MSP Success- Volume 3.2 - February/March 2022

MSP Success- Volume 3.2 - February/March 2022

MSP SUCCESS P MAGAZINE

The Science And Strategy Of Getting Past Stalls, Delays, And ‘No’s’ To Closing The Sale

Cyber Insurance In 2022: What MSPs Need To Know

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3 Ways To Get FREE Leads From LinkedIn

18 Laws Of Success From ‘Shark Tank’s’ Robert Herjavec

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FEBRUARY/MARCH 2022

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VOLUME 3.2 February/March 2022 CONTENTS 16

4 Letter From The Editor

14 The Most Dangerous Number In Any Business

6 Cyber Insurance In 2022: What MSPs Need To Know 8 The Science And Strategy Of Getting Past Stalls, Delays, And ‘No’s’ To Close The Sale 10 3 Ways To Get FREE Leads From LinkedIn 12 3 Ways For An MSP To Avoid Taking Itself Hostage

21 Hot Tech Tips

22 The Unlikely Hire This MSP Made To Double His 7-Figure Company

18 Laws Of Success From ‘Shark Tank’s’ Robert Herjavec

24 Solving The 4

Unprecedented Challenges MSPs Face Today

The paper used in the production of MSP Success Magazine includes post- consumer waste and is produced using sound environmental practices, waste reduction, and energy-efficient operations. Our paper has FSC certification and passes the SFI Chain of Custody Standard. Read more at WFPaperCo.com/sustainability.html.

LETTER FROM THE EDI TOR

Embrace Chaos After having him speak at a Producers Club meeting in 2014, I con- vinced Robert Herjavec, CEO and co-founder of the Herjavec Group, to allow us to bring 20 MSPs to his Toronto headquarters to see the inner workings of a $400 million MSP (his revenue at the time). It was an abso- lutely brilliant experience for all, with many lessons and insights that even I personally use to this day. I had my leadership team in attendance, and one of the shining moments of the day was when my COO, Nicole Rogers, came to me and said, “Now I get it.” She was referring to the pace, complexity, and intensity his entire team was running at and why it was necessary for growth. To quote Robert, you must EMBRACE CHAOS (the title of a chapter in his book, “Driven”). For years, I suspect she thought I was crazy, constantly pushing the limits of what our company could do, always inventing, always starting multiple projects at once, and never slowing down. But, as Robert so elegantly summed it up in that chapter title of his book, every entrepreneur must not just tolerate chaos, or worse, try to avoid it — we must embrace it, nurture it, and welcome it. There’s profit in the chaos. No business grows and competes effectively at a steady jog, much less a snail’s pace. Your competition will crush you before you have a chance to get out of bed in the morning. A big contributing factor to why so many businesses stay small is their dislike of and aversion to messes and chaos. Small is easy. Small is controlled. Small is predictable. But most important, small feels safe, delivering a false sense of security to the owner. Of course, there is no such safety in business. The ONLY real secu- rity you have is your ability to produce results in any type of circumstance. Another chapter in Robert’s book is “Appreciate What It Takes To Succeed.” Specifically, you have to be intensely determined. Casual wishes attempted with easy buttons and “hacks” don’t work here. You’ll give up way too soon and fall short of what’s necessary for sustainable, profitable growth. We all know that the constant commonality among all exceptional people is a strong work ethic and a willingness to do things that other people simply refuse to do. Yes, talent and intelligence matter, but there are a whole lot of people who are extremely smart and extremely talented who never amount to much in their lives, going completely unnoticed and unrewarded for their talents. They’re constantly pumping the brake, looking for the easy way out, wanting a vacation over a good opportunity. A common desire of the poor is to win the lottery so they never have to work, but what kind of life would that be? What would get you out of

Founder And CEO Technology Marketing Toolkit, Inc.

and on several occasions during our interactions, he whipped it out to jot down a note or two about my thoughts in this industry, marketing, managed services, etc. We should all do this. I can’t tell you the number of speakers I’ve had on stage who have zero curiosity about our community and what we do. Most people only pay attention to the people and things they already know, listening only to the opinions of people who inherently agree with their point of view. They treat the news, things they read, and people they follow like a finicky 3-year-old at a buffet line, selecting only the stuff they like over taking it all in and exploring some things that might not initially taste good but are very good for you. But as an entrepreneur, you need a lot of input from a lot of sources — different industries with various models and marketing campaigns, approaches to customer service, pricing, hiring, and distribution. Eclectic input is fodder to stimulate your thinking. An unstimulated mind is one that doesn’t grow or expand. Ask yourself: HOW could I use this in my business, even if it’s not entirely apparent from the start? Many call this “creative thinking” or “thinking outside the box,” but what they miss is that you have to get out of the box entirely before you can see other possibilities. You can’t read the label from inside the jar. Here’s one final note about Robert: Many people have asked me, what is he really like in person? I am happy to report that the Robert you see on “Shark Tank” is the Robert you see in real life. He is, without a doubt, a deeply genuine, driven, intensely smart, passionate serial entrepreneur as well as a happy person who loves his life. Want to see Robert in action talking about keys to succeeding as an MSP? Go to MSPSuccessMagazine.com/robert. n

bed in the morning? What would challenge you? What would be your purpose in life? Your calling? Not having to worry about money is not necessarily a bad thing, but the second half of that — the “so I never have to work again” — is a sad and pitiful wish you really don’t want to come true. And finally, Robert’s curiosity and interest in learning is abun- dantly clear. He always has a notepad and pen in his suit jacket,

“Shark Tank’s” Robert Herjavec Meet And Greet With Our MSP Clients At The 2018 IT Sales And Marketing Boot Camp

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Cyber Insurance In 2022: What MSPs Need To Know

By Max Pruger, GM, Compliance Manager At Kaseya And Kirsten Bay, CEO At Cysurance

budget for cyber insurance premiums. In 2021, we saw MSPs that experienced triple-digit premium increases for less coverage in the case of a cyber incident — and we expect this to continue in 2022. Keep Coverage In 2022. It’s critical that MSPs ensure requirements are being fulfilled in real time rather than waiting for an underwriter to inform them they’re lacking controls — or getting denied. Companies must disclose if they were declined renewal, so denial can become a cascading problem as an organization then becomes uninsurable. Because of the risk and associated costs of a breach, a decreasing number of organizations are willing to insure MSPs — further contributing to the challenges they face if they are denied coverage from an insurer. MSPs that are declined coverage or not renewed can certify missing controls to make sure their insurability comes back into play. Similar to credit repair to fix bad credit, MSPs can improve their insurability by staying on top of what’s required in their environment to be insured, making sure it’s in place, documenting these requirements, and adapting as new regulations come out. MSPs cannot simply sign their cyber insurance policy once a year and forget about it — it is crucial that they work with their insurer to understand their requirements as well as any changes that may have occurred in their policy from year to year. Though reading through hundreds of pages may seem daunting for MSP owners already stretched thin, it will save the organization from scrambling in the case of a cyber incident and losing out on a maximum payout. Leverage Cyber Insurance Opportunities For MSPs. While the changes to the cyber insurance landscape in 2022 may seem formidable, there are opportunities that MSPs can leverage. Because insurance companies are forcing all organizations to adopt a more proactive stance when it comes to their security controls, MSPs can seize this oppor-

While no one can truly predict what 2022 holds, it is a guar- antee that cybercrime will continue to be a major issue for MSPs. The Verizon Business 2021 >Page 1 Page 2 Page 3 Page 4 Page 5 Page 6 Page 7 Page 8 Page 9 Page 10 Page 11 Page 12 Page 13 Page 14 Page 15 Page 16 Page 17 Page 18 Page 19 Page 20 Page 21 Page 22 Page 23 Page 24 Page 25 Page 26 Page 27 Page 28

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