Philipp Baumann 2017-06-28 01:10:01
HOW TO GET YOUR FEET WET WITH CYBERSECURITY AS A SERVICE BoomTech started with cybersecurity training and slowly built out a comprehensive cybersecurity offering that includes security risk analysis, assessment, and security planning, as well as ongoing maintenance. IF YOU WAIT TOO LONG to offer cybersecurity as a service you will lose the opportunity. A cybersecurity plan plus protection is essential for every SMB client, and I believe in three years every MSP will have to offer that service. So get started—even before you perfect your offering. That’s the path I’ve been following to add managed security services to our practice, and really the path BoomTech has followed as we’ve grown and developed as a business. Back in the pre-managed services days, I worked for two years at an IT company supporting SMBs for a monthly fee. I spent most of my time on the road visiting clients and learned a lot about their needs. During my annual review, I asked for a laptop and a raise, and when the answer was no I launched BoomTech. So just like that, I started this amazing adventure. That was 2005. At the time, tech services were very divided, with separate providers handling the network, the phone, the hardware, etc. I knew this was a hassle for clients, so I determined that BoomTech would be a one-stop shop to handle all of an SMB’s IT needs for a flat monthly fee. I started with a large law firm with 50 users, and was their chief cook and busboy for all things technology. In Year 2, I acquired a book of business and hired my first employee; my wife helped with administration. In Year 5, I read the book The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It by Michael E. Gerber, and it changed my life. I still read it once a year in December. That was when we started getting serious about being a business. We turned to the managed services advisory firm now known as SPC International, attended their boot camps, and learned a lot. In Year 8, we engaged with coach Manual Palachuk to help us revamp our service delivery processes and procedures. Today, we do around $1 million in revenue. In three years, we want to be at $2 million; in 10 years, $5 million. We just hired our first salesperson this year, and we now have a dedicated tech team. It has been four years since I completely removed myself from any technical role to focus on growing and building a strong business. The Security Journey BoomTech started its security journey about two years ago. We wanted to build a cybersecurity- as-a-service offering that we could sell as an add-on to our full managed services plan, as well as a separate service that we could sell to SMBs that already have an in-house IT professional but are lacking on the security front. To get started, we took advantage of an MSP cybersecurity training platform taught by David H. Stelzl that Ingram Micro offers partners free for 90 days, and partnered with a company that offers security audits. We decided to focus first on social engineering and offer cybersecurity training for employees to help SMBs build their “human firewall.” We’ve since built out our services and now provide security risk analysis, assessment, and planning, as well as ongoing maintenance, which consists of email hosting and encryption, managed firewalls, endpoint device encryption, backup and disaster recovery, and security training and awareness. We use a three-step approach of assess, address, maintain to evaluate the IT department for security and compliance, making sure that the network is safe, and the client is meeting regulatory standards. In terms of selling this new service, we meet with our existing clients several times a year for a technology business review and use that opportunity to start talking about security and where we think their needs are. We have their undivided attention and we’re bringing something new to the table, so it has been a welcomed conversation. For new clients, we always lead the conversation with security. And for prospecting, we have done webinars, lunch and learns, and email marketing. Have there been bumps in the road? Sure. We had to part ways with one cybersecurity vendor, which set me back almost a year and cost the company some money, so be sure the partners you select are aligned with what you’re trying to do. I also have 600 rubber ducks sitting in my office from a “sitting duck” mail campaign that was a misfire. But marketing is a journey also. Our goal this year is to build our security sales and marketing. Now everything we do has security in mind. So get out there and get your feet wet, and start slowly building your offering. You’ll be providing something of great value for your clients even if it’s not yet fully baked. Philipp Baumann CEO, BoomTech Inc. LOCATION Boca Raton, Fla. FOUNDED 2005 NUMBER OF EMPLOYEES 10 WEBSITE BoomTechIT.com COMPANY FOCUS Our core focus is to provide technology peace of mind. Our niche is worry-free technology for law firms. PROFESSIONAL MEMBERSHIPS The ASCII Group, CharTec Premium Member, Manuel Palachuk, Robin Robins’ Producers Club FAVORITE PART OF MY JOB I enjoy and love change and learning new things. LEAST FAVORITE PART Dealing with and sorting out unreliable vendors WHAT PEOPLE WOULD BE SURPRISED TO KNOW ABOUT ME When I was 7, I lived on a sailboat with my parents for more than a year and traveled halfway around the world.
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