In Scope: The IT Services Podcast

Steven Madick knows a thing or two about the presales process. He’s been in this world for years, building and managing wildly success teams for a number of service providers. He talks with Jon about what makes managing presales teams so difficult, and how you can overcome those obstacles. Terms like awareness and understanding are great to say, but how can you actually execute them? And can you turn your vision into action? Dive into this episode to find the answers!

MJ Patent is the CEO and co-founder of Alveo, a go-to-market services company specializing in the IT channel. They’ve worked with tons of IT companies, leading them on a journey to scalability and sustainability. She and Jon talk about the importance of organizational collaboration and buy-in, especially during the launch days. They also walk through several hypothetical scenarios to shed some light on how to break down the walls within a company’s silos to get on the path to long-term financial health. Trust us—you don’t want to miss this one!

Efficient and thoughtful processes are critical to the success of any MSP. No one knows those processes better than Brook Lee of Eureka Process, who leads MSPs to financial success by flipping them inside out and ironing out their internal structures. She tells Jon the most common mistakes she sees MSPs make in the marketplace. Surprise—the biggest goofs happen during the scoping process. Tune in to hear why.

What’s the best service to offer a client? Jon Scott and Jacob Martin, COO of Unified Network Group Inc., sit down to discuss the importance of mastering a service. Businesses can’t possibly master every aspect of their service, but leveraging third parties who have mastered a particular service can make your offerings more valuable. To stop overextending yourself, hear how Jacob mastered the art of sourcing third-party businesses for clients.

Looking to streamline your processes? Join Jon and Brandon as they discuss how to use presales tools to increase efficiency. Measuring the success of a presales tool is more than just data points, as Brandon says, “some tools are just better than others.” In this episode of In Scope, learn how two CEOs assess the skills of their employees to make a better, more efficient business environment.

Jon and Shay have been working with MSPs for a long time—long enough to know that the most critical piece of a successful IT Services company is creating maximum value for clients. That feeds into recurring revenue, an MSP’s absolute best friend. Shay and Jon share stories of how they assessed their own revenue and drew insights to move their business forward. Tune in to discover how to make your company’s cashflow more efficient!

Kenny Taylor is the Manager of Systems Engineering at Cisco. He shares with Jon his secret to leading a successful sales team, dropping some serious gems along the way. At the heart of everything: strong relationships that never stop growing. He gives some advice for managers out there looking to better improve their connections with their existing business. Tune in for some great tips!

How important is culture to your presales team? Jesse White of Katalyst explains why culture matters and how to build a great culture with your team.