compliance . We built our own baselines using SOC 2 , NIST , and ISO frameworks . We had used different management products along the way , but being a fan of systems and automation , we needed to find a governance , risk , and compliance ( GRC ) system , and we wanted to offer compliance-as-a-service . After the Kaseya relationship began , we started using the Compliance Manager GRC platform and their Compliance Services Pro companion program .
One thing that ’ s driving this is we ’ re having a lot of clients coming to us , either prospects or existing clients , who have new requirements for cybersecurity insurance . That ’ s causing a lot of rapid growth for us — making sure that customers come up to that level by upgrading and implementing solutions that keep them within compliance — but then also providing ongoing management , maintenance , and support of those . So , we ’ re going to continue to see that [ need ] grow because those requirements are becoming more and more stringent .
And it ’ s not just HIPAA or CMMC . It ’ s basic cybersecurity insurance compliance . I would say 80 % of prospects that come to us from other MSPs are out of compliance , so our number one goal is to get them , at a minimum , compliant with cybersecurity insurance requirements . The Kaseya compliance component has that built into the framework . Some of these clients are not managed service clients , but many times , we ’ ve been able to use a compliance component to then sell ongoing monthly recurring services .
Has There Been Any Particular Partner Or Tool That Has Been Instrumental In Getting You To Where You Are Today ?
It ’ s not a specific product , but we really have bought into data analytics and business intelligence to help absolutely fuel our business growth . Because we bought into making better decisions based on data , it improved our overall business operations .
Is There A Business Leader Who Has Influenced You As A CEO ?
Gary Vaynerchuk [ businessman , author , and digital marketing and social media expert ]. It ’ s not so much his leadership style ; it ’ s the realness that he has about him . When I met him , I was just impressed . He was doing a presentation for Cisco , and CEOs were asking him more for advice on brand building , marketing , and promoting their business . . . he was so quick to answer with expertise . And his team members who work for him are like a family , and I think we ’ ve been able to do a similar thing here . People feel like they belong to something bigger than just the 9 – 5 job .
What Words Of Wisdom Would You Give Other MSPs Looking To Grow Their Business ?
Hard work pays off . I always lead by example . I felt like if I worked hard here in the business , then others would follow . And hold people accountable , including yourself . We ’ ve also developed a family-like atmosphere . Work-life balance is very , very important . And we have a very diverse workforce with people spread out geographically all over the world . But we make everyone feel important . And because of that , we have a lot of people who want to come work for us . The culture that we ’ ve developed is something I ’ m super proud of .
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