MSP Business School

Join Brian Doyle as he hosts Johnathan Schofield, aka Skofi, in an engaging episode of MSP Business School. Jonathan, a celebrated community connector, shares insights into his journey into the IT service world and talks about the art of sales in the industry. He touches on his accidental foray into IT services, stressing the importance of community in propelling his career forward.
The conversation unfolds with a deep dive into the impact of AI on the IT services industry. Johnathan and Brian discuss the real and perceived roles of AI, examining both the opportunities and misconceptions surrounding its implementation within small to medium-sized service providers. They delve into the crucial importance of understanding a buyer's current and future needs, and how AI can bridge this gap in a meaningful way. This episode is rich with strategies on leveraging AI without losing sight of core sales principles—a must-listen for aspiring MSPs and IT vendors.
Key Takeaways:
Community Focus: Johnathan emphasizes the role of community in growing and sustaining a successful business in the IT services field.
AI's Role in Sales: While AI offers extraordinary capabilities, it's crucial to first understand and communicate the needs and future visions of customers.
Sales Fundamentals: Despite technological advancements, the core principles of sales—understanding and tailoring to customer needs—remain unchanged.
AI Readiness: MSPs should evaluate their clients' current usage of AI and establish governance and security measures to avoid data risks.
Channel Collab Initiative: Johnathan's Channel Collab promotes local networking, learning, and sharing among MSPs and vendors, emphasizing growth through relationships.
Guest Name: Johnathan Skofi
LinkedIn page: https://www.linkedin.com/in/johnathan-schofield/
Company: Skofi - findmyitpartner.com
Website: https://findmyitpartner.com/
Show Website: https://mspbusinessschool.com/
Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Sponsor vCIOToolbox: https://vciotoolbox.com

In this episode of MSP Business School, host Brian Doyle engages in a dynamic discussion with John Harden, a pioneer in the AI realm within the MSP industry. With an impressive 17-year tenure in the sector, John Harden brings an expert perspective on the rapid evolution of AI technology. As MSPs grapple with AI's practical applications and benefits, Harden provides insights into achieving scalability, responsibility, and repeatability with AI solutions. John also shares his experience of launching Lemhi, a new venture focused on guiding MSPs to effectively harness AI for service improvements and operational excellence.
John Harden and Brian Doyle highlight how AI is transforming the landscape for MSPs. Through engaging dialogue, they discuss tooling, responsible deployment, and strategic implementation of AI to boost client relations and service offerings. They emphasize the importance of establishing a repeatable sales motion and developing a robust, manageable AI framework. Harden's Lemhi is positioned to directly address this by providing the necessary resources and expertise to integrate AI into MSP operations effectively, focusing on incremental value creation across all levels of client relationships.
Key Takeaways:
AI Strategy and Deployment: Successful AI integration requires repeatable, responsible, and scalable strategies, as articulated by John Harden based on his extensive research and experience.
MSP Transformation: MSPs have an unprecedented opportunity to evolve into Managed Intelligence Providers, offering AI-driven solutions that enhance service offerings and deepen client engagement.
Project vs. Ongoing Engagement: Rather than viewing AI implementations as one-off projects, MSPs can achieve greater value by adopting a continuous, relationship-focused approach that caters to individual job roles within client organizations.
Lemhi's Offering: The launch of Lemhi aims to help MSPs initiate a repeatable sales motion around AI, supporting them with tools and frameworks for effective AI rollout and management.
Open Engagement Opportunities: John emphasizes building in collaboration with design partners and actively encourages MSPs to engage with Lemhi for better alignment and co-development.
Guest Name: John Harden
LinkedIn page: https://www.linkedin.com/in/john-harden/
Company: Lemhi
Website: https://www.lemhi.com/
Show Website: https://mspbusinessschool.com/
Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Sponsor vCIOToolbox: https://vciotoolbox.com

Join Brian Doyle in this insightful episode of MSP Business School as he delves into the burgeoning role of AI in Managed Service Providers (MSPs). This episode offers a deep dive into how MSPs can navigate the dynamic landscape of AI to enhance their service offerings and foster substantial client relationships. Brian leverages his wealth of experience to outline strategic approaches to integrating AI into business conversations, underscoring the shift from traditional IT services to a more holistic AI-driven advisory role.
Throughout the episode, Brian outlines the significant impact of AI readiness assessments and governance strategies. He emphasizes the crucial need for MSPs to incorporate AI into their strategic frameworks, noting significant financial opportunities and the potential to transition from commodity services to strategic partners. The discussion spans various critical aspects, including data readiness, infrastructure, security concerns, and the cultural and executive buy-in necessary for a successful AI adoption framework. The episode paints a vivid picture of AI as a transformative force, capable of driving efficiency, ROI, and innovation, while also highlighting the necessity of ongoing governance and adaptation to evolving AI models.
Key Takeaways:
AI Opportunities for MSPs: AI projects offer considerable financial opportunities, with projects averaging between $3,000 and $15,000 and up to $30,000 in recurring revenue through governance services.

Importance of Readiness Assessments: Conducting comprehensive readiness assessments involving data, infrastructure, security, and cultural dynamics is critical for successful AI integration.

Need for Strategic AI Governance: Long-term AI success is tied to robust governance frameworks due to continual model evolution and security risks.

Cultural and Executive Buy-In: Establishing executive and cultural buy-in within client organizations is essential for AI adoption and maximizing its potential.

Avoiding Scope Creep and Complexity: MSPs must maintain a clear strategy, limit options for clients, and focus on clear business outcomes to avoid project complexity and provide tangible client value.

In this episode of MSP Business School, host Brian Doyle engages with Chris Cooke, founder of Ethikai, to explore innovative strategies for business growth, particularly within the world of Managed Service Providers. The episode introduces Chris's unique approach to operations consultancy that prioritizes understanding the core of business challenges instead of only addressing surface symptoms. Doyle and Cooke delve into topics such as pattern recognition, the importance of ethical business practices, and the Japanese concept of "Ikigai" which contributes to Ethikai's ethos.
The conversation highlights the importance of business self-awareness and strategic planning. Chris emphasizes the necessity of knowing one's business goals, likening the direction of a business to a road trip where knowing your destination is crucial. Discussions unfold around the six types of working genius, a model by Patrick Lencioni that Chris utilizes to help businesses ensure employees are in suitable roles to thrive. Through anecdotes and strategies, the episode provides insights into operating on the principle that personal and business growth stem from understanding and leveraging individual and collective strengths.
Key Takeaways:
Leveraging Pattern Recognition: Chris Cooke highlights how identifying business patterns can prevent stagnation and foster growth, contrasting repetition with innovation.
The Six Types of Working Genius: This model helps align team members with roles that fit their strengths and prevent burnout, enhancing productivity and job satisfaction.
Aligning Business Goals with Personal Values: The discussion stresses the importance of defining whether a business should be a lifestyle or high-growth venture, and choosing a path that aligns with the owner's values.
Importance of Self-awareness in Business Leadership: Knowing who you are and what you want from your business is crucial for effective leadership and strategic planning.
Applying Pragmatism to Business Challenges: A pragmatic, root-cause analysis approach can provide effective solutions rather than sticking to traditional models or surface-level fixes.
Guest Name: Chris Cooke
LinkedIn page: https://www.linkedin.com/in/cookechris/
Company: Ethikai Consulting
Website: https://ethikai.co.uk/
Show Website: https://mspbusinessschool.com/
Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Sponsor vCIOToolbox: https://vciotoolbox.com

In this engaging episode of MSP Business School, host Brian Doyle dives deep into the evolving roles of external leadership within managed service providers (MSPs). Focused on concepts like VCIOs and the newer roles of VCISOs and Virtual Chief AI Officers, Brian unpacks the complexities and contributions these positions bring to customer leadership hierarchies. Through personal anecdotes and professional insights, he shares valuable strategies on how MSPs can position themselves as trusted advisors and integral parts of their clients' success stories.
Brian explores the challenges and opportunities of embedding MSP professionals into client leadership structures, stressing the importance of building trust, understanding organizational culture, and strategic alignment with business goals. In a landscape crowded with rapid technological changes and increasing cybersecurity threats, he advocates for MSPs to harness their market intelligence and AI insights to drive value for their clients. The episode is brimming with tactical advice on influencing without overstepping, understanding organizational dynamics, and leveraging industry expertise to strengthen client outcomes.
Key Takeaways:
Importance of Building Trust: Trust with customers is not instantaneous. It's a gradual process that requires consistent engagement and understanding of the client's business environment.
Role Evolution in MSPs: The increasing significance of roles like VCISO and Virtual Chief AI Officer highlights the necessity for MSPs to adapt and integrate into broader strategic conversations.
Effective External Leadership: Successful MSPs balance influence without authoritative control, remaining essential partners while avoiding entanglement in organizational politics.
Strategic Alignment: Understanding clients' business priorities and risks is crucial to building a meaningful, long-term professional relationship that adds measurable value.
Cross-Functional Engagement: Communicating across different levels and departments within client organizations is vital to grasp diverse needs and advocate for impactful technology solutions.
Show Website: https://mspbusinessschool.com/
Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/
Sponsor vCIOToolbox: https://vciotoolbox.com