https://simplecast.com Are you looking to increase services revenue? Join ScopeStack CEO Jon Scott as he talks to IT industry leaders to get their insights. These experts from the top MSPs and VARs will share their actionable tips and tactics to help you optimize your presales process. 2022 In Scope and 9/8 Central en Tue, 29 Aug 2023 10:00:00 +0000 Tue, 29 Aug 2023 10:00:13 +0000 https://in-scope-the-it-services-podcast.simplecast.com https://image.simplecastcdn.com/images/5ebaf1dd-2480-4ea0-8544-a9ad0071bf94/9daea6ce-ca03-4c09-91b0-038aa713b524/3000x3000/inscope-1x1.jpg?aid=rss_feed https://in-scope-the-it-services-podcast.simplecast.com episodic Are you looking to increase services revenue? Join ScopeStack CEO Jon Scott as he talks to IT industry leaders to get their insights. These experts from the top MSPs and VARs will share their actionable tips and tactics to help you optimize your presales process. ScopeStack no https://feeds.simplecast.com/zN9r77DJ entrepreneurship, information technology, it, msp, new business, scope, scoping 9/8 Central john@98c.org 5029b725-eb60-46a0-9570-ef8b06638b53 Tue, 29 Aug 2023 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/mastering-project-scoping-and-management-expert-insights-from-josh-moree-Wh0OCLxV Mastering Project Scoping and Management: Expert Insights from Josh Moree 9/8 Central 00:32:44 In this episode of the podcast, Jon Scott, CEO of ScopeStack, sits down with Josh Moree, a senior executive coach at Pax8, to delve into the world of project scoping and management best practices. Throughout their conversation, they explore the fundamental aspects of scoping, such as the project charter, scope statement, and work breakdown structure. Josh emphasizes the importance of creating a work breakdown structure after establishing the charter and scope statement, and underscores the benefits of templatizing these documents to ensure consistency across projects. With a keen eye on the financial implications of poor scoping, Josh highlights how overlooking crucial elements of the work can lead to cost overruns. He advises investing time upfront to scope projects properly, rather than having to redo work down the line. Both Jon and Josh concur that templatizing documents benefits the entire organization by presenting a unified approach. The conversation also touches on how effective scoping enhances project managers' ability to schedule and budget accurately. Josh suggests involving engineers in the creation of templates to ensure their understanding and alignment with expectations. Additionally, the podcast explores the use of a statement of work as a means of communicating the scope to clients, distinguishing it from a proposal or quote. Throughout the episode, Josh imparts practical tips, such as starting scoping even if it is not perfect, assigning accountability, and embracing a willingness to acknowledge flaws and improve over time. He invites listeners to connect with him through Pac State Academy to delve further into operational best practices. Gain more insights and valuable tips when you listen to the full episode! In this episode of the podcast, Jon Scott, CEO of ScopeStack, sits down with Josh Moree, a senior executive coach at Pax8, to delve into the world of project scoping and management best practices. Throughout their conversation, they explore the fundamental aspects of scoping, such as the project charter, scope statement, and work breakdown structure. Josh emphasizes the importance of creating a work breakdown structure after establishing the charter and scope statement, and underscores the benefits of templatizing these documents to ensure consistency across projects. With a keen eye on the financial implications of poor scoping, Josh highlights how overlooking crucial elements of the work can lead to cost overruns. He advises investing time upfront to scope projects properly, rather than having to redo work down the line. Both Jon and Josh concur that templatizing documents benefits the entire organization by presenting a unified approach. The conversation also touches on how effective scoping enhances project managers' ability to schedule and budget accurately. Josh suggests involving engineers in the creation of templates to ensure their understanding and alignment with expectations. Additionally, the podcast explores the use of a statement of work as a means of communicating the scope to clients, distinguishing it from a proposal or quote. Throughout the episode, Josh imparts practical tips, such as starting scoping even if it is not perfect, assigning accountability, and embracing a willingness to acknowledge flaws and improve over time. He invites listeners to connect with him through Pac State Academy to delve further into operational best practices. Gain more insights and valuable tips when you listen to the full episode! no full 45 2e758d08-6247-4998-bbd4-059912b7e494 Tue, 8 Aug 2023 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/providing-value-for-msps-with-ariel-davenport-8RdjvlU1 Providing Value for MSPs with Ariel Davenport 9/8 Central 00:33:16 Ariel Davenport, a Lead Architect from Centre Technologies, shares insights on how businesses can effectively communicate the value and cost of different resources to their clients, showcasing the quality and effectiveness of their services. Jacob and Ariel discuss the role of networks, the challenges faced by rookie solutions architects, project delivery strategies, and the significance of Quarterly Business Reviews (QBRs) in maintaining strong customer relationships. Listen to the newest episode of In Scope to explore the power of transparency in the world of professional services, and how it can shape the future of the industry. Ariel Davenport, a Lead Architect from Centre Technologies, shares insights on how businesses can effectively communicate the value and cost of different resources to their clients, showcasing the quality and effectiveness of their services. Jacob and Ariel discuss the role of networks, the challenges faced by rookie solutions architects, project delivery strategies, and the significance of Quarterly Business Reviews (QBRs) in maintaining strong customer relationships. Listen to the newest episode of In Scope to explore the power of transparency in the world of professional services, and how it can shape the future of the industry. no full 44 19f52015-38c8-446b-b050-b42fe94440f6 Mon, 26 Jun 2023 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/creating-community-for-msps-with-kyle-spooner-5wcgNrmC Creating Community for MSPs with Kyle Spooner 9/8 Central 00:17:12 MSPs need a community too, and that's exactly what led Kyle Spooner to MSPGeek—a community for....MSP geeks. Kyle is the Chief Executive of MSPGeek Con—the gathering that MSPGeek Inc. puts on—and is the Director of Operations at IntelliComp Technologies. With an extensive career as an MSP, Kyle knows a thing or two about the mind of an MSP. From Australia to Germany and back to the United States, Kyle is passionate about solving MSP problems through community. Sit down with Jon and Kyle as they walk through the intricacies of this MSP community, why it's necessary, and where it's going on the newest episode of In Scope. MSPs need a community too, and that's exactly what led Kyle Spooner to MSPGeek—a community for....MSP geeks. Kyle is the Chief Executive of MSPGeek Con—the gathering that MSPGeek Inc. puts on—and is the Director of Operations at IntelliComp Technologies. With an extensive career as an MSP, Kyle knows a thing or two about the mind of an MSP. From Australia to Germany and back to the United States, Kyle is passionate about solving MSP problems through community. Sit down with Jon and Kyle as they walk through the intricacies of this MSP community, why it's necessary, and where it's going on the newest episode of In Scope. no full 43 524b9ef6-022e-4899-88e7-4aea16fb19ea Mon, 12 Jun 2023 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/how-to-enhance-integration-with-scopestack-with-melissa-korzun-T91qsXCa How to Enhance Integration with ScopeStack with Melissa Korzun 9/8 Central 00:23:58 Melissa Korzun noticed inefficiencies all around TeleTracking's scoping process despite having the best integration platforms. So, she decided to press on those pain points and do what she does best—solve problems. ScopeStack was the answer. Shortly after a quick overhaul of all of TeleTracking's data and services provided they implemented the platform into their tech stack. And, like any good product, they found other ways to boost efficiency with ScopeStack. Listen to Melissa explain the creative solutions TeleTracking implemented into their scoping and work flow process on the newest episode of In Scope. Melissa Korzun noticed inefficiencies all around TeleTracking's scoping process despite having the best integration platforms. So, she decided to press on those pain points and do what she does best—solve problems. ScopeStack was the answer. Shortly after a quick overhaul of all of TeleTracking's data and services provided they implemented the platform into their tech stack. And, like any good product, they found other ways to boost efficiency with ScopeStack. Listen to Melissa explain the creative solutions TeleTracking implemented into their scoping and work flow process on the newest episode of In Scope. no full 42 fb0f2db2-140a-4580-acfc-20666866ec59 Mon, 29 May 2023 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/why-everyone-is-pushing-mfas-with-nick-wolf-KDGTSLSH Why Everyone is Pushing MFA's with Nick Wolf 9/8 Central 00:18:15 John Scott and Jacob Martin form a dream team hosting duo on this episode of In Scope with Nick Wolf, Director of Partner Acquisition at Evo Security. Nick has an extensive background in the MSP space—similar to that of our VP of Marketing, Jacob Martin. Together, they're breaking down the hot topic of cybersecurity and why multi-factor authentication is soaring in today's industry. Join John, Jacob, and Nick on the newest episode of In Scope and learn why MFA's are now the prerequisite to any cybersecurity insurance claim you'll need to make. John Scott and Jacob Martin form a dream team hosting duo on this episode of In Scope with Nick Wolf, Director of Partner Acquisition at Evo Security. Nick has an extensive background in the MSP space—similar to that of our VP of Marketing, Jacob Martin. Together, they're breaking down the hot topic of cybersecurity and why multi-factor authentication is soaring in today's industry. Join John, Jacob, and Nick on the newest episode of In Scope and learn why MFA's are now the prerequisite to any cybersecurity insurance claim you'll need to make. no full 41 22ba7d7c-6f29-458d-9564-84369cbe7d90 Mon, 8 May 2023 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/recast-how-greystone-technology-uses-scopestack-to-help-msps-with-lex-indigo-lIKxHZp3 Recast: How Greystone Technology Uses ScopeStack to help MSPs with Lex Indigo 9/8 Central 00:34:22 This is a real-world example of how ScopeStack can impact your MSP in the same way as ConnectWise. Lex Indigo, Project Coordinator for Greystone Technology, has seen firsthand how the presales process looks with and without ScopeStack—and they know which one they prefer. Today they talk to ScopeStack CEO Jon Scott about the implementation of ScopeStack and how the platform actually helped Greystone Technology rethink their own processes. Listen to the newest episode of In Scope today! This is a real-world example of how ScopeStack can impact your MSP in the same way as ConnectWise. Lex Indigo, Project Coordinator for Greystone Technology, has seen firsthand how the presales process looks with and without ScopeStack—and they know which one they prefer. Today they talk to ScopeStack CEO Jon Scott about the implementation of ScopeStack and how the platform actually helped Greystone Technology rethink their own processes. Listen to the newest episode of In Scope today! no full 40 0655b8d6-88c8-471d-9e7c-93ba2a4888b7 Mon, 24 Apr 2023 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/setting-standards-and-scaling-in-a-vars-world-with-jeremy-ryder-goZzVYmL Setting Standards and Scaling in a VARs World with Jeremy Ryder 9/8 Central 00:38:29 Most businesses look to scale, but COVID forced the IT industry into a position where scaling became necessary. Jeremy Ryder is an Enterprise Architect Project Manager for Network Solutions, Inc. and over the past decade he's been able to observe the shift of selling services instead of products. Hear how Jeremy was able to successfully transition into the new wave of IT services and what he recommends to VARs in this episode of In Scope. Most businesses look to scale, but COVID forced the IT industry into a position where scaling became necessary. Jeremy Ryder is an Enterprise Architect Project Manager for Network Solutions, Inc. and over the past decade he's been able to observe the shift of selling services instead of products. Hear how Jeremy was able to successfully transition into the new wave of IT services and what he recommends to VARs in this episode of In Scope. no full 39 508c8568-7dbe-4d65-b324-3abf07413946 Mon, 10 Apr 2023 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/mssps-are-the-future-how-to-scale-strategically-with-josh-skeens-OMrKu5ZZ MSSPs are the Future: How to Scale Strategically with Josh Skeens 9/8 Central 00:28:13 MSP roles are changing from commodity-based services to knowledge-based ones. After sensing this shift in the IT business sector, Logically adapted. CEO of Logically, Josh Skeens saw the importance of MSP expertise and paired it with the growing demand for cyber-security. Hear how Logically fostered growth from within to equip their people—and business—to make the transition from MSP to MSSP on the newest episode of In Scope. MSP roles are changing from commodity-based services to knowledge-based ones. After sensing this shift in the IT business sector, Logically adapted. CEO of Logically, Josh Skeens saw the importance of MSP expertise and paired it with the growing demand for cyber-security. Hear how Logically fostered growth from within to equip their people—and business—to make the transition from MSP to MSSP on the newest episode of In Scope. no full 38 e4b1f26c-7374-40d5-aec0-c6631514c4be Mon, 27 Mar 2023 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/specialized-problem-solving-for-msps-with-jason-barbee-EtybOLPv Specialized Problem Solving for MSPs with Jason Barbee 9/8 Central 00:25:23 Jason Barbee is a Solutions Architect at C-Spire who was looking for a platform that would enhance operational processes. But as someone who solved issues in the MSP space, he wasn't your typical software critic—he was an expert. Find out what made ScopeStack fit the bill for C-Spire, and listen as he and Jon nerd out over all the software, operational, and integrating problems MSPs find themselves faced with. Jason Barbee is a Solutions Architect at C-Spire who was looking for a platform that would enhance operational processes. But as someone who solved issues in the MSP space, he wasn't your typical software critic—he was an expert. Find out what made ScopeStack fit the bill for C-Spire, and listen as he and Jon nerd out over all the software, operational, and integrating problems MSPs find themselves faced with. no full 37 0df2f257-ded0-48ac-a113-3d8740a604ee Mon, 13 Mar 2023 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/how-greystone-technology-uses-scopestack-to-help-msps-with-lex-indigo-nxPQF0WW How Greystone Technology Uses ScopeStack to Help MSPs with Lex Indigo 9/8 Central 00:34:22 This is a real-world example of how ScopeStack can impact your MSP in the same way as ConnectWise. Lex Indigo, Project Coordinator for Greystone Technology, has seen firsthand how the presales process looks with and without ScopeStack—and they know which one they prefer. Today they talk to ScopeStack CEO Jon Scott about the implementation of ScopeStack and how the platform actually helped Greystone Technology rethink their own processes. Listen to the newest episode of In Scope today! This is a real-world example of how ScopeStack can impact your MSP in the same way as ConnectWise. Lex Indigo, Project Coordinator for Greystone Technology, has seen firsthand how the presales process looks with and without ScopeStack—and they know which one they prefer. Today they talk to ScopeStack CEO Jon Scott about the implementation of ScopeStack and how the platform actually helped Greystone Technology rethink their own processes. Listen to the newest episode of In Scope today! no full 36 1d1738bd-58ef-4b72-a4ee-8f9edead75cd Mon, 20 Feb 2023 11:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/the-three-gs-of-scaling-with-jacob-martin-VsNn0qou The Three G's of Scaling with Jacob Martin 9/8 Central 00:21:53 What's the best way to scale a business? Jacob Martin is back for another episode of In Scope to share how MSPs can successfully scale. Jacob's experience in leadership roles has taught him a lot, and he's eager to share that with others. The three G's are key to growing a business that is smart and strategic. Listen to In Scope and learn about them! What's the best way to scale a business? Jacob Martin is back for another episode of In Scope to share how MSPs can successfully scale. Jacob's experience in leadership roles has taught him a lot, and he's eager to share that with others. The three G's are key to growing a business that is smart and strategic. Listen to In Scope and learn about them! no full 35 16189762-3ffa-42f0-ba91-374d82984274 Mon, 6 Feb 2023 11:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/the-authenticity-of-selling-services-with-jacob-martin-CDL7_EeI The Authenticity of Selling Services with Jacob Martin 9/8 Central 00:25:23 Jacob Martin recently became the VP of Sales and Marketing for ScopeStack. As a former employee at an MSP, he's brought and seen a new perspective to selling services. Jon and Jacob sit down to discuss the importance of having a solid product paired with a rock-solid foundation. Hear how ScopeStack is expanding its team, and what that means for its services. Jacob Martin recently became the VP of Sales and Marketing for ScopeStack. As a former employee at an MSP, he's brought and seen a new perspective to selling services. Jon and Jacob sit down to discuss the importance of having a solid product paired with a rock-solid foundation. Hear how ScopeStack is expanding its team, and what that means for its services. no full 34 b4c38d34-737f-4a9e-8145-4342d0dfff48 Mon, 23 Jan 2023 11:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/the-it-industry-is-changing-will-you-keep-up-with-jonathan-philipsen-zLCw39hS The IT Industry is Changing. Will You Keep Up? with Jonathan Philipsen 9/8 Central 00:25:13 Jonathan Philipsen, EVP of Cloud Strategy at Thrive, has been in the MSP space for a while now, and he's noticing a shift. Work-from-anywhere businesses put a strain on employee retention and increased the need for cybersecurity services. ChatGPT is sweeping across the industry and forcing the question: are employees still necessary? Jon and Jonathan leave no stone unturned in this episode to discuss advantageous moves for MSPs, the moral dilemma of AI, and the many routes you can take with multi-cloud environments. Jonathan Philipsen, EVP of Cloud Strategy at Thrive, has been in the MSP space for a while now, and he's noticing a shift. Work-from-anywhere businesses put a strain on employee retention and increased the need for cybersecurity services. ChatGPT is sweeping across the industry and forcing the question: are employees still necessary? Jon and Jonathan leave no stone unturned in this episode to discuss advantageous moves for MSPs, the moral dilemma of AI, and the many routes you can take with multi-cloud environments. no full 33 20854bac-5baf-4692-a355-929a4f982e21 Mon, 9 Jan 2023 11:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/the-storytelling-of-solutions-with-greg-richey-S5LqDgl6 The Storytelling of Solutions with Greg Richey 9/8 Central 00:28:01 VARs and the distribution process have changed a lot over the past 20 years. When Cisco used to dominate the industry, it was easier to be an expert in the field. Now there are all kinds of systems available, so many companies decided to outsource. But service objectives remained the same: how do we solve this problem? Jon goes screen-to-screen with the VP of Solution Development at Telamon, Greg Richey, to discuss the impact of Digital Transformation, striking the balance between expertise and outsourcing, and scaling your ecosystem. VARs and the distribution process have changed a lot over the past 20 years. When Cisco used to dominate the industry, it was easier to be an expert in the field. Now there are all kinds of systems available, so many companies decided to outsource. But service objectives remained the same: how do we solve this problem? Jon goes screen-to-screen with the VP of Solution Development at Telamon, Greg Richey, to discuss the impact of Digital Transformation, striking the balance between expertise and outsourcing, and scaling your ecosystem. no full 32 0e84ec8b-5f37-4ecc-9280-7c18bbbb99db Mon, 26 Dec 2022 11:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/the-future-of-services-from-a-leaders-perspective-with-chris-ward-iQJ7ieuP The Future of Services from a Leader's Perspective with Chris Ward 9/8 Central 00:27:26 The services industry is not immune from evolution. As we try to provide more and more value for clients while growing our own teams, it means the definition of "services" is always changing. Heck, it's changed a ton even since 2020 with the rise of packaged offerings and an emphasis on recurring revenue. We had Chris Ward, Vice President at DEft, talk us through what he thinks the future of services looks like. Check it out! The services industry is not immune from evolution. As we try to provide more and more value for clients while growing our own teams, it means the definition of "services" is always changing. Heck, it's changed a ton even since 2020 with the rise of packaged offerings and an emphasis on recurring revenue. We had Chris Ward, Vice President at DEft, talk us through what he thinks the future of services looks like. Check it out! no full 31 1e932adc-a51b-42ea-b9fe-5d24bcf0fe0b Mon, 19 Dec 2022 11:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/the-missing-manual-with-todd-kane-dZzuhxV9 The Missing Manual with Todd Kane 9/8 Central 00:35:19 Todd Kane has spent the last decade helping MSPs and VARs deliver higher value to their clients while bringing their turnover down and skyrocketing their team morale. He talks Jon through the science of selling services while managing a team that performs at a high level. This episode is a great resource for anyone in a management level role at an MSP or VAR looking to sharpen their approach. Todd Kane has spent the last decade helping MSPs and VARs deliver higher value to their clients while bringing their turnover down and skyrocketing their team morale. He talks Jon through the science of selling services while managing a team that performs at a high level. This episode is a great resource for anyone in a management level role at an MSP or VAR looking to sharpen their approach. no full 30 3f241604-1c42-495c-8d42-337f5a937d4e Mon, 12 Dec 2022 11:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/how-to-thrive-in-the-digital-transformation-era-with-james-davis-wXPdP7OT How to Thrive in the Digital Transformation Era with James Davis 9/8 Central 00:32:45 Back by popular demand: the Director of Academy at Pax8, James Davis, returns to In Scope to discuss the Digital Transformation of scoping. Not only has this changed the way presales folks and engineers do their job—it's upended all aspects of I.T. work. Join Jon and James as they break down the trend of transformational projects, the questions you should be asking your clients, and how they adapted their businesses to grow during this innovative time. Back by popular demand: the Director of Academy at Pax8, James Davis, returns to In Scope to discuss the Digital Transformation of scoping. Not only has this changed the way presales folks and engineers do their job—it's upended all aspects of I.T. work. Join Jon and James as they break down the trend of transformational projects, the questions you should be asking your clients, and how they adapted their businesses to grow during this innovative time. no full 29 87a8b628-9d94-48b6-9fff-922408b4963b Mon, 5 Dec 2022 11:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/episode-22-the-art-of-scoping-accurately-with-james-davis-06mYVXTa The Art of Scoping Accurately with James Davis 9/8 Central 00:28:53 James Davis is the Director of Academy at Pax8, a global leader in cloud solutions. He joins Jon from Down Under to talk about arguably the most critical business function of any MSP or VAR (and something Jon knows quite well): scoping. They dive into all the inefficiencies of improper scoping and really quick fixes. They also share a few examples of just how significant an inefficient scoping process can be. Tune in to rethink the way you scope! James Davis is the Director of Academy at Pax8, a global leader in cloud solutions. He joins Jon from Down Under to talk about arguably the most critical business function of any MSP or VAR (and something Jon knows quite well): scoping. They dive into all the inefficiencies of improper scoping and really quick fixes. They also share a few examples of just how significant an inefficient scoping process can be. Tune in to rethink the way you scope! no full 28 eb321bb0-5367-49cb-8708-d491c1e24427 Mon, 28 Nov 2022 11:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/recast-how-to-price-your-services-with-dennis-manfra-BJaTGKcB Recast: How to Price Your Services with Dennis Manfra 9/8 Central 00:31:56 Dennis Manfra is the VP of Technical Services at IE, and he's joining Jon to talk pricing. We know, it's not the sexiest topic, but that doesn't mean it's not incredibly important. Dennis and Jon talk through two approaches to pricing: T&M and Fixed pricing. Each has its advantages and disadvantages, but they also send a message to your client and your team. Learn more about these approaches and when each one is best to use! Dennis Manfra is the VP of Technical Services at IE, and he's joining Jon to talk pricing. We know, it's not the sexiest topic, but that doesn't mean it's not incredibly important. Dennis and Jon talk through two approaches to pricing: T&M and Fixed pricing. Each has its advantages and disadvantages, but they also send a message to your client and your team. Learn more about these approaches and when each one is best to use! no full 27 fd4cabb2-f437-4826-8882-608d9e4a0762 Mon, 21 Nov 2022 11:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/transition-from-presales-to-postsales-s_fWUI4O Recast: Transition from Presales to Postsales 9/8 Central 00:27:29 How do you make the handoff from presales to post-sales? Jesse White of Katalyst explains why this is a critical question and how to handle it. How do you make the handoff from presales to post-sales? Jesse White of Katalyst explains why this is a critical question and how to handle it. no full 26 c27bad64-b676-469a-b157-94171d9fb2f0 Mon, 14 Nov 2022 11:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/building-a-presales-team-measuring-success-with-steven-madick-ZsJnZek5 Building a Presales Team, Measuring Success with Steven Madick 9/8 Central 00:34:26 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! 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! no full 25 20ff0077-bc83-4c38-a174-0d747abd3f57 Mon, 7 Nov 2022 11:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/the-importance-of-organizational-buy-in-during-msp-go-to-market-with-mj-patent-from-alveo-DJmCgPT9 The importance of organizational buy-in during MSP go-to-market with MJ Patent from Alveo 9/8 Central 00:26:25 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! 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! no full 24 d368a7c7-7a9e-4258-a1a3-e93705cd6703 Mon, 31 Oct 2022 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/recast-whats-wrong-with-your-presales-process-with-brook-lee-from-eureka-process-whGz9hWi Recast: What's Wrong With Your Presales Process with Brook Lee from Eureka Process 9/8 Central 00:33:57 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. 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. no full 23 27be27f5-7663-4f80-b77a-632caaf06003 Mon, 24 Oct 2022 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/episode-20-master-your-craft-why-you-shouldnt-be-afraid-of-3rd-parties-with-jacob-martin-j_1fumz8 Episode 20: Master Your Craft: Why You Shouldn't Be Afraid of 3rd Parties with Jacob Martin 9/8 Central 00:22:12 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. 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. no full 22 934a4ee4-2280-4ef1-a1c2-e039e8911e6a Mon, 17 Oct 2022 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/episode-19-people-first-business-second-with-greg-weiner-GtU6wl9d Episode 19: People First, Business Second with Greg Weiner 9/8 Central 00:27:13 Efficiency is key when it comes to IT problems and solutions, so it's important to go to the source of productivity—the people. Jon and Greg are for the people, i.e. their employees, on this episode of In Scope as they dive into creating the most ideal virtual office for their staff. Listen for insights and tips on how to create a better workplace environment. Efficiency is key when it comes to IT problems and solutions, so it's important to go to the source of productivity—the people. Jon and Greg are for the people, i.e. their employees, on this episode of In Scope as they dive into creating the most ideal virtual office for their staff. Listen for insights and tips on how to create a better workplace environment. no full 21 4f9c4898-dc9e-4dfd-977d-e7751b1b55fa Tue, 11 Oct 2022 14:15:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/episode-18-theres-not-one-right-answer-with-brandon-myers-IQnzOG9V Episode 18: There's Not One Right Answer with Brandon Myers 9/8 Central 00:29:35 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. 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. no full 20 f81f3ead-cc5f-4b22-88d9-187225653c9d Mon, 19 Sep 2022 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/recast-why-relationships-matter-more-than-you-think-with-kenny-taylor-WkTdE6Ut Recast: Why Relationships Matter More Than You Think with Kenny Taylor 9/8 Central 00:38:53 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! 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! no full 17 3b7435df-8eb6-49f7-950f-b7fedb9f12a1 Mon, 12 Sep 2022 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/recast-importance-of-culture-in-a-presales-team-duPtT6Tv Recast: Importance of culture in a presales team 9/8 Central 00:17:57 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. 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. no full 16 49226f1a-9402-45af-a2a0-f033e18811e8 Mon, 5 Sep 2022 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/episode-15-how-to-empower-your-it-presales-team-to-be-their-best-with-steven-madick-ISPQ02GP Episode 15: How to Empower Your IT Presales Team to be Their Best with Steven Madick 9/8 Central 00:35:37 SEs (or whatever you call your presales team members) are a key piece of your business. That's a no-brainer. They're also a significant investment and as such, they require a ton of support and direction in order to perform at their best. Steven Madick joins us to talk about the fundamentals of presales and how leaders can enable this very critical team to go out and serve clients best. Check it out! SEs (or whatever you call your presales team members) are a key piece of your business. That's a no-brainer. They're also a significant investment and as such, they require a ton of support and direction in order to perform at their best. Steven Madick joins us to talk about the fundamentals of presales and how leaders can enable this very critical team to go out and serve clients best. Check it out! no full 15 3b3e5c82-e026-4ddd-b6ec-dd820b72d692 Mon, 29 Aug 2022 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/episode-14-tapping-into-the-value-of-managed-services-with-nicko-roussos-bspFuDGY Episode 14: Tapping into the Value of Managed Services with Nicko Roussos 9/8 Central 00:24:38 Nicko Roussos is the VP of Cisco Operations and Digital Transformation at TD SYNNEX. He's been in this game for a while and has helped Jon out with his rise, too. His wealth of knowledge in this industry is so vast, and we're so excited for him to join the show today to share some of that knowledge with us! This episode covers a lot of really important topics, from selling and serving clients to building a strong MSP. Nicko also gives us his version of our industry's future—and it's probably not what you're expecting! Tune in to hear it all. Nicko Roussos is the VP of Cisco Operations and Digital Transformation at TD SYNNEX. He's been in this game for a while and has helped Jon out with his rise, too. His wealth of knowledge in this industry is so vast, and we're so excited for him to join the show today to share some of that knowledge with us! This episode covers a lot of really important topics, from selling and serving clients to building a strong MSP. Nicko also gives us his version of our industry's future—and it's probably not what you're expecting! Tune in to hear it all. no full 14 fcd6e25f-fb3b-4646-b47d-9cd79bd604c1 Mon, 22 Aug 2022 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/episode-13-how-to-scale-up-a-services-company-with-scott-millwood-N4gDB4uv Episode 13: How to Scale Up a Services Company with Scott Millwood 9/8 Central 00:26:40 Looking to grow a young services company? Take some advice from someone who's built several services companies to remarkable heights and value. Scott Millwood joins us again on In Scope to share what he's learned from his decades of experience in scaling companies. There are so many things to get right on this journey—recruitment, client acquisition, internal processes—and they're all pretty tough. Listen to this episode to get a solid plan in place for your scaling plans. Looking to grow a young services company? Take some advice from someone who's built several services companies to remarkable heights and value. Scott Millwood joins us again on In Scope to share what he's learned from his decades of experience in scaling companies. There are so many things to get right on this journey—recruitment, client acquisition, internal processes—and they're all pretty tough. Listen to this episode to get a solid plan in place for your scaling plans. no full 13 34538858-3cc0-4512-a90e-216f6d33ef5c Mon, 15 Aug 2022 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/episode-12-how-to-make-your-sales-process-more-efficient-with-scott-millwood-evO0WXdV Episode 12: How to Make Your Sales Process More Efficient with Scott Millwood 9/8 Central 00:22:46 The efficiency of your sales process directly affects how your company brings in money, point blank. Although each customer has a different need, there are still plenty of similarities in their purchasing processes. And many of those similarities just add a whole lot of time until they give you the coveted signature. We grabbed Scott Millwood, successful tech salesman, to walk us through the ways sales teams can get their customers closer to agreeing a sale in less time. An efficient sales process means more cash—we can all agree that's a good goal to aim for. The efficiency of your sales process directly affects how your company brings in money, point blank. Although each customer has a different need, there are still plenty of similarities in their purchasing processes. And many of those similarities just add a whole lot of time until they give you the coveted signature. We grabbed Scott Millwood, successful tech salesman, to walk us through the ways sales teams can get their customers closer to agreeing a sale in less time. An efficient sales process means more cash—we can all agree that's a good goal to aim for. no full 12 dc8a5f94-49d3-4908-bf94-9fbe42809b6c Mon, 8 Aug 2022 18:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/episode-11-how-to-make-selling-services-easier-with-henry-egan-UqOo5MPX Episode 11: How to Make Selling Services Easier with Henry Egan 9/8 Central 00:34:19 The typical 18-day presales turnaround window is insane, to be frank. There are way too many boxes for the presales team to check off their list before they can actually present a solution to their client. That's a nearly 3-week process, and it puts a ton of weight on everyone in the process. We brought in Henry Egan, Sales Manager at SHI, to tell us how we can make this process even easier. An easy presales process means less time, which means more money. Find out how you can streamline this process! The typical 18-day presales turnaround window is insane, to be frank. There are way too many boxes for the presales team to check off their list before they can actually present a solution to their client. That's a nearly 3-week process, and it puts a ton of weight on everyone in the process. We brought in Henry Egan, Sales Manager at SHI, to tell us how we can make this process even easier. An easy presales process means less time, which means more money. Find out how you can streamline this process! no full 11 564fd45e-9ccf-4dc7-a0ed-2d395ba21899 Mon, 1 Aug 2022 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/episode-10-the-future-of-services-from-a-leaders-perspective-with-chris-ward-d2xufGmo Episode 10: The Future of Services from a Leader's Perspective with Chris Ward 9/8 Central 00:27:26 The services industry is not immune from evolution. As we try to provide more and more value for clients while growing our own teams, it means the definition of "services" is always changing. Heck, it's changed a ton even since 2020 with the rise of packaged offerings and an emphasis on recurring revenue. We had Chris Ward, Vice President at DEft, talk us through what he thinks the future of services looks like. Check it out! The services industry is not immune from evolution. As we try to provide more and more value for clients while growing our own teams, it means the definition of "services" is always changing. Heck, it's changed a ton even since 2020 with the rise of packaged offerings and an emphasis on recurring revenue. We had Chris Ward, Vice President at DEft, talk us through what he thinks the future of services looks like. Check it out! no full 10 3fc04c58-ef97-41ae-82d2-a69bf3c70f02 Mon, 25 Jul 2022 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/episode-9-what-youre-getting-wrong-about-your-scoping-process-with-brook-lee-v2GuuNfN Episode 9: What You're Getting Wrong About Your Scoping Process with Brook Lee 9/8 Central 00:33:57 Efficient and thoughtful processes are critical to success for 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. Efficient and thoughtful processes are critical to success for 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. no full 9 b51972a0-3477-4603-87bc-33ced2626b62 Mon, 18 Jul 2022 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/episode-8-why-relationships-matter-more-than-you-think-with-kenny-taylor-9gfAHLM6 Episode 8: Why Relationships Matter More Than You Think with Kenny Taylor 9/8 Central 00:38:53 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! 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! no full 8 37b87c3a-1045-46d5-888b-9ce826d83fff Mon, 11 Jul 2022 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/episode-7-the-missing-manual-with-todd-kane-t0w8TYSt Episode 7: The Missing Manual with Todd Kane 9/8 Central 00:35:19 Todd Kane has spent the last decade helping MSPs and VARs deliver higher value to their clients while bringing their turnover down and skyrocketing their team morale. He talks Jon through the science of selling services while managing a team that performs at a high level. This episode is a great resource for anyone in a management level role at an MSP or VAR looking to sharpen their approach. Todd Kane has spent the last decade helping MSPs and VARs deliver higher value to their clients while bringing their turnover down and skyrocketing their team morale. He talks Jon through the science of selling services while managing a team that performs at a high level. This episode is a great resource for anyone in a management level role at an MSP or VAR looking to sharpen their approach. no full 7 29fab745-8d01-46bb-af20-532477918426 Mon, 4 Jul 2022 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/episode-6-how-to-price-services-with-dennis-manfra-lKE1ObG_ Episode 6: How to Price Services with Dennis Manfra 9/8 Central 00:31:56 Dennis Manfra is the VP of Technical Services at IE, and he's joining Jon to talk pricing. We know, it's not the sexiest topic, but that doesn't mean it's not incredibly important. Dennis and Jon talk through two approaches to pricing: T&M and Fixed pricing. Each has its advantages and disadvantages, but they also send a message to your client and your team. Learn more about these approaches and when each one is best to use! Dennis Manfra is the VP of Technical Services at IE, and he's joining Jon to talk pricing. We know, it's not the sexiest topic, but that doesn't mean it's not incredibly important. Dennis and Jon talk through two approaches to pricing: T&M and Fixed pricing. Each has its advantages and disadvantages, but they also send a message to your client and your team. Learn more about these approaches and when each one is best to use! no full 6 e1fdd0d2-f5b4-4b55-95e4-9b3cf43080da Mon, 27 Jun 2022 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/episode-5-building-a-pre-sales-team-measuring-success-FjWv1qT2 Episode 5: Building a Pre-sales Team, Measuring Success 9/8 Central 00:34:26 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! 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! no full 5 7082381e-1473-40ce-bccc-28b735ef4d47 Mon, 20 Jun 2022 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/episode-4-how-to-improve-profitability-through-the-presales-process-NqrpJL9o Episode 4: How to Improve Profitability Through the Presales Process 9/8 Central 00:30:39 An ineffecient presales process bleeds money, plain and simple. And if your company isn't profitable, you're going to struggle to keep your doors open. It doesn't matter how good your solutions are—if your presales process isn't ironed out, your profits will suffer. Skip Tappen from the ScopeStack team talks Jon through how to identfy an inefficient presales team, and what changes service providers can make to revive their profits. An ineffecient presales process bleeds money, plain and simple. And if your company isn't profitable, you're going to struggle to keep your doors open. It doesn't matter how good your solutions are—if your presales process isn't ironed out, your profits will suffer. Skip Tappen from the ScopeStack team talks Jon through how to identfy an inefficient presales team, and what changes service providers can make to revive their profits. no full 4 a5bc6dd3-b26d-46f8-b894-eb4537e42fa2 Mon, 13 Jun 2022 09:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/the-role-your-presales-team-plays-in-your-services-practice-CXJH5h3a Episode 3: The Role Your Presales Team Plays in Your Services Practice 9/8 Central 00:26:31 A good member of the presales team is like a Jedi Knight—they have to deeply understand the balance between the highly technical side of your service and have a great image of the end product from a sales perspective. Skip Tappen from the ScopeStack team talks with Jon about all things presale; what do good presales team members look like? When's the best time to bring this team into the fold? How can you make their jobs easier? A good member of the presales team is like a Jedi Knight—they have to deeply understand the balance between the highly technical side of your service and have a great image of the end product from a sales perspective. Skip Tappen from the ScopeStack team talks with Jon about all things presale; what do good presales team members look like? When's the best time to bring this team into the fold? How can you make their jobs easier? no full 3 aca3075f-6768-4ca9-bc73-1744fdfb8194 Mon, 6 Jun 2022 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/episode-2-transition-from-presales-to-postsales-mHJUhxDE Episode 2: Transition from Presales to Postsales 9/8 Central 00:27:29 How do you make the handoff from presales to post-sales? Jesse White of Katalyst explains why this is a critical question and how to handle it. How do you make the handoff from presales to post-sales? Jesse White of Katalyst explains why this is a critical question and how to handle it. no full 2 050cf207-36c1-4d94-bd01-a239c4f6a84c Mon, 30 May 2022 10:00:00 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/episode-1-importance-of-culture-in-a-presales-team-Klhi273e Episode 1: Importance of Culture in a Presales Team 9/8 Central 00:17:57 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. 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. no full 1 701fb9ac-fbe7-4444-b4b0-97e8ba0834af Mon, 16 May 2022 17:09:54 +0000 john@98c.org (9/8 Central) https://in-scope-the-it-services-podcast.simplecast.com/episodes/trailer-Rz1oeNyd Trailer 9/8 Central 00:01:00 Are you looking to increase services revenue? Join ScopeStack CEO Jon Scott as he talks to IT industry leaders to get their insights. These experts from the top MSPs and VARs will share their actionable tips and tactics to help you optimize your presales process. Are you looking to increase services revenue? Join ScopeStack CEO Jon Scott as he talks to IT industry leaders to get their insights. These experts from the top MSPs and VARs will share their actionable tips and tactics to help you optimize your presales process. no full 0