In this episode, Stefanie Hammond, N-able Head Nerd for Sales and Marketing, talks to Pete Roythorne about her new Selling Security Digital Playbook—Defend and Prosper: Maximizing the Cybersecurity Opportunity—which focuses on giving MSPs a step-by-step guide to building, pricing, marketing, and selling security services. During this conversation she emphasizes the importance of understanding the target market and their needs, as well as the value of bundling security services instead of selling them as individual tools.

Stefanie also highlights the significance of conducting cyber assessments and using frameworks like NIST to guide security practices. She provides guidance on the go-to-market strategy, including upgrading existing customers and using resources like Market Builder. Overall, the conversation offers valuable insights and actionable advice for MSPs looking to enhance their security offerings.

Additional resources Download Stefanie’s Selling Security Digital Playbook—Defend & Prosper: Maximizing the Cybersecurity Opportunity

Read Stefanie’s blog A Quick MSP Guide to Pricing Security—With a Focus on N-able MDR

Key takeaways

Understanding the target market and their needs is crucial for selling security services effectively.

Bundling security services provides more value and helps avoid selling security as individual tools.

Conducting cyber assessments and using frameworks like NIST can guide security practices.

Upgrading existing customers and using resources like MarketBuilder can enhance the go-to-market strategy for security services.

In this episode, Pete Roythorne and N-able’s Business Development Director Matt Takhar discuss the importance of getting your house in order for mergers and acquisitions (M&A) in the MSP industry. They highlight the increasing trend of M&A deals in recent years and predict a continued rise in the future. They explain different valuation methods, with a focus on EBITDA-based valuations. They emphasize the significance of factors such as recurring revenue, client base, operational efficiency, and growth potential in determining the value of an MSP. They also discuss the benefits of joining peer groups and seeking outside help when navigating the M&A process.

takeaways

• MSPs need to get their house in order for mergers and acquisitions (M&A) by being aware of market indicators and transforming their business accordingly.
• Valuation methods for MSPs include market-based valuation, income-based valuation, and EBITDA-based valuation.
• Factors that influence the value of an MSP include recurring revenue, client base and retention, service offerings, expertise, operational efficiency, and growth potential.
• Joining peer groups and seeking outside help can provide valuable insights and support during the M&A process.
• Merging two companies requires careful consideration of culture, communication, and managing change.

Disclaimer: This podcast provides educational information about issues that may be relevant to information technology service providers. Nothing in the podcast should be construed as any recommendation or endorsement by N-able, or as legal or any other advice. The views expressed by guests are their own and their appearance on the podcast does not imply an endorsement of them or any entity they represent. Views and opinions expressed by N-able employees are those of the employees and do not necessarily reflect the view of N-able or its officers and directors. The podcast may also contain forward-looking statements regarding future product plans, functionality, or development efforts that should not be interpreted as a commitment from N-able related to any deliverables or timeframe. All content is based on information available at the time of recording, and N-able has no obligation to update any forward-looking statements.

In this episode of the Beyond the Horizon podcast, N-able’s Andrew Burton and Stefan Voss discuss the role of AI and machine learning in backup products for MSPs. They highlight the importance of technician efficiency and the need for tools that can help MSPs do more with less. They specifically focus on the addition of machine learning capabilities to recovery testing in COV and how it improves accuracy and efficiency. They also address concerns about AI adoption and emphasize the importance of responsible use and partnering with the right vendors.

Related asset:

Blog: How, and Why, We Applied Machine Learning to Cove Continuity, Part 1 – https://www.n-able.com/blog/how-and-why-we-applied-machine-learning-to-cove-continuity-part-1

Blog: How, and Why, We Applied Machine Learning to Cove Continuity, Part 2

https://www.n-able.com/blog/how-and-why-we-applied-machine-learning-to-cove-continuity-part-2

Whitepaper: AI for MSPs https://www.n-able.com/resources/ai-for-msps

Key talking points:

· MSPs are looking for AI and machine learning tools to improve technician efficiency and do more with less.

· The addition of machine learning capabilities to recovery testing in backup products can improve accuracy and efficiency.

· AI adoption should be done in a responsible manner, and it is important to partner with vendors who prioritize responsible use.

· Choosing the right partner is crucial when implementing AI and machine learning tools.

Disclaimer: This podcast provides educational information about issues that may be relevant to information technology service providers. Nothing in the podcast should be construed as any recommendation or endorsement by N-able, or as legal or any other advice. The views expressed by guests are their own and their appearance on the podcast does not imply an endorsement of them or any entity they represent. Views and opinions expressed by N-able employees are those of the employees and do not necessarily reflect the view of N-able or its officers and directors. The podcast may also contain forward-looking statements regarding future product plans, functionality, or development efforts that should not be interpreted as a commitment from N-able related to any deliverables or timeframe. All content is based on information available at the time of recording, and N-able has no obligation to update any forward-looking statements.

In this episode of Beyond the Horizons, Pete Roythorne is joined by David Weeks, VP of Community at N-able, to delve into the transformative concept of open ecosystems for Managed Service Providers (MSPs). They discuss the evolving role of RMM tools as data aggregators, the importance of integrating diverse software, and the power of AI in enhancing business efficiency. Tune in to explore how MSPs can leverage open ecosystems to drive opportunity, mitigate risks, and ensure scalability.

Key Talking Points:

1. Introduction to Open Ecosystems:

The significance of open ecosystems for MSPs, and the changing role of RMM as a data aggregator.

2. Data Aggregation and Business Insights:

Utilizing data from your RMM to build pipelines and identify sales opportunities, and how data aggregation helps MSPs understand customer needs and trends.

3. Integration and Interoperability:

The necessity of MSPs to use a range of software tools beyond a single vendor's offerings. Challenges and benefits of bi-directional integrations and communication between tools.

4. AI and Automation in MSP Operations:

The role of AI and Robotic Process Automation (RPA) in managing data and making decisions, plus how AI enhances the scalability and efficiency of MSPs.

5. Vendor Relationships and Best-of-Breed Tools:

The risk of single-vendor tool stacks and the importance of best-of-breed solutions. Why we should be encouraging partnerships and open ecosystems to provide versatility and choice.

6. Ecoverse Concept:

Introduction to the Ecoverse concept and its benefits for MSPs. How this opens doors for collaboration with various vendors and partners.

7. Market Trends and Future Outlook:

Predictions for the next 3-5 years in the MSP market. The growing demand for open ecosystems and cross-ecosystem collaborations.

8. Empowering Choice for MSPs:

Allowing MSPs to build their tool sets tailored to their and their customers' needs. The importance of regulation and compliance in selecting tools.

Disclaimer: This podcast provides educational information about issues that may be relevant to information technology service providers. Nothing in the podcast should be construed as any recommendation or endorsement by N-able, or as legal or any other advice. The views expressed by guests are their own and their appearance on the podcast does not imply an endorsement of them or any entity they represent. Views and opinions expressed by N-able employees are those of the employees and do not necessarily reflect the view of N-able or its officers and directors. The podcast may also contain forward-looking statements regarding future product plans, functionality, or development efforts that should not be interpreted as a commitment from N-able related to any deliverables or timeframe. All content is based on information available at the time of recording, and N-able has no obligation to update any forward-looking statements.

In this episode, Pete Roythorne sits down with Charles Weaver, CEO and co-founder MSPAlliance, to delve into the growing demand for managed service providers (MSPs) to handle compliance for their clients. Weaver emphasizes the shift in how compliance is viewed—from a bureaucratic necessity to a significant business opportunity.

This episode is crucial for MSPs looking to understand and capitalize on the growing demand for compliance services. Charles Weaver's insights highlight the evolving landscape of compliance and its implications for MSPs. From exploring new revenue opportunities to understanding global compliance trends, this discussion provides valuable perspectives for MSPs aiming to enhance their service offerings and navigate the complexities of regulatory requirements.

Some of the key themes, this podcast touches on:

1. Evolution of Compliance:

Compliance has historically been seen as bureaucratic and procedural. However, the role of MSPs in compliance is evolving, particularly in sectors like banking and defense. MSPs are now critical in managing compliance efforts, from cyber insurance to software compliance, creating new revenue streams.

2. Cyber Insurance and Revenue Opportunities:

The pandemic accelerated MSPs' involvement in cyber insurance, with many helping clients with insurance renewal forms and charging for these services. This shift has placed MSPs at the center of the compliance discussion, expanding their roles in corporate risk and governance.

3. Global Compliance Trends:

Compliance requirements are becoming standardized across major developed countries, with regulations like GDPR influencing data privacy practices globally. MSPs are crucial for ensuring that mid-market and SMB clients meet these standards, solidifying their role in global IT management.

4. Compliance as a Service:

The concept of "compliance as a service" is gaining traction, though there are concerns about commoditization. Effective compliance requires a symbiotic relationship between MSPs and their clients, where MSPs are integral to the client's compliance strategy.

5. Vertical Specialization:

Some MSPs may choose to specialize in specific industries, leveraging their expertise in industry-specific regulations. However, there is also a push for MSPs to adopt general cyber frameworks to elevate all clients' cybersecurity standards.

6. Managed Services Immunity:

Weaver introduces the concept of "managed services immunity," where MSPs and their clients achieve a high standard of cyber hygiene and operational behavior. This concept aims to provide benefits for adopting good practices, counterbalancing the regulatory burdens.

7. Compliance and Small MSPs:

Compliance strategies should be accessible to MSPs of all sizes, not just larger ones. Smaller MSPs must balance client compliance with the need to protect themselves contractually and through insurance.

In this episode of Beyond the Horizons, host Pete Roythorne sits down with Stefanie Hammond, sales and marketing Head Nerd at N-able, to discuss effective sales and marketing strategies for Managed Service Providers (MSPs). With over 20 years of experience in the industry, Stefanie shares insights on overcoming common challenges like new customer acquisition, differentiating services, and developing a robust go-to-market strategy. Whether you're a small MSP struggling to find new clients or a larger provider looking to streamline your sales process, this episode is packed with practical tips and expert advice to set your business up for success.

Stefanie cover the following areas:

• Common Obstacles in Customer Acquisition

• Importance of Differentiating Your MSP

• Hiring for Growth: Account Managers vs. Sales Executives

• Setting Clear Sales Goals and Expectations

• Working On vs. In the Business

• Tools and Tactics for Lead Generation

• Creating a Roadmap for MSP Growth

• Effective Strategies for Closing More Deals

• What KPIs to Measure When It Comes to Evaluating Your Progress

Download Stefanie’s White Paper, The MSP’s Guide to Winning at Sales and Marketing here.

You can also keep up to date with Stefanie’s and the other Head Nerds’ latest Boot Camps, here

If you want more Sales and Marketing tips for your MSP, you can check out Stefanie’s blogs, here

Explore how AI is transforming the MSP industry, from strategic applications to regulatory concerns, with Nicole Reineke, AI Strategist at N-able.

Join Pete Roythorne and Nicole Reineke, AI Strategist at N-able, as they dive into the evolving role of AI in the Managed Service Provider (MSP) industry. Discover how AI is being utilized beyond marketing and code creation, the current opportunities, regulatory challenges, and strategies for MSPs to integrate AI effectively.

Download Nicole’s White Paper, AI for MSPs at https://www.n-able.com/resources/ai-for-msps

In this episode, we explore the current state and future potential of AI within the MSP industry. We discuss the findings of the MSP Horizons report, highlighting how AI usage has evolved from marketing and code creation to more strategic applications such as predictive maintenance and efficiency improvements. Nicole explains the concept of "Shadow AI," where employees use AI tools independently, leading to broader acceptance and integration within businesses.

The conversation also addresses the growing regulatory concerns, with a shift from fear of AI to understanding its legal and ethical implications. Nicole emphasizes the need for transparency and consent when using AI, particularly in handling customer and employee data. They discuss practical steps MSPs can take to adopt AI responsibly, including setting clear standards for data use, ensuring transparency, and leveraging community resources like Huggingface.

Nicole outlines a process for MSPs to evaluate AI products, considering factors like data availability, technological feasibility, business value, and risk. She also highlights that modern tools have leveled the playing field, allowing even small MSPs to harness AI's power effectively. The episode concludes with a discussion on ensuring data integrity and the importance of data engineering in successful AI implementation.

Listeners are encouraged to explore available resources, including a white paper on AI adoption for MSPs and guidelines from industry leaders like IBM and the Center for Humane Technology.

Disclaimer: This podcast provides educational information about issues that may be relevant to information technology service providers. Nothing in the podcast should be construed as any recommendation or endorsement by N-able, or as legal or any other advice. The views expressed by guests are their own and their appearance on the podcast does not imply an endorsement of them or any entity they represent. Views and opinions expressed by N-able employees are those of the employees and do not necessarily reflect the view of N-able or its officers and directors. The podcast may also contain forward-looking statements regarding future product plans, functionality, or development efforts that should not be interpreted as a commitment from N-able related to any deliverables or timeframe. All content is based on information available at the time of recording, and N-able has no obligation to update any forward-looking statements.

In this conversation, Dave MacKinnon, Chief Security Officer at N-able, talks to Pete Roythorne about Managed Detection and Response (MDR) and its relevance for MSPs. They explore the differences between MDR and other technologies, the benefits of MDR for MSPs, and the cost effectiveness of implementing MDR. Dave highlights the challenges of building a Security Operations Center (SOC) and emphasizes the importance of technology selection and effective threat detection in MDR. He also explains how MSPs can communicate the benefits of MDR to their customers and the role of resiliency in protecting businesses. The conversation concludes with a discussion on the implementation process of MDR.

Key Takeaways

· MDR goes beyond detection and includes response capabilities to contain risks and protect businesses.

· MDR offers a cost-effective solution for MSPs compared to building and maintaining a SOC.

· Key considerations for MSPs in selecting MDR include technology compatibility, effective threat detection, and integrated response capabilities.

· MDR helps MSPs enhance their customers' resiliency by minimizing risks and protecting critical systems.

· Implementing MDR involves leveraging existing technology investments and focusing on effective monitoring and response.