite this abundance of opportunities for IT businesses to improve their marketing knowledge, I rarely see MSPs at such marketing conferences.
Why is this?
Why Don’t More MSPs Attend Marketing Conferences?For example, I recently attended the amazing Courageous Content Live marketing conference in my adopted hometown of Newcastle-upon-Tyne.
Courageous Content Live is the brainchild of Janet Murray, one of the UK’s top marketing experts.
Over two days, Janet drew together a community of entrepreneurs, creatives and forward thinkers. Every attendee shared ideas, best practices and tips to enable them to grow their respective businesses.
Topics included social media marketing, podcasting, YouTube, live video, Pinterest, email marketing & more.
In short, all the things I get asked about by MSPs on a weekly basis.
As we recently shared in our article on How Video Marketing Boosts Your IT Sales Reach, these types of marketing activities can have a significant effect on your MSP businesses growth.
Yet, despite this wealth of expertise and ideas, do you know how many MSPs I found in the room at Courageous Content Live?
Three.
Yes, out of 150+ attendees at Courageous Content Live, just three businesses were in the technology space.
Amazing, right?
So, intrigued, I asked two of those MSPs *why* they were attending a marketing event.
Here’s what they had to say.
I asked Kayleigh Pyner, a Digital Marketer at Leeds-based MSP, Cloud Nexus (one of the fastest growing IT businesses in the UK) why her company was attending Courageous Content Live, and why she thought there weren’t more MSPs in attendance.
Adam Foster of Starstream DataNext, I spoke to local lad Adam Foster, MD of Newcastle-upon-Tyne-based MSP, Starstream Data.
Why was Adam attending Courageous Content Live?
The Benefits for MSPs of Marketing ConferencesAs Adam says about marketing conferences, “MSPs need this”.
It’s easy for us, as technical experts, to sit behind our desks and stay within our comfort zones of working with technology.
But if we don’t step outside that comfort zone and seek out expert help in growing our businesses, we’ll always remain the “IT Guys”.
Instead, and following Adam’s advice here, why don’t you experiment with attending a marketing conference?
In my experience, these events are not only packed full of learning, but are also a lot of fun!
The people who attend these marketing conferences tend to be creative, innovative thinkers and open to new ideas.
Isn’t that philosophy something you’d like your IT business to draw upon, too?
When it comes to the takeaways for MSPs, there were a few points I’d recommend you need to look into if you want to attract more customers:
Employ a Marketing StrategyIt’s important to have a strategy in place, and sticking to it. Marketing can be costly; in terms of money, if you go down the pay-per-click (PPC) route; or in time, if you want to build a network on social media, and provide content that promotes who you are and what you do.
You need to stick to your strategy and give it time to work, but also know when your strategy isn’t working – so keep an eye on those metrics too!
Consistency is KeyProducing regular content shows a building of confidence in your brand to your audience. Seeing your regular Friday feature, or monthly Webinar shows that you’re putting the hours in – you care, and you’re consistent. These are important things that people look for in a brand when they consider buying from them.
Varied Content Shows Your Range, and Affects Your Audience in Different WaysIn contrast to the above, varying your content in terms of medium, type and across multiple platforms allows your audience to engage with your content in ways that suit them. It’s the age of convenience, and so we have to be flexible in how we reach-out to potential customers.
List of Marketing Conferences
Here are some ideas of marketing conferences you might consider attending:-
Atomicon – Newcastle-Upon-Tyne, UK. Created by marketing experts, Andrew & Pete, Atomicon has established itself as the premier UK event for small business marketeers.Adventures in Marketing – Edinburgh, UK. A new, smaller, one-day marketing-focused event founded by Niki Hutchison and Abi Sea.Content Marketing World – Washington, DC, USA. Three days packed with marketing ideas and inspiration.Courageous Content Live – Newcastle-Upon-Tyne, UK. A two-day event for creators and entrepreneurs, founded by Janet Murray.Social Media Marketing World – San Diego, CA, USA. One of the oldest, biggest and most powerful marketing events in the world!MarketEd.Live – Birmingham, UK. A smaller-scale one-day event founded and hosted by Paul Ince since 2017!Of course, there are hundreds more marketing conferences you can find around the world.
Regardless of where you are located, you’ll find an event for you.
The point is, get out there and experience these events. They will help supercharge your MSPs growth!
ConclusionWhen it comes to marketing our businesses, IT Managed Service Providers can be lacking in both technique and confidence.
But if you don’t consistently market your MSP business, you’ll fail to attract new business.
Marketing conferences are a great way to get out and learn, not just from your peers in IT, but your peers in business.
There are a wealth of marketing conferences that you can attend and use to draw on the knowledge of fellow entrepreneurs and business leaders.
Attending these events will help you to build up a network of people who you can learn from, and in turn, they from you.
Therefore, I’d encourage every MSP to put at least one marketing conference in your calendar for the year ahead.
Once you attend one of these conferences, you’ll come away with ideas on how to make marketing just a little bit less scary, and a lot more effective for your business! Plus, the more you practice marketing your business, the better you’ll get at it.
Over to you! Which Marketing Conferences have you got value from and would you recommend to MSPs? Leave a comment below or get in touch!
You Might Also Be Interested InPodcast – How MSPs can Market Themselves Better – TubbTalk #28 with John Jantsch of Duct Tape MarketingArticle – Why CMA Live Is The Best Marketing Event I’ve Ever AttendedArticle – Why Great Quality Content is Invaluable for IT Companies.The post How Marketing Conferences Can Dramatically Improve your MSPs Marketing Knowledge appeared first on Richard Tubb.
February 20, 2023
TubbTalk 123: How To Easily Implement Zero Trust Networking for MSP Growth
An Interview With Marc Barry
Marc Barry is the co-founder and Chief Product officer at Enclave.
The Enclave solution effortlessly connects laptops, servers, homeworkers, cloud instances, containers and IoT devices together across any infrastructure with zero trust network access.
Marc has a Master’s Degree in Applied Information Security, and a background in security across public and private sector organisations, with a focus on building, researching and securing computer networks.
What is Zero Trust Security?Marc explains that there are many different definitions of Zero Trust, but to him, it’s an approach, and a way of thinking. “Essentially, it’s a model that assumes that our users, networks and systems shouldn’t be trusted.
“It’s the opposite of what networking has been for the last 30 years and how networks were designed to function. The goal is to reduce the attack surface of the organisation and reduce the impact or risk of a security breach.”
The Enclave Approach to Networks and SecurityEnclave creates a fast, zero trust network connectivity between systems located anywhere on the public internet, without opening any firewalls, adding edge devices, or changing the infrastructure.
So, Marc says: “Enclave is a corporate VPN, but it’s a modern replacement to legacy corporate VPNs. Those were rooted in hardware. So many organisations run remotely now, and have their infrastructure and resources all over the place. And we need an effective modern way to connect it all together.
“There are a lot of options out there for private network connectivity. And, the core technology difference for us is that our product is based around what’s known as a mesh overlay network. It’s an architecture in which systems and devices talk directly to one another over the internet, so it’s different to traditional VPNs.”
How to Deploy Enclave EfficientlyMarc says that some customers have reported that it can take a long time to move from a Virtual Private Network (VPN) to a zero trust network access product, especially as there are lots of different architectures available.
However, Marc says that the Overlay Network deployment is a neat process. “You install Enclave, enrol your devices and generate enrolment keys. You share these with your end users, devices and so on.
“Then, you set up policies, tagging your devices that make the most sense to you. The policies define how tagged systems communicate with each other. Finally, Enclave will build the private network for you. It’s like magic!”
The Enclave Integration StrategyIntegration is a big part of what Enclave do, says Marc.
Enclave offers single sign on and conditional access – via a concept they call ‘trust requirements’. These allow users to enrich and augment whatever access that they’ve already got in place.
“These fit in with the policies you already have defined, such as MFA. When we talk about the zero plus network access principle, we want to be as close to the endpoint as we possibly can be. That means we need to build technology that runs everywhere.”
How Enclave Makes Running a Remote Business EffortlessFirstly, Marc explains that as the Enclave business is run remotely, it is also important for them to provide secure, accessible solutions for themselves and their clients.
Secondly, “We’ve spent a huge amount of time making sure that Enclave plays nicely with existing technologies. Not everyone has the opportunity to build their private connectivity and access from scratch. So we’re acutely aware that non-disruptive, incremental deployment is valuable.
“It makes no difference to Enclave where you’re onboarding someone, or even if they’re in a different organisation. The process is the same internally and externally, you just need to have your policies in place. Location isn’t even a factor.”
How a Zero Trust Solution Keeps Users SafeMarc explains that there are eight phases, or opportunities, to disrupt a cyber attack, known as the Cyber Kill Chain, as defined by Lockheed Martin. Key to this is to make systems and networks as secure as possible.
“We describe this as ‘going dark’, which means you close your firewalls, and don’t have your VPN on a public internet where it’s exposed to threats. Having a door to your network is too much of a risk.
“Look at it this way – if you can’t be discovered, you can’t be targeted. And if you can’t be targeted, you also can’t be attacked. Simply remove your private systems from public networks, prevent anyone from trying to get in and have a zero trust policy will really help to keep your networks safe.”
How to Connect With Marc BarryEnclaveJoin the Enclave Slack channelFind Enclave on GitHubFollow Marc on TwitterConnect with Marc on LinkedInHow to Connect With MeSubscribe to TubbTalk RSS feedSubscribe, rate and review TubbTalk in iTunesSubscribe, rate and review TubbTalk on Stitcher RadioSubscribe and rate TubbTalk on SpotifyFollow TubbTalk on iHeartRadioFollow @tubblog on TwitterMentioned in This EpisodeThe Colonial Pipeline hackBilling reconciliation tool: GradientDevelopment tool: GitHubAnonymous functions: lambdaCyber Kill Chain from Lockheed MartinDeployment tool: KubernetesGoogle security researcher: Tavis OrmandySoftware engineer: Mark RussinovichComputer scientist: Paul GrahamComputer science news site: Hacker NewsDiscussion site: RedditRSA security conferenceInfoSec conferencesYou Might Also be Interested inPodcast: Application Security: What MSPs and MSSPs Should Know for SuccessNational Computer Security Day: How to Keep Your MSP Clients SafeVideo: Challenges for MSPs Providing Cybersecurity SolutionsThe post TubbTalk 123: How To Easily Implement Zero Trust Networking for MSP Growth appeared first on Richard Tubb.
February 14, 2023
How to Address Quiet Quitting to Engage Staff in Your IT Business
The trend of ‘quiet quitting’ is continuing to persist, especially amongst younger employees. Unlike ‘The Great Resignation’, which saw many workers quit their jobs, quiet quitters stick at their jobs, but refuse to do any more than they’re contractually obliged to.
They may feel their remuneration is lacking, or feel their working conditions could be better, but worse than this, they usually always feel disengaged or unappreciated, and that your investment in them as an employer is lacking.
Despite their feelings, their contributions, or lack of, can have a profound effect on your business’s productivity.
So, how can you limit the damage quiet quitting can do to your business?
The term ‘quiet quitting’ was originally coined by career coach Bryan Creely in March 2022, when his TikTok video went viral.
According to Dictionary.com the definition of ‘quiet quitting’ is “an informal term for the practice of reducing the amount of effort one devotes to one’s job, such as by stopping the completion of any tasks not explicitly stated in the job description.”
Essentially, it’s when an employee refuses to go above and beyond their duties, usually when they feel they’re undervalued by their employer, and disengaged as a member of the company.
Quiet quitting is a method of expressing dissatisfaction with the working situation, and is linked to similar buzz terms coined in the 2020s.
Those include:
Anti-Ambition – a shift in attitude for workers to strive for flexible working conditions above promotions and greater responsibilityLying Flat – also known as ‘Tang Ping’, a Chinese social movement where a leisurely lifestyle is pursued in favour of professional demands and societal expectationsThe Great Resignation – a widespread trend where a significant number of workers quit their jobs during the COVID-19 pandemic
Quiet quitting is a trend that followed on from the pandemic’s Great Resignation, but it persists today, in part, due to wage increases being unable to keep up with inflation.
Although, employees can be perceived to quietly quit for other reasons.
Some argue that people quiet quit to protect their mental health. To avoid the stress and eventual burnout of over-working, but also to set boundaries of control over what is tolerable.
According to research by Gallup last year, quiet quitters make up at least 50% of the US workforce. A poll by recruitment experts Monster Intelligence reported that:
60% of workers say they’re being underpaid for what they’re asked to doWhile 61% of workers say they’re feeling burned out
There are plenty of reasons to believe that quiet quitting is in decline. Google Trends show fewer searches for ‘quiet quitting’ in the last quarter, and many believe the buzz around the alliterative trend has begun to wane.
While it might be true that the term is not as popular as it once was, it does not mean that it’s gone away – I’d wager that the term ‘pandemic’ returns fewer searches than it did two years ago.
A number of factors have come into play post-pandemic which affect workers, the most important being:
Rising inflation and the cost of livingFlexible working and striving for a better work/life balanceWorkers are obligated to do more for what seems like less. Less money in their pocket and less free time on their hands.
Tayo Bero of The Guardian newspaper describes it an ‘act of defiance’ claiming that “…tired, overworked, burnt-out working-class people are taking back their agency and refusing jobs and working conditions that are unsuitable for us.”
There is an argument that the term quiet quitting is just hype for workers standing up for themselves and not taking on additional unpaid work. It’s worth noting that ‘hustle culture’, where employees work extra hard as credit for a future promotion, has been in decline since around the same time quiet quitting became a trend.
Whatever the name for it, and whatever the case, it’s clear that the problem is something for an employer to address directly with the workers involved, and on a one-to-one basis. Engagement and direct communication are key – it’s not something that will often repair itself.
We are going to make the assumption that quiet quitting is similar to employee disengagement.
The problems caused by employees who are not actively engaged have a detrimental effect on your business.
Productivity and quality of work suffer – output is both slow and sloppyMinimal contributions to collaborative projects – can cause delays to projects while not contributing their expert knowledge where it’s neededTheir attitude reflects badly on your business – both in terms of brand and culture. Nobody likes poor service from an unhappy employeeThey desire to work elsewhere – despite your investment in them, they’ll be looking to move onTheir negative attitude can disrupt other workers – they often complain openly, leading to more unhappy workersAccording to Gallup’s State of the Global Workplace 2022 Report, employees who were not engaged, or actively disengaged, cost the world $7.8 trillion in lost productivity.
In knowing that disengaged employees are quietly costing your business money, it’s down to you to do something about it.
Communication is KeyListening goes a long way to understanding why there is a problem in the first place.
Hold one-to-one meetings and performance reviews. By highlighting areas for improvement, you can spark engagement, especially if you encourage new and interesting ways for them to get involved.
More inspiring ways of working may increase buy-in from the affected employee.
If they feel remuneration for their labour is lacking, then a discussion and a potential compromise may resolve the issue. It’s probably not uncommon for staff to refuse to take on extra duties if their pay packet doesn’t seem to extend very far. That’s thanks, in part, to rising inflation and energy costs.
Identify Issues With Their Work and Address ThemLook at rebalancing workload and resources. If you’ve had an extensive period of growth in your business, you many not realise the effect this has had on your employees.
Likewise, if you’ve had to downsize recently and let staff go. Those left to pick up the slack can feel undervalued over time, and are less likely to seek to take extra work on – even after things settle again.
Encourage Improvements to Their Personal WellbeingOne of the ways you can counteract the effects of quiet quitting for the sake of mental health is to promote healthy wellbeing in the workplace.
If you support your staff in maintaining their physical and mental health, you’ll likely encourage stronger relationships with staff in the long run, especially if you’re open about the support available to them if they’re struggling.
Setting Healthy Boundaries at Work and Outside of WorkBuilding a rapport with your staff and encouraging social activities outside of work can be a great way to build morale. However, you should also keep an eye on maintaining the boundaries between work and play.
Professionalism should be the goal for your business, but social bonds between people at work can make business owners seem more approachable to staff.
Encourage Strengths but Make Stepping Up OptionalThe simple truth is not everyone is looking to climb the ladder to a promotion.
The desire to be promoted into roles that require leadership skills is not a priority for some people, and that’s okay.
However, you can still encourage your staff to grow and develop in their roles.
Career progression doesn’t have to lead towards having to manage a team of people. In other words, there are other roads to development for those individuals who don’t want to step up to a middle management role.
This is especially true of workers who have been in management previously, who just want to do work that, to them, feels less stressful and more rewarding.
Despite your best efforts, sometimes remedial actions won’t solve the problem.
When this happens, you have to weigh up the cost of continuing to employ a disengaged employee, or letting them go in favour of finding a replacement.
Unengaged staff are a problem for your business. They negatively impact both productivity and your work culture.
If they are underperforming, highlighting their poor performance can sometimes be the push they need to improve. Or if not, they may see this as their opportunity to move on.
However, if it looks like an improvement is not forthcoming, and they won’t resign, then you should take steps to end their contract as soon as you are comfortably able to do so. Follow your procedures for termination of employment in a legal and responsible way.
While the buzzwords come into and out of vogue, the progenitor of this crisis of faith in our working lives stems from the pandemic. It gave us the time to rethink our lives, to learn and practice new skills.
We reconnected at home with our families and pets, and we realised we missed that part of our lives more than we missed the office.
The Great Resignation showed that a great many workers were willing to leave their jobs in search of better working conditions and remote working opportunities. Anti-ambition and lying flat are trends that continue that the pursuit of leisure-over-work. And quiet quitting is just another act of defiance against the pre-pandemic ambitious work culture.
Ultimately, although the hashtag #quietquitting may soon fall into obscurity on Twitter. The problem of addressing the balance in our future workforce is only going to continue, at least for the short-term.
Quiet quitting may be a passing trend, but the effects of disengaged workers are not to be taken lightly.
This lack of engagement is a missed opportunity to contribute to the work culture of your organisation. Something which has been lacking in remote teams, as well.
In taking steps to address the issues, firstly, start a conversation. And secondly, follow up on any agreed actions.
Remember, you cannot always prevent or solve the problem of unmotivated staff. If it’s affecting your business, you should seek to terminate their employment.
Have you encountered a actively disengaged employee in your business? And were you able to turn the situation around? We would love to hear your experiences in the comments.
The post How to Address Quiet Quitting to Engage Staff in Your IT Business appeared first on Richard Tubb.
February 7, 2023
Tubbservatory Round-Up #13 – January 2023
Each week Richard throws a spotlight on five resources Managed Service Provider (MSPs) business owners should take note of in the IT industry. The Tubbservatory is a weekly video broadcast featuring useful articles, podcasts and events that bring value to IT business owners.
Tubbservatory Round-Up #13 – January 2023 is a recap of all of the Tubbservatory episodes made during the month of December. It’s edited together for you to watch at your convenience. The items are summarised below, with links to the resources mentioned in the video at the end of this article.
This month’s topics include: Cybersecurity, Marketing, Industry Trends and we look at the forthcoming events for MSPs and IT Professionals.
#1 Marketing Podcast Network’s Podcast Library
Marketing is top of mind for most MSPs this year, and so I wanted to bring your attention to the Marketing Podcast Network, the brainchild of social media expert Jason Falls.
Whether you’d rate your marketing level at expert or newbie, The Marketing Podcast Network contains shows that will educate you on how to make 2023 your MSPs best year yet for new business!
I’m a big fan of shining a light on the fast-growing challengers in the Managed Services space, so huge congratulations are in order to RMM/PSA platform SuperOps.ai, who have won 17 awards across categories from the prestigious G2 platform in its Winter 2023 report, reports Manish Balaji of SuperOps.
Winning awards such as Best Support and Best ROI means that SuperOps officially steps into the High Performer quadrant in G2’s Winter 2023 announcement.
MSPs, if you’ve not taken a look at SuperOps.ai lately, now is the time to check them out!
#3 The Tech Tribe’s Growably PlatformMore marketing news, as the illustrious leader of The Tech Tribe, Nigel Moore, recently announced how Tribal MSPs can build an amazing MSP website in 60 seconds (kinda!).
The Tech Tribe have released a brand-spanking new feature in their Growably platform that allows MSPS to build awesome looking websites – fast!
And if you’re not a member of The Tech Tribe, check out The Tech Tribe for a 40% discount!
#4 Learn and Test DMARCMSPs know email security is key to preventing cybercriminals breaching your client’s systems, but setting up email security such as SPF, DKIM and DMARC can be… challenging.
Thanks to MSP expert Todd Kane for sharing the excellent Learn and Test DMARC website which makes the process easy, holding your hand through each stage.
#5 The 2023 Awesome List of Events for MSPsIf you’re looking for some ideas of MSP events to attend in 2023, then look no further!
At Tubblog, we’ve put together ‘The 2023 List of Awesome Events for MSPs’, which is already filling up fast!
If you have any events you think should be included in our list, then get in touch!
#1 How to Add Vertical Specialties to Grow Your Cybersecurity Practice
The riches are in the niches — so says Ronan McCurtin of Acronis with advice for MSPs on ‘How to add Vertical Specialties to Grow your Cybersecurity Practice.’
Build on current strengths, seek specialised vendor partners and develop a focused marketing approach are just three of the tips McCurtin gives to MSPs.
If you’re looking to define your MSPs niche in 2023, then this article is an excellent guide.
#2 Dark Data: The Dirty Secret of the ICT SectorDark data is “The dirty secret of the ICT sector”, so writes Tom Allen of Computing.
Poor storage practices are a massive drain on the world’s resources.
Storing unstructured and unused data generates millions of tonnes of greenhouse gases every year, as well as consuming huge amounts of water and taking up vast swathes of land; but businesses and data centres can make a major and immediate difference with one simple step: taking control of data storage.
It is up to everyone – especially IT leaders, with control over business data – to take the iniatitive with storage.
#3 An Essential Cloud Security Checklist (and Best Practices)Keeping your clients’ cloud data secure is imperative, so here’s an Essential Cloud Security Checklist (Plus Best Practices) from Alternative Cloud Provider, Linode.
And if you want to try this guide out in real-time, Linode are offering a $100 credit for any new accounts.
#4 Video – Barracuda SOC: Understanding Emerging Cyberwarfare AttacksTalking of Cybersecurity, if you want to understand the Emerging Cyberwarfare Attacks expected in 2023, then the Security Operations Centre at MSP specialists Barracuda have an excellent video to explain more.
In this video, the Barracuda SOC team discusses the effect of the world affairs that are impacting the cyberthreat landscape and how your MSP can prepare for the cybersecurity year ahead.
#5 TruMethods Schnizzfest 2023 Returns on 23rd – 25th January 2023If you’re looking for the first event of 2023 to attend, then the world famous MSP Schnizzfest takes place on Jan 23-25th in Pheonix, Arizona.
MSP Legend Gary Pica will be bringing the TruMethods community together with 3 days of:
Thought LeadershipInterviewsPanelsSpecial Content Tracks, andNetworking Opportunities
#1 Pax8: These Five Trends Will Shape the IT Channel in 2023
These Five Trends Will Shape the Channel in 2023, says Pax8 in this intriguing blog post.
Growth in cloud tops the list of 2023 trends, and despite the gloomy economic outlook, smart MSPs will find pportunities to grow and defy macroeconomic forces.
This article is definitely worth a read to gauge the pulse of the MSP channel for the year ahead.
#2 SMB Community Podcast: What’s on Our Radar?If your ears crave MSP podcast listening this year, then check out the SMB Community Podcast which has been rebooted!
Host Karl Palachuk is now joined by MSP veterans Amy Luby, Amy Babinchak and James Kernan.
Could you pack any more smarter minds into one podcast? Listen and find out!
#3 Zomentum Reveals Acronis Cyber Cloud Integration for its PSANews that MSP revenue platform Zomentum now integrates with the Acronis API to obtain licence information and update your MSP contracts daily. The result? You can save time and resources by avoiding manual re-typing and improving profits with accurate billing.
This is a welcome step to help MSPs avoid the dreaded revenue leaks.
Zomentum MSPs can find out how to enable this new feature at the Zomentum website.
#4 Video: Google My Business for MSPsDid you know that up to 50% of local businesses have not claimed their Google My Business profiles?
This seems crazy, so our friends at Pronto Marketing have put together a ‘Google My Business Video Guide for MSPs’.
If you haven’t got your Google My Business profile claimed and set up for your MSP, watch this video now!
#5 The Cyberdrain Capture the Flag Event for MSP ProfessionalsThe annual CyberDrain Capture The Flag event for MSP Cybersecurity Professionals will take place between 14th Feb and 23 Feb 2023!
This event is an initiative by MSP Cybersecurity Expert Kelvin Tegelaar to help technology professionals gain new skills in a playful and competitive way. Judges from MSPGeek will be lending their expertise too!
Check this event out to sharpen your cybersecurity skills and win prizes!
#1 The MSP’s Guide to Selling Network Solutions
You may have heard me get on my soapbox about why MSPs should be selling clients their own networks solutions. I believe not doing so is leaving money on the table.
Well, if you need some help, The MSP’s Guide to Selling Network Solutions by James Sullivan at Pax8 is an excellent resource.
Connectivity is a Solution, NOT a commodity, says Pax8, and I couldn’t agree more.
This is definitely a guide to check out.
#2 E-Book: The 7 Point Checklist for the Ultimate Sales PipelineMSP revenue generator platform Zomentum are offering MSPs the ultimate guide to creating powerful sales proposals that win!
If you’re searching for ways to make your MSP sales proposals look appealing without sacrificing your soul and sanity, then this book is for you.
#3 Scrape and Monitor Data with Browse.aiMost MSPs would love the opportunity to monitor their competition. Right?
Well, that’s exactly what the tool Browse.ai can do!
Jason Kemsley at Uptime Solutions recommended Browse.ai by saying it can export information from competitors’ websites to ensure you are up to date with what/how they are sharing or doing online that is helping their success.
Coming into 2023, video marketing is huge! But if you’re struggling to get your MSP’s video strategy in place, then this training might be for you.
Matthew Hughes, aka King of Video, is a former IT rofessional who has launched the YouTube for Business community.
The goal is to teach you to discover how to strategically launch, grow and monetise your YouTube channel.
#5 The MSP Rescue Roadshow – 17th February 2023On February 17th 2023, MSP legend Harry Brelsford will be hosting the MSP Rescue event live from Chicago, Illinois.
This one-day event focuses on success factors ranging from uncovering internal operational efficiencies to hedging your services, solutions and client offerings that include counter-cyclical elements.
From Week 1Marketing Podcast Network’s Podcast LibrarySuperOps win 17 Awards in G2’s Winter 2023 ReportThe Tech Tribe’s Growably PlatformLearn and Test DMARCThe 2023 Awesome List of Events for MSPsMentioned in Week 2How to Add Vertical Specialties to Grow Your Cybersecurity PracticeDark Data: The Dirty Secret of the ICT SectorAn Essential Cloud Security Checklist (and Best Practices)Video – Barracuda SOC: Understanding Emerging Cyberwarfare AttacksTruMethods Schnizzfest 2023 Returns on 23rd – 25th January 2023Week 3Pax8: These Five Trends Will Shape the IT Channel in 2023SMB Community Podcast: What’s on Our Radar?Zomentum Reveals Acronis Cyber Cloud Integration for its PSAVideo: Google My Business for MSPsThe Cyberdrain Capture the Flag Event for MSP ProfessionalsAnd Week 4The MSP’s Guide to Selling Network SolutionsE-Book: The 7 Point Checklist for the Ultimate Sales PipelineScrape and Monitor Data with Browse.aiThe YouTube for Business CommunityThe MSP Rescue Roadshow – 17th February 2023
That’s all from the Tubbservatory Round-Up for January 2023!
Are you aware of a useful tool or resource you think we may be interested in?
Please let us know in the comments.
The post Tubbservatory Round-Up #13 – January 2023 appeared first on Richard Tubb.
February 6, 2023
TubbTalk 122: IT Nation Connect 22: The 3 Best Tools MSPs Should Have
Richard speaks to representatives from three of the biggest solution providers in the IT space to talk about the best MSP tools to invest in now.
These three interviews were all recorded live at IT Nation Connect 22, which took place in Florida at the end of 2022.
An Interview with Ben Spector and Ted Roller of ZomentumZomentum is a revenue platform, built for partners and vendors building partner programmes. Ben Spector is Head of Solutions, and Ted Roller is Channel Chief.
How Zomentum Differs from Other MSP Quoting ToolsBen explains that there are two sides to the Zomentum MSP tool – one for partners and one for vendors: “Zomentum Partners is a sales and revenue management platform that helps to grow, manage and retain your revenue.
“That includes conducting assessments, putting together quotes and proposals and offering visibility into the sales pipeline. And vendors are able to grow partnerships into a major acquisition channel.”
Zomentum is different to other MSP tools because as well as providing the quote and maintaining your CRM, the level of detail provided on the sales process helps to close the deal.
How the Zomentum Tool Helps MSPs with SalesIn Ben’s opinion, there are two types of MSP: the engineering-led MSPs that can’t sell, and there are sales-led MSPs that can’t deliver. The vast majority of MSPs in the industry are engineering-led. So Zomentum gives those engineers all the tools and know-how to build a sales structure and put a proper process in place.
Ted explained that the design of Zomentum allows vendors to tailor each quote for each potential customer – those who know their products well can easily present a range of options. And they can teach MSPs how to do that.
“We all know that pulling information from multiple vendor sites is time-consuming. Using our drag-and-drop facility means it’s much quicker to add the information you need and to replicate the process for each quote.
“What it really means is that MSPs can leverage our revenue platform to drive value. They have access to vendors who will give them all the materials you need to quote more quickly, more effectively. And more often.”
How to Connect With Ben and TedZomentumFollow Zomentum on TwitterLike Zomentum on FacebookFollow Zomentum on LinkedInEmail Ben SpectorEmail Ted RollerAn Interview With Joe Alapat and Matt Miller of LiongardLiongard are a data platform for MSPs, providing visibility into all systems in the modern IT stack and delivering the right security outcomes. Joe Alapat is Liongard’s CEO, and Matt Miller is their Vice President of Product.
The Type of MSPs Who use LiongardMatt explains that their most successful users are growth-oriented and invest in the tools and processes that will help them to growth their business efficiently. And to do that, they want the best-in-class MSP tools to drive powerful outcomes for their customers.
He adds: “Our typical users have around 15 end customers. They come to us when they get to the point where their engineers can’t keep the differing client needs in their heads. They need Liongard to help them grow the team and scale the business.”
How Liongard Fits in With the MSP Tool StackJoe says that most MSPs who leverage the platform see it as part of their standard tool set. They understand that this single data platform allows them to see into all the systems they’re managing.
“Once they realise that, it opens their eyes to the value MSPs provide and the advantages available. We noticed that there wasn’t anyone focused on configurations of systems across the stack. You might hear the phrase ‘full stack visibility’ – we call it ‘unified visibility’. That’s from cloud to endpoint.
“Our goal is to drive value for our partners, and that defines how we build our features. The ultimate outcome is to give MSPs an advantage to drive profits. And at the same time, increase customer satisfaction and learn from the data our tool gathers.”
How the Liongard Tool Solves MSP Pain PointsMatt explains: At the heart of what we create is the centralised data asset, which powers a lot of outcomes. Our most advanced MSP users get a baseline configuration of the systems in their stack. They use that to see where they are now and where they want to be.
“That might be aligning to a security framework, and the tool allows them to track progress and update when they onboard a new client. But it also helps with everyday things, like tracking SSL certificates that are about to expire, or a domain registration.”
How to Connect With Joe and MattLionGardFollow Liongard on TwitterLike Liongard on FacebookFollow Liongard on LinkedInConnect with Matt Miller on LinkedInAn Interview With James Steel of LinodeLinode are a Linux-based cloud computing solution, offering virtual private servers to their clients. And they offer a layer of services to go alongside. James Steel is Partner Community Champion at Linode.
Typical MSP Users of the Linode ToolJames says that their typical partners are companies doing some sort of web or application development. “Linux is the platform of choice in a lot of cases. And we’re a fraction of the price of some others. We try not to focus on that, but it’s true.
“We’re partner-friendly, too. Our clients can pick up the phone at any time and speak to an expert who can really help them. You’d have to invest a lot to get that kind of service from one of the Big Three.
“The other type of client is looking for additional storage. They run applications and need additional support. Finally, there are some amazing security suites in the open-source space, and they come to us too.”
How Linode’s Acquisition by Akamai Helps Their MSP ClientsJames explains that Linode had been carving out a niche in the alternative cloud space. And now, with the Akamai acquisition, they’re able to scale. “We’re looking to double the number of data centres and more computing locations.
“It means that we’re able to match the reach of the hyper-scalers, but with the price point that fits the alternative cloud category. We’ll be able to support a lot more clients with their business needs.”
How Linode Help Clients Use Their MSP ToolLinode know that support is essential for MSPs, because the buck stops with them. “We want to be simple to use, and make things ‘self-service’ as much as possible. We work to make it straightforward to get started with the Linode solution.
“And we have a huge amount of documentation on the website to help new clients get started. And if you get stuck with anything, we have a lot of walkthroughs and explainer videos on our YouTube channel. Plus, we have a partner channel that highlights how our clients use the tool in their MSPs.”
How to Connect With JamesLinodeFollow Linode on TwitterFollow Linode on LinkedInConnect with James on LinkedInSubscribe to the Linode YouTube channelSubscribe to the Linode Partner YouTube channelHow to Connect With MeSubscribe to TubbTalk RSS feedSubscribe, rate and review TubbTalk in iTunesSubscribe, rate and review TubbTalk on Stitcher RadioSubscribe and rate TubbTalk on SpotifyFollow TubbTalk on iHeartRadioFollow @tubblog on TwitterMentioned in This EpisodeZomentumSales quoting software: QuoteWerksClose CRMProposal templates & quote software: ConnectWise CPQ (formerly ConnectWise Sell)Video: Zomentum WalkthroughVideo: Zomentum Connect WalkthroughLionGardBook: W. Chan Kim & Renee A. Mauborgne: Blue Ocean Strategy, Expanded Edition: How to Create Uncontested Market Space and Make the Competition IrrelevantActive DirectoryEndpoint Security: Sentinel OneAccounting Software: QuickBooksLinodeUniFi-Ubiquiti serversOpen-source tool: OdooOpen-source security: WazuhSecurity and cloud delivery: AkamaiCloud computing: Digital OceanAlternative cloud: VultrCloud-based network management: AuvikTom Lawrence YouTube channelYou Might Also be Interested inPodcast (with Ben Spector): How to Accelerate Your MSP Sales for Business Growthebook: The MSPs Guide to Moderrn Cloud InfrastructurePodcast: Microsoft Stack and Why MSPs May Consider an Alt Service DeskThe post TubbTalk 122: IT Nation Connect 22: The 3 Best Tools MSPs Should Have appeared first on Richard Tubb.
January 30, 2023
TubbTalk 121: Application Security: What MSPs and MSSPs Should Know for Success
Michael George is CEO of Invicti Security. They’re an accurate automated application security testing platform that scales like no other solution.
He tells Richard Tubb why application security should be a priority for today’s MSPs. And, he explains why Invicti believe that the new frontier for cyber hackers is applications. Because it’s much harder to get in directly into infrastructure, and application security is often weaker.
The Importance of a Strong Company CultureReflecting on his time at Continuum, Michael says that it took time for the team to gel and come together. “It didn’t happen instantaneously, but by the end we felt like a family. We had a remarkable culture.
“In it, everyone was bound together by a common mission and objectives. They all had the right attitude and work ethic, and something magical happened. That’s what you need for a strong company culture. I knew the names of so many of my staff of 1,400 people, and their families too. You need to show interest.”
Why Application Security Testing is so Important in Modern CybersecurityFor a long time, smaller businesses have felt that they weren’t significant enough to be a target of a cybersecurity attack. We now know, of course, that by believing they weren’t vulnerable, they made themselves targets.
“At every level, including the vendors, companies were being attacked. Once the hackers got into them, they could infiltrate thousands of other businesses. Now that people understand the risk, it’s become a priority for them. But they’re still fairly clueless when it comes to understanding their weak points.
“We use a tool called Discovery which looks at internal and external applications in a business, and they don’t even realise how many they have. Some are dormant but still on the system, and they represent an entry point. Without application security testing, they can’t be fully protected.”
Not completely sure what application testing is? This might help!
How Invicti is Viewed by the Wider Cybersecurity CommunityMichael says the fact that their tools are easy to use is a hallmark of what they do. “We’re dealing with very important, big and complex problems, but we spend a lot of time on both the user interface and the user experience.
“When we onboard customers, we take time to get them up and running, and then they get unlimited scanning per application. We know they’ll have to scan the same applications over and over.
“I think the cybersecurity world sees us as a sophisticated, high value tool which is easy to implement and has features that none of our competitors offer. We even offer ‘proof-based scanning’, which we implement when we’re trialling the solution with a prospect. That really demonstrates our worth.”
How Invicti’s Application Security Fits in to the MSP MarketMichael explains that the majority of their users are SMBs, and their average sale price is in the same zone as a PSA or RMM. “From clients we’ve worked with, we know that application security is one of their biggest worries. Those who’ve moved into MSSP – a security focus – need a tool to help them protect their clients.
“If applications are vulnerable, you need to correct that immediately. But at the same time, we don’t want to be a standalone solution. So we’ve worked hard on integrations. We have a very simple API layer so you can plug into your existing stack. Take our data and use it wherever you are.”
The Practicalities of Solution Consolidation in CybersecurityMichael says that most MSPs and MSSPs tend to use the same few vendors, and it’s essential that these tools work together. If one doesn’t suit your needs, you have to look elsewhere, but there are only a handful at the top level.
And that, Michael says, is where consolidation comes in. “We’ve seen a few big mergers recently, and for the most part they’ve been positive for the users. Consolidation is inevitable, and it’ll happen in the cybersecurity world sooner rather than later. There will only be a couple of winners, and Invicti intends to be one of them.”
How Invicti Helps MSPs Manage Risk in a Scalable WayOne big advantage that Invicti has is that its scans run very fast, and they prioritise and highlight the key areas that need addressing so they can be remediated quickly. Clients can also choose what to scan for, so they may look for API vulnerabilities, or zero-day threats.
The tool (Acunetix) is cloud-based and runs on Linux, making it secure and accessible. Scans can be run concurrently, and there can be tens of thousands of scans done in a short space of time. That means the MSSP can support multiple clients at the same time, so scaling doesn’t mean they compromise on their ability to deliver results.
How to Connect With Michael GeorgeInvictiFollow Invicti on TwitterLike Invicti on FacebookFollow Invicti on LinkedInConnect with Michael on LinkedInHow to Connect With MeSubscribe to TubbTalk RSS feedSubscribe, rate and review TubbTalk in iTunesSubscribe, rate and review TubbTalk on Stitcher RadioSubscribe and rate TubbTalk on SpotifyFollow TubbTalk on iHeartRadioFollow @tubblog on TwitterMentioned in This EpisodeConnectWiseJiraJenkinsServiceNowA3Sec SASSmart Solution Consulting GmbHMonogoBulletproofKaseyaLinuxSummit Partners (growth equity firm)Book: David Foster Wallace: Infinite JestDavid Foster Wallace Kenyon College commencement address: This is WaterInvicti’s AppSec Indicator reportInvicti’s MSSP ProgramInvicti Resources LibraryYou Might Also be Interested inPodcast (featuring Michael George): Dealing with Customer Objections to Outsourced ServicesOn-demand webinar: Protecting SMB Clients From Today’s Cybersecurity ThreatsPodcast: How do Criminals Think? Cybersecurity for MSPs
The post TubbTalk 121: Application Security: What MSPs and MSSPs Should Know for Success appeared first on Richard Tubb.
January 25, 2023
The benefits of learning how to Up-Serve your clients
What is up-serving? For today’s article, I’m honoured to be handing over the blog to one of my business heroes, Bob Burg.
Bob is the co-author (alongside John David Mann) of the best-selling book, The Go-Giver: A Little Story About A Powerful Business Idea.
The Go-Giver is a book I consider one of my top-three life-changing reads. It is also the book I gift most often to other people. I’d highly recommend you read it.
After you’ve read Bob’s article, I’d also recommend you listen to my TubbTalk Podcast interview with Bob where we talk about How Being a Go-Giver Can Increase Your Sales.
Richard Tubb.
***
Have you ever been…”Up-Served?”
This is when you purchase a product and before closing out the sale you’re given an opportunity to buy something related to your original product but probably less expensive.
For example, additional ties or belts after buying a suit, a servicing plan after buying a new air conditioner, etc.
And, after you did… were you glad that you did?
The benefits of Up-ServingThe cool thing about being up-served is that (again, assuming you were happy with your decision) when this occurs, both parties benefit.
The buyer benefits (profits) as he or she receives more value than originally planned and the seller profits by increasing their “net” during the same exchange.
Of course, this is usually called an “Up-SELL.”
And there’s absolutely nothing wrong with that term, other than that it seems to come from the seller’s viewpoint rather than on how it helps your client.
Up-Selling vs Up-ServingSo, from now on, let’s call it an “Up-Serve” as that’s the focus: to *serve* your client with more value than originally expected.
Our additional profit is simply the result of our focus on them, and being able to serve them appropriately.
Speaking of which…yes, I’ll have fries and a cola with my veggie-burger, thank you! 
Question: How do *you* Up-Serve in your business in order to increase the value you’re providing your new customer while — as a result — increasing your company’s bottom line?
Leave a comment below or get in touch with Richard or me, Bob Burg!
About Bob Burg
Bob Burg is the co-author (with John David-Mann) of the best-selling book, The Go-Giver, a Wall Street Journal and BusinessWeek Bestseller.
Bob’s Go-Giver book has been translated into 30 languages.
It was rated #10 on Inc. Magazine’s list of the Most Motivational Books Ever Written.
Further, the Go-Giver was featured on HubSpot’s 20 Most Highly Rated Sales Books of All Time.
In the Go-Giver, Bob shares how a subtle shift in focus is not only a more uplifting and fulfilling way of conducting business but the most financially profitable way as well.
For 30 years, Bob has helped companies, sales leaders, and their teams to more effectively communicate their value, sell at higher prices with less resistance, and grow their businesses based on Endless Referrals.
If you’d like to receive regular ideas, tips and wisdom from Bob, then sign-up for the the Daily Impact email.
You Might Also Be Interested InPodcast – How Being a Go-Giver Can Increase Your SalesArticle – Do Givers Gain?Podcast – Why Building a White Glove MSP Leads to Better Client Relationships
The post The benefits of learning how to Up-Serve your clients appeared first on Richard Tubb.
January 23, 2023
TubbTalk 120: What do Mid-Life MSP Owners Need to Know for Better Health and Wellness?
Dave Algeo is the founder of the Midlife Reshape Academy. He specialises in helping people in all walks of life to refocus on their health and wellness and get back to their past fitness level.
His mission, should you choose to join him, is to seek out ways to get life back on his terms, heading in a more fulfilling direction and enhancing his health in the process.
Dave is a writer, coach, and constantly curious person, striving to encourage others to live big – by identifying the small but significant things that can transform the life we are living.
Preventing Overwhelm and BurnoutOne of the challenges in midlife, says Dave, is our physical health. So, he tells his clients to start where they’re at. You don’t have to try and make big changes straight away. Give yourself 10 minutes a day to sit quietly and let your thoughts percolate.
“Start small, and build on that over time. When you’re introducing new habits and taking time for yourself, you get to choose how fast or slowly you go. That’s why having time to think about things without interruptions or distractions is a good thing.”
Once you’ve identified whatever it is that’s overwhelming you, you can find ways to manage it, one small step at a time. Then, keep building on it. For instance, meditate for an extra five minutes per week, or go for a walk at lunchtime, a little further each day.
Balancing Productivity and WellnessIt’s very easy to get distracted, because smartphones mean we’re constantly connected to the outside world. Dave recommends creating a morning routine to do before you check your emails or social media.
“My version is called the ‘opening ceremony’, and it’s sitting quietly with a coffee. I think about the day ahead and see if what I’ve planned is actually the best thing. Then, I take my daughter to school and go to the gym. That’s it.”
Over time, Dave says, that on the days you don’t do your morning routine, you’ll realise that you need it to help you manage your wellness. It can be a clue that you’re starting to feel overwhelmed with something.
Juggling Competing Demands to Maintain WellnessModern life is full-on, and it’s hard to juggle work, family and other commitments with your own wellness. When overwhelm hits, we can often start negative self-talk, which only makes things worse.
“What I encourage people to do is start to recognise when they’re feeling burned out and trying to keep all the plates spinning. Once they can do that, they know that they need to give themselves some time out, whether that’s 10 minutes or 30 minutes.”
The SDADS MethodDave explains that we all have things we think we should be doing, and they can overwhelm us. “Take a moment to ask yourself if that task is what you really need to be doing – is it moving you towards your goals? Or can you put it down?
“I personally overcomplicate things, so I’ve come up with the ‘SDADS’ method to help me. Tim Ferriss says “What would this look like if it was simple?” and that’s the ‘S’. How can you make this easier?
“Next, if I can’t make it easier, can I ditch it? If I can’t, can I automate it? The second ‘D’ is delegate – can I pass it to someone else. But you only consider this if you really can’t ditch or automate. And the final ‘S’? Simplify again!”
How to do the Right Things for Your Own WellnessWhen you’re focusing on work rather than your health and wellness, Dave recommends touchpoints. Remember your longer-term vision and ask yourself “What do I aspire to in life and health? What might happen if I don’t change things? How can I get to that goal? And work backwards from that.”
Dave adds that it’s helpful to come up with smaller, short-term goals too – you can build on these and see some positive changes straight away. This helps you to stay focused on your longer-term vision and stops you feeling disappointed.
“For each goal, come up with three elements that will help you achieve it. And within those, three small actions you can do consistently. Don’t try to do it all at once, especially in the beginning. Touchpoints throughout the day will keep you on track and let you check in with yourself.”
Breaking Bad Habits
When we want to eliminate bad habits, it’s not as simple as just deciding not to do it. “Stopping something dead is really hard, so we use a technique called ‘temptation bundling.’ It comes from economics, but it works in psychology too.
“So when you want to bring in a new habit, you attach it to something you’re already doing. Say you play Wordle in the morning: rather than doing that first, make it a treat that you do after your new habit, which could be as simple as your 10-minute morning routine.”
Dave describes these as ‘stop moments’ rather than stopping something completely. “You’re very clear about giving yourself that stop moment to do the ‘bad habit.’ And giving yourself that time out also allows you to reflect on whether or not that habit is really helping you to move in the right direction.”
What is temptation bundling? Find out more here.
Mental Health and WellnessWhen we think about mental health, we often think of it as a negative. But, Dave says, “It’s really about recognising that we’ll all have bad days, and some of us have more things to manage than others.
“The support we need varies throughout our life, and the good news is, it’s much easier to be open about these things. It’s better to ask for help rather than muddling along on your own.
“Getting more familiar with the warning signs that you’re struggling is important. It might be that you’re working longer hours, emotionally eating, drinking too much. Whatever it is, get to your own signs and build coping strategies to help. And remember – you are not your emotions, no matter how it feels at the time.”
How to Connect With Dave AlgeoMidlife ReshapeEmail DaveFollow Dave on TwitterConnect with Dave on LinkedInLike The Restless Midlifer on FacebookWatch Dave’s videos on YouTubeHow to Connect With MeSubscribe to TubbTalk RSS feedSubscribe, rate and review TubbTalk in iTunesSubscribe, rate and review TubbTalk on Stitcher RadioSubscribe and rate TubbTalk on SpotifyFollow TubbTalk on iHeartRadioFollow @tubblog on TwitterMentioned in This EpisodeCrackerjack video featuring RosieLayne NortonBook: The IT Business Owner’s Survival GuideGuest blog post: Writing Down Your SuccessesProductivity tool: AppBlock (for Android users)Productivity tool: Freedom (for iOS users)Audio course: Operation SnoozeMeditation app: HeadspaceMeditation app: CalmBook: Prof. Matt Walker: Why We SleepTubblog mental health resourcesChrome extension: Newsfeed EradicatorPastor Steven FurtickYou Might Also be Interested inPodcast: Productivity, Healthy Habits and Getting Things DoneBlog: Why Mental Health is a Key Pillar to Success for IT BusinessesPodcast: Mental Health for MSP OwnersThe post TubbTalk 120: What do Mid-Life MSP Owners Need to Know for Better Health and Wellness? appeared first on Richard Tubb.
January 5, 2023
Tubbservatory Round-Up #12 – December 2022
Each week Richard throws a spotlight on five resources Managed Service Provider (MSPs) business owners should take note of in the IT industry. The Tubbservatory is a weekly video broadcast featuring useful articles, podcasts and events that bring value to IT business owners.
Tubbservatory Round-Up #12 – December 2022 is a recap of all of the Tubbservatory episodes made during the month of December. It’s edited together for you to watch at your convenience. The items are summarised below, with links to the resources mentioned in the video at the end of this article.
This month’s topics include: Leadership, Employee Engagement, Sales, Cybersecurity and Mitigating Risk.
#1 Odoo – An Open Source ERP & CRM Platform
Odoo is an open source platform ERP and CRM solution with an impressive array of integrated apps.
Odoo’s unique value proposition is to be easy to use and fully integrated. It’s a centralized, online platform that’s available anywhere, and on any device.
I’m hearing great things about Odoo from Managed Service businesses who are impressed by its power and simplicity.
One to keep an eye on.
#2 The 10 Key Competencies of LeadershipA short video that will help MSP owners is the 10 Key Competencies of Leadership from Tribero.
The competency areas include:
CommunicationProblem SolvingInnovationLeading PeopleIn under 4 mins, Trevor Norman and his team share some valuable leadership tips.
#3 Threat Predictions for 2023 from Barracuda’s Security FrontlineAn excellent article worth reading is Tilly Travers writing for SmarterMSP on threat predictions for 2023 from Barracuda MSP’s security frontline.
The article asks 5 top Cybersecurity experts including Riaz Lakhani, the CISO at Barracuda, for their advice to MSPs going into 2023.
This is advice that every MSP should read and take on board to help keep you and your client’s safe.
#4 Linode’s Partner Roundup featuring Dogsbody TechnologiesAre you looking for an open source M365 alternative?
That’s just one of the resources James Steel of Linode mentions in his latest MSP Partner Roundup video.
Linode also shines a spotlight on Linux-focused MSP, Dogsbody Technologies: Providers of Linux Cloud Services to SaaS companies.
#5 Pax8 Virtual Launch Briefing – 8th December 2022The next Pax8 Virtual Launch Briefing took place on 8th December 2022.
The Launch Briefings usually take about 90 mins, with one goal – to grow your MSP business.
Reasons to attend them include:
Gaining solutions to common MSP pain pointsLearning PSA integrations to ease billing headachesGetting an inside look from a current Pax8 partner
#1 How Can IT Leaders Address ‘Quiet Quitting’?
Since the phrase ‘quiet quitting’ went viral on TikTok in the summer, there has been a constant buzz about it in the press.
Although some may argue “Is this just the same as good-old fashioned ‘disengagement’ under a fancy new name?”
Computer Weekly’s Cath Everett suggests that the ‘quitters’ often result in other staff picking up the slack, which could lead to burnout, or them simply moving on.
This article is full of pointers on how to take the necessary remedial actions as a leader to build resilience in your own workforce.
#2 Tate Talks Podcast Back for Season TwoBack for a second season is veteran MSP expert Chris Tate’s Tate Talks. The half-hour interviews with MSP luminaries kicked off again in November, following a short hiatus.
You can catch all of the previous season one episodes here too, in case you missed them.
The episode with Robert Baugh of Keepabl is a great introduction into how he found a niche in the market – to make Compliance-as-a-Service much less of a headache for small businesses.
#3 Video: How to Stop Data Leakage in Microsoft365If only there was a way to prevent people in your business from sharing sensitive data. Well, if you’re a Microsoft 365 business premium customer, you can!
This blog from Integral IT’s Jonathan Edwards gives you a step-by-step guide in how to set up policies within 365’s Data Loss Protection portal.
There is also a video to help guide you as well, should you need it.
#4 How to Answer the 7 Toughest Prospect Questions
When it comes to sales, your ability to answer tough questions demonstrates your understanding of how your products and services are likely to meet your customer’s needs.
This article from Zomentum contains essential tips to help you prepare for those common objections and difficult questions by giving you 7 of the most common for you to prepare for.
These questions will help you demonstrate your value as an MSP, which is vital in closing a sale with a potential client.
#5 The ‘Not an MSP Show’ is Back!Pete Matheson, Andrew Moon and Scott Riley are joined, once again, by our very own Richard Tubb. They will be sharing their insights on a range of MSP-related subjects in live broadcasts.
From ways to reduce your customer support costs to maximising customer lifetime value.
So you don’t miss a broadcast, you should subscribe to the YouTube channel now.
#1 MSPHERE the French-Speaking Community for BeMSP Partners
French MSP BeMSP launched a community for French-speaking managed service providers earlier this year.
MSPHERE (or ‘MSP HERE’) is a collective intelligence community where members can get in touch and share expertise, and get answers from a team of experts.
The community already has 132 members and is growing.
As you would expect, their values focus on kindness, mutual aid, sharing and solidarity.
#2 Encourage a Healthy Work-Life Balance to Empower Your MSP EmployeesAs a business owner, your employees are an essential part of the machine that makes your enterprise work.
A workforce out of balance will affect productivity and your bottom-line 
could be affected as a result.
This short guide from SuperOps gives a few pointers on what you can do to support your staff if they:
Are working long hours Forgetting to take proper breaksFeeling disengaged#3 7 Apps to Help Improve Customer ExperienceCustomer experience is an important factor that can set you apart from your competition. Therefore, it’s worth investing the time to get it right.
This blog-post from Midlands MSP 2Logic offers 7 tools that can be utilised to up your communications game in 2023; And thanks to cloud technology, these won’t cost you a fortune to implement.
#4 Highlights of the Acronis CyberFit Summit 2022In case you missed the Acronis Cyberfit Summit last month, Acronis have written a pair of blog posts with all the highlights from the event for you to read at your leisure.
Split over the two days, they give a full recap of the keynotes, product announcements and the roadmap for 2023.
Highlights from the event included the Dragon Cyber Cup, a panel of Women in Cyber and the live broadcasts from the Cyber Studio, featuring interviews by our very own Richard Tubb.
#5 ‘Merry Christmas’ – 30 Years of the Text MessageIt was on the 3rd December 1992 when an engineer in Berkshire sent the first text message.
It was sent on an Orbitel 901 phone to the office manager who was at a Christmas party at the time, and it simply read: “Merry Christmas”.
According to Statista the humble SMS is in decline. There were only 40 billion text messages sent in 2021, compared to the 100 billion messages that WhatsApp users send every day.
#1 ChatGPT: the Complex AI Chatbot Tool from OpenAI
If you’ve not yet come across ChatGPT, then prepare to be impressed at how this AI Chatbot works.
For example, in this article for CNET, David Lumb explains how ChatGPT can fight Hospital Bills and even Invent Bedtime Stories for your children!
Despite this kind of technology seeming a long way off, every MSP should keep abreast of today’s AI developments.
#2 Easily Deploy a Mastodon Server with Linode MarketplaceWith Elon Musk’s turbulent takeover of Twitter, many Tweeps are moving to rival social media platform, Mastodon.
Unlike Twitter, Mastodon is decentralised. Meaning it exists on independently run servers.
So this article from Hillary Wilmoth of alternative cloud provider Linode should be of interest, as it describes how to easily deploy a Mastodon Server using the Linode Marketplace.
#3 A Guide for MSPs on Identifying and Mitigating RisksWith the economic crunch comes a situation which many MSPs dread — client’s non-payment or going bust.
Jason Kemsley at Uptime Solutions gives some advice to MSPs on Identifying Risks and Mitigating.
The article suggests keeping a risk register, so that you can closely monitor contracts or clients that are in danger of becoming unviable.
#4 UK Government Extends NIS Regulations to Cover MSPsNews that the UK government will extend its Network Infrastructure and System (NIS) regulations to cover MSPs.
Islam Soliman reports for IT Europa that the update aims to improve the cybersecurity of firms providing critical services such as healthcare, water, energy and computing, supported by a £17m fine if they fail to effectively implement security measures.
Managed Service Providers should expect to a greater tightening of regulations in the future, so this article is a worth a read.
#5 Video: I Spent 7 Days Working in the Metaverse by Pete MathesonMSP expert Pete Matheson Spent 7 Days Working in the Metaverse and has documented his findings in his latest video!
Could the next iteration of working from home include donning an Oculus Virtual Reality headset and collaborating in the Metaverse?
This might not be as crazy as you think, as Matheson explains!
#1 James Steel’s December Parner Roundup
James Steel of Linode dons his Christmas hat for the latest MSP update video.
This time he talks about Akamai’s Next-Gen Cloud Plans, The Virtual Desktop King, Ransomware Recovery Advice & Much More.
James’ videos have been a goldmine of great information for MSPs throughout the year, so if you’ve not checked them out yet, make sure to do so now.
#2 The 2022 Late Payments Report from Chaser.ioLate-payments from clients are the scourge of cash flow issues for Managed Service Providers.
So if you’re looking at shoring up you credit control next year, then check out The 2022 late payments report from Chaser.io
This report assesses the current global severity of late payments, how they can be reduced, and what methods businesses have implemented to deal with them.
Of special interest in the report is the fact that finance services, construction and IT businesses are those spending the longest managing their accounts receivables tasks.
#3 Karl Palachuk’s Book Recommendation: The One Minute ManagerHere’s a glowing book recommendation from MSP legend Karl Palachuk.
The One Minute Manager by Ken Blanchard and Spencer Johnson is a great book for learning how to give employee feedback, says Palachuk in his latest video.
If you’d like an overview of this famous book, then give Karl’s video a watch.
Looking ahead to 2023, the Managed Services sector should brace for more Private Equity activity, says Flow Transform‘s Etienne Greeff.
In this article by James Cowen of CRN, we’re told by the Flow Transform CEO how he believes more companies are likely to become the targets of PE investment in order to consolidate and grow.
Could your MSP be the next target of Private Equity investment?
#5 Linus Tech Tips Present Young People Trying Windows 98For the more mature, experienced IT Professionals amongst us. LinusTechTips have produced a hilarious video where Young People Try Windows 98.
It’s interesting to see their reactions to this familiar and yet quite retro-looking operating system. From its animated mouse pointers to setting up the dialling properties in control panel.
From Week 1Odoo – An Open Source ERP and CRM PlatformThe 10 Key Competencies of LeadershipThreat predictions for 2023 from Barracuda’s Security FrontlineLinode’s Partner Roundup featuring Dogsbody TechnologiesPax8 Virtual Launch Briefing – 8th December 2022Mentioned in Week 2How Can IT Leaders Address ‘Quiet Quitting’?Tate Talks Podcast Back For Season TwoVideo: How to Stop Data Leakage in Microsoft365How to Answer the 7 Toughest Prospect QuestionsThe ‘Not an MSP Show’ is Back!Week 3MSPHERE the French-Speaking Community for BeMSP PartnersEncourage a Healthy Work-Life Balance to Empower Your MSP Employees7 Apps to Help Improve Customer ExperienceHighlights from the Acronis CyberFit Summit 2022‘Merry Christmas’ – 30 Years of the Text MessageAnd Week 4ChatGPT: The Complex AI Chatbot Tool from OpenAIEasily Deploy a Mastodon Server with Linode MarketplaceA Guide for MSPs on Identifying and Mitigating RisksUK Government Extends NIS Regulations to Cover MSPsVideo: I Spent 7 Days Working in the Metaverse by Pete MathesonWeek 5James Steel’s December Partner RoundupThe 2022 Late Payments Report from Chaser.ioKarl Palachuk’s Book Recommendation: The One Minute ManagerManaged Services Sector Should Brace for More Private Equity ActivityLinus Tech Tips Present Young People Trying Windows 98
That’s all from the Tubbservatory Round-Up for December 2022!
Are you aware of a useful tool or resource you think we may be interested in?
Please let us know in the comments.
The post Tubbservatory Round-Up #12 – December 2022 appeared first on Richard Tubb.
