In this episode of Uncle Marv's IT Business Podcast, host Marvin Bee interviews Matt Horning from Blue Tree Technology, an MSP (Managed Service Provider) based in the Kansas City area. Matt discusses how his company focuses on finding clients that share their core values and prioritize security and technology. They believe that core values are subjective and there is no right or wrong one. Matt also talks about the journey of starting his business, merging with another MSP, and the importance of having a physical office space for legitimacy and knowledge sharing among employees.Website: https://bluetreetechnology.com/Marvin Bee is also joined by David Powell, the VP of Strategic Sales at Pax8. They discuss David's experience in the MSP (Managed Service Provider) space and his journey to joining Pax8. David shares his insights on the evolution of MSPs, the importance of transitioning from break-fix to recurring revenue, and the value of process orientation in scaling an MSP business. They also touch upon the topic of cybersecurity sales and how MSPs can have effective conversations with clients about risk and asset protection. The episode highlights the need for MSPs to assess their own cybersecurity practices, learn how to sell cybersecurity to existing clients, and explore strategies for acquiring new customers.Website: https://www.pax8.com=== The inaugural Pax8Beyond 2023 was held on June 11-13, 2023, at the Gaylord Rockies Hotel in Denver, Colorado and was attended by over 1000 IT service providers, vendors, and media worldwide.  The event content was curated specifically for partners, aimed at helping them grow their businesses, increase deep cybersecurity expertise, future-proof innovations, and dynamic efficiencies. === Show InformationWebsite: https://www.itbusinesspodcast.com/Host: Marvin BeeUncle Marv’s Amazon Store: https://amzn.to/3EiyKoZBecome a monthly supporter: https://www.patreon.com/join/itbusinesspodcast?One-Time Donation: https://www.buymeacoffee.com/unclemarv=== Music: Song: Upbeat & Fun Sports Rock LogoAuthor: AlexanderRufireLicense Code: 7X9F52DNML - Date: January 1st, 2024