TubbTalk 156: How To Partner With a Vendor To Grow Your MSP Business

Greg Jones is the vice president of business development at Kaseya Datto, a former MSP and the executive council leader of CompTIA UK and Ireland Committee. Greg’s led the way in encouraging modern MSP leaders to share their knowledge through video and social media and grow their business.

An Interview With Greg JonesThe Biggest Surprise Moving From an MSP to a Vendor

Having run his own MSP for many years, Greg says that moving to Kaseya Datto was an eye-opener. “What surprised me was the commonality among MSPs. It’s easy to feel isolated and think that the challenges and problems you face are unique.

“But when you get out there and talk to MSPs, they’re struggling with the same things. Yes, the scale might be different depending on where their business is, but that’s all.”

However, Greg admits that he saw how different MSPs are to vendors, and they shouldn’t be pushed into a particular route. “What’s best for the MSPs? Because if the vendors support them in the right way, they’ll both grow.”

Advice for MSPs to Build a Better Vendor Relationship

The key to a good vendor relationship, Greg says, is engagement. Too many vendors describe themselves as “a strategic partner” but the relationship is actually quite transactional.

“That’s not the responsibility of either party, but if you have a transactional relationship, it’s down to poor engagement. So, focus on building the connection. Identify key individuals and invest time to get to know them better.

“It’s not just about buying a product or service. It’s about the support system they provide. Be direct and ask them how they can help you on a strategic level, and to grow your MSP.”

Why You Need to Partner with Vendors to Scale Your MSP

Greg explains that working for a vendor gives him a unique insight into how MSPs are able to grow. “Those who grow the fastest always have one common denominator.

“It’s not who they’ve got in their executive team or the size of the business. It’s a focus on sales and marketing and a good strong relationship with all of their vendors. I’ve seen the numbers, so I know that this is the key to success.”

The Importance of Having a Mentor

No matter what stage you’re at with your MSP business, a mentor is a good idea. Many of us started out as techies and find it lonely to be the boss. Having peer support and someone to bounce ideas off is invaluable.

Greg adds: “A lot of people are confused about mentors. Maybe they don’t know who to ask, they think they have to pay or that they’re not ready to ask for help. But we all have mentors, whether we realise it or not.

“It might be a friend or a loved one. But anyone you share goals with and who you know, like and trust, can fulfil the role of a mentor for you. It’s so helpful to get an outside perspective from them, and they have your best interests at heart.”

How Greg Overcame Resistance and Put Himself Out There on Social Media

Greg is a big believer in growing your business and expanding your network by using social media, and wanted to lead by example. “What I wanted to show is that I understand the MSP space and I’m passionate about it.

“I wanted to shine a light on the MSPs, but also the vendors and the individuals who do outstanding work. Because we don’t work in silos. We are collectively great, and working together is how we overcome our challenges.

“And also, it really highlights the consistency and patterns I see with MSPs working together. It might come as a surprise, but a lot of us work on the same initiatives. We’re looking to achieve the same thing. So it’s important for me to lead by example.”

What Community Means to Greg

Community matters to Greg: “It’s the collective power of uniting, all coming together to achieve whatever that is for your business and goals. Ultimately, it’s about not trying to do things by yourself and raise the bar for both the MSP community and the IT industry as a whole.

“I sit on a number of boards, I chair the UK Cybersecurity Committee for CompTIA in the UK & Ireland. Plus I serve as a board ambassador for Alder Hey Children’s Charity. I attended one of their open days some years ago and was blown away by their commitment to driving technology and innovation in healthcare, and I wanted to be a part of that.”

How to Connect With Greg JonesDattoFollow Datto on LinkedInLike Datto on FacebookFollow Datto on XConnect with Greg on LinkedInEmail GregHow to Connect With MeSubscribe to TubbTalk RSS feedSubscribe, rate and review TubbTalk on iTunesSubscribe and rate TubbTalk on SpotifyFollow TubbTalk on iHeartRadioFollow @tubblog on TwitterMentioned in This EpisodeDattocon EuropeKaseyaPeer group: CompTIABusiness tools: IT CompleteEndpoint management: Kaseya 365MSP accountability programme: Kaseya TruPeerCybersecurity framework: NIST 2.0Greg’s LinkedIn series: Who Are You MondayGreg’s LinkedIn series: 1 Minute WednesdayChannel Executive CouncilAlder Hey Children’s CharityBook and lifestyle: Robin Sharma: The 5 AM Club: Own Your Morning. Elevate Your Life.You Might Also be Interested inPodcast: Interview with Fred Voccola of KaseyaHow do I Choose a CRM Vendor to Work With?Three Examples of Great Tech Support From Small IT Vendors

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