Enlist Your Company In MSP Boot Camp
By Jay McCall
This MSP turned to professional coaching to improve its business and realized 30% revenue growth last year as a result.
Most VARs and MSPs know what they have to do to be successful — the real challenge lies in the execution of those tasks. Just like quitting a bad habit or losing that last 10 pounds, change is hard. Valiant Technology is an MSP that understands this concept well. Founded in 2002 by Georg Dauterman, president and CIO; Thomas Clancy Jr., partner and manager of sales and operations; and Gene McMurray, partner and project manager, the company became an MSP in 2007 and experienced moderate growth each year, but not at a pace the owners felt reflected its true potential.
A few months after Dauterman signed up for a core strength and conditioning program called CrossFit, he dragged Clancy along to test his mettle. During the workout routine, a lightbulb went off in Clancy’s mind. He started to see a connection between the accountability and results he was experiencing with his fitness goals and what his company was missing. Over the next few months, they talked McMurray (the last partner) into joining the CrossFit program, and eventually all three were in agreement with Clancy’s idea. The idea became more formalized after the trio read an article in the New Yorker that talked about coaching. “The story highlighted how one of the top surgeons in the country hired his medical school professor to evaluate and critique his surgeries, and in doing so the surgeon reduced the number of complications following surgery from eight per year down to one,” Clancy says. After considering a variety of options, the three founders hired their former sales trainer, Bob Heiss of Sales and Revenue, a local Sandler Sales System franchisee; plus, they enrolled in an industry-focused training and development program — Gary Pica’s TruMethods — and became active in the Autotask user community.