After a 20 year career as a commercial general contractor and 25 years as a small business consultant and IT provider, Bob Nitrio made two major decisions. The first was to move from California to Arizona for family purposes. The second was to move way from managed services and concentrate on his partnership with a software developer who had some amazing ideas for how mobile phones could be used by businesses and organizations.
As a result, Bob now creates marketing resources that explain SmartConnect Apps by LogicTree It Solutions. As Bob say, "This incredible platform literally transforms mobility into productivity." The mobile apps created with this platform are designed to solve gaps in the way information is acquired and used by both clients and businesses. The evolution of the company's focus is an interesting story in itself, one with many business lessons.
There are many businesses and organizations that don't know that they actually have a mobile workforce - their employees who own smartphones! Smartphones have paved the way to change business outcomes by making it easier for people to exchange information. If you can do that without extensive training or investment, you can creatively acquire data, report and manage it , and control workflows and outcomes.
Now there is a way for IT professionals to offer a mobility solution as a service that can be customized for a broad cross-section of clients service without the need for a significant investment of time or money. If you can determine your clients' pain points, there just might be a way to solve them using the underappreciated smartphone. We can show you how to add mobility to your solution stack quickly and easily.
I caught up with Terry Hedden from Marketopia for this podcast. Normally, I see Terry on the road, but we're going to miss each other for the next few months. AND he's got a big sales coaching event coming up while I'm down in Australia.
So, it was good to catch up on the podcast.
Terry started out as an IT service provider. He built and sold a 49 person MSP in 6 years. Now he runs Marketopia, the largest demand generation firm for MSPs.
Marketopia provides outsourced marketing and outbound lead generation. As Terry says, they are most successful when an MSP lets them run the lead generation based on their proven process. In other words, when you try to do it differently, you are likely to be less successful. :-)
This interview has a lot of detail on the services Marketopia offers (including some very good pricing information).
In October, Marketopia is putting on a training event called 4U2Grow - see https://www.4u2grow.com/ for more information. The conference is October 8-11.
Primary web site: https://www.marketopia.com/
Jay McBain is Forrester's Principal Analyst, Channels, Partnership, and Alliances.
He's always fun to talk to. And get ready to listen to this one two or three times. Jay drops numbers all the time. So go get a pencil before you hit "play."
You can connect with Jay at:
Jay is one of the most visible thought leaders in the global technology channel. He was named to the Top 40 Under Forty by the Business Review as well as numerous channel media top influencer lists, he is often sought out for industry guidance and future trends. He has spent his 25 year career in various executive channel sales, marketing, and strategy roles within IBM, Lenovo, Autotask, and ChannelEyes.
A few quick stats: Jay counts
The conversation covers a lot of ground. I promise you'll get a "bigger" picture of the world you compete it.
I caught up with Rayanne Buchianico from Sell My MSP (http://www.sellmymsp.com). She gave us the big update on their 2019 Refresh.
It’s more than a web site update. They’ve got a new valuation tool and more.
Rayanne owns ABC Solutions in Clearwater, FL. She help MSPs get their finances straightened in order to run their company most efficiently. As you can imagine, this includes some great skills that will help MSPs as they start looking at selling their companies.
ABC Solutions is a public accounting firm in Clearwater, FL. They focus on helping MSPs with accounting and bookkeeping services.
Rayanne created the very cool valuation tool you’ll find at sellmymsp.com. That tool is newly reconfigured to look at Gross Revenue, Gross Profit, or EBITDA prices. Rayanne discusses this a bit in the interview.
We cover a lot of territory here, including both the buyers’ and the sellers’ perspectives. We also talk about the practical side of cleaning up your profit and loss statement so you’re ready to go on the market.
Yes, we discuss fees with complete transparency.
Of course Rayanne will help you with the work of fixing your P&L if you need that. Such services are not included in the listing fee, of course.
My favorite surprising note from this interview: Even if you’re not profitable, your clients might be worth something! Obviously, there’s more money with more profit. But your business is probably worth something even if you don’t make a big profit!
Disclaimer: I have used Rayanne’s Company (ABC Solutions) to help me revise, update, and “fix” my QuickBooks accounts. I receive no money or even a tall beer if you spend your money with ABC Solutions or Sell My MSP. Also: The FTC has no idea how business works in the real world.
Side note: Rayanne is teaching a class on maximizing your financials starting August 6th. It’s called Financial Services for the IT Services Industry. See www.greatlittleseminar.com.
Another favorite note: There are two types of business owners. One maximizes tax deductions and shows no profit on the bottom line. The other maximizes profit and ends up paying more taxes. ONE of these is far more valuable on the day you sell your business.