WIN: Recent Episodes

Richardson & Richardson Consulting

Business is a battle, and we came here to WIN! Join Carrie and Ian Richardson, partners at Richardson & Richardson Consulting, as we ask business owners one important question: "What's Important Now?"Learn more about Richardson & Richardson Consulting at https://randr.consulting

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Ready to revolutionize your tech business strategy?

Tune in as Carrie Richardson joins forces with the innovative Robb Rogers, CEO of Sales Maturit, to unlock the secret sauce for elevating IT businesses.

As we reminisce about the adrenaline-fueled showdown at the IT Nation PitchIt event, Rob spills the beans on the dramatic transition his company made from mere lead generation to a robust sales management powerhouse. We uncover the pivotal role of strategic event planning and the undeniable magic that happens when you engage in face-to-face networking.

This episode is a treasure trove for Managed Service Providers (MSPs) hungering to mature their sales tactics.

Dive with us into the world of Selma, the Sales Enablement Language Model Assistant, and learn how this cutting-edge tool, fueled by a decade of MSP-focused data, is redefining personalized sales and marketing content.

We also shed light on the significance of safeguarding legacy information and vendor insights to finesse your marketing strategies. Whether you're contemplating selling your MSP or yearning to revamp your sales approach, the wisdom shared here is tailored to lift your business to unprecedented heights.

Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?

Serial entrepreneurs, life partners and business partners, they have successfully exited from multiple businesses (IT, call center, real estate, marketing) and they help other business owners create their own versions of success.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan.

Carrie has helped create and execute successful outbound sales strategies for over 1200 technology-focused businesses including MSPs, manufacturers, distributors and SaaS firms.

Learn more at www.foxcrowgroup.com

Book time with either of them here: https://randr.consulting/connect

Be a guest on WIN! We host successful entrepreneurs who share advice with other entrepreneurs on how to build, grow or sell a business using examples from their own experience.

Send us a text

Host Carrie Richardson sits down with Heather Johnson, MBA, the CEO and co-founder of Goyznta, to explore her journey from the nonprofit sector to leading a successful SaaS company in the MSP space.

Heather shares how her passion for equality, sustainability, and helping small businesses has shaped Goyznta’s culture and mission. She discusses the challenges of self-funding a startup, blending work and personal life as a married business owner, and the importance of maintaining mental health in entrepreneurship.

Hear Heather's advice for other founders, insights on scaling without losing personal touch, and her vision for the future of the MSP industry.

Episode Highlights:

1:47 - How Nonprofits Inspired a Tech Business: Heather shares her transition from working in nonprofits to co-founding Goyznta after meeting her husband, an MSP CEO.
4:41 - Keeping It Personal at Scale: Heather talks about how Goyznta maintains a close, supportive relationship with their clients, even as they grow.
5:50 - Sticking to Core Values During Tough Times: Heather explains why she and her husband have never prioritized their own paychecks over their company’s culture and values.
6:58 - Merging with Eureka Process: Heather discusses the smooth acquisition of Eureka Process, focusing on culture alignment and the integration of new teams.
10:35 - Visionary vs. Integrator Roles: Heather shares how she and her partner balance visionary ideas with the practicalities of implementation.
11:41 - Building a Developer Team with Interns: Heather describes their unique internship program with a university in Amsterdam, including how they’ve fostered a diverse and skilled dev team.
19:07 - Mental Health for Entrepreneurs: Heather emphasizes the importance of maintaining mental health from the very start of the entrepreneurial journey.
22:07 - Goyznta and AI's Role in Business: Heather discusses the challenges and opportunities of incorporating AI while considering the company’s environmental footprint.

Notable Quotes:

Heather Johnson on staying true to company values: "It's more important to us to cut back than to do something that we feel is not in line with who we are."
Carrie Richardson on entrepreneurial conflict: "Your best thinking got you working 18 hour days. At some point, you're going to have to listen to someone else's opinion or thoughts."
Heather Johnson on mental health: "You need to find time and build i

Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?

Serial entrepreneurs, life partners and business partners, they have successfully exited from multiple businesses (IT, call center, real estate, marketing) and they help other business owners create their own versions of success.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan.

Carrie has helped create and execute successful outbound sales strategies for over 1200 technology-focused businesses including MSPs, manufacturers, distributors and SaaS firms.

Learn more at www.foxcrowgroup.com

Book time with either of them here: https://randr.consulting/connect

Be a guest on WIN! We host successful entrepreneurs who share advice with other entrepreneurs on how to build, grow or sell a business using examples from their own experience.

Send us a text

Winning Strategies for Recruiting and Retaining Top Talent in the MSP Space

In this episode of WIN (What's Important Now), host Carrie Richardson talks with repeat guest John Ahlberg, the CEO of Waident Technology Solutions.

They explore Waident's successful strategies for recruiting and retaining talent, especially in the Managed Service Provider (MSP) industry.

John explains the importance of a people-first culture, work-life balance, and a unique hiring process that emphasizes culture fit, talent, and experience over traditional qualifications. He also shares insights on maintaining flexibility, providing opportunities for employee development, and avoiding the pitfalls of settling for less-than-ideal candidates.

00:00 Introduction and Welcome

00:45 Recruiting and Retaining Talent

01:48 Flexible Work Culture

03:44 Onboarding and Training

04:08 Encouraging Innovation and Change

06:36 Hiring for Culture and Weirdness

10:09 Transparent Job Postings and Interview Process

16:59 Advice for MSPs on Hiring

19:17 Conclusion and Farewell

Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?

Serial entrepreneurs, life partners and business partners, they have successfully exited from multiple businesses (IT, call center, real estate, marketing) and they help other business owners create their own versions of success.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan.

Carrie has helped create and execute successful outbound sales strategies for over 1200 technology-focused businesses including MSPs, manufacturers, distributors and SaaS firms.

Learn more at www.foxcrowgroup.com

Book time with either of them here: https://randr.consulting/connect

Be a guest on WIN! We host successful entrepreneurs who share advice with other entrepreneurs on how to build, grow or sell a business using examples from their own experience.

Send us a text

Daryl D'Souza, Co-Founder of Technique

In this episode of the WIN podcast, host Carrie Richardson sits down with Daryl D’Souza, managing partner at Technique, a managed IT services provider based in Toronto, Canada.

Daryl shares his unique approach to signing two to three new clients monthly while working only two to three hours a day.

He discusses the importance of providing free value, building trust, and leveraging LinkedIn automation tools and Loom videos to connect with prospects.

Daryl also delves into the challenges and rewards of focusing on business outcomes rather than just tech stacks, his plans for expanding Technique, and maintaining a work-life balance.

He provides actionable insights on the importance of defining company values, recruitment strategies, and ensuring a seamless client onboarding process.

Tune in to WIN and try Daryl's process in your own business!

00:00 Introduction and Guest Welcome

00:21 Daryl's Unique Client Acquisition Strategy

01:42 The Importance of Providing Value

02:35 Leveraging Tools for Efficiency

03:48 Building Trust and Relationships

06:00 Challenges and Adaptations

10:27 Future Plans and Business Growth

20:21 Recruitment and Company Culture

23:28 Conclusion and Final Thoughts

Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?

Serial entrepreneurs, life partners and business partners, they have successfully exited from multiple businesses (IT, call center, real estate, marketing) and they help other business owners create their own versions of success.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan.

Carrie has helped create and execute successful outbound sales strategies for over 1200 technology-focused businesses including MSPs, manufacturers, distributors and SaaS firms.

Learn more at www.foxcrowgroup.com

Book time with either of them here: https://randr.consulting/connect

Be a guest on WIN! We host successful entrepreneurs who share advice with other entrepreneurs on how to build, grow or sell a business using examples from their own experience.

Send us a text

In this compelling episode, Carrie Richardson interviews Justin Breen, a master connector who spends his days linking some of the world's most brilliant and misunderstood visionaries. Justin delves deep into the world of high EQ and IQ individuals—those rare few who are focused on creating lasting legacies rather than just building empires. Through his unique perspective, Justin shares how he identifies and connects these visionaries, allowing them to amplify their impact on the world.

Whether you're a visionary yourself or someone who wants to better understand the mindset of those who are changing the world, this episode is packed with insights. Justin also discusses the importance of tools like the Kolbe Index and how it helps visionaries understand their strengths and weaknesses, leading to greater alignment and success.

Episode Highlights:

Connecting Visionaries: How Justin identifies and links some of the world's most misunderstood geniuses.
Building Legacies vs. Empires: Why true visionaries focus on purpose over profit.
The Kolbe Index: Understanding how your brain takes action and why it matters.
Embracing Misunderstanding: The pain and power of being a misunderstood visionary.
Family and Vision: Justin's reflections on raising children with a visionary mindset.

Notable Quotes:

"Empires destroy. Legacies build."
"Visionaries are not afraid of risk—they're not afraid of anything."
"To be great is to be misunderstood."

Guest Information:

Justin Breen is a visionary connector, author, and entrepreneur dedicated to linking high EQ and IQ individuals who are focused on making a significant impact on the world. He is the founder of the Epic Fit Network, where he creates environments for these rare individuals to connect and collaborate.

Links and Resources Mentioned:

Kolbe Index: kolbe.com
Epic Fit Network: TheEpicFit.com
Justin Breen's Books: Coming soon - "Epic Journey"

Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?

Serial entrepreneurs, life partners and business partners, they have successfully exited from multiple businesses (IT, call center, real estate, marketing) and they help other business owners create their own versions of success.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan.

Carrie has helped create and execute successful outbound sales strategies for over 1200 technology-focused businesses including MSPs, manufacturers, distributors and SaaS firms.

Learn more at www.foxcrowgroup.com

Book time with either of them here: https://randr.consulting/connect

Be a guest on WIN! We host successful entrepreneurs who share advice with other entrepreneurs on how to build, grow or sell a business using examples from their own experience.

Send us a Text Message.

In this episode of "What's Important Now," host Carrie Richardson sits down with Kirk Halpern, the visionary behind Farmers and Fishermen Purveyors. Kirk shares his remarkable journey from practicing law to becoming a major player in the meat and seafood industry. With a passion for supporting small farmers and fishermen, Kirk's latest venture aims to deliver the freshest products while making a positive impact on the community. Tune in to hear about his innovative sourcing strategies, redemption stories, and valuable advice for aspiring entrepreneurs.

Episode Highlights:

Kirk's transition from law to the meat and seafood industry
The growth and success of Buckhead Beef Company and Halpern's Purveyors
The birth of Farmers and Fishermen Purveyors and its mission
Innovative sourcing and supply chain strategies for fresh seafood
Supporting local businesses and redemption stories
Advice for aspiring entrepreneurs and understanding J curves in business

Guest Quotes:

"I wanted to work and have an impact on small farmers and small fishermen individuals who with love and passion utilize their hands and their heart to grow catch you name it wonderful products and bring them into the marketplace."
"Adversity reveals character, and my team showed it."
"Your value is your coachability and your work ethic."

Guest Information:

Name: Kirk Halpern
Company: Farmers and Fishermen Purveyors
Website: Farmers and Fishermen Purveyors
Social Media: LinkedIn, Instagram

Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?

Serial entrepreneurs, life partners and business partners, they have successfully exited from multiple businesses (IT, call center, real estate, marketing) and they help other business owners create their own versions of success.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan.

Carrie has helped create and execute successful outbound sales strategies for over 1200 technology-focused businesses including MSPs, manufacturers, distributors and SaaS firms.

Learn more at www.foxcrowgroup.com

Book time with either of them here: https://randr.consulting/connect

Be a guest on WIN! We host successful entrepreneurs who share advice with other entrepreneurs on how to build, grow or sell a business using examples from their own experience.

Send us a Text Message.

In this engaging episode of the WIN podcast, host Carrie Richardson sits down with Michelle Accardi, the dynamic CEO of LionGard.

They discuss Michelle's unique approach to leadership, the importance of working in your flow state, and how LionGard is making strides in the cybersecurity industry. Michelle shares insights into the transition of leadership from LionGard’s founder Joe Alapat, the company’s core values, and the significance of urgency in achieving business goals. Listeners will gain valuable perspectives on growth, the challenges of running a business, and the exciting upcoming event, RoarCon.

Episode Highlights:

Michelle Accardi discusses the transition of leadership at LionGard and the impact of founder Joe Alapat’s vision.
The concept of working in your "10X" or flow state and its importance in business success.
LionGard's journey to becoming a full-fledged cybersecurity company.
The introduction of a new core value at LionGard: a sense of urgency.
Details about RoarCon, LionGard's first major event, and its significance.
Michelle’s personal insights on growth, leadership, and maintaining a positive mindset.
The importance of building relationships and networks in the MSP community.

Guest Quotes:

"If you ask a fish to climb a tree, you're not going to get very far. Put people where their talents are best served." - Michelle Accardi
"Being in your flow state means doing activities that are easy and fun, bringing out the best in yourself." - Michelle Accardi
"We’re a cybersecurity company with a cyber risk dashboard that shows cyber posture tied to cyber insurance controls." - Michelle Accardi
"I love to grow the business. That's what excites me." - Michelle Accardi

Links and Resources Mentioned in the Show:

LionGard
RoarCon Event Details
Keynote Speaker: Eric O'Neill
Mentioned Companies: Pax8, NTIVA, The Purple Guys, Ergos, Meriplex

Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?

Serial entrepreneurs, life partners and business partners, they have successfully exited from multiple businesses (IT, call center, real estate, marketing) and they help other business owners create their own versions of success.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan.

Carrie has helped create and execute successful outbound sales strategies for over 1200 technology-focused businesses including MSPs, manufacturers, distributors and SaaS firms.

Learn more at www.foxcrowgroup.com

Book time with either of them here: https://randr.consulting/connect

Be a guest on WIN! We host successful entrepreneurs who share advice with other entrepreneurs on how to build, grow or sell a business using examples from their own experience.

Send us a Text Message.

From Sprint to CEO: Rob Senatore’s Journey with Data2Go Wireless

In this episode of the WIN podcast, host Carrie Richardson interviews Rob Senatore, CEO of Data2Go Wireless.

Rob shares his inspiring journey from being a sales rep at Sprint to becoming the CEO of a thriving wireless company. He discusses the pivotal moments, challenges, and lessons learned along the way, offering valuable insights for aspiring entrepreneurs. Rob emphasizes the importance of adaptability, team building, and strategic planning in achieving business success.

Episode Highlights:

Early Career at Sprint: Rob's experience as a sales rep and the influence of small business clients.
Taking the Plunge: The decision to leave Sprint and start his own business with his wife’s support.
Major Breakthrough: Involvement in New York City's taxi and limo commission technology upgrade.
Birth of Data2Go Wireless: Developing a software platform to unify multiple wireless carriers.
Challenges and Lessons: Early struggles with variable charge items and the importance of prepaid billing engines.
Financial Wisdom: The value of clean books, strategic budgeting, and transitioning from an LLC to a C Corp.
Leadership and Team Building: Importance of surrounding oneself with a strong team and trusting their expertise.
Future Growth: Plans for Data2Go Wireless, including new products and strategic partnerships.

Guest Quotes:

“You have to process the information correctly. But once you process it... you just have to go with it.”
“Every mistake that you create for yourself or that you have to go through is going to bring you closer to the goal.”
“The only thing that's for sure is that things will change and that you have to roll with the punches.”

Guest Information:

Name: Rob Senatore
Title: CEO of Data2Go Wireless
Company Website: Data2Go Wireless

Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?

Serial entrepreneurs, life partners and business partners, they have successfully exited from multiple businesses (IT, call center, real estate, marketing) and they help other business owners create their own versions of success.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan.

Carrie has helped create and execute successful outbound sales strategies for over 1200 technology-focused businesses including MSPs, manufacturers, distributors and SaaS firms.

Learn more at www.foxcrowgroup.com

Book time with either of them here: https://randr.consulting/connect

Be a guest on WIN! We host successful entrepreneurs who share advice with other entrepreneurs on how to build, grow or sell a business using examples from their own experience.

Send us a Text Message.

Bridging the Financial Gap: Rodrigo Acuna on Empowering Latino Communities

In this episode, host Carrie Richardson sits down with Rodrigo Acuna, co-founder of IM Financial, to discuss his journey from Mexico City to the United States, and his passion for empowering Latino communities through financial literacy and inclusion.

Rodrigo shares his experiences in investment banking, consulting, and fintech, highlighting the challenges and opportunities in providing financial services to underserved communities. This insightful conversation covers the importance of education, the impact of mentorship, and the innovative strategies Rodrigo and his team are implementing to bridge the financial gap for Latinos.

Episode Highlights

Rodrigo’s Background: Growing up in Mexico City, studying economics, and early career in investment banking.
Career Transition: Moving to the US, working for McKinsey, and navigating the challenges of consulting.
Financial Literacy Initiatives: Rodrigo’s involvement in teaching financial literacy to disenfranchised communities and school children.
IM Financial’s Mission: Addressing the financial needs of underserved Latino communities through innovative products and partnerships.
Personal Stories: Rodrigo’s experiences with financial challenges as an immigrant and his passion for teaching and mentoring.
Future Goals: Plans for launching IM Financial’s marketplace to provide accessible financial services and education.

Guest Information

Rodrigo Acuna

Position: Co-founder of IM Financial
LinkedIn: Rodrigo Acuna
Twitter: @RodrigoAcuna

Links and Resources Mentioned

IM Financial: im.financial
McKinsey & Company: mckinsey.com
NYU Stern School of Business: stern.nyu.edu
Morgan Stanley: morganstanley.com

Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?

Serial entrepreneurs, life partners and business partners, they have successfully exited from multiple businesses (IT, call center, real estate, marketing) and they help other business owners create their own versions of success.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan.

Carrie has helped create and execute successful outbound sales strategies for over 1200 technology-focused businesses including MSPs, manufacturers, distributors and SaaS firms.

Learn more at www.foxcrowgroup.com

Book time with either of them here: https://randr.consulting/connect

Be a guest on WIN! We host successful entrepreneurs who share advice with other entrepreneurs on how to build, grow or sell a business using examples from their own experience.

Hi! It's Carrie - and the beginning of this podcast starts really abruptly because Joe and I started chatting immediately and we completely forgot to do the intro.

I want to remind MSPs that Liongard ROARCon is open for registration now!

Ian and I have limited passes to share, so if it's before July 20 2024 and you are the owner of an MSP that would like to attend, reach out to Carrie on Linkedin!

Joe Alapat is WINNING by Hiring a New CEO

In this engaging episode, Joe Alapat, co-founder of Liongard, shares his journey from being the CEO of an MSP to a pivotal role in a growing software firm. Joe discusses the cultural differences among founders from various countries, the challenges and rewards of cybersecurity, and the strategic shift in Liongard’s focus under new leadership. Joe's insights into balancing innovation with security, along with the importance of maintaining family and work-life balance, provide valuable lessons for entrepreneurs and business leaders.

Episode Highlights:

Cultural Insights: Joe and Carrie discuss the cultural traits of founders from different countries, highlighting the directness of Israeli founders and the debate-loving nature of South Indians.
Leadership Transitions: Joe reflects on transitioning from CEO to co-founder and the dynamics of reporting to a new CEO in his own company.
Family and Work Balance: Joe emphasizes the importance of family and how frequent travel impacts personal life.
Cybersecurity Focus: The conversation delves into the critical aspect of cybersecurity, emphasizing proactive measures over reactive strategies.
Product Vision: Joe talks about Liongard's product evolution and the importance of focusing on the original vision to drive innovation and customer satisfaction.

Guest Quotes:

"People mistake my excitement for anger; it's just a South Indian trait to be passionate and love debating." - Joe Alapat
"If I'm not speaking, should I go? It's important to balance travel with family time." - Joe Alapat
"Every dollar spent left of boom is more productive than spending it right of boom." - Joe Alapat
"Liongard is not Joe Alapat. Liongard is its own entity with its own personality." - Joe Alapat

Guest Information: Joe Alapat is the co-founder of Liongard, a software firm specializing in cybersecurity and IT management. With a background as a CEO of an MSP, Joe brings a wealth of knowledge in managing and securing IT environments at scale. He is passionate about product design, user ex

Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?

Serial entrepreneurs, life partners and business partners, they have successfully exited from multiple businesses (IT, call center, real estate, marketing) and they help other business owners create their own versions of success.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan.

Carrie has helped create and execute successful outbound sales strategies for over 1200 technology-focused businesses including MSPs, manufacturers, distributors and SaaS firms.

Learn more at www.foxcrowgroup.com

Book time with either of them here: https://randr.consulting/connect

Be a guest on WIN! We host successful entrepreneurs who share advice with other entrepreneurs on how to build, grow or sell a business using examples from their own experience.

Christopher Vollmond-Carstens, M&A, NTIVA
In this episode of WIN ("What's Important Now?"), host Carrie Richardson dives into the world of mergers and acquisitions (M&As) within the managed service provider (MSP) industry with Christopher Vollmond-Carstens, M&A Director at NTIVA.

Christopher shares invaluable insights on preparing MSPs for acquisition, the importance of cultural alignment, and the key attributes NTIVA looks for in potential acquisitions. Whether you're an MSP owner considering a sale or simply interested in the M&A landscape, this episode offers practical advice and strategic insights.

Episode Highlights:

Introduction to NTIVA and its M&A strategy
The concept of "empire builders" in the MSP space
Key factors that make NTIVA an attractive partner for MSPs
Essential criteria for MSPs to be considered for acquisition
Red flags and deal breakers in potential acquisitions
Preparing your MSP for sale: Short-term and long-term strategies
The importance of operational maturity and leadership
Impact of industry specialization on valuation
Understanding the M&A process timeline and relationship building
Current trends and future outlook in the MSP M&A space

Notable Quotes:

Christopher Vollmond-Carstens: "We exist to grow each other. Technology is the accelerator, but people are at the core."
Carrie Richardson: "You're not looking for a boat with a hole in the bottom of it."
Christopher Vollmond-Carstens: "This is not a shotgun Hollywood wedding. This is something that should take time to establish and develop."

Guest Information:

Christopher Vollmond-Carstens is the M&A Director at NTIVA. With a strategic focus on expanding NTIVA's market presence through acquisitions, Christopher brings a wealth of experience in navigating the complexities of M&As in the MSP space.

Links and Resources Mentioned:

NTIVA Website: NTIVA
Christopher Vollmand-Carstens LinkedIn: Christopher Vollmand-Carstens
Service Leadership Industry Benchmarking: Service Leadership

MSPMergers #BusinessGrowth #NTIVA #MergersAndAcquisitions #ExitStrategy #Leadership #OperationalMaturity #IndustrySpecialization #Podcast

Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?

Serial entrepreneurs, life partners and business partners, they have successfully exited from multiple businesses (IT, call center, real estate, marketing) and they help other business owners create their own versions of success.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan.

Carrie has helped create and execute successful outbound sales strategies for over 1200 technology-focused businesses including MSPs, manufacturers, distributors and SaaS firms.

Learn more at www.foxcrowgroup.com

Book time with either of them here: https://randr.consulting/connect

Be a guest on WIN! We host successful entrepreneurs who share advice with other entrepreneurs on how to build, grow or sell a business using examples from their own experience.

David Dulany, Founder of Tenbound

In this episode of the WIN podcast, host Carrie Richardson sits down with David Dulany, the founder of Tenbound, a premier research and advisory firm in the B2B tech space. They discuss the journey of Tenbound, the evolution of sales technology, and the intricacies of building a successful sales development team. From personal anecdotes to professional insights, David shares invaluable advice for entrepreneurs and sales leaders alike. Tune in to discover the latest trends in sales technology and learn how to navigate the ever-changing landscape of B2B sales.

Episode Highlights:

[00:01:00] - David's journey from running a sales development team at OpenDNS to founding Tenbound.
[00:02:00] - The importance of finding a niche and the success of MSP-focused strategies.
[00:03:00] - Overview of Tenbound's mission and services.
[00:04:00] - The impact of sales technology on business growth.
[00:06:00] - Legal and ethical considerations in using sales technology.
[00:10:00] - Challenges and solutions in training SDRs and managing sales teams.
[00:12:00] - The pros and cons of parallel dialers and other sales tools.
[00:16:00] - The evolution of cold calling and telemarketing strategies.
[00:20:00] - Insights into entrepreneurship and the importance of product-market fit.
[00:24:00] - Predictions for the future of sales technology and practical advice for building a sales team.

Memorable Quotes:

"Finding product market fit is everything, whether it's product market fit or service." - David Dulany
"You don't need a hundred different tools, and the way that people manage the technology is problematic." - David Dulany
"If you're the smartest person in the room, then you're in the wrong room." - David Dulany

Guest Information:

David Dulany is the founder of Tenbound, a research and advisory firm focused on sales development and technology. With a rich background in sales and marketing, David has been instrumental in shaping the B2B tech landscape through innovative strategies and cutting-edge solutions. Connect with David on LinkedIn.

Links and Resources Mentioned:

Tenbound: Website
OpenDNS: Website
Delegate Solutions: Website
Managed Sales Pros: Website

Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?

Serial entrepreneurs, life partners and business partners, they have successfully exited from multiple businesses (IT, call center, real estate, marketing) and they help other business owners create their own versions of success.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan.

Carrie has helped create and execute successful outbound sales strategies for over 1200 technology-focused businesses including MSPs, manufacturers, distributors and SaaS firms.

Learn more at www.foxcrowgroup.com

Book time with either of them here: https://randr.consulting/connect

Be a guest on WIN! We host successful entrepreneurs who share advice with other entrepreneurs on how to build, grow or sell a business using examples from their own experience.

Pedro Lerma - EY Entrepreneur of the Year Nominee 2024

In this episode of "WIN: What's Important Now," host Carrie Richardson sits down with Pedro Lerma, the founder of Lerma, an innovative advertising agency based in Dallas. Pedro shares his entrepreneurial journey, from his early experiences in construction and bar ownership to creating impactful Super Bowl commercials.

As a nominee for EY Entrepreneur of the Year, Pedro discusses the significance of leadership, the role of technology in advertising, and his commitment to representing underrepresented groups in his work.

Tune in for insights on building a successful business, embracing innovation, and the power of inclusive storytelling.

Episode Highlights:

Pedro Lerma’s early exposure to entrepreneurship through his uncle’s construction company.
The journey of starting and selling a bar in Wichita Falls, Texas.
Building a digital practice within The Richards Group in 1998.
Launching Richards Lerma and eventually becoming independent in 2021.
The impact of having commercials in the Super Bowl for "He Gets Us" and avocados from Mexico.
Embracing technology and innovation, including the use of AI to address bias in advertising.
The importance of leading brand storytelling with underrepresented groups.
Advice for aspiring entrepreneurs in the advertising industry.

Guest Quotes:

"I embraced this idea of loving change and not being afraid of it."
"Lead your brand storytelling with the underrepresented, and you will absolutely connect with that group, but it has a halo effect that will appeal to much broader audiences."
"Study leadership, learn to be a great communicator, and take risks early in your career."

Guest Information:

Name: Pedro Lerma
Title: Founder of Lerma, Advertising Agency
Website: Lerma Agency
Notable Recognition: EY Entrepreneur of the Year nominee, Advertising Age’s Small Agency of the Year 2022 and 2023

Links and Resources Mentioned:

Lerma Agency: Lerma Agency
"He Gets Us" Campaign: He Gets Us
Advertising Publications: Ad Week, Advertising Age
Books Recommended by Pedro:
- "How to Win Friends and Influence People" by Dale Carnegie
- "Primal Leadership" by Daniel Goleman

Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?

Serial entrepreneurs, life partners and business partners, they have successfully exited from multiple businesses (IT, call center, real estate, marketing) and they help other business owners create their own versions of success.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan.

Carrie has helped create and execute successful outbound sales strategies for over 1200 technology-focused businesses including MSPs, manufacturers, distributors and SaaS firms.

Learn more at www.foxcrowgroup.com

Book time with either of them here: https://randr.consulting/connect

Be a guest on WIN! We host successful entrepreneurs who share advice with other entrepreneurs on how to build, grow or sell a business using examples from their own experience.

In this episode of WIN, host Carrie Richardson sits down with Carson Choi, CEO of Cork, to discuss his dynamic career path from enterprise leadership to founding Cork, a company that revolutionizes cyber insurance with a unique cyber warranty product. Carson shares his insights on the MSP space, the challenges of cyber risk management, and how Cork is providing MSPs with new opportunities for revenue and enhanced client protection.

Episode Highlights:

Carson Choi's diverse career journey from video games and toys to the restaurant industry and MSP space.
The inspiration behind Cork and the problems it aims to solve in the cyber insurance market.
How Cork’s cyber warranty offers both preventive measures and financial recovery for MSPs and their clients.
The unique features of Cork's platform, including real-time alerts and integration with existing security stacks.
Success stories and strategies for MSPs to upsell and integrate cyber warranty into their service offerings.
Carson’s vision for Cork’s growth and the importance of treating MSPs as partners rather than customers.

Guest Quotes:

"My life has always been about looking at things differently and driving transformational approaches."
"We created Cork to solve a unique problem specifically for the channel business."
"The cyber warranty is like a bridge finance between the incident and remediation."

Guest Information: Carson Choi is the CEO of Cork, a company that provides innovative cyber warranty solutions for MSPs. With a diverse background in enterprise leadership, video games, toys, and the restaurant industry, Carson brings a unique perspective to the MSP space. He previously served as the Chief Digital Officer for Jollibee Foods and Datto.

Links and Resources Mentioned:

Cork's Website
Jollibee Foods
Datto
PAX 8 Beyond

CyberInsurance #MSP #CyberWarranty #DigitalTransformation #CyberSecurity #RevenueGrowth #SmallBusinessIT #CyberPrevention #CyberRecovery #Entrepreneurship

Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?

Serial entrepreneurs, life partners and business partners, they have successfully exited from multiple businesses (IT, call center, real estate, marketing) and they help other business owners create their own versions of success.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan.

Carrie has helped create and execute successful outbound sales strategies for over 1200 technology-focused businesses including MSPs, manufacturers, distributors and SaaS firms.

Learn more at www.foxcrowgroup.com

Book time with either of them here: https://randr.consulting/connect

Be a guest on WIN! We host successful entrepreneurs who share advice with other entrepreneurs on how to build, grow or sell a business using examples from their own experience.

Episode Summary

In this episode of Win What's Important Now, host Carrie Richardson interviews Dave Marcinkowski, founder of Madera Residential and nominee for the EY Entrepreneur of the Year award. Dave shares his entrepreneurial journey from his early days as a bookkeeper to leading multiple successful ventures in real estate, property technology (prop tech), and financial technology (fintech). The conversation delves into the challenges and innovations that have defined Madera Residential, as well as Dave's vision for the future of real estate and technology integration.

Episode Highlights

Dave’s Background and Early Career: Transition from economics graduate to real estate entrepreneur.
Founding Madera Residential: The initial challenges and successes, including the impact of Hurricane Ike and the 2008 financial crisis.
Innovations in Property Technology: Development of Quext and its impact on the real estate industry.
Fintech Solutions for Renters: Introduction of Rent Plus and other fintech initiatives aimed at improving renters’ financial health.
Future of Real Estate and Technology: Scaling Madera Residential and expanding into new markets.
Advice for Aspiring Entrepreneurs: Dave’s insights on persistence, innovation, and the importance of building a supportive team.

Guest Quotes

"I think you know you're an entrepreneur when you're taking a risk, it doesn’t go well, and you have the passion and the heart to fight through it."
"The real estate industry is way behind as it relates to technology. We're a 'this is how we've always done it' industry."
"Living in a multifamily world is different and as an industry, we have to adapt to that."

Guest Information

Dave Marcinkowski is the founder of Madera Residential, a leading real estate investment company based in Lubbock, Texas. With over 32 years in the apartment industry, Dave has spearheaded numerous initiatives in property technology and financial technology, helping to modernize and improve the multifamily housing sector. Dave is a nominee for the prestigious EY Entrepreneur of the Year award.

Links and Resources Mentioned

Madera Residential
Quext
EY Entrepreneur of the Year
Rent Plus
Amazon Web Services

RealEstate #Entrepreneurship #PropTech #FinTech #MultifamilyHousing #Innovation #EYEntrepreneur #MaderaResidential #DaveMarcinkowski #RentPlus #Quext #TechInRealEstate

Introduction and Background

Timestamp: [00:00:00 - 00:01:00]
Description: Carrie introduces Dave Marcinkowski and his nomination for the EY Entrepreneur of the Year award. Dave shares how humbling and exciting the nomination process has been.
Quote: "It's very humbling to get the

Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan.

Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

Be a guest on WIN! We host successful entrepreneurs who share advice with other entrepreneurs on how to build, grow or sell a business using examples from their own experience.

Shaun Vlassis Wins By Innovating Threat Detection

In the latest episode of "Win: What's Important Now?" host Carrie Richardson sits down with Sean Vlassis, the innovative mind behind Illuminate Security. Fresh from his debut at RSA, Sean shared his journey from a seasoned security practitioner to a groundbreaking entrepreneur.

Sean’s passion for problem-solving and building is evident. He’s spent close to two decades in the detection and response space, shaping security capabilities at giants like Salesforce and JP Morgan. Yet, despite the industry's advancements, Sean felt the needle wasn’t moving fast enough in the fight against cyber threats.

This frustration led him to launch Illuminate Security and its pioneering Blue Hat platform. Drawing inspiration from the success of crowdsourcing in offensive security (think Bugcrowd and HackerOne), Sean applied this model to the defensive side. The result?

A crowdsourced threat hunting platform that anonymizes and secures customer data, allowing a vast network of detection engineers and threat hunters to do what they do best.

Starting a business isn’t without its challenges.

Sean candidly discussed the shift from a corporate environment with seemingly unlimited budgets to the scrappy, unpredictable world of startups. From managing finances to identifying the right target market, Sean has had to quickly adapt and learn.

One of the biggest hurdles has been educating potential clients about the value of a crowdsourced approach. It’s a novel concept, and Sean’s had to refine his messaging to convey that customers retain control over their data while gaining access to unparalleled expertise.

Despite the challenges, Sean remains optimistic.

Illuminate Security is already making waves, especially in high-stakes industries like defense, where their platform is providing more comprehensive threat coverage than ever before.

Sean’s journey from practitioner to entrepreneur highlights the importance of innovation and adaptability in cybersecurity. As Illuminate Security continues to grow, it’s clear that Sean’s problem-solving ethos is driving real change in the industry.

For more insights and to hear the full conversation, check out the latest episode of "Win: What's Important Now?" on your favorite podcast platform.

Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan.

Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

Be a guest on WIN! We host successful entrepreneurs who share advice with other entrepreneurs on how to build, grow or sell a business using examples from their own experience.

In today's episode of "What's Important Now," we had the pleasure of speaking with Josh Kotler, a seasoned investor in the managed services space and a partner at Axial Reade. Josh shared his journey from founding Western Digitech to his recent ventures, providing valuable insights into the MSP industry and the M&A process.

Josh's story began in 1998 when he joined Western Digitech, a company founded by his partner in 1994. Starting as a small garage-based operation, they grew the business into a successful MSP. In 2014, Josh bought out his partner, and under his leadership, Western Digitech experienced significant growth, reaching a run rate of about $7 million upon his exit.

The decision to sell Western Digitech was not taken lightly. Initially, Josh had no intention of selling, but an unsolicited offer from a peer in early 2019 sparked the idea that it might be time to consider an exit. After weighing multiple offers and engaging in deep discussions with Compass MSP, Josh found the right strategic fit and closed the deal on December 23, 2019.

Josh played a pivotal role in Compass MSP's growth, serving as COO and interim CEO, and leading several successful add-on acquisitions.

Eventually, Josh decided to step back from his active role at Compass MSP, allowing him to focus on other investments and opportunities. In February 2023, he co-founded Sansom Street Capital and acquired Elevative Networks, diving back into the MSP business. Additionally, he invested in channel companies and joined Axial Reade as an operating partner, focusing on building strong MSP brands through strategic acquisitions.

Josh and I discussed the challenges facing smaller MSPs, particularly those with EBITDA below $1 million. He emphasized the importance of scale in managing risk effectively and the tough decision owners face: either work hard to grow their business or roll their equity into a larger organization for better appreciation and security.

We also touched on the impending "bubble" of older MSP owners looking to exit in the next few years. Josh warned that a rush to sell could depress prices due to supply and demand dynamics. He advised owners to plan ahead and consider exiting before the bubble hits or commit to a longer-term strategy to build value.

As the conversation wrapped up, Josh highlighted the need for MSP owners to make a plan for their exit. With many potential sellers in the market, it's crucial not to stagnate and to take proactive steps to ensure a successful financial outcome.

Josh's insights provided a wealth of knowledge for anyone in the MSP space considering their future. His experience and strategic approach to M&A offer valuable lessons on growth, risk management, and the importance of timing when it comes to selling a business.

Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan.

Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

Be a guest on WIN! We host successful entrepreneurs who share advice with other entrepreneurs on how to build, grow or sell a business using examples from their own experience.

Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan.

Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

Be a guest on WIN! We host successful entrepreneurs who share advice with other entrepreneurs on how to build, grow or sell a business using examples from their own experience.

John Ahlberg, the founder and CEO of Waident Technology Solutions, recently joined Carrie Richardson on the podcast WIN - What's Important Now? to discuss his company's growth through mergers and acquisitions (M&A). Celebrating its 20th anniversary, Waident has about 30 employees and over $7 million in annual recurring revenue, making them an elite managed IT services provider in the top 15% of US based MSPs.

Mr. Ahlberg shared insights into how he evaluates potential acquisitions, emphasizing the importance of cultural alignment over financial details in the early stages.

Waident's approach to vetting organizations is more art than science, focusing initially on culture rather than finances or tools. John believes that understanding the mindset and practices of a potential acquisition can reveal much about their client relationships and team dynamics. This cultural compatibility is crucial for a smooth transition post-acquisition.

Waident's M&A strategy involves a detailed 10-page protocol document developed after their second or third acquisition. This document guides the team through the process, ensuring they ask the right questions at the right time and avoid wasting time on unsuitable opportunities.

John Ahlberg advises smaller MSPs looking to be acquired to get their finances in order, ensure client profitability, and maintain thorough documentation. These steps make a company more attractive to buyers and facilitate a smoother transition.

Looking ahead to acquisition number six, John humorously notes that he's open to opportunities in warm locations like the U.S. Virgin Islands or Phoenix, aside from Chicago and Milwaukee where Waident already has a presence. He acknowledges that while they target companies with revenues between $500,000 and $2 million, the right opportunity could come from anywhere, provided the numbers make sense and there's a solid business plan in place.

In closing, Alberg emphasizes the importance of having a clear business plan and goals, both for the company and individually for team members. This forward-thinking approach not only drives growth but also ensures that Waident remains a well-structured and profitable business, ready for future opportunities.

A special thank you to Natalia Kapustina, the marketing expert who helped us pull together several great content pieces for educating the managed IT services space. Watch for future podcasts featuring John, and some further collaborations between Carrie and John on the Fox and Crow Group website, the MSP Exit website and in the Channel Pro Network's online industry publication!

Check out John's recent interview in C

Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan.

Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

Be a guest on WIN! We host successful entrepreneurs who share advice with other entrepreneurs on how to build, grow or sell a business using examples from their own experience.

Matt Quammen is the co-founder of Optimize Cyber, a company that specializes in cybersecurity services such as penetration testing and risk assessments. With a background in technology and sales, Matt brings a wealth of experience to the table, particularly in the realm of cybersecurity. His approach to the field is not just about the technical aspects but also about empowering business owners to understand and manage cyber risks effectively.

Optimize Cyber's mission is to disseminate cybersecurity knowledge at scale, ensuring that every business owner feels equipped to handle cyber threats. The company prides itself on speaking the language of business executives rather than tech jargon, making cybersecurity comprehensible for those without a technical background. This approach allows business leaders to implement practical solutions to protect their operations from cyberattacks.

During the interview with Carrie Richardson, Matt discussed various aspects of starting and running Optimize Cyber. He shared insights into the challenges of entrepreneurship, such as the difficulty of acquiring the first few clients and the unexpected ease of handling business operations. Matt emphasized the importance of having a clear mission and adapting the company's pitch based on market feedback to find the right niche within the vast cybersecurity industry.

One of the key takeaways from the conversation was the notion that cybersecurity doesn't have to be expensive. Matt pointed out that there are many free actions businesses can take to significantly reduce the likelihood of financial loss due to cyber incidents. If you're wondering what you can do to protect your personal or business finances from fraud, don't miss this episode of WIN!

Matt also touched upon the value of partnerships, particularly with Managed Service Providers (MSPs) and Value-Added Resellers (VARs). Optimize Cyber has established a partner program that includes both reseller and referral options, allowing other businesses to collaborate without fear of competition for clients.

In terms of growth, Matt envisions Optimize Cyber expanding its consulting and product teams, continuing to produce high-quality offerings, and educating more people about cyber risk. He underscored the importance of tracking key performance indicators like revenue, pipeline, and new opportunities to forecast and plan for the company's future.

Overall, the interview with Matt Quammen provides valuable insights into the world of cybersecurity from a business perspective. It highlights the significance of demystifying cyber risks for business leaders and offering practical, cost-effective solutions to safeguard businesses against cyber threats.

Optimize Cyber stands out as a company that prioritizes knowledge sharing and strategic partnerships to achieve its mission of enhancing cybersecurity for small businesses.

Want to be a guest on WIN? Schedule a call with Carrie!

Richardson & Richardson Consulting specializes in helping entrepreneurs scale and sell their businesses.

Carrie and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan. Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

**Nate Freedman Helps MSP Clients WIN more Clients

Join Carrie Richardson*, host of* WIN as she chats with Nate Freedman*, the CEO of* Tech Pro Marketing**.

Unlock the secrets of transforming casual website browsers into committed clients with live chat.

That's just a slice of what we're serving up as we sit down with the CEO of TechPro Marketing, who explains how you can optimize your MSP's digital doorstep.

He shares an in-depth analysis of over 100 MSP websites crafted strategies for success, and discusses how a perfectly placed chat can work wonders for your lead generation.

Be prepared to take notes as we unravel the art of engaging visitors with personalized messaging that guides them smoothly from a curious click to a scheduled meeting.

We also delve into the magic behind immediate callback features and why chat support systems aren't just a 'nice-to-have' but a 'must-have' for MSPs aiming to skyrocket conversion rates.

But wait, there's more!

We'll take a creative detour and chat about a unique weekend project – using AI to create comic strips – and the quirky challenges of character consistency.

Whether you're an MSP looking to beef up your online presence or just intrigued by the blend of marketing and tech, this conversation is jam-packed with anecdotes, advice, and a touch of comic relief.

Richardson & Richardson Consulting specializes in helping entrepreneurs scale and sell their businesses.

Carrie and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan. Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

Paul Schmidt uses Networking to WIN!

When the world seemed to crumble on September 11, 2001, Paul Schmidt embarked on a venture that would prove his resilience in the face of adversity. Tune in to hear how Paul's Uno Deuce Multimedia carved a niche in Lansing's entrepreneurial landscape, transforming crisis into opportunity with adaptability and a robust network. You'll be riveted by his candid account of starting a business during one of history's most trying periods, his evolution from a one-man operation to a thriving multimedia team, and the personal health hurdles that could have halted his journey but instead fueled his innovative spirit.

Our discussion with Paul is an inspiration to anyone navigating the business realm's ebbs and flows. Discover the fortuitous twists that led to his success, the power of community connections in Lansing - a hidden gem for entrepreneurs - and how close collaborations can blossom into lasting friendships. Whether you're a budding business owner or a seasoned professional, Paul's story underscores the importance of a supportive network and the magic that happens when you step outside your comfort zone and embrace the unpredictable path of entrepreneurship.

Richardson & Richardson Consulting specializes in helping entrepreneurs scale and sell their businesses.

Carrie and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan. Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

When the quest for success in sales becomes more than just numbers and contracts, it transforms into an art form. That's the philosophy Jim Doyle, author of "Selling with a Servant Heart" and founder of JDA Media, brings to the table in our latest episode. From the early days of selling candy as a young Boy Scout to his rise as a media sales magnate, Jim's narrative is a testament to the power of advocacy and service in the sales industry. His personal tales not only chart the course of his impressive career but also serve as a playbook for entrepreneurs at every level grappling with the realities of business growth and customer relationships.

Stepping down from the pilot's seat of a business you've poured your heart into can be as daunting as letting your children venture into the world. Jim's candid discussions on the emotional parallels between personal evolution and professional transitions reveal an unexpected journey towards hiring a CEO and the subsequent shift in his life's focus. Listeners will find solace and guidance in Jim's reflections on how service to others and community involvement have reshaped his definition of success and purpose after his business exit.

For those navigating the labyrinth of strategic selling and complex organizational structures, this episode is a beacon. The conversation zeroes in on the art of differentiation in sales, understanding the intricate web of decision-makers, and the necessity of embracing change, including the often-feared specter of technology. Jim's insights into managing sales teams—with a nudge towards the balance between trust and control—are a treasure trove for anyone looking to refine their sales management approach and, ultimately, their sales success.

Richardson & Richardson Consulting specializes in helping entrepreneurs scale and sell their businesses.

Carrie and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan. Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

Jim Smith from Proper Sky IT WINS by Keeping Clients Secure

Have you ever felt the ground shake beneath your feet, not from an earthquake, but from the tremors of starting a business? Jim Smith of Proper Sky knows this feeling well, and in our latest conversation, he takes us through the peaks and valleys of his entrepreneurial exploits. Starting with his formative Peace Corps days to the daunting task of scaling an MSP, Jim lays bare the emotional rollercoaster of business ownership. He recounts the gut-wrenching realities of downsizing, his unwavering loyalty to his team, and how moments of serendipity and external advice, like his at IT Nation, can pivot the path of a burgeoning enterprise.

Navigating the choppy entrepreneurial seas is no joke—just ask Jim about his "pirate ship of IT" and the brave souls who joined his ranks early on. These pioneers not only remind us of the indispensable value of diversified client portfolios but also demonstrate how resilience begets growth. In this crew's log, we tackle the thorny problem of transferring sales expertise to new mates and the crucial role of risk management in steering clear of treacherous waters. The tales from these voyages are more than just anecdotes; they're lifeboats of wisdom for anyone daring to set sail on their own business adventure.

Lastly, we hoist up the flag of cybersecurity, a beacon of concern and opportunity in the modern age. Through the story of a local company's compromised security, Jim underscores the lurking dangers of cyber threats and the proactive armory required to fend them off. We explore using cybersecurity as a strategic marketing tool and the reassuring power it holds for clients in safeguarding their precious data. The conversation also casts a glance towards the future, pondering the impact of industry regulations and the vanguard role MSPs like Proper Sky play in the constant battle against cyber risks. Join us as we chart the course through these pressing matters, and arm yourself with the knowledge to protect your own enterprise against the digital pirates of the 21st century.

Richardson & Richardson Consulting specializes in helping entrepreneurs scale and sell their businesses.

Carrie and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan. Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

Scott Daigger, the strategic brain behind Buddy Web Design and Development, joins me, Carrie Richardson, on WIN for an inspiring recount of his journey into entrepreneurship.

Scott peels back the layers of his career transformation, revealing how a blend of coding curiosity and a robust business acumen propelled him from the healthcare sector to the helm of his own successful web enterprise. His tale is a testament to the power of strategic freelancing, the art of team stewardship, and the foresight to leverage platforms like Upwork in the quest for growth.

Navigating the web development seas is no small feat, especially with the tide of artificial intelligence reshaping its shores. In this episode, Scott and I explore the evolving landscape where AI's role in content creation and design is burgeoning yet still demands the nuanced human touch for understanding client needs. As we consider how AI might influence the economics of the industry, we also contrast the investment strategies of bootstrapped small businesses against their deep-pocketed corporate counterparts. It's a compelling look into how today's developers must adapt to not only technological advances but also to the diverse fiscal priorities of their clientele.

Lastly, Scott imparts the wisdom gleaned from his MBA journey, underscoring the invaluable lessons of entrepreneurship and the crucial mindset shifts required for business success. His practical advice for budding businesses aiming to carve out their digital space is nothing short of golden—clarity in vision, the significance of rapport, and the collaborative relationship between client and developer.

Wrapping up, we reflect on the potential future of AI in design, leaving us with an eager anticipation of what's to come. Join us for this insightful session, as we merge the technical with the entrepreneurial spirit, right here on WIN.

Richardson & Richardson Consulting specializes in helping entrepreneurs scale and sell their businesses.

Carrie and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan. Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

Michael Nelson WINs by Scaling Remote Teams
Embark on a captivating journey with Michael Nelson, a former middle school teacher turned tech entrepreneur, as he recounts the pivotal moments of founding Scaled.

From humble beginnings teaching in inner-city schools, to creating websites to facing the tumultuous dot-com bubble, Michael's candid story is a masterclass in resilience and adaptability in the unpredictable tech industry.

Alongside Michael, we unravel the hard decisions that come with entrepreneurship, like narrowing client focus and managing client dependencies for sustained profitability. His narrative is not just about facing challenges but about overcoming them with strategic insight and unwavering determination.

The world of work has undergone a seismic shift, and our conversation with Michael sheds light on the transition from traditional office spaces to the domain of remote work.

As a once skeptical business owner, he shares his transformation into a staunch advocate for remote teams, witnessing firsthand the exceptional productivity and cultural synergy of virtual employees.

We dissect the distinctions between outsourcing and staff augmentation, revealing how dedicated remote staff can become the lifeblood of a company's operations. Plus, we'll guide you through the considerations for businesses contemplating the leap into staff augmentation, with Scaled poised as your indispensable HR ally.

Finally, we delve into the legalities and market dynamics of the tech job market, from determining contractor versus employee status to navigating unemployment insurance claims.

The impact of COVID-19 has revolutionized not only remote employment but also opened doors to global talent.

Reflecting on my own experience with considering hiring abroad, we tackle common misconceptions about outsourcing, emphasizing efficiency and work ethic over mere cost savings.

We wrap up by examining shifts in hiring practices that have rejigged the employee-employer power balance, influencing workplace discipline and accountability. For those ready to amplify their IT capabilities, Michael's insights provide a roadmap to scaling teams with competent, enthusiastic professionals.

Richardson & Richardson Consulting specializes in helping entrepreneurs scale and sell their businesses.

Carrie and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan. Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

Mergers & Marketing With David DeCamillis

Embark on an expedition through the intricate landscape of merging managed service providers, as Carrie Richardson teams up with the savvy David De Camillis to talk marketing and mergers.

Uncover the secrets to navigating blending disparate business cultures, processes, and technologies, all while maintaining the unique identity of each entity.

In a candid exchange, David imparts wisdom gleaned from the successful union of Platte River and Applied Tech, highlighting the significance of a robust integration strategy and the power of a harmonized operational framework. As we dissect the critical role of branding and consistent communication, learn how to minimize client fallout and staff resistance during these transformative business ventures.

The conversation takes a dynamic turn with the overview of TechMedics' evolution, spurred by a chance encounter that turned into a thriving partnership.

Consider the realities of digital marketing and content creation as we scrutinize their impact on visibility and lead generation, affirming the necessity of a meticulously crafted annual marketing plan.

This podcast about brand development and growth strategies culminates with an optimistic glimpse into the future of marketing in our industry. Be inspired by David's relentless pursuit of innovation at TechMedics and the marketing feats that await.

Join us to gain a wealth of knowledge that could propel your business into its next chapter of success.

Richardson & Richardson Consulting specializes in helping entrepreneurs scale and sell their businesses.

Carrie and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan. Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

Join the conversation with the ever-insightful Ryan Grimes, founder of My IT Indy, as we revist his IT business one year after our last podcast with him!

With a narrative that's bound to resonate with entrepreneurs and tech aficionados alike, Ryan shares the tactical sales and marketing maneuvers that accelerated My IT Indy from its modest 2004 roots to today's towering achievements.

He generously spills the secrets behind his consistent marketing and customer success stories, shedding light on how these elements fueled a year of unprecedented growth. If you're angling for a no-holds-barred exploration of business growth, peppered with personal trials and triumphs, you're in the right place.

Switching tracks, we delve into the art of podcasting as a masterstroke for networking and expanding businesses. Reflecting on my own podcasting escapades, Ryan and I dissect the ingenious method of inviting potential clients to guest on podcasts, a move that sparks deeper relationships and mutual promotional wins.

It's a conversation that will make you reconsider your approach to content creation, business development, and digital marketing. Sharpen your pencils and take notes; these insights are akin to striking gold in the quest for a thriving, innovative business model.

Richardson & Richardson Consulting specializes in helping entrepreneurs scale and sell their businesses.

Carrie and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan. Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

Join me as I sit down with Dustin Bolander, a visionary entrepreneur who has carved a path from leading a Managed Service Provider to pioneering a cybersecurity insurance firm.

In a gripping recount of his professional voyage, Dustin outines his transition from IT to the intricacies of the insurance world. Our dialogue journeys through the start of his MSP, Clear Guidance, his strategic focus on law firms, and the epiphany that steered him towards Beltex, where he's reshaping cyber insurance.

For anyone curious about the alchemy of tech-savvy entrepreneurship and industry know-how, Dustin's story is a compelling testament to the power of experience and adaptation.

In the throes of a digital age where cyber threats loom large, we dissect the tough terrain of cyber insurance and its slow dance with technology. As Dustin and I unravel the challenges, from sluggish industry responses to events like Log4j to the evolving relationship between traditional insurers and MSPs, we reveal the transformative potential of MSP involvement. If you have ever wondered how these cyber guardians can turn the tide on post-incident recovery and redefine the insurance landscape, this insider's look offers a front-row seat to the metamorphosis underway.

Finally, we venture into the labyrinth of launching an insurance company amidst a tangle of regulations and the quest to make cybersecurity insurance accessible.

From the maze of state-level insurance laws to the creation of Beltex, Dustin peels back the curtain on the daunting yet rewarding process.

As we wrap up, our exploration emphasizes the indispensable role of MSPs, not just as IT managers, but as critical advisors in cyber insurance. For a deep dive into the confluence of technology, entrepreneurship, and the insurance industry, don't miss this illuminating discussion with a trailblazer who's charting a new course.

Richardson & Richardson Consulting specializes in helping entrepreneurs scale and sell their businesses.

Carrie and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan. Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

Join me: Carrie Richardson, partner at Richardson & Richardson Consulting, on today's episode of WIN, where we talk about something everyone likes: free money!

Unlock the mysteries of Market Development Funds and Joint Marketing Funds with the expertise of Debbie Kestin, the marketing guru from Kestin Impact Consulting.

You're in for a treasure hunt as we navigate through the untapped potential of MDF and JMF, resources that could be the catalyst for your marketing breakthrough.

With Debbie's rich background from IBM, we tackle the hurdles that prevent many MSPs from claiming the funds that sit idle each year, while offering strategies to overcome the fear of upfront costs and unrealized marketing goals. Sure, the terms and conditions of these 'free money' pools may seem daunting, but by the end of our conversation, you'll be equipped to approach them with confidence and a game plan to elevate your business's marketing game.

In a marketplace saturated with products and services clamoring for attention, it's vital to understand how to make the most of vendor support in marketing efforts.

Dive into the world of effective proposals and the execution of campaigns that capture the imagination, both of which Debbie and I dissect with precision.

We share the playbook on hosting events with a magnetism that extends beyond the primary audience to their families, ensuring a memorable experience and solid lead generation. As we spin tales of past co-marketing triumphs and the significant advantage of collaboration with marketing firms adept at analytics, this conversation promises a cascade of insights to refine your approach to vendor-supported marketing funds.

Join us, and let's boost your marketing impact together.

Richardson & Richardson Consulting specializes in helping entrepreneurs scale and sell their businesses.

Carrie and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan. Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

Have you ever wondered why some marketing plans lead to a cascade of new clients while others fizzle out? Join me, Carrie Richardson, and my expert co-host, Ian Richardson, as we pull back the curtain on constructing a marketing strategy that hits the mark every time.

We take you through the trenches of our own marketing journey with Doberman, sharing the wins and the lessons learned. You'll discover how a deep understanding of your target customer and a consistent, resonant message can transform your marketing efforts from mundane to meteoric.

Then we switch gears and tackle the MSP sales landscape with a focus on a cost-effective sales process that promises to revolutionize your prospecting, selling, and account management.

We're not just throwing theories at you; we're talking proven strategies enriched by the wisdom of industry gurus like Tracie Orisko and Walter Crosby.

And for those thinking about selling their business, you'll get a front row seat to the emotional and practical complexities involved, with tips from my own experience and the unparalleled support from Ian who helped navigate through the sale of Managed Sales Pros.

This episode is packed with hard-won insights that will equip you to refine your approach and scale new heights in your business endeavors.

Richardson & Richardson Consulting specializes in helping entrepreneurs scale and sell their businesses.

Carrie and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan. Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

Discover the keys to unlocking stellar decision-making in the corporate world with me, Carrie Richardson, as I sit down with Bart Justice, an innovator at the helm of Arise Forums.

Prepare to have your mind broadened as we traverse the landscape of the Judgment Index, an assessment tool that transcends your typical personality quizzes. Bart, with his deep roots in EOS and Traction, shares a treasure trove of experiences that harmonize the roles of visionary and integrator. He also uncovers the criticality of aligning personal values with job-specific necessities, a strategy that ensures businesses achieve their highest potential. This is an episode rich with insights on the delicate balance of core values within a company, and how these should mirror more than just aspirations, but the actual deeds shaping an organization's culture.

Then, we shift gears to look at how life's pivotal moments can drastically alter our values, examining through personal stories the evolution of my own principles in response to parenthood and the entrepreneurial journey. You'll hear a moving account of redemption and the potent effect of living out one's foundational values, a narrative that demonstrates the profound impact these ideals have on both personal growth and professional relationships. While we only scratch the surface on the future of AI in sales and marketing, you can anticipate a follow-up discussion that promises to delve into the innovative use of technology in streamlining business practices. So, if you're after a conversation that combines practical business wisdom with the transformative journey of personal values, then join us for an episode that's both enlightening and compelling.

Richardson & Richardson Consulting specializes in helping entrepreneurs scale and sell their businesses.

Carrie and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan. Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

Join Carrie Richardson, Partner at Richardson & Richardson Consulting and Founder of Croocial as she asks entrepreneurs an important question, "What's Important Now?"

Starting with his founders journey, and ending with his latest WIN, this week's guest is Michael Cervino from Circle Square Consulting in Pennsylvania.

Michael has built a business in three years that is already outperforming 70% of the companies in his industry.

Join me as Michael recounts his voyage from support work with managed service providers to captaining his own ship in the stormy seas of a global pandemic. His story is one of tenacity and evolution, navigating the profound personal and professional metamorphoses that come with trading an operational helm for the crowning challenge of business ownership.

Michael's reflections on the pivotal role of empathy and responsibility shine a light on the human aspect of leadership, underlining the impact of our decisions on employees and their families. This episode peels back the layers of maintaining core values and a customer-centric focus while embracing technological advancements as a beacon for guiding a business to success.

Step into the burgeoning realm of artificial intelligence in managed services, led by Michael's expert navigation through the opportunities and cautionary tales that accompany AI's integration into industries teeming with technical acumen.

We'll dissect the nuanced balance between leveraging tools like ChatGPT for legal contract creation and the imperative for human vigilance amidst data security concerns.

As we investigate the evolving landscape of AI models, like GPT-4, Michael shares insights on the importance of AI education, stringent vendor selection, and the irreplaceable role of MSPs in maintaining security and compliance.

Amidst these discussions, we're left with Michael's optimistic forecast for a year brimming with potential and his unwavering belief in the enduring value and triumphs that Circle Square and the managed services industry stand to offer.

Want to be a guest on WIN? Here's the link to apply! https://randr.consulting/connect

Richardson & Richardson Consulting specializes in helping entrepreneurs scale and sell their businesses.

Carrie and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan. Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

Carrie Richardson, partner at Richardson & Richardson Consulting and founder of the content collaboration company, Croocial, hosts today's episode of WIN!

Angela Chryplewicz, the co-owner of Lasting Impressions in Canton Michigan is the second entrepreneur from this business to appear on WIN!

Listen to Carla Ejaz's WIN recording about Lasting Impressions and the challenges they have experienced - including a major Covid pivot, and a total loss fire!

Step into the world of promotional marketing, where branding comes alive in the most creative and unexpected ways. Our guest, Angela Chryplewicz, is one of the owners of Lasting Impressions.

Angela has mastered the art of making brands memorable, from stamping logos on socks to crafting custom hot sauces. She shares the story of her transition, from being an employee in her father's business to becoming a co- owner, an experience that comes with its fair share of challenges and lessons.

Family and business might seem like oil and water, but Angela's story tells us otherwise. With her firsthand experience in a family-owned business, she brings us the reality of keeping family ties intact while running a thriving business. Angela frankly discusses the complexities involved in purchasing a family business, the value of professional evaluations, and the significance of establishing clear boundaries when mixing family and business. She talks about the roles and responsibilities each family member assumes and how they support each other through this journey.

This episode isn't just about the highs and lows of a family-run business.

Angela also gives us an insider's view into the promotional marketing industry. Tune in to hear about Angela's journey, the lessons she's learned, and the creative ways in which she's helping businesses make lasting impressions.

Don't miss this insightful episode, where family, creativity, and business come together in an extraordinary way.

Richardson & Richardson Consulting specializes in helping entrepreneurs scale and sell their businesses.

Carrie and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan. Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

What if we told you that being an engineer and running a successful business is not only possible but can also be enjoyable?

Carrie Richardson, Partner at Richardson & Richardson Consulting, is your host for this episode of What's Important Now.

Meet James Riley, a remarkable engineer-turned-entrepreneur, who has grown a small IT services startup in Tucson, Arizona, into a thriving and growing business.

This episode of WIN takes you on James's fascinating journey, from his transition into entrepreneurship to the strategic planning and compliance measures that have propelled his company's growth. We also delve into the immense importance of technology in an increasingly compliance-driven market.

But there's more to James's story.

Alongside building a successful business, he's also nurtured an amazing marriage-business partnership with his wife for 26 years.

Together, they've managed not only to create a profitable organization but one that helps individuals find and fulfill purpose in their lives.

Get ready for some invaluable insights on balancing a business and a marriage, the future vision for his company, and the mission that drives their shared enterprise.

If you're seeking wisdom from a process-driven business owner who's also focused on being an incredible life partner, this episode is an absolute must-listen!

Want to connect with James? The JNR Networks website is here!

Have a business WIN you'd like to share with the world? We're always interested in interviewing business owners with great stories!!! Schedule a podcast recording here!

Richardson & Richardson Consulting specializes in helping entrepreneurs scale and sell their businesses.

Carrie and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan. Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

Join Carrie Richardson and her guest, Harrison Leffel-Jones, Executive Director of the Lansing Regional SmartZone.

In this episode of WIN, Harrison shares an overview of how the Lansing Smart Zone assists new and existing entrepreneurs.

Learn how you can connect with other experts, mentors and start-up enthusiasts in mid-Michigan.

Richardson & Richardson Consulting specializes in helping entrepreneurs scale and sell their businesses.

Carrie and Ian Richardson host the WIN Podcast - What's Important Now?

Carrie helps businesses improve their sales and marketing teams.

Ian is certified in Eagle Center For Leadership Making A Difference, Paterson StratOp, and LifePlan. Learn more at www.foxcrowgroup.com

Book time with them here: https://randr.consulting/connect

Dave Cava grew his MSP to an impressive 10MM in annual revenue prior to his exit in 2017.

Post-exit, he joined Shawn Walsh as a partner in Encore Strategic, a consulting and strategic planning group.

When he first joined Encore, Dave was primarily responsible for recruiting talent for their growing MSP clients.

Shawn and Dave have co-authored a book inspired by (and licensed by) Mike Michalowicz's Pumpkin Plan. The book is a "love letter to technology service providers who feel like they're never going to get off of the hamster wheel".

Dave and Shawn both realized they had been following the principles of "The Pumpkin Plan" long before they read the book, and both entrepreneurs benefitted from having healthy businesses that led to the exit multiples that MSP business owners dream of.

Learn about the challenges associated with writing a book with a co-author, the benefits of the Pumpkin Plan process, and the free workshop that Shawn and Dave are hosting at Comptia Channel Con.

Your host for this episode of WIN - What's Important Now is Carrie Richardson, partner at Richardson & Richardson Consulting. Let's get in to it!

Jamison West is a serial entrepreneur who has founded, and scaled multiple technology, services, and software as a service companies, including Arterian, SmileBack, TimeZest, ConnectStrat and now, in partnership with Doxa, MSP Talent.

Jamison, unlike many founders in the MSP space, started his entrepreneur career with a business education, not a technical education.

We start today's podcast with our mutual appreciation of peer groups, specifically The Entrepreneurs Organization and HTG Evolve.

Moving on, they discuss the ways in which the pandemic enabled remote work and the success and growth of business process outsourcing services.

Carrie and Jamison reminisce about their experience with EOS. (Jamison was Carrie's EOS facilitator from 2018-2020)

Jamison shares a big opportunity: remote offshore business process augmentation. While traditionally technology companies have outsourced help desk or NOC requirements overseas, very few companies have cracked the code on supporting other areas effectively. Jamison sees this changing quickly now that small businesses can access the same caliber of offshore employee traditionally only available to enterprise level companies.

Carrie and Jamison talk about hiring in multiple states and countries, and the legal and tax risks that can involve. Jamison shares on how hiring a professional PEO firm can mitigate both the risk and the HR headaches that come with making remote hires outside of your own state/country.

If you're considering what tasks and roles can be successfully offshored, this is a podcast you'll want to tune in for. Learn how to take advantage of the same opportunities Jamison has in order to lower your payroll, your cost of talent acquisition and your HR overhead.

Hosted by Carrie Richardson, Partner at Richardson & Richardson Consulting.

Let's get in it to WIN it, with Jamison West!

Welcome to another WIN podcast featuring an EY Entrepreneur of the Year nominee!

Ali Dirul is the founder and CEO of Ryter Cooperative Industries. They are an L3C corporation - and if you don't know what that is, you're not alone! Not all state recognize low profit limited liability corporations. Tune in to learn more about this unique business status!

One of Ali's most recent achievements is the development of the first climate resilient community hub in Michigan. Ryter Cooperative Industries is creating resilient community spaces with solar power, helping residents in emergencies find shelter that is climate controlled and connected, using spaces they're already familiar with.

Ryter Cooperative was awarded the Michigan Business of the Year award on behalf Governor Gretchen Whitmer in 2022.

Join us and learn how Ali is helping to build his business and his community.

Hosted by Carrie Richardson, partner at Richardson & Richardson Consulting.

Welcome to another podcast from our EY Entrepreneur of the Year interview series.

At the age of 15, war forced Maria Marin to flee from her home in Nicaragua. She immigrated to the US alone, she did not speak English, and she had $200 to her name.

Fast forward many years, Maria is the founder and CEO of Unlimited Recycling and this year, was nominated for the EY Entrepreneur of the Year.

In this interview, Maria shares how a petite Latina woman who is expecting her first child quits her job and starts a business in the male-dominated waste disposal industry.

Maria is passionate about her family, the environment, the Small Business Administration, and her business. Learn how each played an important role in the growth of her multimillion dollar business.

Ms. Marin is a successful entrepreneur, a keynote speaker, a leader in her community and industry, and a delightful podcast guest.

Learn more about Maria's EY Nomination here.

This episode of WIN - What's Important Now is hosted by Carrie Richardson, Partner, Richardson & Richardson Consulting.

Have you got a founder story to share with the world? We'd love to hear from you!
Schedule time to chat with Carrie here: https://randr.consulting/connect

This is the first interview in our EY Entrepreneur of the Year series.

We're beginning with regional finalists in our local area - Michigan/Ohio.

And it's an incredible story of triumph, resilience and innovation.

I'm fortunate enough to have Carla Ejaz (and in subsequent interviews, both of her business partners) featured on WIN this week.

I'm very excited for them to all see how three versions of the stories differ -each partner agreed to chat with me separately, without coordinating stories. The three partners have different roles and responsibilities at their business, I expect they'll all have a different viewpoint on the challenges and opportunities they're working on.

Carla and her partners acquired Lasting Impressions Promotional Marketing in 2017.

The business was founded in 1976. The story begins with Farrah Fawcett and it's not ending anytime soon. In this interview we touch on the dynamics of a family business, the importance of "staying in your lane", fast pivots, high growth, being prepared for emergencies, and the importance of fostering a powerful culture and great relationships with your competitors.

Whether you're just starting your entrepreneur journey or nearing the end, you'll be as enamored with this success story as I was. I don't even want to outline what we're talking about, because the story is truly the things they make movies out of.

Without further adieu, let's get into it.

Hosted by Carrie Richardson, partner at Richardson & Richardson Consulting

You're in for a treat this week!

An extra ten minutes of WINning!

Joe Cardillo is the founder of The Early Manager, a coaching firm that supports job seekers and new managers.

My interview with Joe went long. Really long. I learned so much about diversity, power, accountability, transparency and alignment that it was almost impossible to edit it into 20 minutes. It was almost impossible getting it down to 30 minutes, but it's definitely worth the extra time!

Joe's background is scaling high performing SaaS startups. They launched their coaching practice in 2020 - a good time to focus on supporting those who found themselves changing industries!

If you're wondering how power and capital - all kinds of each - impacts a business that is trying to create a diverse team (and not just checking boxes), this would be a great episode for you. Trying to attract and build the next generation of leaders for your business? Don't miss this one. If you're looking to change careers, or you're currently unemployed and searching for a new opportunity I encourage you to reach out to Joe to discuss your job search. If you're wondering how to build teams that are truly inclusive and diverse, a conversation with Joe should be on your to-do list.

Hosted by Carrie Richardson, partner at Richardson & Richardson Consulting, this is a must-listen episode!

In 2008, Kathryn Rose went from Wall Street power broker to being an unemployed new mother and a caregiver for a sick parent almost overnight.

Unable to take on a full time role, she reached out to her large network and asked what they needed help with. Someone asked her if she could help them rank on the front page of Google.

Like a boss, Kathryn said of course - then set out to learn what SEO was. She didn't have time to read books or take courses, she needed an answer faster than that. She found an expert and paid them for their time. Two weeks later she had a new marketing practice and a happy first client.

In this episode of WIN, Kathryn shares how that idea fueled her latest business venture - a platform that connects business experts in different disciplines to business owners who need a bit of advice from an expert.

One of the things fueling Kathryn's passion for her new business is the fact that over 80% of women business owners are solopreneurs with less than 100,000 in revenue. With a lack of time and resources, there aren't many ways to get reliable advice at reasonable prices - enter getWise and channelWise - find an expert and "pick their brain" for an hour.

Get ready to laugh and learn today on WIN! Carrie Richardson, partner at Richardson & Richardson Consulting, hosts. Ignore the part where the Yeti microphone and extension arm falls on the floor.

Ben Chappell has had a long career in the technology space, working with both Solutions Granted (you can see Michael Crean, CEO of Solutions Granted on a previous episode of WIN) and Ingram Micro.

Ben took on a new challenge, working with international technology security software application firm We Bridge.

We Bridge focused on bringing new, internationally founded firms to the North American market. At the beginning of the year, We Bridge made the decision to focus on one solution - and that solution was Apona Security.

Learn how and why Ben narrowed his focus, and what he learned along the way!

Join Carrie Richardson, Partner at Richardson & Richardson Consulting, as she asks Ben that important question: "What's Important Now?"Want to be a guest on WIN? Apply here!

Chris Johnson is a cybersecurity compliance strategist at heart.

As a former MSP, Johnson focused on helping small to mid-size businesses make the strategic IT decisions and technology implementations that improved their cybersecurity posture.

He is currently CompTIA’s senior director of cybersecurity programs and ex-officio chairperson of the CompTIA Security Community. In this role, he champions the abilities of MSPs looking to focus more on cybersecurity.

Chris joins Carrie Richardson on WIN to talk about the new Comptia Trustmark certification program, and how this new certification will help security-focused MSPs WIN!

Scott Cooley started his business at the age of 13. He installed some of the first wired networks in Honolulu. Indevtech was founded in 2010, and was recently honored by Pacific Business News as one of the fastest growing companies in Hawaii.

Indevtech has been growing aggressively, focused on adding new team members while maintaining the Aloha Spirit that they are known for.

In this episode of WIN, Scott shares some of the pros (hard for competitors to enter the space) and the cons (limited target accounts) of running a small business on an island, and shares what they're focused on next: building their first defined sales process and making their first dedicated sales hire.

One thing Scott credits to his accelerated success over the last few years is participation in the TruMethods TruPeer peer group. Learn why he decided to join, and why the impact to his business was so significant.

Scott has two ten-year-old daughters, and was born and raised in Hawai'i. Both of his parents were entrepreneurs, so Scott was surrounded with business process his whole life!

Hosted by Carrie Richardson, Partner at Richardson & Richardson Consulting, this is a great episode for anyone else focused on growing a business from the 2MM mark to the 5MM mark.

Join Carrie Richardson, partner at Richardson & Richardson consulting as she asks Ryan Grimes, CEO of My IT Indy; "What's Important Now?"Ryan started in technology back in the early 80’s when he got an Apple II with 64K of memory. No hard drive. No user interface. No operating system. He played games he built himself, spent the next decade taking apart computers, rebuilding them, and learning all about them.

Mr. Grimes has a degree in education, and he worked for several school districts and Apple before he started his business – My IT Indy – in 2004.

Ryan built My IT Indy to help businesses use technology to increase their productivity, while remaining secure. "Working From Home" was something they helped businesses do before it became popular in 2020.

Today Ryan shares about:

Growing gracefully: How My IT Indy is managing high growth with maintaining high levels of customer satisfaction

Sales maturity: The sales discovery technique that is helping him demonstrate more value to prospects, resulting in winning larger deals with more favorable pricing.

Learning from peers: Ryan collaborates with his peers - competitors, too - to learn how to adopt things that are working for the companies he admires.

Don't miss this one, and if you'd like to join us as a guest on W.I.N. we'd love to hear how you're WINning! Apply to be a guest here: https://randr.consulting/connect

Richardson & Richardson helps entrepreneurs realize and achieve their visions. If you're interested in creating a strategic plan for your growing business, we'd love to learn more about you. Book a complimentary assessment here!

Welcome to W.I.N. (what's important now?) - the entrepreneurial podcast where we dive into business challenges, achievements, and opportunities!

Join your host, Ian Richardson, from Richardson & Richardson Consulting as he explores what entrepreneurs care about and focus on. This week, Ian dives into the types of growth every MSP should focus on.

Welcome to W.I.N. (what's important now?) - the entrepreneurial podcast where we dive into business challenges, achievements, and opportunities!

Join your host, Ian Richardson, from Richardson & Richardson Consulting as he explores what entrepreneurs care about and focus on. This week, Ian reflects on the importance of developing processes and building documentation.

Welcome to W.I.N. (what's important now?) - the entrepreneurial podcast where we dive into business challenges, achievements, and opportunities!

Join your host, Ian Richardson, from Richardson & Richardson Consulting as he explores what entrepreneurs care about and focus on. This week, Ian dives into the services R&R have to offer.

Welcome to W.I.N. (what's important now?) - the entrepreneurial podcast where we dive into business challenges, achievements, and opportunities!

Join your host, Ian Richardson, from Richardson & Richardson Consulting as he explores what entrepreneurs care about and focus on. This week, Ian hosts Greg Schaffer, Founding Principal of vCISO Services, launched in 2017 to combat the growing threat of cyber-attacks to SMBs with part-time seasoned executive information security expertise at a fraction of the cost of hiring a full-time CISO.

Welcome to W.I.N. (what's important now?) - the entrepreneurial podcast where we dive into business challenges, achievements, and opportunities!

Join your host, Ian Richardson, from Richardson & Richardson Consulting as he explores what entrepreneurs care about and focus on. This week, Ian hosts Erica Owens, Founder of Frugal on the Fly, a nonprofit encouraging people to find joy by engaging with their local community by way of spontaneous adventures and acts of kindness.

Erica empowers people to live their best life on a budget by promoting free + cheap experiences in Metro Detroit. She also hosts events gathering or offering resources - free produce giveaways, popup little free libraries, coat giveaways, diaper drives, toiletry drives, nonperishable food giveaways, voter registration, feeding the unhoused, spearheading a women's shelter remodel, food rescue, school supply giveaways, and keeping voters warm at the polls.

Welcome to W.I.N. (what's important now?) - the entrepreneurial podcast where we dive into business challenges, achievements, and opportunities!

Join your host, Ian Richardson, from Richardson & Richardson Consulting as he explores what entrepreneurs care about and focus on. This week, Ian hosts Jennifer Brine, Co-Founder and CEO of aneufit, a fitness company focusing on mobility for aging clients.

Jennifer's background includes starting a company in wearable technology and piloting the prototypes with Mass General Hospital, which required extensive analysis of the human body. Jennifer’s real-life experiences have contributed to her vast knowledge in the care of older adults and the emotional toll that can take on families.

Jennifer understands the importance of an evidence-based framework for client programming and care. Her passion is to help older adults realize their untapped potential, gain valuable education on musculoskeletal health, and take part in their journey to a bolder, more independent life. Her role at aneufit is to bring to life a vision where adults age actively and independently.

Welcome to W.I.N. (what's important now?) - the entrepreneurial podcast where we dive into business challenges, achievements, and opportunities!

Join your host, Ian Richardson, from Richardson & Richardson Consulting as he explores what entrepreneurs care about and focus on. This week, Ian hosts Anna Maria Florio, the owner of La Cucina at the Market.

ANNA MARIA FLORIO, the owner of La Cucina at the Market, is a Philadelphia native and the daughter of Italian-born parents from the Campania region of Italy. Her family brought rich traditions of la cucina with them when they emigrated to Philadelphia in the 1960s. Anna grew up speaking Italian in a family where the kitchen was the center of the house. When people came together in their home there was always something cooking. In 2000 she accepted an invitation to join Temple University Center City (“TUCC”) as an Italian language instructor and began to share her Italian heritage with the Philadelphia community. Anna wanted to recreate and share the experience of her own family kitchen directly with her students as teaching tool.

In 2004 Anna approached the Director of the Continuing Education Department at TUCC, about developing a series that combined food and language. TUCC’s first Italian cooking/language class, entitled “Mangiamo in Italiano” was a hit! Several years later with increased interest in all things food, it was the right time for the birth of La Cucina at the Market. Anna approached management at Reading Terminal Market, with the idea of having a space exclusively dedicated to cooking education and culinary demonstration. The enthusiasm was contagious and the process began.

After 7 years at RTM, it seemed like time for a change. Anna found a wonderful new home in Market East. On July 17, 2016, 1206 Arch Street opened its doors to old and new friends and the tradition resumed. Each month brings new and interesting class options and a breadth of opportunities for culinary activities.

Welcome to W.I.N. (what's important now?) - the entrepreneurial podcast where we dive into business challenges, achievements, and opportunities!

Join your host, Ian Richardson, from Richardson & Richardson Consulting as he explores what entrepreneurs care about and focus on. This week, Ian hosts Laura Biggerstaff from IRON ELK.

Laura Biggerstaff is the owner of IRON ELK, a family-owned safety products company headquartered in Greer, SC. We recognize that when it comes to safety apparel, one size does not fit all!

Following a successful career in the manufacture of protective apparel, Laura launched her own business in 2016 in the field of safety in the workplace. There was a need in the industry to have safety apparel that fits both men and women. IRON ELK has partnered with manufacturers that have expanded their safety apparel to include sizing for women. IRON ELK is very proud to be a Certified Woman-Owned Small Business (WBENC).

As a huge supporter of women in the trades, Laura offers her time to several groups that support the importance of encouraging young women to take on non-traditional roles. Laura is the co-founder of Women Confidence Builders in the Upstate of South Carolina. Our Mission is to Educate, Mentor, Disciple, and Empower women and girls while encouraging their growth and building confidence.

Welcome to W.I.N. (what's important now?) - the entrepreneurial podcast where we dive into business challenges, achievements, and opportunities!

Join your host, Ian Richardson, from Richardson & Richardson Consulting as he explores what entrepreneurs care about and focus on. This week, Ian hosts Steve Taylor from RocketMSP.

Steve is an IT Professional who has launched and run two successful businesses since age 25. After running his own successful MSP for 7 years he launched RocketMSP to educate MSPs the products that are available to them and how to use them better.

He enjoys the challenge of working with smaller firms and startups and loves helping the underdog. When someone comes to Steve with a story about how he has given them the strength to start their own MSP, showed them a new way to provide a service, or helped them save money somehow, he gets totally pumped.

Steve built his businesses from nothing, and knows how hard it can be to start and grow a business when you've got no money, no help, and the odds are not stacked in your favor. He is proud to be able to help his clients enjoy the same success that he has been able to achieve.

Welcome to W.I.N. (what's important now?) - the entrepreneurial podcast where we dive into business challenges, achievements, and opportunities!

Join your host, Ian Richardson, from Richardson & Richardson Consulting as he explores what entrepreneurs care about and focus on. This week, Ian hosts Andrew McIntosh, Founder of 1st Generation Entrepreneurs.

Andrew is a life-long tech enthusiast turned entrepreneur. For over 20 years he has been helping people overcome their business challenges through the effective use of technology.

In 2006 he founded an IT company as a one-man show, built it up over a period of 15 years, and ultimately sold it in 2021. This journey brought him a wealth knowledge and experience that can't be taught in schools.

His mission now is to help other entrepreneurs (especially 1st Gen's, like himself) avoid many of the common mistakes that would set them back or put them at a disadvantage.

He's doing that by building a community that connects likeminded people, where they can all help each other overcome challenges and accelerate growth. You can learn more about it by visiting 1stGen.biz

Welcome to W.I.N. (what's important now?) - the entrepreneurial podcast where we dive into business challenges, achievements, and opportunities!

Join your host, Ian Richardson, from Richardson & Richardson Consulting as he explores what entrepreneurs care about and focus on. This week, Ian hosts Dr. Larry Little, from the Eagle Center for Leadership.

Dr. Larry Little is a seasoned visionary, author, entrepreneur, and executive coach. As principal partner and CEO of Eagle Consulting, Eagle Center for Leadership, and the Enrichment Center Group, he walks with leaders both nationally and internationally. His executive coaching footprint spans from Kashmir, India, to Washington D.C. Additionally, he is a much sought after speaker and conference leader. His leadership approach is rooted in the power of relationships: understanding one's own personality and the personalities of those one leads. His work focuses on challenging leaders to strategically perform at a higher level in order to make a difference.

Welcome to WIN (What's important now?) the entrepreneurial podcast where we dive into business challenges, achievements, and opportunities!

Join your host, Ian Richardson, of Richardson & Richardson Consulting as he speaks with entrepreneurial leaders about what drives business forward in today's markets!

Today's guest is Ian's dear friend, Elizabeth Copeland!

Elizabeth was born into a military family in Japan and then moved and became a Life long resident of Georgia. She has a masters degree in water quality which helped formulate her focus and passion for creating effective and appropriate technology solutions for real world problems.

Welcome to WIN (What's important now?) the entrepreneurial podcast where we dive into business challenges, achievements, and opportunities!

Join your host, Ian Richardson, of Richardson & Richardson Consulting as he speaks with entrepreneurial leaders about what drives business forward in today's markets!

This weeks guest is Leia Shilobod, CEO of InTech Solutions Inc!

Leia is also known as the “IT Princess of Power." She has authored 2 books and starred in a documentary around Cyber Crime called the Dark Web Uncovered.

Leia is a sought after Cyber Security Advisor often asked to speak and share insights at major venues including Harvard, IUP, Catalyst Connection, along with routine appearances at Accounting, Manufacturing, and IT industry events.

Leia saves mid-market firms from hackers and keeps them compliant by delivering enterprise-class IT security solutions that would otherwise be cost prohibitive.

Welcome to WIN (What's important now?) the entrepreneurial podcast where we dive into business challenges, achievements, and opportunities!

Join your host, Ian Richardson, of Richardson & Richardson Consulting as he speaks with entrepreneurial leaders about what drives business forward in today's markets!

This weeks guest is Adam Kerrigan, M&A Partner at Intelligent Technical Solutions. In 2018, Adam Kerrigan successfully exited the MSP he founded in an acquisition by ITS. Based in Las Vegas, Adam Kerrigan continued with ITS and after three years as their most productive salesperson, began their M&A division in 2021. Today, Adam invites MSP owners to join the success he’s experienced at ITS, whether they are burned out and feeling alone, or are ready to rapidly accelerate their financial success. Outside business, Adam is an accomplished competitive powerlifter, holding three national titles (2019, 2021, and 2022) and won gold at the 2021 USPA Powerlifting World Championships. He currently holds over two dozen competitive powerlifting records, including a world record deadlift.

Welcome to W.I.N. (What's important now) - the Entrepreneurs podcast about Business Challenges, Achievements, and Opportunities!

Join your host, Ian Richardson, from Richardson & Richardson Consulting as he dives into the things that make up business progress!

This week's guest is Jennifer Bleam from MSP Sales Revolution.

Jennifer Bleam is the founder and head "sherpa" at MSP Sales Revolution. Jennifer is a legend in the IT channel, and her credentials include building numerous multi-million dollar internal divisions for robust and profitable companies, being an award winning speaker, an author with a best-selling book on Amazon and soon to be released on audible (Check the show notes for links), and a member of the CompTIA Emerging Tech Council.

When she's not busy helping people raise the tide on cyber security, she enjoys spending time with her husband and three boys, and enjoys traveling, marvel, and is a serious board game competitor.

Welcome to W.I.N. (What's important now) - the entrepreneur's podcast that focuses on Business challenges, achievements, and opportunities.
Join your host, Ian Richardson, from Richardson & Richardson Consulting as he sits down with Emily Glass, CEO of Syncro.

Emily is president and CEO of Syncro, an all-in-one RMM, PSA, and remote access tool that helps managed service providers run more profitable businesses. Previously, Emily was Customer Experience Officer at Datto, where she created an award-winning technical support experience, and Datto's Chief Product Officer, driving product strategy. Emily has also served in senior leadership positions at Alyce, Backupify, Akamai, and Brightcove. Emily holds degrees in both computer engineering and fine arts.

Welcome to W.I.N. (What's important now) - the entrepreneur's podcast that focuses on Business challenges, achievements, and opportunities.
Join your host Ian Richardson, from Richardson & Richardson Consulting as he sits down with Alex Stratilatov from Lansing Legal Group!

Alex is a graduate of the Michigan State University College of Law, as well as the University of Wisconsin Whitewater. Bilingual in both English and Russian, Alex is partner at Lansing Legal Group PLLC, where he practices in the focuses of Business and Contract Law, Mediation, and Real Estate. He also focuses on New Business Development. When he's not helping entrepreneurs navigate their legal needs, he spends time with his wife and two dogs. He's a practicing musician and enjoys books about sci-fi and fantasy.

Welcome to W.I.N. (What's important Now?) - The Entrepreneur's podcast series where we talk about challenges, achievements, and opportunities in business!

This week, join host Ian Richardson, from Richardson & Richardson Consulting, as he speaks with Scott Davis, Sr. Sales Engineer from Liongard!

Scott is an innovative senior technology professional with over twenty years in leading IT infrastructure and network security compliance for organizations of all sizes. Scott serves as the Senior Sales Engineer with Liongard, bringing his in-depth knowledge of multi-year business planning, cybersecurity planning, technology documentation, workflow design, project management, and network design to MSPs around the globe. Scott is an active member on the Security and Compliance team with Liongard. Scott’s background and knowledge of PCI-DSS, HIPAA, NIST, GDPR, CCPA and other state breach notification laws allows Scott the ability to quickly identify and develop a plan to bring organizations to compliance. In addition to being part of Liongard, Scott also teaches at Harrisburg University and NuPaths, produces a weekly video podcast called The Morning Breach, and is the President of the Cybersecurity Association of Pennsylvania.

Welcome to W.I.N. - What's Important Now!
Join Host AND guest Ian Richardson, Managing Partner of Richardson & Richardson Consulting, as he breaks the fourth wall and interviews himself around what areas of focus he and Carrie Richardson have at R&R Consulting.

The discussion ranged from impact in the local community, to focus on tasks, time management, and process, and ended on Ian's goal to write a book!

Welcome to W.I.N. - What's Important Now, the Podcast where Entrepreneurs share what THEY feel is the most important things to be focusing on.

Join host Ian Richardson from Richardson & Richardson Consulting as he sits down with Nancy Henriquez from Synetek Solutions for this weeks episode!

Nancy Henriquez is VP of Sales and Marketing for Synetek Solutions, a Texas-based Managed Service Provider serving as an outsourced IT department for small and medium sized businesses. In 2008, Nancy co-founded her first IT business at the age of 22 after being in the industry right out of high school. In 2016 she co-founded an award-winning cybersecurity and compliance focused MSP before being acquired in 2021.

Nancy is an alumni of the Goldman Sachs 10K Small Business Program, selected as a Champion for the C200 advancing women grant, has been recognized for her DE&I advocacy in the IT Channel, listed as top 100 Women of the IT Channel in 2020, 2021, and 2022, recognized as a Next-Gen Leader in the IT Channel and sits on the board of several IT organization boards.

Nancy is also the host of the Business + Tech = Success Podcast which aims to help business owners talk about IT and how it affects business long term as well as in the day to day. The podcast is available on all podcast platforms.

Welcome to WIN! (What's important now) - the Podcast where we dive into what's driving businesses forward!

Join your host, Ian Richardson, from Richardson & Richardson Consulting, as he sits down with Mark Shaw from StoredTech.

Mark is the founder and CEO of Stored Technology Solutions, Inc. Since opening in 2010, he has integrated multiple services to the company, evolving with the ever-changing world of technology. His fearless approach to new business endeavors has led StoredTech to acquire several companies and expand to 5 different offices throughout New York, North Carolina, and the Philippines, growing the company to over 70 employees.

Join Ian and Mark as they talk about competition, execution, and keeping customers delighted as a company grows in size and scope!

For more episodes of WIN, head to WIN - What's Important Now Podcast - Richardson & Richardson % (randr.consulting)

Welcome to this week's episode of W.I.N. with Ian Richardson from Richardson & Richardson Consulting!

This week join Ian as he sits down with West McDonald from Tigerpaw Software! West McDonald is the #4 ranked influencer in the Top 100 Influencers in the Managed Print Channel and Chief Noise Maker at Tigerpaw Software. His passion is helping his friends and partners find answers by asking questions while keeping an eye on helping their businesses grow in both new and innovative ways. He has a particular knack for helping entrepreneurs navigate a converging, consolidating I.T. channel, achieving subscription billing model success, and simplifying their diverse product portfolios. If you're looking to grow and evolve your business in today's new economy, West is happy to be a resource to help you WIN!

Learn more about our co-hosts, Carrie Richardson (Simpson), founder of Managed Sales Pros and Ian Richardson, managing partner of Richardson and Richardson Consulting by visiting us at https://randr.consulting!

Welcome to W.I.N. (What's important now!) with Ian Richardson from Richardson & Richardson Consulting!

This week, Ian sits down with Josh Kotler from Samson Street Partners. Josh has been in IT services since graduating from the University of Miami nearly 30 years ago. He began selling software and network solutions to law firms, where he learned the basics of running and growing a small business. At 25, he decided that he knew enough to start a business of his own, and with two partners he quickly built a solid IT services company before exiting in 1998 to start a new company.

That company – Western Digitech – grew to nearly $7M in annual revenue with best-in-class profitability. In late 2019 he sold that business to CompassMSP where he soon took the reins as CEO, focusing primarily on growth through M&A.
Two years and 4 substantial acquisitions later Josh left Compass to start his current venture, Sansom Street Partners, with fellow best-in-class MSP operator and good friend, Dave Davenport.

SSP is dedicated to helping MSP owners prepare their companies for the best possible exit, and consults with clients to improve operations, build maturity, and increase profits so that they can sell at the highest price. The MSP industry has given so much to Josh and he is determined to spend the rest of his career helping others enjoy the same success.

WIN is co-hosted by Managed Sales Pros founder Carrie Richardson (Simpson) and Richardson & Richardson managing partner, Ian Richardson. Tell us how you WIN, schedule time to meet with us here!

Dave Poole is a US Army veteran that began his IT services journey in 2008. In his first IT services firm, he was able to move the company from utilizing a break/fix IT support model to leveraging a more robust and profitable Managed IT Services support strategy with a successful exit in 2013. In the years that followed, Dave concentrated on expanding the sales and marketing processes for multiple organizations, helping them navigate and win in the evolving world of tactical B2B IT marketing. His next step was into one of the “big 4” RMM vendors where he ran a national sales team and held a Senior Marketing Manager position. In this role, he launched their global customer marketing program and platform. Today, Dave is the Director of Sales and Marketing for Solutions Granted. This position gives Dave the ability to work with a successful, and growing team of professionals, delivering cybersecurity solutions to MSPs.

Join host Ian Richardson from Richardson & Richardson Consulting as he and Dave sit down to talk about standing out in a crowded marketplace, differentiation, and setting sane goals on this weeks episode of What’s Important Now!

Learn more about Solutions Granted at https://solutionsgranted.com
Connect with Dave on LinkedIn, and tune in next time for another episode of W.I.N.

Your hosts: Ian Richardson, Managing Partner of Richardson & Richardson Consulting - https://randr.consulting and Carrie Simpson (Carrie Richardson), founder of Managed Sales Pros - Better Sales Leads for MSPs - https://www.managedsalespros.com

Matt Lee has dedicated the last 10 years to raising the security tide in the SMB market. His efforts have served in every capacity in a growing MSP that grew to support 20,000 endpoints. His leadership around technology direction and security/compliance protected and elevated over 17,000 people in Small to midsize businesses in five states. He has since taken on a new role as a force multiplier under Brad Fugitt as the Senior director of Security and Compliance at Pax8. He is driving the external thought leadership to empower MSPs to continue to grow in their security knowledge and operability. He lives to ensure his children maintain the same quality of life we do around technology, which is imperiled daily by threat actors.

Join host Ian Richardson from Richardson & Richardson Consulting as he and Matt sit down to discuss WHATS IMPORTANT NOW in the small business Cyber Security Space, as well as dive deep into not only how to survive and thrive through a cyber security incident, but also the opportunity in the market for businesses who are willing to embrace cloud and security as a core strategy for their organization.

To learn more about Richardson and Richardson Consulting please follow us on LINKEDIN at: https://www.linkedin.com/company/richardsonandrichardson/ or visit our website at https://randr.consulting

To learn more about Matt Lee, please visit his website at https://cybermattlee.com

Your hosts: Ian Richardson, Managing Partner, R&R Consulting and Carrie Simpson (Carrie Richardson), founder of Managed Sales Pros - Better Sales Leads for MSPs (https://www.managedsalespros.com)

Ismael (Izzy) Amado is the Founder and CEO of IT Ninjas and believes in empowering and guiding businesses through technology.

Join host Ian Richardson from Richardson & Richardson Consulting as he sits down with Izzy and talks about WHAT'S IMPORTANT NOW in the world of Managed I.T.

This is an episode you don't want to miss -- Hear how Izzy uses a "superpower" of asking the right questions to the right people to supercharge his business!

To learn more about Richardson & Richardson Consulting visit us on LINKEDIN at: https://www.linkedin.com/company/richardsonandrichardson or head over to our website at: https://randr.consulting

To learn more about IT Ninjas, visit their social profiles:
https://www.facebook.com/itninjas/
https://www.instagram.com/itninjas/
https://www.linkedin.com/company/itninjas/
https://twitter.com/itninjas_/
https://www.youtube.com/channel/UCxJm5lD37aH1t87T7wV3UNg/
https://www.google.com/maps/place//data=!4m2!3m1!1s0x80855f9712c54fa5:0x71718d817266dcbc
or visit their website at https://itninjas.tech

Your hosts: Ian Richardson, Managing Partner of Richardson & Richardson Consulting (https://randr.consulting) and Carrie Simpson (Carrie Richardson), Founder of Managed Sales Pros - Better Sales Leads for MSPs (https://www.managedsalespros.com)

Sierra Chase, Founder of Next Level Services, started a boutique on-shore business process outsourcing firm in 2020 mid-pandemic. She closed her books on December 2021 as a profitable 7-figure business. Hear how culture, process and having a defined legacy target helped her WIN!

Your hosts: Ian Richardson, Managing Partner of Richardson and Richardson Consulting (https://randr.consulting) and Carrie Simpson (Carrie Richardson), Founder of Managed Sales Pros - Better Sales Leads for MSPs (https://www.managedsalespros.com).