Three Expert Interviews on the Best MSP Tools
Richard speaks to representatives from three of the biggest solution providers in the IT space to talk about the best MSP tools to invest in now.
These three interviews were all recorded live at IT Nation Connect 22, which took place in Florida at the end of 2022.
An Interview with Ben Spector and Ted Roller of Zomentum
Zomentum is a revenue platform, built for partners and vendors building partner programs. Ben Spector is the Head of Solutions, and Ted Roller is the Channel Chief.
How Zomentum Differs from Other MSP Quoting Tools
Ben explains that there are two sides to the Zomentum MSP tool – one for partners and one for vendors: “Zomentum Partners is a sales and revenue management platform that helps to grow, manage and retain your revenue.
“That includes conducting assessments, putting together quotes and proposals and offering visibility into the sales pipeline. And vendors are able to grow partnerships into a major acquisition channel.”
Zomentum is different to other MSP tools because as well as providing the quote and maintaining your CRM, the level of detail provided on the sales process helps to close the deal.
How the Zomentum Tool Helps MSPs with Sales
In Ben’s opinion, there are two types of MSP: the engineering-led MSPs that can’t sell, and there are sales-led MSPs that can’t deliver. The vast majority of MSPs in the industry are engineering-led. So Zomentum gives those engineers all the tools and know-how to build a sales structure and put a proper process in place.
How it Fits in With the Vendor Eco-Structure
Ted explained that the design of Zomentum allows vendors to tailor each quote for each potential customer – those who know their products well can easily present a range of options. And they can teach MSPs how to do that.
“We all know that pulling information from multiple vendor sites is time-consuming. Using our drag-and-drop facility means it’s much quicker to add the information you need and to replicate the process for each quote.
“What it really means is that MSPs can leverage our revenue platform to drive value. They have access to vendors who will give them all the materials you need to quote more quickly, and more effectively. And more often.”
An Interview With Joe Alapat and Matt Miller of Liongard
Liongard is a data platform for MSPs, providing visibility into all systems in the modern IT stack and delivering the right security outcomes. Joe Alapat is Liongard’s CEO, and Matt Miller is their Vice President of Product.
The Type of MSPs Who use Liongard
Matt explains that their most successful users are growth-oriented and invest in the tools and processes that will help them to growth their business efficiently. And to do that, they want the best-in-class MSP tools to drive powerful outcomes for their customers.
He adds: “Our typical users have around 15 end customers. They come to us when they get to the point where their engineers can’t keep the differing client needs in their heads. They need Liongard to help them grow the team and scale the business.”
How Liongard Fits in With the MSP Tool Stack
Joe says that most MSPs who leverage the platform see it as part of their standard tool set. They understand that this single data platform allows them to see into all the systems they’re managing.
“Once they realise that, it opens their eyes to the value MSPs provide and the advantages available. We noticed that there wasn’t anyone focused on configurations of systems across the stack. You might hear the phrase ‘full stack visibility’ – we call it ‘unified visibility’. That’s from cloud to endpoint.
“Our goal is to drive value for our partners, and that defines how we build our features. The ultimate outcome is to give MSPs an advantage to drive profits. And at the same time, increase customer satisfaction and learn from the data our tool gathers.”
How the Liongard Tool Solves MSP Pain Points
Matt explains: At the heart of what we create is the centralised data asset, which powers a lot of outcomes. Our most advanced MSP users get a baseline configuration of the systems in their stack. They use that to see where they are now and where they want to be.
“That might be aligning to a security framework, and the tool allows them to track progress and update when they onboard a new client. But it also helps with everyday things, like tracking SSL certificates that are about to expire, or a domain registration.”
How to Connect With Joe and Matt
- LionGard
- Follow Liongard on Twitter
- Like Liongard on Facebook
- Follow Liongard on LinkedIn
- Connect with Matt Miller on LinkedIn
An Interview With James Steel of Linode
Linode are a Linux-based cloud computing solution, offering virtual private servers to their clients. And they offer a layer of services to go alongside. James Steel is Partner Community Champion at Linode.
Typical MSP Users of the Linode Tool
James says that their typical partners are companies doing some sort of web or application development. “Linux is the platform of choice in a lot of cases. And we’re a fraction of the price of some others. We try not to focus on that, but it’s true.
“We’re partner-friendly, too. Our clients can pick up the phone at any time and speak to an expert who can really help them. You’d have to invest a lot to get that kind of service from one of the Big Three.
“The other type of client is looking for additional storage. They run applications and need additional support. Finally, there are some amazing security suites in the open-source space, and they come to us too.”
How Linode’s Acquisition by Akamai Helps Their MSP Clients
James explains that Linode had been carving out a niche in the alternative cloud space. And now, with the Akamai acquisition, they’re able to scale. “We’re looking to double the number of data centres and more computing locations.
“It means that we’re able to match the reach of the hyper-scalers, but with the price point that fits the alternative cloud category. We’ll be able to support a lot more clients with their business needs.”
How Linode Help Clients Use Their MSP Tool
Linode know that support is essential for MSPs, because the buck stops with them. “We want to be simple to use, and make things ‘self-service’ as much as possible. We work to make it straightforward to get started with the Linode solution.
“And we have a huge amount of documentation on the website to help new clients get started. And if you get stuck with anything, we have a lot of walkthroughs and explainer videos on our YouTube channel. Plus, we have a partner channel that highlights how our clients use the tool in their MSPs.”
How to Connect With James
- Linode
- Follow Linode on Twitter
- Follow Linode on LinkedIn
- Connect with James on LinkedIn
- Subscribe to the Linode YouTube channel
- Subscribe to the Linode Partner YouTube channel
How to Connect With Me
- Subscribe to TubbTalk RSS feed
- Subscribe, rate and review TubbTalk in iTunes
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- Subscribe and rate TubbTalk on Spotify
- Follow TubbTalk on iHeartRadio
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Mentioned in This Episode
Zomentum
- Sales quoting software: QuoteWerks
- Close CRM
- Proposal templates & quote software: ConnectWise CPQ (formerly ConnectWise Sell)
- Video: Zomentum Walkthrough
- Video: Zomentum Connect Walkthrough
LionGard
- Book: W. Chan Kim & Renee A. Mauborgne: Blue Ocean Strategy, Expanded Edition: How to Create Uncontested Market Space and Make the Competition Irrelevant
- Active Directory
- Endpoint Security: Sentinel One
- Accounting Software: QuickBooks
Linode
- UniFi-Ubiquiti servers
- Open-source tool: Odoo
- Open-source security: Wazuh
- Security and cloud delivery: Akamai
- Cloud computing: Digital Ocean
- Alternative cloud: Vultr
- Cloud-based network management: Auvik
- Tom Lawrence YouTube channel
You Might Also be Interested in
- Podcast (with Ben Spector): How to Accelerate Your MSP Sales for Business Growth
- ebook: The MSPs Guide to Moderrn Cloud Infrastructure
- Podcast: Microsoft Stack and Why MSPs May Consider an Alt Service Desk
Richard Tubb is one of the best-known experts within the global IT Managed Service Provider (MSP) community. He launched and sold his own MSP business before creating a leading MSP media and consultancy practice. Richard helps IT business owner’s take back control by freeing up their time and building a business that can run without them. He’s the author of the book “The IT Business Owner’s Survival Guide” and writer of the award-winning blog www.tubblog.co.uk
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