Partner Led Growth

MSPs deal with clients using hundreds of SaaS applications which are often connected in a tangled web that makes fixing a problem nearly impossible. Thankfully, the tools to create a straightforward framework and provide visibility exist and Ananth Avva is shining the spotlight on them. From this episode, you’ll understand the emerging new role that MSPs fill for their clients, how to build connected systems using input from the right people, and why you need malleable tools.    Takeaways: With the switch to remote work over the past few years, data has shown a 20% in employee productivity. To compensate for this, remote workers have increased the hours they work by 30% which is leading to burnout.  MSPs are becoming thought leaders for their customers, as opposed to simply the deployment mechanism for technology. Customers are going to their MSPs with questions such as how to reduce costs and accelerate digital transformations. When you need two systems to communicate to complete a process, you really need a database, which can do more than OCR technology, RPA, and iPaaS connectors. Before MSPs can enable the business to build their own ecosystems, they need to make sure there is a framework in place for deploying tools and the MSP has visibility of the processes when those tools are used. When building or connecting systems, MSPs need to take an agile approach. This drives alignment with the business owner and functional leaders as the MSP is going through the building process. It’s easier to reconcile with both groups this way. Many functional leaders and their employees are unaware of the tools and automated solutions that they have available to them, so as the MSP you need to show them what is actually possible. For many of the processes that the customers of MSPs are using, there are no right or wrong answers. Because of this, MSPs need tools that are malleable enough to change as the processes evolve.    Quote of the Show “The more connected your tech stack is, the more you can reduce the load on your knowledge workers” - Ananth Avva   Links LinkedIn: https://www.linkedin.com/in/ananthavva/ Company website: https://www.pipefy.com/partners/   Ways to Tune In Amazon Music: https://music.amazon.com/podcasts/399a9fa5-9345-4dfe-9f40-44ad201c1dc0 Apple Podcast: https://podcasts.apple.com/us/podcast/partner-led-growth/id1609131765 Spotify: https://open.spotify.com/show/5rwOODBEKbS72tF9CGVxcl Google Podcast https://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGFydG5lcmxlZGdyb3d0aHBvZGNhc3QuY29tL2ZlZWQueG1s YouTube: https://youtu.be/ZvvUSwoW-YY

Why are MSPs leaving money on the table and not fully satisfying their customers? Robert Johnston, CEO of Adlumin and a cybersecurity industry leader, shares his thoughts on the future of the cybersecurity space and how MSPs can make the most of the opportunities available. You’ll hear about the three customer types that vendors need to build for, how MSPs can upsell their existing clients, and what profitable industries MSPs are overlooking.   Takeaways: For MSPs looking to become MSSPs, there are two main problems, the time gap and the skill gap. To overcome these gaps, MSPs need feature-rich service augmentation from a third-party service. Vendors working in the channel need to build an ecosystem for their products to harmoniously service three distinct customers, the end customer, the channel partner, and tech-enabled services. The challenge with servicing these three customers is creating a single user interface that can work for all of them without one customer getting in the way of the others. MSPs have a great opportunity to provide their customers with the proactive component of their security, the security configuration. MSPs are perfectly positioned to deliver these proactive security measures to their clients for a fee. If MSPs want to service regulated industries, they must solve for the four forces felt by these industries: 1) Increasing Regulatory and Compliance Standards; 2) Decreasing Capacity; 3) Increasing Threats; 4) Need for Equitable Access to Data & Reporting. Where MSPs sometimes fall short is in their ability to provide Managed Detection and Response (MDR) security services to their clients. In these cases, they generally need service augmentation. When taking a client to the next level by adding security services, MSPs need to show their clients the realistic problems they are facing. It’s also an easier upsell when you are offering defined category services that you weren’t selling before.   Quote of the Show “In security, I think there are no shortage of realistic problems” - Robert Johnston   Links LinkedIn: https://www.linkedin.com/in/robertsjohnston/ Company website: https://adlumin.com/   Ways to Tune In Amazon Music: https://music.amazon.com/podcasts/399a9fa5-9345-4dfe-9f40-44ad201c1dc0 Apple Podcast: https://podcasts.apple.com/us/podcast/partner-led-growth/id1609131765 Spotify: https://open.spotify.com/show/5rwOODBEKbS72tF9CGVxcl Google Podcast https://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGFydG5lcmxlZGdyb3d0aHBvZGNhc3QuY29tL2ZlZWQueG1s YouTube: https://youtu.be/uJ1okx1tEfQ

MSPs need to work with customers to close the chasm of assumed responsibility around their IT solutions and their management. George Smith is providing the keys to help you mind the gap with your clients! You’ll learn about the opportunities that are available for MSPs, how to identify and communicate the core problem of Shadow IT to your customers, and when the MSP should actually fire a client.   Takeaways: Many customers view their MSPs and IT consultants as responsible for the SaaS applications that they are using.  This view goes beyond the managed service agreements and is part of the growing gap between what customers assume MSPs are taking care of and what MSPs are actually delivering and being paid for. There is a great opportunity for MSPs to provide more to their customers by becoming more comfortable with managing SaaS applications, even if they’ve never heard of them. The core problem with shadow IT is employees of a company signing up for SaaS to help them at their jobs without any oversight from the MSPs or IT consultants. To avoid this, MSPs need to be able to take inventory of every SaaS app their client is using. Functional leaders need to make their voices heard around the SaaS tools their teams like to use and don’t like to use. It’s important to involve data in these conversations when possible. If a client does not want to pay for security, it’s probably best for the MSP to fire them as a client.  When pitching your services as an MSP, take the time to make sure your client fully understands what SaaS solutions are and explain what shadow IT is. Don’t be afraid to be direct in order to get a “no” from a prospect, this will allow you to get back to warm leads without getting ghosted. Also, don’t be afraid to pick up the phone and call your prospects, inboxes get flooded, so find another way.   Quote of the Show “The workers aren't in the castle anymore, which was secure, which was the network, they're out in the fields. Technology partners really need to adapt and enhance their toolset to be able to cater for this new normal” - George Smith   Links LinkedIn: https://www.linkedin.com/in/george-smith-augmentt/ Email: george.smith@augmentt.com Website: https://augmentt.com/ Educational Materials: https://augmentt.com/content-library/   Ways to Tune In Amazon Music: https://music.amazon.com/podcasts/399a9fa5-9345-4dfe-9f40-44ad201c1dc0 Apple Podcast: https://podcasts.apple.com/us/podcast/partner-led-growth/id1609131765 Spotify: https://open.spotify.com/show/5rwOODBEKbS72tF9CGVxcl Google Podcast https://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGFydG5lcmxlZGdyb3d0aHBvZGNhc3QuY29tL2ZlZWQueG1s YouTube: https://youtu.be/uIKre3M_cbg

Start capturing and utilizing the data you need to improve your sales process and convert more leads. Todd Abbott, a self-professed sales scientist, is sharing the secrets to fixing your B2B sales using insights from a more complete data perspective. You’ll learn about the external perspective of your sales stages, how to accurately track the progress of your deals, and how to provide more predictive analytics.   Takeaways: While creating a reliable forecast is a necessary part of a sales leader’s job, their focus should really be on coaching up their sales teams to improve their ability to close deals, which drives sustainable growth. The reason that sales leaders get caught up in interrogating the funnel is that the system is reliant upon the sales rep as the data source. Sales reps don’t see the ROI from keeping the CRM up-to-date, so they don’t update the records. Using new technology, the CRM no longer relies on the rep and can track the ‘digital footprint’ through the customer journey. With that added data, you can see the full picture of engagement and compare what happened in successful sales and failed sales. The traditional sales stages are insufficient as a way to track the progress of a deal. What you need to know is what are the critical inflection points in your sales process based on meeting number in the sales cycle. Rather than only looking at your internal sales stages, you need to consider the process from an external perspective that factors in what your customers are seeing at each meeting within the stage. This can help pinpoint issues in your sales process. Use an activity capture solution to capture contacts and engagement data from your leads. This not only factors in a lead opening an email but it also includes what they do afterward such as committing to a meeting or responding to the email. You need to know the size of your ideal buying groups and the key decision-makers that are involved. You also need to know when those key decision-makers are being brought in during the process.   Quote of the Show “Every sales process is a series of meetings. And every meeting is a critical inflection point to, to ensure that you've got the customer's eyes and ears and interest in your value prop” - Todd Abbott   Links LinkedIn: https://www.linkedin.com/in/todd-abbott-659b891/ Email: todd.abbott@mediafly.com Twitter: https://twitter.com/abbott_todd Company website: https://www.mediafly.com/   Ways to Tune In Amazon Music: https://music.amazon.com/podcasts/399a9fa5-9345-4dfe-9f40-44ad201c1dc0 Apple Podcast: https://podcasts.apple.com/us/podcast/partner-led-growth/id1609131765 Spotify: https://open.spotify.com/show/5rwOODBEKbS72tF9CGVxcl Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGFydG5lcmxlZGdyb3d0aHBvZGNhc3QuY29tL2ZlZWQueG1s YouTube: https://youtu.be/IipOyjNO6GE

Get ready to dive into the world of threat detection and response and the technology that makes it possible. Greg Edwards is a longtime cybersecurity expert and is sharing his view on how the landscape is changing for MSPs and what’s next for cybersecurity. You’ll learn about the transition from simple anti-virus to the solutions of today, how to prepare your MSP for the future, and how to have a more effective sales process.   Takeaways: In order for an MSP to become an MSSP, they need to have the right team and they also need to have the right tools and train their teams on those tools. MSPs need to find the right stack and then train their staff on that stack. MSPs need to transition to MSSPs over the next few years for the sake of their own survival. They will need to be capable of providing layered security for their clients. Endpoint Detection & Response (EDR) transitioned to Managed Detection & Response (MDR) which is the security operations center that manages the EDR.  MDR transitioned to Extended Detection & Response (XDR) which has more complexity and pulls in data from more sources. However, not all XDRs will have the same level of automated response tools. Because of the complexity and cost, unless an MSP has a massive workforce, they should not attempt to build their own Security Operations Center (SOC). EDRs are able to look beyond just files that have been identified as malicious, so they can identify threats based on the malicious intent of the behavior that the EDR has tracked.  The need for automated responses to attacks is greater than ever, especially with long delays for someone to actually look at an attack and the advent of “time bombs” being used by attackers to initiate the attack during off-hours.    Quote of the Show “You have to be providing security and layered security to your clients to continue to be in business. So every MSP has to make that transition” - Greg Edwards   Links LinkedIn: https://www.linkedin.com/in/gedwardswpd/ Twitter: https://twitter.com/CryptoStopper Company website: https://www.getcryptostopper.com/ Blog: https://www.getcryptostopper.com/blog/   Ways to Tune In Amazon Music: https://music.amazon.com/podcasts/399a9fa5-9345-4dfe-9f40-44ad201c1dc0 Apple Podcast: https://podcasts.apple.com/us/podcast/partner-led-growth/id1609131765 Spotify: https://open.spotify.com/show/5rwOODBEKbS72tF9CGVxcl Google Podcast https://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGFydG5lcmxlZGdyb3d0aHBvZGNhc3QuY29tL2ZlZWQueG1s YouTube: https://youtu.be/9vsytFMoEI4

Both MSPs and technology partners need to start building content strategies in order to connect with their customers. Marketing Tech expert Olivier L'Abbé, is sharing the keys to building your own inbound content marketing machine! Prepare to learn what the three types of content are and why you need them, why inbound is more efficient than outbound, and how to stand out amongst your competitors’ marketing.   Takeaways: Content based on your buyer personas helps your business engage with targets. There are three types of content: Top of Funnel Content; Mid Level Content; Bottom of Funnel Content. Top of Funnel Content is very broad and can be tied to keywords. These are good for white papers, e-books, etc. Promote this content through social media channels. Mid Level Content is aimed at someone who knows they have an issue and need to know you can help them with it. Case studies are very helpful here. Bottom of Funnel Content provides specific examples showing why your company is better than other vendors. This is where to use comparison reports and offer consultations. You cannot only provide Bottom of Funnel content! You need to start with the upper layers of content to build your brand and walk them along the buyers’ journey before you can ask about consultations.  3rd-party validation is much more effective than a case study. Leverage the strong SEO rankings of established review sites by having your customers leave reviews. These reviews are longtail, but the value will be shown over time. Inbound marketing is much more cost effective than outbound marketing. It’s cheaper and more efficient to build out a content machine than it is to train people  and take shots in the dark. With inbound, you can nurture leads and then cherry pick specific accounts. You need to respond to reviews, especially the bad ones! When you own up to your mistakes, it increases the confidence that a buyer has in your company when making their purchase decision.    Quote of the Show “The one thing I’d highly recommend toMSP providers is you cannot just do Bottom of Funnel content campaigns. You can't just ask people for a free consultation.” - Olivier L'Abbé   Links LinkedIn: https://www.linkedin.com/in/olivier-labbe/ Twitter: https://twitter.com/Oli_G Company website: https://metadata.io/   Ways to Tune In Amazon Music: https://music.amazon.com/podcasts/399a9fa5-9345-4dfe-9f40-44ad201c1dc0 Apple Podcast: https://podcasts.apple.com/us/podcast/partner-led-growth/id1609131765 Spotify: https://open.spotify.com/show/5rwOODBEKbS72tF9CGVxcl Google Podcast https://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGFydG5lcmxlZGdyb3d0aHBvZGNhc3QuY29tL2ZlZWQueG1s YouTube: https://youtu.be/69ZQ4-6h6FE

With the business world in the midst of massive upheaval, companies that are looking to be successful need to look for ways to adapt to the changing market. Thankfully for MSPs Amit Bareket knows all about what the coming market demand will look like and he is letting MSPs know where they will have to focus to meet the demand. You’ll hear about the impact that working remotely has had on cybersecurity, who the looming competitors are for MSPs, and how to show value to your customers and expand your business with them.   Takeaways: The way the world works has radically changed in a very short span over the past few years with companies being forced to rely heavily on working remotely and using the cloud. The existing security infrastructure has been shown to be woefully inept. There is a shortage of IT and security experts that companies can hire and have available internally. This creates an incredible opportunity for MSPs and MSSPs to provide these companies with the expertise and solutions that they so desperately need. With the convergence of many technologies and services, MSPs need to push towards providing some of the networking side because, if they don’t look to expand, the security vendors won’t have any pushback as they grab up the market. With the rise in remote work, within the next 10 years the need for on premise firewall hardware will diminish and companies will look to outsource more of their IT work to experts, such as service providers. MSPs need to gain that expertise before this hits. To develop this expertise, MSPs need to work with and learn from SASEs so that they are able offer the correct solutions for clients when they are faced with the shifting demand. For some vendors, their best and biggest customers are often MSPs which share in a mutually beneficial relationship with the vendors. The vendors see much higher value when dealing with MSPs rather than dealing directly with customers. When selling to a customer, MSPs should try to start small and show the customer all the value they are getting from a small portion of what the MSP can provide and this will help the MSP expand the services provided to the client over time.   Quote of the Show “We're going to see companies and end customers reducing their dependencies on internal IT teams and migrate that work to experts, specifically service providers. And it means that MSPs need to start and prepare themselves with the right expertise” - Amit Bareket   Links LinkedIn: https://www.linkedin.com/in/amit-bareket-638a8b18/ Company website: https://www.perimeter81.com/ Latest Article: https://www.forbes.com/sites/forbestechcouncil/2021/07/02/the-cybersecurity-executive-order-bringing-zero-trust-networking-into-the-public-discourse/   Ways to Tune In Amazon Music: https://music.amazon.com/podcasts/399a9fa5-9345-4dfe-9f40-44ad201c1dc0 Apple Podcast: https://podcasts.apple.com/us/podcast/partner-led-growth/id1609131765 Spotify: https://open.spotify.com/show/5rwOODBEKbS72tF9CGVxcl Google Podcast https://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGFydG5lcmxlZGdyb3d0aHBvZGNhc3QuY29tL2ZlZWQueG1s YouTube: https://youtu.be/AB8YQyFHeM0

Right now, so many MSPs are desperately trying to become MSSPs but they don’t know what steps to take. Thankfully, David Nuti knows all about this challenge and can help you with your own company’s struggles. You’ll hear about how to cross the education gap as an MSP, what clients are really looking for in their technology solutions, and how to change the dynamic in the relationship between you and your clients.   Takeaways: One of the major barriers to MSPs becoming MSSPs is the gap in education around not only the solutions and understanding the nuts and bolts, but also looking at the bigger picture of the security challenges businesses face today. Rather than trying to find multiple partners that can solve a customer’s security needs, MSPs need to be looking for one cohesive solution to fit their customers. Clients will have sprawling solutions that inevitably MSPs will have to wrangle with. To ease the MSPs’ workload, they should reduce the sprawl in their own company as much as possible. Clients will always rather have a single, unified solution provided by an expert than trying to make sense of 1-2 dozen separate solutions from 1-2 dozen different experts who don’t understand the inner workings of the other solutions. In the world of technology, the notion that being the “best of breed” led to success is giving way to the “best platform” shaping purchase decisions. A company may not be best of breed, but if they have the best platform, they can catch up to the best of breed. Don’t thank the customer for their business, instead, congratulate them on becoming a partner. This equalizes the relationship between vendor and customer. You need to be looking for what new opportunities are opening up in your sector and beyond, because even though you are not, your competitors are.   Quote of the Show “Convergence and as a service eliminates sprawl by definition. The two great disruptors in technology are convergence and as a service” - David Nuti   Links LinkedIn: https://www.linkedin.com/in/davidnuti/ Twitter: https://twitter.com/DavidNuti Company website: https://nordsecurity.com/   Ways to Tune In Amazon Music: https://music.amazon.com/podcasts/399a9fa5-9345-4dfe-9f40-44ad201c1dc0 Apple Podcast: https://podcasts.apple.com/us/podcast/partner-led-growth/id1609131765 Spotify: https://open.spotify.com/show/5rwOODBEKbS72tF9CGVxcl Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGFydG5lcmxlZGdyb3d0aHBvZGNhc3QuY29tL2ZlZWQueG1s YouTube: https://youtu.be/YN3CLq1oG_k

Cyberattacks have been on the rise and the easiest way for attackers to infiltrate your organization is through your inbox. Thankfully Brian Byrne has the tips to keep your organization and your clients’ organizations safe. You’ll learn all about what steps to follow to minimize your risk, how solutions providers should align themselves to MSPs, and how to add value to your stack at scale.   Takeaways: Over 90% of cyber attackers gain access to organizations via email. Increasingly, these cyber attackers are targeting smaller companies with a huge number of different types of attacks. One of the best and simplest ways to minimize your risk of certain cyberattacks is to practice good password hygiene. For MSPs, many of their clients probably don’t follow the same level of password security hygiene. Email providers and email security companies are getting very good at filtering and blocking spam emails. Because of this, attackers are now trying to take the conversation offline and will ask for your mobile number and or Whatsapp. A large problem for MSPs is a technology that has a big learning curve because this places the responsibility for onboarding the clients on the MSP. Solutions providers should try to make their products easy to use for the end customer. It’s easier for companies that are just starting out to align themselves and their product with MSPs than it is for companies to realign existing former enterprise products. When MSPs are looking to add a solution to their stack, they need to involve the functional leaders within their company, not just their CEO. For example, the head of marketing will ask different questions of the solution than the CEO.   Quote of the Show “Manipulation and getting an emotional response from the recipient is integral to the success of the scam” - Brian Byrne   Links LinkedIn: https://www.linkedin.com/in/brian-byrne-mesh/ Company website: https://www.meshsecurity.io/   Shout Outs: Matt Solomon   Ways to Tune In Amazon Music: https://music.amazon.com/podcasts/399a9fa5-9345-4dfe-9f40-44ad201c1dc0 Apple Podcast: https://podcasts.apple.com/us/podcast/partner-led-growth/id1609131765 Spotify: https://open.spotify.com/show/5rwOODBEKbS72tF9CGVxcl Google Podcast https://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGFydG5lcmxlZGdyb3d0aHBvZGNhc3QuY29tL2ZlZWQueG1s YouTube: https://youtu.be/T_BDfl_ojSo

Do you know how much cyber insurance your business should be paying for to be adequately protected? Do your clients have any kind of cyber insurance? Do you even understand cyber insurance? Well you will because Kirsten Bay is breaking the whole business down into plain English. You’ll learn how to evaluate your business’s risk, increase the value of the services you provide to clients, and what new changes are impacting MSPs that could increase your liability.   Takeaways: Businesses under $25 million in revenue are experiencing more cyber attacks than businesses over $25 million. Make sure you actually have the cyber insurance coverage that your business needs based on how much of what you do is online. Around 88% of organizations outsource their IT infrastructure. This is the second most outsourced part of businesses behind only financial services. There is a massive opportunity for MSPs to get involved with making sure their clients are insured properly. For the MSP, this means knowing how the business works and having good partnerships with cyber insurance companies. MSPs need to be aware of new “Widespread Outage Clauses” which came out in January 2022. These mean that if there is a massive attack on anything software-related, the coverage could become completely useless, leaving the provider liable. Every organization should make sure they have internal alignment as to the organization’s security posture. More and more MSPs are seeing the value provided by offering bundled products to their client and adding cyber insurance to the bundle not only adds protection and value for the client it can also provide extra revenue for the MSP. When selling cybersecurity and cyber insurance products, it’s important to impart to the customer the idea that bad things can happen to enterprise security. The solution likely can’t prevent everything, but it can reduce the severity and impact of those bad things.   Quote of the Show “My view is, with risk comes opportunity. And the fact is, is that either way that risk exists, right? I mean, it's just a factor.” - Kirsten Bay   Links LinkedIn: https://www.linkedin.com/in/jkirstenbay/ Twitter: https://twitter.com/cyberkbay Company website: https://www.cysurance.com/ AdvisoryCloud website: https://register.advisorycloud.com/start/   Ways to Tune In Amazon Music: https://music.amazon.com/podcasts/399a9fa5-9345-4dfe-9f40-44ad201c1dc0 Apple Podcast: https://podcasts.apple.com/us/podcast/partner-led-growth/id1609131765 Spotify: https://open.spotify.com/show/5rwOODBEKbS72tF9CGVxcl Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGFydG5lcmxlZGdyb3d0aHBvZGNhc3QuY29tL2ZlZWQueG1s YouTube: https://youtu.be/PpE9-H7XdqY

Developing a culture of digital security within your company and those you partner with is now more important than ever, but the first steps towards it aren’t always clear. Charlie Clark explains the roles that certain decision-makers must take on to tackle the risks posed and how companies, specifically MSPs, can best present these decision-makers with data and solutions they can understand. You’ll learn all about the increasing threats of cyberattacks, who is at risk, and the vital role that MSPs can play in the success of the clients moving forward.   Takeaways: The role of finance directors now includes overseeing the risks that cyber security raises towards business resilience. A cyber attack can severely impact your company’s supply chain, operations, and much more, so your digital and cyber strategies are paramount. In today’s evolving cyber risk landscape, governments around the world are pleading with businesses to bring their security and operating systems up to date as private businesses are now just as much of a target for cyberattacks from aggressor nations. Ransom demand increased 60% up to around $300,000 in Q4 of 2021. This increase was largely fueled by extorters targeting mid-market and smaller companies, as they were easier to hack and draw less attention. To assess your own company’s level of risk, you must look at the state of security in the companies that you partner with and sell to and the companies that they sell to. You don’t want a virus to enter one client or partner and spread to others in the value chain. With increasing risks, CFOs and other financial decision-makers need data that has been translated into business actionable intelligence so as to respond appropriately. Managing cyber risks is increasingly becoming part of the role of MSPs and this creates an incredible opportunity for them, in that they can have serious strategy discussions with decision-makers and establish great influence within the company. When communicating with clients about their security vulnerabilities, it’s important for MSPs to not just dump a laundry list of problems on the client. Rather, come with a solution to those problems with services that you can then sell to the client.   Quote of the Show “As a salesman, if you can deliver something very quickly, that is a tangible outcome, the business case writes itself” - Charlie Clark   Links LinkedIn: https://www.linkedin.com/in/charlie-clark-51961b1/ Twitter: https://twitter.com/charlieanalytic Company Twitter: https://twitter.com/DarkbeamTweets Company website: https://www.darkbeam.com/?hsLang=en Blog: https://www.dataofthings.co.uk/blog   Ways to Tune In Amazon Music: https://music.amazon.com/podcasts/399a9fa5-9345-4dfe-9f40-44ad201c1dc0 Apple Podcast: https://podcasts.apple.com/us/podcast/partner-led-growth/id1609131765 Spotify: https://open.spotify.com/show/5rwOODBEKbS72tF9CGVxcl Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGFydG5lcmxlZGdyb3d0aHBvZGNhc3QuY29tL2ZlZWQueG1s YouTube: https://youtu.be/0s_EWBuet34

Companies are struggling in the transition to remote and hybrid work with how to manage their workforce. Managers want to balance the visibility of their workforce with the flexibility they offer them. Javier Aldrete is lighting the path forward through the technological wilderness. You’ll learn about the tools that help you design your day to increase your productivity, focus, and health in both your work and personal life. Find out how to determine your measurable baseline and the actionable things you can do to improve particular areas of your life   Takeaways: Employees who are now working remote or hybrid are facing issues of being overworked and are headed towards burnout and fatigue. In many cases, they are working all day, over collaborating, and being distracted. Before you can start improving your work habits and workday design, you need to measure your baseline to find what works best for you and what areas you can begin changing. Having scheduled break times in your day is extremely important. Breaks help to improve your productivity, health, and focus.  When introducing a new technology solution, it’s imperative that you demonstrate and communicate the value of the solution so that you can get the workforce to not only accept the change but buy into the change. The focus of employee monitoring should not be finding bad apples and removing them, rather the focal point is finding trends of those who are working well and trying to replicate that.  There are many great use cases for using employee monitoring within companies of all sizes based on what they need in particular and what value they can derive from the solution. For those developing their own technology solutions, it’s better to provide users with the insights they want by integrating your solution into the larger platforms they have, such as Google Workspace or Microsoft 360, than trying to get them to your app.   Quote of the Show “People buy on a narrative and on a personal basis based on stories, not necessarily just on a checklist of feature function.” - Javier Aldrete   Links LinkedIn: https://www.linkedin.com/in/javieraldrete/ Company website: https://www.activtrak.com/   Ways to Tune In Amazon Music: https://music.amazon.com/podcasts/399a9fa5-9345-4dfe-9f40-44ad201c1dc0 Apple Podcast: https://podcasts.apple.com/us/podcast/partner-led-growth/id1609131765 Spotify: https://open.spotify.com/show/5rwOODBEKbS72tF9CGVxcl Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGFydG5lcmxlZGdyb3d0aHBvZGNhc3QuY29tL2ZlZWQueG1s YouTube: https://youtu.be/h5vtHAXoy7U

Since the start of the Covid pandemic, businesses around the world have been forced to rapidly adopt a hybrid or remote work environment. Without proper care, this can be fraught with issues for both the company and the employees. Annil Chandel is an outspoken voice in the discussion around hybrid work and he is sharing the key tips to setting your company up for achieving great success even while working in a hybrid environment.   Takeaways: The concept of the “work environment” is ever-changing. Consider the stark contrast between a traditional 1960’s “corner office” ideal and the open and collaborative spaces which have become more commonplace. The Covid pandemic forced everyone into working from home and people initially experienced euphoria followed by isolation, gaps in productivity, and zoom fatigue. It also underscored how vital technology and software are in keeping everyone connected. There are a number of challenges that hybrid working presents businesses, namely visibility, collaboration, and company culture. When evaluating potential technology solutions for hybrid work, first look at the ease of integration with your existing tools. Second, because of how valuable video communication is, make sure the solution either offers or integrates well with video. Think about how you can replicate the culture and interactions of the physical work environment into your Hybrid work solution. Make sure to keep your product ever-evolving to give the customer the best possible experience. With many companies entering the market it’s very hard to differentiate your company and product but that’s why it’s so important. Also of note for new companies, is that they should build integrations for the services their large customers already use.   Quote of the Show: “Picking technology to solve this isn't easy because I don't think there's one size that fits all and where we're all looking for the holy grail of solutions to enable our workforces.” - Annil Chandel   Links LinkedIn: https://www.linkedin.com/in/annilchandel/ Twitter: https://twitter.com/annilc Company website: https://wurkr.io/ Company website: https://www.knownfour.com/   Ways to Tune In Amazon Music: https://music.amazon.com/podcasts/399a9fa5-9345-4dfe-9f40-44ad201c1dc0 Apple Podcast: https://podcasts.apple.com/us/podcast/partner-led-growth/id1609131765 Spotify: https://open.spotify.com/show/5rwOODBEKbS72tF9CGVxcl Google Podcast: https://podcasts.google.com/feed/aHR0cHM6Ly93d3cucGFydG5lcmxlZGdyb3d0aHBvZGNhc3QuY29tL2ZlZWQueG1s YouTube: https://youtu.be/c_DJj7qroms

The challenges for MSPs and SMBs are ever-evolving and increasingly intertwined leading to a highly complex and specialized environment. Shruti Ghatge, the founder of Zomentum shares her thoughts on the largest issues in the industry and some of the solutions to them. Despite the problems caused by the growing adoption of tech solutions by SMBs, Technology Partners have a way to find real success that can provide solutions at scale to an ever-growing customer base.   Takeaways: SMBs are adopting tech at an unprecedented rate which has only been accelerated by the COVID-19 Pandemic. SMBs are moving away from the main 2 to 3 legacy apps and going to highly specific problem-solving tools. This makes SMBs highly reliant on their partners. Zomentum is based on providing consolidated and vetted solutions that solve the emerging business challenges that partners face. Zomentum completely closes the loop for technology partners and is an all-encompassing revenue platform. For MSPs, choosing the right innovative SAAS solutions is a nightmare because there are tens of thousands of them that exist and every client is different. Because every client is different, the research that MSPs put into solutions for one client isn’t reusable for other clients. Zomentum is in a special position because it is adaptable enough to help partners provide solutions for all of their clients.   Quote of the Show:  “Frankly speaking, partners deserve better solutions for their own business and solutions that they resell to their end clients” - Shruti Ghatge   Links LinkedIn: https://www.linkedin.com/in/shrutighatge/ Company website: https://www.zomentum.com/   Ways to Tune In Amazon Music Apple Podcast Spotify Google Podcast Stitcher YouTube https://youtu.be/Mler0J1a_8Q