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Description The Future of Tech is Here. Subscribe to our Newsletter:https://theultimatepartner.com/ebook-subscribe/ Check Out UPX:https://theultimatepartner.com/experience/ In this presentation from Ultimate Partner Live, industry analyst Jay McBain breaks down the monumental macroeconomic shifts rewriting the tech sector in 2026. https://youtu.be/r0qTDyw97Gs As the industry rapidly approaches a $6.07 trillion valuation, driven by massive AI infrastructure investments from Sam Altman and the “Magnificent Seven,” traditional sales and channel models are fundamentally collapsing. McBain reveals how buyer demographics have transformed to an integration-first millennial base, why marketplace ecosystems now command over half of all partner-funded deals, and how a tiny elite of just 1,000 tech service providers control two-thirds of global tech revenue. Learn the exact mechanics behind how Microsoft out-partnered AWS to win 26 straight quarters of dominant growth and how your business can deploy an algorithmic early warning system to capture massive wallet share before competitors even step into the boardroom. Key Takeaways Over half of the Fortune 500 companies vanish every 20 years because their leadership fails to anticipate macroeconomic technological cycles. The true opportunity in the $6.5 trillion AI boom lies not in single vendor products, but in the hardware, software, services, and telecom ecosystem surrounding them. Indirect tech sales are undergoing a structural shift toward direct cloud hyperscaler models driven heavily by Nvidia's core infrastructure client base. Modern business deals are won or lost months before the point of sale based on the average of 6.3 partners surrounding a customer’s environment. Over 51% of tech buyers are now millennials who prioritize software integration capabilities and digital marketplaces over traditional human sales interactions. Tech service economics are pivoting aggressively away from upfront margins toward point-based multi-partner funding across subscription cycles. If you're ready to lead through change, elevate your business, and achieve extraordinary outcomes through the power of partnership—this is your community. At Ultimate Partner® we want leaders like you to join us in the Ultimate Partner Experience – where transformation begins. Key Tags Nvidia AI buildout, $7 trillion AI opportunity, cloud ecosystem decade, Microsoft vs AWS growth, multi-partner cloud deals, digital marketplace migration, millennial B2B buyers, B2B tech subscription economics, tokenized micro consumption, tech services wallet share, hybrid cloud infrastructure, 28 customer moments, IT services industry growth, telecom spend breakdown, channel chief strategy, managed service providers MSP, global systems integrators GSI, software integration first, point-based vendor incentives, automated co-selling workflows Transcript JAY McBAIN AUDIO PODCAST [00:00:00] Jay McBain: So to go back to that story about the 53% of companies who are gonna fail, one of us is gonna be asked to write the book, but chapter one is always you Blame the CEO. [00:00:13] Vince Menzione: We just came back from Ultimate Partner live in Bellevue, Washington, where we hosted incredible leaders for two amazing days. Come join us for this next session where we explore the tectonic shifts we’ve all been seeing. With that, I am incredibly blessed to invite a friend of mine to the stage. I have a quick little side note, like I found an old LinkedIn post from this gentleman from like many years ago, like 20 years ago. [00:00:39] Vince Menzione: And I wasn’t really that nice to you on that LinkedIn post. Like, oh, like this is before Jay became the Jay, that we all know Jay to be j. But he was in the space and I was at Microsoft doing something and he reached out about something. It was kind of rude, Jay. I was like, oh my gosh. I can’t believe. But Jay has been a great friend. [00:00:54] Vince Menzione: When we started the podcast back up, uh, during COVID we started doing podcasts together. When we moved to the studio, Jay was the first person in the studio. He’s always got a spot, uh, at our events. He’s s Spot Art, and, and he’s a great friend and supporter of Ultimate Partner Jay McBain. For those of you who don’t know him, Jay, welcome. [00:01:13] Vince Menzione: Thank you, sir. [00:01:22] Jay McBain: 31 days ago, we landed Artemis two. The furthest humans have ever been away from the planet Earth 57 years ago. We landed on the moon in the 56 years. Between those two moments, the tech industry has been the fastest growing industry in the world. Every single year we moved from the space race to the technology race, and we’re just getting started. [00:01:46] Jay McBain: If you’re old enough, you’ll recognize the mainframe and mini era for 20 years. You’ll recognize a young disheveled Bill Gates showing up in Boca Raton, Florida for, uh, August the 12th, 1981 launch, where Bill thought that every one of us would’ve a PC in our home, and IBM thought they were gonna sell 10,000 of them to hobbyists. [00:02:12] Jay McBain: 1999, a small startup from an executive who just left Oracle in San Francisco named Mark Benioff. A couple of years later, Jeff Bezos went into a boardroom and said, listen, we’ve spent a lot of money building infrastructure to our busiest day, Christmas, black Friday. You’re telling me this stuff sits idle 10 or 20% for the rest of the year. [00:02:35] Jay McBain: Why don’t we rent that out to others? Got laughed outta that boardroom and then got made of fun of on magazine covers. Maybe you should just tend the store, let the adults talk about technology. In March of 2023, our neighbors, our friends, our family saw DeepFakes. They saw poetry, they saw music, and they came to us as tech people and said, did we just light up Skynet? [00:03:03] Jay McBain: Now every one of these 20 year eras, this is the Taylor Swift version of our industry. Every single one of these eras triggers the fastest growing product in history. Today it’s actually Chacha bt first to a billion users. It triggers a new, richest person in the world, bill Gates, to Jeff Bezos. Now, Elon Musk is the first to sign a trillion dollar pay package, and it’s not for car. [00:03:27] Jay McBain: It’s not for cars. It also triggers a most valuable company in the world change. And today that’s nvidia. These are monumental changes in our industry and they’re monumental changes in partnering every single time. And it also links to our customers. If you take a 20 year view of business, one era, and, and think about the AI era, you know, at the start of it here, if you’re to grab the Fortune 500 magazine from 20 years ago and start to flip through it, 53% of the companies in there no longer exist. [00:04:06] Jay McBain: Every 20 year cycle, we lose over half of the biggest companies in the world. These are the companies that have very deep pockets to buy their way outta problems. If you’re not in the Fortune 571% of tech companies don’t make it 10 years. These are the changes that cost industries. There are changes that cost really big companies and the decisions we make, the trends we’re in right now, in 2026 will be written about in the future. [00:04:39] Jay McBain: This new era, a lot of big numbers being thrown around. Vince’s best friend talk about a six and a half trillion dollar AI opportunity, but it’s not Microsoft’s tam. Microsoft is chasing about a trillion dollars of this. And the ecosystem, the hardware, the software, the services, the telecom is gonna make up the rest. [00:05:04] Jay McBain: It is an ecosystem. Every time these big numbers are thrown, the word ecosystem is always thrown around it. Not to be outdone, Sam Altman’s talking about a $7 trillion build out. The world economy this year, the world GDP will be 126. These are material numbers to world GDP, but even better, they’re both larger than our entire industry is today. [00:05:27] Jay McBain: So what took 56 years of the fastest growing industry this year will be $6.07 trillion. Big numbers, but it’s easier to think about it in terms of a dollar that our customers spend in that dollar. They’re gonna spend 25 cents on hardware. They’re gonna spend 25 cents on software. So for anyone that read the memo 15 years ago, that software’s gonna eat the world, there’s still a dollar a hardware to run every dollar of that software. [00:05:57] Jay McBain: And whether you’re thinking humanoid robots or whichever future you’re envisioning, there’s going to be a dollar of hardware to run every dollar of software for the next 20 years. There’s over 25 cents now in IT services, and in many cases, these services are growing faster than the product categories and just under 25 cents in telecom, that’s how it breaks out today. [00:06:19] Jay McBain: And this industry, which took 56 years to get to this point, is gonna double in size in the next three to five years. We already have two and a half trillion of that seven raised and being spent. Part of the reason Nvidia is the most valuable company in the world. Now our industry, uh, you talk about ultimate partnerships. [00:06:40] Jay McBain: Our industry traditionally, and world trade by the way, is 75% indirect. The dealerships, the agencies, the brokers, the resellers, the retailers, the franchisees, the gas stations, the grocery stores, the pharmacies, all 27 industries sell indirect. You gotta think back the last time you bought something direct. [00:07:01] Jay McBain: Well, I bought a Dell from that dude in the nineties. Cool. Well, Dell Technologies is now 60% indirect. Well, I bought insurance. Direct is 15 minutes. Could save me 15%. Well, Geico last year sold more insurance through agencies and brokers than they did direct. This is the world now. We used to be 75% indirect four years ago. [00:07:26] Jay McBain: Then it went to 73.2, then it went to 70.1 and it then it went to 66.7. By the way, marketplace is in these numbers indirect. It’s not marketplace causing this change. It’s one company, Nvidia. Nvidia has seven customers. The magnificent seven, uh, half of them are in the room right now that every morning we wake up to a hundred billion dollars press release about this $7 trillion buildout. [00:07:56] Jay McBain: What’s interesting is indirect sales in our industry is growing by revenue. It increases every year, just not at the pace that this AI build out is happening direct with seven companies. But the reason we’re all here, and I think the core reason that Vince is building this community is this, you know, Microsoft forever has measured and been very vocal. [00:08:21] Jay McBain: About 96% of their deals have partners in them. Kind of who cares, who collects the money. We care about the moments, the 28 moments before the customer makes a purchase. We care about every 30 days forever, because two thirds of our industry, over $4 trillion now is subscription consumption based. Winning a customer today is only winning the first 30 days. [00:08:46] Jay McBain: We care about this cycle. We care about who surrounds our customer. So six years ago, I stood on a big stage and said, you know, we went through a decade of sales. You know, in 1999, you thought you were born to be a salesperson. You’re managing your territory with your gut. Well, a few years later, you were introduced to the science of selling. [00:09:07] Jay McBain: You know, 10 years later you thought as a marketer, you sit around a cocktail party joking with your friends, 50% of my marketing dollars are wasted. I just don’t know which 50%. Really funny. In 2009 until every 58-year-old CMO got replaced by a 38-year-old growth hacker. Coming in with Marketo and Eloqua and Pardot and HubSpot, and 15,505 as of yesterday, MarTech and iTech tools, ninjas in marketing, they wouldn’t let a nickel go through without measuring. [00:09:43] Jay McBain: Now we understand 96% of deals and partners that surround it. No deal is gonna be won or lost in this era without partnering effectively. So we had to have this decade of the ecosystem. One of the ways we’re tracking is by outsiders. You know, Salesforce every year publishes the state of sales and they’ve got, you know, the number one CRM in the world. [00:10:05] Jay McBain: So they get to go talk to all the CROs, all the salespeople in the world. And as of this year, a couple months ago, 94% of every salesperson in every industry in the world uses partners every single day. You wanna see what this number was six years ago. Also, 89% of salespeople around the world don’t think they’re going to club this year without partners. [00:10:29] Jay McBain: So this is a big moment for us, halfway through the decade ecosystem, but we’re only halfway through. We’re starting to understand now at a more granular level. What partnering means. It’s not theory, it’s not flywheels. It’s not really cute. McKinsey slides that we keep showing to our board saying how important partnering is. [00:10:51] Jay McBain: We’re trying to get to the very specific level of the 6.3 partners on average that surround the deal and what they’re doing. How their business model works, and that’s average if I’m working on a public sector deal. I was at a Red Hat conference yesterday talking sovereignty. If I’m in an enterprise or a large public sector deal, it’s north of 10 partners in the deal. [00:11:15] Jay McBain: So we’re starting to understand what used to be this, this, you know, you’ve been the fastest growing industry for 56 straight years. Every single professional services person in every industry has come in to join the fund. Over 90% of accountants are tech services firms. Over 90% of marketing agencies are tech services agencies. [00:11:36] Jay McBain: All of this 250,000 software companies, a million emerging comp tech companies, the half a million VAR that have been in that traditional channel. The managed service providers, all of these 20 different partner types, millions of companies, tens of millions of people competing for 6.3 spots. Around the customer. [00:11:58] Jay McBain: That’s it. Luckily, there’s 141 million global customers to compete for. There’s, there’s some open slots that you can go find, and that’s the point. Our industry never had our own Fortune 500. We always talk to, you know, these partners and GSIs are doing this and SI are doing that. And we never really had a view of capability and capacity or what our own TAM was inside of that partnering. [00:12:25] Jay McBain: And so we set out and we would’ve loved, you know, chat GPT or Gemini or Claude or any of those tools to do this. But there’s one problem in partnering with AI is that it doesn’t know one partner from the next. There’s a big digital sameness problem in our industry that every single partner, whether it’s Larry in the White van or Accenture, with 786,000 employees all say they do all things to all people all the time. [00:12:53] Jay McBain: 98% of them, 99% of them are private companies that don’t share their p and l. You can’t go into Microsoft’s LinkedIn system and find out how many employees, ’cause it’s a block system, it AI can’t see into it. So it just sees, and it’s a great pattern matching. Google, SEO can’t figure out who’s who, nor today can the large language models. [00:13:14] Jay McBain: ’cause all the things they’re trying to match, the transformers are trying to match. It all looks the same. Every tweet, every ebook, every website, every digital history looks the same. So this took us thousands of people hours across two years to do, to dig into every p and l to dig into every dollar of what they’re doing. [00:13:33] Jay McBain: But what was interesting is only a thousand partners in our industry do two thirds of all tech services. When you get into enterprise, it goes up to 80 to 90%. The partners in the middle, in Blue do more tech services. The 30 of them than the 970 partners in white on the outside, the 970 partners in White do more tech services than the next million combined. [00:14:03] Jay McBain: This is our industry in a nutshell. Every time we talk to a a vendor, every time we talk to a partner, every time we talk to a distributor, we’re now talking names, faces, and places. You you wanna talk sovereignty. Yesterday in Atlanta, 90% of sovereign conversations in public sector in the globe is handled by these companies here. [00:14:26] Jay McBain: Forget about how much you do with these partners today. You wanna chase the next column, which is the wallet share. And I was a channel chief for 17 years. I get the weekly report and I see a million dollar partner, another million dollar partner, sorted top to bottom. You don’t know which partners which, which of those million dollar partners is doing 1.2 million in your category. [00:14:46] Jay McBain: They deserve a baseball cap and a front row seat at your event as an MVP. The next partner right next to them is doing 10 million in your category. They’re only doing a million with you. ’cause customers are pulling them into it. Nine times outta 10. They’re leading with your competitor. So I don’t want that list anymore. [00:15:03] Jay McBain: I want the new list, which is showing me those $9 million opportunities. And I as a board member, as A CEO, as a CFO, as a CRO, I wanna see this list. And then I want to talk people, processes, programs, technology. What are we gonna do to go get our fair share of that 9 million? Where’s our lowest hanging fruit? [00:15:24] Jay McBain: How do we double our pipeline? How do we double the size of our company in three years? It’s all right here. Let’s have very specific conversations and move away from flywheels and move around from force multipliers and and things like that in partnering. Let’s figure out how this partner community is surrounded. [00:15:45] Jay McBain: What do 10 million people who have to be smart in front of their customers every single day, what do they read? Where do they go and who do they follow? It’s the law of a few. This is the old Malcolm Gladwell of tipping point 10 million people in the broader channel. A hundred percent of our TAM comes down to only a thousand watering holes. [00:16:08] Jay McBain: 12% of that entire audience. Doesn’t sound like a lot, but it’s over A million. People love podcasts. Number one way they learn the Joe Rogan effect. In our industry, there’s 121 podcasts. These are all public lists. You can go get on my LinkedIn newsletter on canals, oia. But there’s 121 podcasts that drive him forward. [00:16:28] Jay McBain: Really high up on that list, actually number one on the list is ultimate partner, Vince. That’s how I met. ’cause I asked people, 10 million people, you love this. You walk your dog, you drive to work, you listen to podcasts. I’m not the biggest podcast fan. It’s not number one on my list, but it’s number one on theirs. [00:16:44] Jay McBain: They say, you know, you gotta meet this guy, Vince. It’s unbelievable how great these podcasts are. They’re ultimate. [00:16:54] Jay McBain: Then I talked to Vince and said, but Vince, you know, 35% of your community, the 10 million people love to come to events like this one. The hallway conversations, the hotel lobby bar last night. This is what we love to do, especially post pandemic. It’s the number one way we learn. We learn from our peers, we learn from those around us, and, and the learn from the conversations we have here. [00:17:17] Jay McBain: We always remember these moments, you know, years and years later. There’s 352 choices. I’m going to five of them this week in five different cities. It’s a lot of coverage, but again, it’s a tighter li list of how people work. The magazine lists 106 of them associations like Conter. Now the GTIA peer groups, there’s 15 different spheres of influence, but only a thousand places. [00:17:43] Jay McBain: I could walk you through billionaire, after billionaire, after billionaire in this industry and show you how they did this. How did Arne Bellini at ConnectWise? How did Austin McCord at Datto, how did Nerdio become a unicorn? How did threat locker and huntress move away from 6,500 cyber companies and become unicorns over and over and over again? [00:18:05] Jay McBain: It’s only one slide. Unicorns and billionaires are made here, and a lot of people don’t get it. So walking away from Bellevue, a thousand partners, top down, a thousand watering holes, bottoms up. You’ve covered a hundred percent of your tam. You do it better than 10% of your competitor, 10% better than your competitors. [00:18:27] Jay McBain: You win. You carry that on your resume into the next company. You get a bigger job at a bigger pay scale. Let’s just walk through some examples. Cyber 91.7% of it goes through the channel. Huge channel audience. You know, if you’re in MarTech, it’s only 10%, but this one happens to be all channel, but that’s not the story. [00:18:48] Jay McBain: For every dollar that the 6,500 cyber companies are trying to close, there’s $2 in services. Plot twist, the products are grown at 11, the services are grown at 12.6. Your partners are growing faster than you are, and they will continue to for the next, at least five years, probably 10. So when I’m here, five years from now, you’ll hear in me talk about a three to one split in cyber and then a four to one split in cyber. [00:19:18] Jay McBain: Now, when we’re in Miami a couple days ago is CrowdStrike, they’re talking about a $7 and 5 cent multiplier, chasing that two to one up higher. You look at managed services. Here’s a fun story. Managed services. 82% of customers who are man, uh, outsourcing more this year than last year. 650 billion in size. [00:19:38] Jay McBain: This is bigger than the entire SaaS industry. Salesforce, ServiceNow, Workday, Marketo, NetSuite, HubSpot, 250,000. Others. This is bigger. It’s also bigger than all the Hyperscalers combined, not just AWS, Microsoft and Google, but Alibaba and Oracle and everybody down the list. This is a massive market also growing at double digits. [00:19:59] Jay McBain: So these are some big things and obviously we’re watching, you know, week in and week out, quarter in, quarter out, the Battle of Software and Battle of the Hyperscalers and things like that, and who’s growing at what pace and, and how partnering is connecting to all of this. You know, we watched a moment really early in the pandemic where Microsoft started growing faster than AWS and they haven’t stopped since 26 straight quarters. [00:20:27] Jay McBain: And you ask customers and say, you know, does Microsoft have a better product? And in most cases they say no. You know, AWS had a five year head start. Well, did they have a better price? Well, no, actually most cases Microsoft’s more expensive. Well, did did they have better promotion? Was their Super Bowl ad better? [00:20:44] Jay McBain: No, they’re both kind of crap. So you kind of ask the questions of what’s the only difference that could create growth above the leader in the market? Well, it’s place. More of the 6.3 partners are walking into those keyboard room meetings and drawing clouds up on the wall and labeling the Microsoft than they are AWS. [00:21:03] Jay McBain: Very simple. It’s never been about product. The best product in our industry has never won. And now the best way forward is that partnering moment, and this is the moment. So to go back to that story about the 53% of companies who are gonna fail, one of us is gonna be asked to write the book. And it could be the book like Kodak, they invented the product that ended up killing them. [00:21:26] Jay McBain: And it’s a woe is me story, but chapter one is always you blame the CEO. How could they not see those trends happening in 2026? How could they, you know, were they blind? Were they stuck in their own, you know, innovation chamber? Innovator’s dilemma, were they stuck in their own boardrooms? Why couldn’t they see? [00:21:46] Jay McBain: Well, chapter two, you, you blame the board. They have fiduciary responsibility, outsider view, and how could they not see it? But really, this is the future right here. If you take this slide and apply it 10 or 20 years from now to every failure and every success, these are the chapters of the book. Your buyer is now a millennial. [00:22:05] Jay McBain: As of last year, the 51% of our market is bought by people born after 1982. Different psychology, different behavior, different journey, different criteria, their integration. First buyers. The buy a product, 80% as good as the next one. If it works better in their environment. 94% of people won’t buy a car unless it has CarPlay or Android Auto. [00:22:26] Jay McBain: New Buyer. You have to be more integrated than your competitors. That’s a partnering story. The 6.3 partners. If you heard cyber, you need some great channel partnerships, but you need the other 5.3 partners as well, the consultants, the advisors, the designers, the architects, the implementers, the integrators, the manner service, all of the other partners. [00:22:44] Jay McBain: You need to know more of them than your competitors do, and have them label clouds with your name in them. You need better alliances. Even if you compete, you only compete in the morning. You’re best friends by the afternoon. You have to be tight with the hyperscalers, tight, with the big SaaS platforms, tight with cyber, tight with distribution, there are layers, seven layers to every deal. [00:23:04] Jay McBain: You gotta be tight in and have better alliances than your competitors. And then it all comes to the 28 moments, which I’m gonna end on, but the go to market of all of this, the co-selling, co-marketing, co-innovation, co-development, co keeping. This is it. Your product has to be good enough that somebody’s gonna renew it. [00:23:21] Jay McBain: Your Super Bowl has to be, you know, ad has to be good enough that people don’t, you know, shame you on social media. Your pricing has to be somewhere in a country mile of the bell curve of what the customer wants to pay. But successor failure is just here and platforms are synonymous with partnering. [00:23:40] Jay McBain: It’s our role now in the decade of the ecosystem to drive our companies forward. Marketplace. It’s probably the most predict, you know, great prediction we ever made. You know, growing at 82% compounded, it’s hard to predict ’cause it doubles almost every year. We were almost exact to the decimal point. Five years later now till 2030, we’re watching a second story, which is more interesting. [00:24:02] Jay McBain: If 96% of all deals have partners inside of them and there’s private offers and multi-partner offers and distributor sellers record all these funding mechanisms or services as a product. As of last week, over 50% of all deals in marketplaces now have partner funding. It means that while money changes hands differently, the respect and the recognition of what partners do is in the deal. [00:24:26] Jay McBain: We think that’s going to 59, but at some point, that’s gonna have to hit 96. ’cause to run the best programs, whether it’s an indirect sale, whether it’s a direct sale, whether it’s a marketplace deal, it doesn’t matter how money changes hands. What matters is we recognize the 6.3 partners. They’re not only making the deal happen bigger and faster, but renewing and enriching that every 30 days forever. [00:24:48] Jay McBain: When we watch, you know, billion dollar clubs and when we read all the press releases and all the hubbub about how fast this is growing and who, which companies are behind all this. When I’m quoted in some of these press releases, it’s because of this. You know, CrowdStrike, you know, brags are a billion dollars in a single year, but inside of that, they’re showing that 91% growth in marketplaces, which is pretty phenomenal for any company to almost double in size every single year. [00:25:17] Jay McBain: What’s more phenomenal is they’re growing the channel piece of it, 3548%. That green part of it is growing. Companies that understand platform and have people and processes and programs and technology to do it are winning. And they’re getting recognition and partners are starting to join the Billion Dollar Club who don’t sell a product, but are also winning at Extreme Scale. [00:25:44] Jay McBain: So talk about those partner 1000 and who are leaning in to win at this level. As well as everything changes, traditional billing moved into subscription models, moved into consumption models. Now we’re being tokenized to death multi it’s, it’s in this mode of micro consumption. There’s no chance there was little chance in subscription consumption that would be resold. [00:26:09] Jay McBain: You don’t buy Netflix from the cable guy in the white van. There’s zero chance when you’re buying tokens at a buck a piece that that’s going through any indirect sale. This continues to grow. Now the tectonic shifts is what happens when money changes hands differently. These old programs that we used to all write hundreds of different boxes, we checked every day on deal reg and trainings and all the other things are changing. [00:26:35] Jay McBain: To this, you’ll get these slides, by the way, in high res, inside of this now is the customer. For the first time ever, 45 years later, we have the customer in the middle of what we do, the 28 moments in green before they buy the seven layer stack and the partners inside it. The implementation. The integration, the managed services in a cycle that never ends, and two thirds of our industry. [00:26:55] Jay McBain: With the customer in the middle, we can now move money around to the different moments. It’s not all landing in front or backend margins or market development funds or new customer bonuses or spiffs. It’s landing where it needs to land. Over 400 companies now, pretty much led by Microsoft 400 companies are in a point system right now and 400 more. [00:27:18] Jay McBain: We’re working kind of behind the scenes to get that announced in the next 12 months. This is a total changeover in terms of how economics work and partners are yelling over half of us. I don’t care. Don’t call me a VAR anymore. Don’t call me an MSP. Don’t call me a regional system integrator. I do the consulting over half the time. [00:27:36] Jay McBain: I do the design, I do the implementations, I do the managed services, and 44% of us are vibe coding. On weekends. We’re not happy. Just on the services side. We wanna join the seven layer tech stack as well. These are partners growing faster than their vendors by understanding this cycle and where to show up and where the money is in ai. [00:27:56] Jay McBain: And the number one thing they’re asking for is not more leads, which they did for 45 years. The number one thing is now recognized for what I do. I’ve never just been a cash register. We’re completely now past this idea of a channel being a channel of distribution, and now a channel being this platform for the future. [00:28:16] Jay McBain: As we lay that on top of ai, the first couple of years of AI has really been consumer driven. The 95% failure rate that MIT reported last year is now 70%. That’s the failure to get from proof of concept to production. That 70 will be 50 by the summer we’re moving now in business, the maturity rates are going up at the end customer and in 88% of cases, that’s because of the channel. [00:28:43] Jay McBain: They’re working with partners. They’re not vibe coding themselves and working in little skunkwork groups. They’re working with partners to make it happen, and it now becomes the partner’s number one growth opportunity. I can grow at 11 or 12% in cyber every year. Compounded I can grow in 10% in managed services. [00:29:03] Jay McBain: You know, those are great double digit growth ’cause my customers are growing at 2.7% and I can go four x my customer, but I can go 10 x my customer if I have the right services built around ai. And this compounded growth rate and that big number in 2 20 32, 267 is what’s got those top 1000 partners obsessed. [00:29:25] Jay McBain: And your companies are leading with ai. Now you need to connect to those AI services. You need to get partners on this scale of growth. And they will be adding your name inside every cloud. They write on every whiteboard, but 82% of partners around the world, you know, we survey 25,000 of them aren’t ready, and they’re blaming vendors for not being ready, and they’re telling them exactly the workshops and the training that they need to get ready for this cycle. [00:29:53] Jay McBain: 82% of our entire partner, tens of millions of people, aren’t ready to grow at 35% and they need our help. Last thing I’ll say about AI is it’s the first time from client server to cloud, edge to cloud that it’s been segment driven. SMB alone has one, you know, six different segments, one to nine, 10 to 24, 25 to 49, et cetera. [00:30:18] Jay McBain: Mid-market into enterprise. No one that runs a restaurant is calling Jensen to buy a GPU to put next to the stove. No one’s calling Sam or Dario or anyone at Anthropic or OpenAI directly. They’re waiting. If you run a restaurant with all the people running around with tablets, you’ve invested in toast or square or clover or one of the platforms to run your business. [00:30:41] Jay McBain: A hundred different things. And you’re gonna wait for toast to work with a hyperscaler and build out the capabilities genetically. So when they see a spike in Uber Eats orders, they automatically place a food order and automatically change the staffing to deliver on it. That’s what the restaurant’s waiting for, and there’s no one calling and having a big a agent conversation. [00:31:03] Jay McBain: But even if you go into hundreds of people in medium sized business, every one of the vice presidents have their tech stack already built. I talked about the marketing person already, but the HR leader has one, and everybody’s got their seven layer stack. They’re not calling to buy a GPU and they’re not calling to, you know, bring in open AI directly or, or anthropic. [00:31:22] Jay McBain: They’re waiting for the platform they built to integrate together ag agenta capabilities. Everybody’s in wait mode up until enterprise and public, large public sector. So we are looking at this market and at 90% of that AI market is run by those thousand companies, and the rest of the millions of partners are helping in terms of how these businesses are gonna change at that level. [00:31:46] Jay McBain: Here’s where I end. You know, the 28 moments used to be a theory. It used to be a flywheel. How do we buy a car? [00:31:55] Vince Menzione: Well, we Google it, [00:31:57] Jay McBain: 81% of us now, 94% of us use large language models. We find out that there’s 365 brands of car. I’d have to test drive one every day of the year to get through them all. So we start narrowing these things down. [00:32:09] Jay McBain: We configure it. We put our rims on it, we color it. We download the invoice price. We download the backend rebates this month, whether I buy it in May or June, we find out what 5,000 people paid for our exact car within 50 miles of us. And then we don’t wanna go to the dealer because we know more than the salesperson, the manager ever will. [00:32:26] Jay McBain: We know what we’re gonna pay within, you know, dollars or cents. Just carvana the car. Hand me the keys. Let’s just forget the whole eight hour back and forth. I’ll get you a deal thing. I’m smarter than you in technology. Our customers are smarter than us, smarter than salespeople. That’s why 75% of millennials don’t wanna talk to a salesperson. [00:32:48] Jay McBain: They want to end digitally, and by the way, they’re not gonna send a fax after 28 digital moments. They’re gonna end on a digital marketplace. This is all demographics. It’s not hard to see where it’s going, but we’re getting into names, faces, places again. What if every dollar of your tam, the board, the CEO, runs around with their big multi-billion dollar number, they’re chasing? [00:33:09] Jay McBain: What if every single deal looks the exact same? This is a deal with AstraZeneca, A real deal, real customer spending millions of dollars. We know it starts in October, it ends in April. It’s a six month cycle. We see what they read, the MQ ls at the beginning. We see the sales demo moments. We see ISV, but we’ve never had the light blue boxes. [00:33:30] Jay McBain: What if we as a team could overlay the 6.3 partners in this deal? And when you find out a couple things. Here’s where I end. In December, five deals were one, three of them by NTT. The person at NTT probably coaches AstraZeneca’s, you know, kids’ soccer team. They probably have a cottage together at the lake. [00:33:50] Jay McBain: For the last 20 years, if the person at NTT worked at Deloitte, Deloitte would’ve run this deal. But Software One and Yash are both there, so we understand that when they were drawing clouds up on the wall in the boardroom in December, this deal was won and lost there. It was not won and lost at the point of sale. [00:34:09] Jay McBain: So what if you knew more about this and could see every dollar in your tam? You had an early warning system that this was happening. Two things jump out at this now that we’re in Bellevue. AWS was touched twice in this deal, directly in the marketing cycle and the sales cycle. AWS lost this deal. Here’s an example of Microsoft winning a deal with Microsoft never being touched. [00:34:34] Jay McBain: For some reason, NTT who won, who won AWS’s partner of the year a couple years ago led with Microsoft, so did Software one, Microsoft’s biggest reseller in Europe, and as did Yash, they all led with Microsoft and without Microsoft, knowing Microsoft took a multimillion dollar deal away from their competitors by winning in December. [00:34:53] Jay McBain: That’s one. Second. These partners didn’t just show up other than soccer and cottages. They didn’t show up in December. It went closed one in their CRM system. Back in the summer, August, September, we already knew AstraZeneca was in market, spending millions of dollars. We didn’t need them to read an ebook or go to an event to find that out. [00:35:17] Jay McBain: We knew it because it was closed one. They’re spending hundreds of thousands of dollars times five in December to know what to do at the end. This is an early warning system that’s better than any MQL, better than any SQL. And if you could give your company these level of view into their pipeline with an early warning system that I can work with those partners for months before they ever show up at the customer’s boardroom. [00:35:44] Jay McBain: This is it. Talk about 47% winners. This takes you from not only surviving the AI era to being a top five platform winner. Thank you very much. [00:36:01] Vince Menzione: Until next time, we’ll see you in person. Hopefully at our next event.

Episode 425 of The VentureFizz Podcast features Charlie O'Donnell, Founder of Brooklyn Bridge Ventures and now, a published author. Charlie is a staple of the NYC startup scene and someone who has had a significant influence in helping to build the ecosystem to what it is today. I first met Charlie back in 2010 at First Round Capital's offices in NYC. At the time, I was helping out some of the city's early high-flyers, like Birchbox. As you'll see if you're watching the video – or hear in this interview, I actually still have his business card from that meeting. 2010 was still the early innings for New York tech, and our conversation is a fun trip down memory lane. Charlie had his hands in some of the most important building-block companies of that era, including Foursquare, GroupMe, and Etsy. We also dive into the story of his investment in Backupify, a Boston startup founded by Rob May that was eventually acquired by Datto. After his time at First Round, Charlie went on to launch Brooklyn Bridge Ventures, becoming the first VC to plant a flag in Brooklyn. He is now out with a new book titled Founder Unfriendly: A No-Nonsense Guide to How Investment Decisions Actually Get Made. It's an honest look at what actually happens after you leave a pitch meeting. Chapters: 00:00 Intro: Charlie O'Donnell 01:44 Meeting Charlie Back in 2010 03:27 Advice for Networking and Navigating the Job Market in 2026 06:35 Getting His Career Started in Corporate Pension Fund Industry 12:49 Early Days of the NYC Startup Scene 15:43 Early at Union Square Ventures 20:32 Early USV Deals: Twitter, Delicious, Etsy, Indeed 27:50 Challenges of Building in Recruiting & EdTech Industries 31:32 How Foursquare Led to NYC's Startup Rebirth & His Role at First Round Capital 43:42 Sourcing GroupMe 49:00 The story of Backupify 52:16 Launching Brooklyn Bridge Ventures 54:35 Becoming a VC Coach 55:27 Founder Unfriendly – Book Details 58:55 Is Your Company a Fit for Venture Capital? 01:05:22 How Your Investors Might Affect Your Exit 01:12:59 More Details About Founder Unfriendly

Ever wonder what really happens behind the scenes when a rocket-ship MSP vendor goes from scrappy startup to multi-billion dollar public company? Today, I'm talking with Michael Fass, former Datto general counsel and now CEO at Slide. Michael's seen the vendor/MSP relationship from every angle—legal, operational, and now as a co-founder, building Slide for the MSP channel. If you want a brutally honest look at what hypergrowth actually looks like from the inside, why most MSPs never get past "just technical," and how to avoid being the cobbler with ragged shoes, this episode is for you. You'll walk away knowing how to spot your "butter zone" in leadership, and a new way to think about partnering with the tech vendors in your stack. This episode is brought to you by Opsleader Pro. A place for MSP owners and managers to get the systems and tools they need to build a stable and growing MSP. Part group coaching, part peer group, everything you need to run a successful MSP.

Bringing Back the Magic with Michael Fass In this episode of Tate Talks, I sit down with Michael Fass, the Founder and CEO of Slide, a modern BCDR (Business Continuity and Disaster Recovery) solution purpose-built for the MSP community. Michael shares his "winding road" from being a lawyer by trade to becoming the "consigliere" and Chief People Officer at Datto, and eventually launching Slide to finish what he and Austin McChord started.Check out Michael Fass on Spotify: Listen to Michael's Music Here Connect with today's guest on LinkedIn here or check out the Slide website here Music - https://www.purple-planet.com

Roi Karo, chief strategy officer at Check Point Check Point Software has been on an acquisition tear. Under new CEO Nadav Zafrir, the company has picked up five startups since early 2025, with three announced simultaneously in February: Cyclops, Cyata, and Rotate. But these aren’t opportunistic bolt-ons. They map directly to a four-pillar strategy that Check Point says defines the future of its security platform: Hybrid Mesh Network Security, Workspace Security, Exposure Management, and AI Security. In this episode, we sit down with Roi Karo, Check Point’s Chief Strategy Officer, and Angelo Valentini, head of channel sales for Canada, to dig into the thinking behind the acquisitions and what they mean for the channel. Roi brings an unusual perspective to the table, shaped by 25 years in Israeli defense intelligence and a stint as Chief Risk and Strategy Officer at blockchain infrastructure company Fireblocks before joining Check Point. Angelo Valentini, head of channel sales for Canada at Check Point The conversation covers how each acquisition fits into the broader strategy: Rotate brings MSP-native expertise to the Workspace Security pillar, where Check Point is consolidating endpoint, email, browser, and mobile security under a single management layer. Cyclops completes a full Continuous Threat Exposure Management cycle by adding internal asset scanning alongside CyberInt’s external scanning and Veriti’s automated remediation. And Cyata addresses the emerging challenge of governing autonomous AI agents operating on user endpoints, a category that barely existed a year ago but is evolving fast. We also explore what Check Point means by an “open garden” platform, including how its tools integrate with and remediate across competitors’ products, and how that philosophy plays out in practice for MSPs managing multi-vendor security stacks. Angelo adds a Canadian lens, touching on the opportunity in Canada’s SMB-dominant market and the compliance implications of Bill C-26. Check Point’s MSSP Partner Program offers consumption-based pricing and multi-tenant management for solution providers looking to explore the opportunity. Roi closes with a pointed message for partners: the assumption that there’s still time to learn and prepare is “terribly wrong.” The threat landscape is accelerating, and the window to adapt is narrower than most people think. Read Full Transcript Robert Dutt: Hello and welcome to In The Channel from ChannelBuzz.ca, bringing news and information to the Canadian IT channel for the last 16 years. I’m Robert Dutt, editor of ChannelBuzz.ca, and as always your host for the show. Check Point Software has been making some big moves. Under new CEO Nadav Zafrir, the company has acquired five companies since early 2025, including three announced simultaneously in February: Cyclops, Cyata, and Rotate. And these aren’t random bolt-ons. They map to a deliberate four-pillar strategy that Check Point says defines the future of the platform. Those four pillars are: Hybrid Mesh Network Security, covering data centers, cloud, SASE, and SD-WAN. Workspace Security, protecting endpoints, email, browsers, and SaaS applications. Exposure Management, giving organizations visibility into their full attack surface. And AI Security, governing the new wave of autonomous AI agents operating inside enterprise environments. For solution providers, the most interesting piece here might be the Rotate acquisition. It’s an acqui-hire that brings in a team with deep roots in the MSP ecosystem, including veterans of Datto and Kaseya. Cyclops adds a data lake with over 150 integrations for attack surface management. And Cyata tackles a category that barely existed a year ago: identity management for AI agents. To unpack the strategy and what it means for the channel, I sat down with Roi Karo, Check Point’s chief strategy officer, and Angelo Valentini, who leads Check Point’s Canadian partner business. Roi brings an unusual perspective – 25 years in Israeli defense intelligence and a stint as chief risk and strategy officer at blockchain infrastructure company Fireblocks before joining Check Point. Here’s our conversation. Gentlemen, thank you for taking the time. I appreciate it. Roi Karo: Thank you very much. Angelo Valentini: Thanks for having us. Robert Dutt: Roi, before we dive into strategy itself, you come to Check Point from Fireblocks, and before that, 25 years in the IDF and on that side of the world. Pretty unique lens. I’m just curious, how does that shape how you think about security strategy versus someone who’s grown up and spent that kind of time inside the cybersecurity vendor world? Roi Karo: Yeah, that’s interesting. I think it gives a unique perspective, being part of the Israeli intelligence security, and it gives, I think, a wide view of how things are shaping. And it’s part of what we’re trying to answer today. The biggest hurdle I’m trying to uncover is what is going on. What’s going on in the world, what is going on in the market, and of course, how should we react as a security company. And I think my background gives an interesting perspective for that. And stating what is obvious, in Israel, many people in the cybersecurity industry are veterans of the Israeli defense forces. So it’s an interesting background and a very useful background to be part of the security ecosystem in Israel. Robert Dutt: You guys announced three acquisitions simultaneously, and that’s following last year, which saw Lakera and Veriti. That’s an aggressive pace. I guess, what do you see as the strategic urgency driving the acquisitions? Is it about AI creating new categories of risk, or is it about the competitive landscape forcing your hand? Is it a little bit of both? What’s driving this? Roi Karo: Yeah, I think both and maybe some more. Stating the obvious, things are changing faster than before. Everybody’s talking about how AI is changing the world. Something that everybody says in their first sentence: everything is faster. Things that before took years now take weeks and even days. So we can’t just wait. We need to move fast, faster than we moved before. So acquisition is a great way to move faster. When we find a very strong team that has a very good product that can help our portfolio and give us good products that we can suggest or offer to our customers, this is something that we’re very interested in. And I think, as you mentioned, the competitive landscape – competitors are also moving faster. So we need to keep pace. And the last thing I would add, Check Point as a large company offers a wide variety of solutions. We’re very known for our firewalls and network security, but if we’ll have more time, we can talk about the other pillars. And actually all three new acquisitions are supporting and accelerating our other product pillars. So offering a consolidated solution to our customers is one of our biggest strategic moves, and all of those acquisitions are helping us to get faster through this target. Robert Dutt: You kind of presage where I was going next, which is, in your blog post, you frame four pillars of where Check Point is going, what you want to be locking down. And as you rightly point out, Check Point has that history, that strength in network security. The newer bets, especially both exposure management and AI security, which is obviously nascent – it seems like they require different muscles, different skill sets, different approaches from Check Point and from partners alike. Where are the real capability gaps that needed filling? Roi Karo: Yeah, so I think when talking about gaps, there are different types of gaps. One type of gap is mostly on the AI front. Everything is new. So to be very honest, I think that the security industry is still learning how to secure AI. So we have gaps. Everybody has gaps because it’s so new. We’re inventing new things. We’re building new kinds of security solutions. And that’s one type of a gap. A different type of a gap is that we have products for many years and we want to have better solutions, acquiring features or products that can help us accelerate closing those types of gaps. But I think the first type is more interesting because those are purpose-built solutions that did not exist before. This is where the true innovation is happening. And without that, nobody will be able to secure the new types of attacks that we’re seeing in the wild. Angelo Valentini: Robert, if I could just add – on the partner side, I think some of the gaps and concerns are really about visibility, governance, and also about operational efficiency. I think that’s one of the things that we’re trying to help partners with in terms of what their concerns are relative to AI, relative to exposure management, all these areas. Robert Dutt: You describe this whole scenario as an open garden platform, which is a nice framing versus the walled garden approach. For MSPs who are running multi-vendor security stacks and representing multiple security vendors, which, let’s be honest, is the vast majority – what does that open garden mean in practice for them? Roi Karo: Yeah, so I think a couple of things. Our philosophy is openness. We’re not trying to create any kind of vendor lock. We play with all vendors. You mentioned the acquisition from last year of Veriti. That’s a great example because what Veriti offers is the ability to patch or virtually patch all of your security vendors. If you have a threat that you discovered, now you want to make sure that you’re actually being defended against it. So what Veriti does is go over all of those exposures and close them. And when they say close them, they close it using a Check Point security product, but also all other vendors. So we have integration even with our competitors, other types of vendors. So that’s one example of how we try to build our solutions in a way that supports all the other players, because we acknowledge what you said. Most vendors and even most companies, they don’t want vendor lock. They want to use several vendors. They want all of them to play together. So we design our solutions in an open way. It can be used with APIs, it can call to other types of solutions and help MSPs or customers, other types of customers, to build their full stack of solutions. Robert Dutt: That kind of maps, I think, with things that I’ve been hearing more and more from partners. Back in the day, you’d hear a lot of, “I want to work with fewer security vendors.” Still, no one’s saying, “Hey, I want to sign up 400 security vendors and try to understand the nuance of what all of them are doing.” That’s operationally impossible. What I hear more, I think, is the idea of, “I want to have a few strategic security vendors and I want them, where possible, to play nicely together in my environment.” Roi Karo: Absolutely, I can’t agree more. I think consolidation is important. Nobody wants 400. Nobody wants even 40 vendors. It’s hard. But nobody wants one vendor. I think that in a way, we’re trying to figure out this balancing, this sweet spot between having hundreds of vendors and having one vendor. And what we do is – the reason we picked those four pillars is because we truly believe that we’re leaders in each one of them and we have the best solution in each one of them. And anywhere that we don’t have a solution, we partner. So a good example is CNAPP. We have a strategic partnership with and other CNAPP vendors. So we don’t have our own CNAPP solution. We integrate it with another vendor. And everywhere we don’t have the best solution, we’ll integrate with the best vendors that are out there. Robert Dutt: Okay, let’s talk a little bit about the acquisitions that were made that start to build out this platform, or continue to build out this platform. And I wanted to start with Rotate specifically, because I think it’s really interesting for this audience. You acquired them, it seems, primarily for the team. And that team includes key people who come from a background in Datto, in Kaseya – companies that really built up the foundations of the MSP ecosystem of today. What does that signal about how you guys are looking at the MSP market and the MSP opportunity for Check Point? Roi Karo: Yeah, so I will zoom out a bit and then focus specifically. When we announced the workspace pillar, we realized among other things that companies want to manage the whole end user security through one vendor, through one unified management, and not point solutions. So we took our endpoint solution, our email solution, browser, mobile – all the solutions we have around the end user – bundled them together, and are offering a way to manage all of them from a unified management. That is something that is unique and I think is very compelling to all types of customers and mostly MSPs, for obvious reasons. They want to manage all of this end user security from one vendor, from one management. And doubling down on MSPs, we understand their needs. We have many MSPs as customers and we want to provide an easy way to manage all their tenants, all their end users in one single pane of glass. And that’s what we’re building, and this is what we want to accelerate with the team of experts coming from Rotate. Angelo Valentini: So Robert, in Canada, as you know, 90% of the businesses are SMB. So this is a huge opportunity for partners as we go and develop this and enhance that solution for our partners. It’s a huge opportunity. Robert Dutt: And speaking of huge opportunity, the email security business that’s already – I think I saw 160 million is the figure for Check Point’s revenue line there – as well as being one of the most foundational tools that MSPs bring to market and have fueled that business. I’m curious to get your thoughts on how you build from that beachhead that you’ve got established in email security and into that broader workspace security story that Rotate is facilitating. Roi Karo: I think email security, as you said, it’s so fundamental. And when we try to explain to people how AI is changing the hackers, this is the easiest example because it’s most common and easy to explain and imagine. Phishing attacks look different now with AI-based attacks. We all did this training that you need to find spelling mistakes and grammar mistakes to identify phishing. As you can imagine, there are no spelling and grammar mistakes anymore when phishing emails are being built or crafted with AI. So email security is being changed and being reinvented. And we are building new types of email security to make sure that we’re securing also for the most advanced AI-based phishing attacks. Our email security is something that we take a lot of pride in and we can prove that it is better than many others. So that’s, as you said, a great beach entry through many of what we’re doing with our customers. And adding the other capabilities on top of the email is super important. Because again, using a very simple example: someone got a link, they pressed it because it wasn’t blocked. And now they have malware on their computer. You want that endpoint security to be connected to the email security and have one platform that can see everything and can actually prevent attacks before they happen. So we integrated our endpoint solution, our browser extension, our mobile solution, and the email together into one threat intelligence layer that provides data to all of those solutions. Robert Dutt: Cyata is about governing AI agents, which as well as being the buzzword of the day is also a category that didn’t exist a few years ago, because AI agents themselves did not exist a few years ago. For an MSP today, is security around AI agents something that their customers are asking about? Or is this one of those things that’s in a “be ready for this now so you can sell it tomorrow” kind of space? Roi Karo: Yeah, I think that this will grow very fast because, as I’ve mentioned, AI is moving faster than we imagined. When we say agents, I think there are two separate use cases, and one of them is very relevant to the MSP. One that is less relevant is building AI applications that use agents. This is for bigger organizations and more sophisticated organizations that have engineers and are building their own software. But all of us are using agents. ChatGPT and Claude today, you just press a button and you’re running an agent from your endpoint. That is something that is happening. It’s the more advanced user today, but tomorrow it will be all of us using agents running on their endpoints. And one of the things that Cyata built, and we’re now adding to our products, is a capability running on the laptop of the end user, identifying agents that are running there on behalf of the users. It can identify and, first of all, give visibility into all the agents that are running from the end user’s computer, but also provide governance and policy that make sure that they’re doing only things that they’re allowed, that they’re using the right identities, that they have access only to things that they are supposed to have access to. And this is something that I believe will be very relevant to MSPs in the near future, sooner rather than later, because it’s related to all the end users, all the people that are using AI. Angelo Valentini: Robert, this also plays nicely with some of the government compliance developments with the Canadian government. So Bill C-26, for example, is all about governance and compliance. This is a great way in which this acquisition plays right into the government legislation. Insurance is another big thing where we’re seeing a lot of compliance requirements, and also financial institutions. So this is just another way that this plays into that compliance as well. Robert Dutt: Last but not least on the acquisitions, can you give me a bit of a feel for how Cyclops fits in, what they bring to the table, and the opportunity you see there for your partners? Roi Karo: Yeah, absolutely. And again, zooming out and zooming back into Cyclops. We just announced our Exposure Management pillar. We acquired, I think almost two years ago, CyberInt. They’re doing external risk management – they’re scanning the organization from the outside and providing all the data you can achieve from looking at the organization, the company, from the outside. Dark web and the organization itself. Six months ago, we acquired Veriti, that takes all of the data, all of the exposures, all of the threats, and mitigates them automatically. So you have automatic remediation. And now with Cyclops, we completed the full cycle, because they are scanning the organization internally. This is an asset management capability that actually connects to hundreds of vendors that provide data. And then you have the full picture of what’s going on inside your organization. So CyberInt’s capabilities are scanning from the outside, Cyclops’ capabilities are scanning from the inside, and Veriti’s capabilities take all of this intelligence – and all the intelligence we acquired in decades of building our capabilities – and make sure that all of this is being remediated. In this way, we accomplished the full cycle of what Gartner calls CTEM, Continuous Threat Exposure Management, and provide a very unique value proposition to our customers of having the full cycle of understanding what is happening across your attack surface, identifying the threats, and remediating the threats. Cyclops provided a very important piece of the puzzle that we were missing, and we’ll integrate them very quickly into our value proposition and offer a full cycle of CTEM. Robert Dutt: How quickly do these acquisitions – you mentioned the plan for Cyclops there – but how quickly do these become native Check Point experiences rather than adjacent tools that are also on the Check Point line card? Roi Karo: Very quickly in those three cases, because they’re part of a wider value proposition. It’s not a standalone – all of them started as a startup with a standalone capability, but the real magic and the real value will come when we integrate them. That will happen very quickly because all of those solutions are very modern in design, which makes it easier. And part of the due diligence we did around all of them is how quickly we can integrate. So this will be integrated very quickly. And of course, now – as I say, everything is happening faster – we are using AI to build products and integrate products. So that will happen very fast, and this will be offered to our customers immediately. Robert Dutt: Zooming back out to the strategy level, if I’m a Canadian MSP with managed seats numbered in the hundreds – typical SMB-focused MSP – today I’m running Check Point email security, maybe firewalls. When I look at this strategy, what is this going to change about what I sell and how I operate over the next 12 months? Roi Karo: I think CTEM and exposure management becomes even more important than before. Maybe we need to take one step back with your permission. I think that the threat landscape is changing, and that’s something that we all need to acknowledge. Just imagining how the attackers are using AI in order to accelerate their attacks – things that before took attackers months or years to build, to find new vulnerabilities, we’re seeing right now happening much faster. The scale, the sophistication of attacks is changing. And we all need to prepare. Vendors, MSPs, and other types of organizations need to make sure that they are prepared for a new wave of attacks. And for that, you need to have everything that can help you understand. We talked about my background – intelligence is super important to understand what is going on. And exposure management is exactly that: understanding what is going on. Are you attacked? Where are you exposed? Who is attacking you? You can’t fly blind. So the first thing I would add to my portfolio if I’m an MSP is offering threat intelligence, offering exposure management, scanning all of my customers and making sure that they’re not exposed, finding servers they have that are exposed, finding PII that is related to them on the dark web, and making sure that I’m warning them. Many kinds of solutions we have as part of our exposure management value proposition I think will be very interesting for MSPs. So that’s one thing I would explore with Check Point. The second thing is AI, of course. We talked about agents, but even the basic LLM use of end users, that’s something that needs to be governed. Angelo mentioned compliance, it will become part of it. Even if you’re a small law firm and you want to make sure that your lawyers are obeying the rules that you decided – can they use ChatGPT in order to write a legal document? If it’s a small medical company, can they consult ChatGPT on medical issues? What is the PII guidance you give them? Can they put PII in ChatGPT or not? All of this needs to be governed, and our products enable that. They run on the endpoints, they make sure that you’re aware of what all of your employees, all of the people in the company are doing with AI, and they can enforce governance on what you want to allow and what you want to block. Do you allow DeepSeek in your organization? Do you allow other types of LLMs or GPTs? All of this, as part of AI security, is something that MSPs will need to adopt and educate themselves on, and educate their end users very quickly. And what we’re building is a full suite of AI security. We’ll have offerings for small companies, offerings for large enterprises, and everything in between. Angelo Valentini: You touch on AI governance, we talked about exposure management. These are ideas that sound consultative and complex, which is great because channel 101: where there’s mystery, there’s margin, and there is ample mystery here. But again, through the lens of that SMB-focused MSP, how do I get to it? So I guess what I’m getting at is, how are you helping partners productize those conversations they need to have without requiring them to go super deep themselves as AI specialists? I think that’s the bread and butter of partners today, is the service offering. When they see acquisitions like this, we play in all their wheelhouse in terms of all the areas: visibility, governance, and also operational efficiency. So that’s the number one thing. It’s our job to enable our partners as well as part of it. Me in the partner community, we go and enable our partners to understand the technology and understand the opportunity. And there are consulting opportunities here, there’s increased revenue opportunity here. That’s one of the things that we focus on, is really to get awareness to the partners so they understand: hey, there’s an opportunity here for incremental revenue, for increased opportunity in consulting and implementation. And then from there, there’s ancillary AI solution revenue that follows. So it’s up to the partner to decide, but it’s really something that they should consider. Robert Dutt: Just to wrap things up before we go, do you have time to do two quick lightning round questions, quick answers? First of all, what’s one assumption about cybersecurity that you think partners need to stop making right now, or at least over the course of this year? Roi Karo: I think that the basic assumption is that we have time, that sophisticated attacks are not here yet, and we have time to learn, we have time to adjust, and everything will be okay. I think that’s terribly wrong. I think that the attackers, they don’t have the governance and legal obligations that we have as companies. So they’re running very fast. It’s happening now. So I think a wrong assumption that many people have, MSPs included, is: okay, it’s still early, we can learn, we can take our time. I think we need to move fast and we need to move faster than we’re moving. Robert Dutt: And taking that similar lens but turning it inside this time, what’s the hardest internal debate that you’re having at Check Point right now about AI and security, and why isn’t it settled yet? Roi Karo: We understand that we need to offer AI as a part of – we talked about many angles of AI, one that we did not mention, and I will use your question to address it – is using AI for security. We talked about AI for the attackers, we talked about AI that everybody’s using and we need to secure. Part of what we’re building in a very innovative way is autonomous security – AI agents that are running security. And this of course is the biggest promise. And many people feel that we need to move much faster on this front. It’s not easy. And we’re building it in many parallel lanes, because it’s hard to predict what will win. But we understand that the future of security – you need to fight AI with AI, you need to adopt AI. And this is maybe the biggest promise of our industry, when the industry will be able to adopt AI and leverage the power of AI in order to provide better security. And in many ways, in bigger organizations, the department that needs to adopt AI the fastest is the security department. Because for all the other departments, this is a force multiplier, it changes everything, but in a way it’s a nice to have. For security, because the attackers are using AI, if security people won’t adopt AI for themselves and use AI to secure their organization, they will lose. So we’re trying to do our best in offering our customers AI-based security. We have today in all of our pillars co-pilots and MCP servers and agentic capabilities. But we aspire much higher. We want to build real autonomous security, real AI employees – AI security employees that will be part of the team. We have very exciting, innovative teams that are building those kinds of things. And answering your question, the debate is: can we, or how can we, move faster on this front, offering our customers fully autonomous, fully AI-based security. Robert Dutt: That’s a pretty good overview and view of the strategy and of where you think things are at. Good luck with the acquisitions and rolling them in and continuing to broaden out the strategy. And thank you very much for taking the time for this conversation. Roi Karo: Thank you for hosting us. It was a pleasure. We’ll be in touch. Angelo Valentini: Great to be here. Robert Dutt: There you have it, a look at Check Point’s push to reshape its platform around AI security, exposure management, and the MSP workspace, with Roi Karo and Angelo Valentini. The takeaway I keep coming back to: Check Point isn’t just buying technology here. They’re making a deliberate bet on the MSP market, and hiring a team from Datto and Kaseya to build it out is the strongest signal of that intent. Whether you’re already in the Check Point ecosystem or not, the open garden approach they’re describing is worth paying attention to. And Roi’s point about urgency is one that I’d take seriously. The window to learn and prepare is shorter than a lot of people think. Thanks to Roi and Angelo for a great conversation. And thank you as always for listening. Also this week on ChannelBuzz.ca: on Wednesday, ESET’s Tony Anscombe joins me to walk through the security trends and threats solution providers should be watching this year. On Thursday, I sit down with Nutanix SVP Lee Caswell to dig into their latest Enterprise Cloud Index research, including what the data says about shadow AI, data sovereignty, and where infrastructure decisions are heading. And on Friday, a bonus episode – AWS Canada’s Eric Gales joins me for a look back at 20 years of AWS and what it means for partners going forward. If you’re enjoying the show, please take a moment to subscribe or follow in your podcast app of choice. And if you’re feeling generous, a rating or review goes a long way to helping other solution providers find us. Until next time, I’m Robert Dutt for ChannelBuzz.ca, and I’ll see you in the channel.

Fruit Rhabby_V and Blue are talking about Mr.Fruit almost getting Hacked by Datto, Rhabby_v went to a keyboard meet up, and Mr.Fruit thoughts on Hollow Knight plus New Movies  Patreon: https://www.patreon.com/GGEZPodcast  Reddit: reddit.com/r/MrFruit Mr. Fruit:http://www.youtube.com/user/MyMisterFruit http://www.youtube.com/c/MoreMrFruithttp://www.twitch.tv/MyMisterFruit http://www.twitter.com/MrFruitYTRhabby_V:http://www.twitch.tv/Rhabby_V http://www.twitter.com/Rhabby_VBlueWestlo:http://www.twitch.tv/Bluewestlo http://www.twitter.com/Bluewestlo Mr. Fruit, Rhabby_V and BlueWestlo take you on a magical ear-adventure every week on GG over EZ with discussions ranging from games to life stories every Sunday. They frequently create content on Mr. Fruit's YouTube channel under the guise "The Dream Team".  Head to https://factormeals.com/gg50off and use code gg50off to get 50% off your first Factor box PLUS free breakfast for 1 year. This episode is sponsored by BetterHelp. Give online therapy a try at https://betterhelp.com/GG and get on your way to being your best self. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Send us a textAt IT Nation Connect 2025, Mike DePalma—VP of SMB Cybersecurity at OpenText—sits down with Joey Pinz to talk about rebuilding community in the MSP world, evolving vendor programs, and the tidal wave of AI reshaping security and operations.Mike shares how OpenText's new EDR rollout is simplifying life for ConnectWise partners, the surprising results of their latest MSP Report, and why most AI projects fail—hint: it's not the tech. He opens up about the Datto → Kaseya acquisition, lessons in leadership, and why discipline, presence, and family still define success more than revenue or market share.

Michael Assraf is building Flamingo, an open-source and AI-powered operating system for managed service providers. After exiting Vicarious in May 2024, he spent seven months on market research before writing a single line of code—conducting 15+ MSP interviews, mapping their complete tool stack economics, and testing distribution channels with a free community product. The research revealed a structural margin crisis: MSPs operate on 10-15% margins with 30% of revenue flowing to vendor payouts and 25-30% to technician labor. Meanwhile, private equity consolidation drives customer pricing down while legacy vendors raise prices. Michael closed a $2.2 million pre-seed in February 2025, built OpenMSP as a lead-gen vehicle that generated 1,000+ waitlist signups, and launched Open Frame with 70% of capital still in the bank. In this launch-day conversation, he breaks down why the $380 billion MSP market remains massively underinvested, how Facebook ads outperformed LinkedIn 5:1, and why he's giving away the core product while charging for hosted deployment. Topics Discussed: The seven-month research phase: 15+ MSP interviews, mapping 19 tool categories with pricing data, evaluating open source project maturity through commit frequency and VC backing MSP margin compression mechanics: 30% vendor payouts, 25-30% labor costs, 10-15% net margins being crushed by PE-driven consolidation and vendor price increases Building OpenMSP as distribution validation: four months before alpha, generated 1,000 waitlist signups and 200 Slack members while testing paid acquisition channels Why Facebook delivered 40%+ of leads at $6-8 CPL while outbound completely failed with IT-busy MSPs aged 25-50 in central US markets Launching with 70% of $2.2M pre-seed still in bank by solving for distribution and product-market fit before scaling headcount Open Frame's architecture: unified control plane over open source tools (RMM, SSO, zero trust) with dual AI agents—one for end users, one for technicians Offering both self-hosted (free, GitHub) and commercial SaaS (per-seat pricing starting January 2026) to build trust in an underserved market The MSP category opportunity: $380B market, 12% annual growth, 30-40K US MSPs, minimal VC-backed innovation against 20-year-old incumbents GTM Lessons For B2B Founders: Build lead-gen infrastructure before you have a product to sell: Four months before launching Open Frame, Michael shipped OpenMSP—a free tool that analyzes MSP tech stacks and suggests open source replacements. It wasn't a waitlist landing page; it delivered standalone value while capturing intent data. This generated 1,000 qualified signups and 200 Slack community members while simultaneously validating paid acquisition channels. By launch, he knew Facebook cost $6-8 per lead while outbound failed completely. Most founders build product first, then scramble for distribution. Michael inverted the sequence. Fire fast on sales hires in early stage, or don't hire them at all: Michael fired three VP Sales at Vicarious before learning the lesson: "The moment to bring salespeople is not when you are able to sell your product, is when someone else is able to sell your product." The critical test isn't whether the founder can close deals—founders sell vision and relationship. The test is whether a marketing person, SDR, or non-sales hire can generate revenue. Only then do salespeople accelerate an already-working motion. Hiring VP Sales at $50K ARR because the board wants "someone to own revenue" burns 12+ months and $200K+ learning this. Spend 6-12 months researching before building in unfamiliar markets: Michael conducted 15+ MSP interviews, mapped all 19 tool categories they use with pricing, evaluated open source alternatives by analyzing GitHub commit frequency and pull requests, identified which projects had VC backing for long-term viability, and tested multiple marketing channels before alpha deployment. This allowed him to launch with product-market fit indicators already validated and 70% of his $2.2M still in the bank. The alternative—build fast, iterate with customers—works when you deeply understand the market. When you don't, research is cheaper than pivots. Target categories where lack of innovation creates adoption momentum: MSPs represent 30-40K companies in the US alone, part of a $380B global market growing 12% annually. Yet VCs historically avoided the space assuming low ACV and high churn. The dominant platforms—ConnectWise, Datto, Asea—have existed 20+ years with minimal AI adoption or architectural modernization. Michael specifically chose MSPs because "in cyber security you would never get traction that we're getting right now unless you're spending millions of dollars." In crowded categories, distribution cost kills you. In starved categories, any credible innovation gets attention. Architect your product so adoption mechanically improves customer unit economics: Open Frame attacks both sides of MSP margin compression simultaneously. The open source tool suite eliminates the 30% of revenue paid to commercial vendors. The dual AI agent system (end-user self-service + technician orchestration) reduces the 25-30% spent on labor. Michael didn't find a problem and then figure out monetization—he reverse-engineered a solution where product adoption directly expands customer margins. When your product makes customers structurally more profitable, adoption isn't a marketing problem. // Sponsors: Front Lines — We help B2B tech companies launch, manage, and grow podcasts that drive demand, awareness, and thought leadership. www.FrontLines.io The Global Talent Co. — We help tech startups find, vet, hire, pay, and retain amazing marketing talent that costs 50-70% less than the US & Europe. www.GlobalTalent.co   //   Don't Miss: New Podcast Series — How I Hire Senior GTM leaders share the tactical hiring frameworks they use to build winning revenue teams. Hosted by Andy Mowat, who scaled 4 unicorns from $10M to $100M+ ARR and launched Whispered to help executives find their next role. Subscribe here: https://open.spotify.com/show/53yCHlPfLSMFimtv0riPyM

Kaseya made headlines at DattoCon by announcing its shift to becoming an “AI-first” company, highlighted by its acquisition of INKY, a generative AI email security provider. Alongside this, the company unveiled new Datto products and teased its upcoming Cyber Resiliency Platform for 2026. While Kaseya's vision of unified, intelligent automation sounds ambitious, many managed service providers (MSPs) remain skeptical, wanting to see real product integration rather than marketing promises.AI's impact on the workforce also dominated discussion, with reports showing that one in seven U.S. jobs faces automation risk. However, experts emphasize that AI isn't eliminating jobs—it's transforming them. The real challenge for businesses lies in broken workflows and poor operational readiness, not the technology itself. For MSPs, this creates a new opportunity to help organizations document processes, integrate AI effectively, and deliver measurable ROI.Meanwhile, OpenAI's trillion-dollar compute deals with major tech firms reveal the escalating financial pressure behind the AI race. Despite massive commitments with Nvidia, AMD, and Oracle, analysts question the sustainability of such spending as compute costs surge. This “AI bubble” highlights that power and price, not innovation, may soon be the industry's greatest constraints, pushing businesses toward efficiency and smarter workloads.Finally, companies like Snowflake, IBM, Otter.ai, and Google are leading the next evolution of AI—turning it into infrastructure. From data management and cost-efficient models to meeting automation and browser-based AI agents, these developments mark the shift from experimentation to real-world integration. The emerging “intelligence layer” means that AI will soon underpin how services, systems, and workflows connect, defining the next frontier for MSPs and tech providers alike. Four things to know today 00:00 At DattoCon, Kaseya Sells an AI Future — But MSPs Want Proof, Not Promises04:19 AI Isn't Taking Jobs — It's Exposing Broken Workflows and Creating a New Service Market06:41 AI's Real Risk: Not Job Loss, But Business Disorganization and Soaring Compute Costs08:42 The Intelligence Layer Emerges: Snowflake, IBM, Otter, and Google Show How AI Becomes Infrastructure  This is the Business of Tech.     Supported by:  https://scalepad.com/dave/https://cometbackup.com/?utm_source=mspradio&utm_medium=podcast&utm_campaign=sponsorship

Full transcript and links to extended interviews is at https://businessof.tech/podcast/datto-sues-slide-2025/What happens when a founder returns to disrupt the company he built, and that company sues him for stealing its secrets? This is the central conflict in the case of Datto v. Slide, a legal battle unfolding in Delaware. Datto, now owned by Kaseya, accuses Slide, founded by former Datto CEO Austin McCord, of misappropriating proprietary technology related to its Hardware Independent Restore (HIR) system. Slide, on the other hand, asserts that it developed its technology independently and that Datto's lawsuit is merely a distraction from the reality that better products will prevail in the market. The lawsuit includes multiple allegations, such as trade secret misappropriation and unfair competition. Datto claims that Slide's technology closely resembles its own HIR, which allows for near-instant recovery of systems across different virtual environments. The complaint details how Datto's HIR operates and the proprietary elements it encompasses, arguing that Slide's founders had access to these trade secrets and used them to expedite their competing platform. Slide counters these claims by emphasizing that its product was built from the ground up, utilizing modern tools and practices that do not infringe on Datto's intellectual property. To provide further context, the podcast features interviews with Slide's founders, who discuss the safeguards they implemented during development to ensure compliance with legal obligations and to avoid using any confidential information from Datto. They assert that their technology is fundamentally different and that their marketing strategies, including a dramatic demonstration involving the destruction of Datto hardware, were intended as light-hearted competition rather than disparagement. The conversation highlights the importance of transparency and trust for Managed Service Providers (MSPs) considering which platform to support. The episode also delves into the broader implications of the case, particularly how litigation can serve as a competitive strategy in a consolidating market. With Kaseya reportedly carrying significant debt, the lawsuit may reflect a defensive posture rather than a commitment to innovation. For MSPs, the ongoing legal battle raises questions about vendor reliability and the potential distractions that litigation can create. Ultimately, the podcast suggests that while the case may settle, the reputational costs for Kaseya could be substantial, impacting its image as a channel-friendly company. 00:00 Intro: Founder vs Incumbent01:45 Case Summary: Datto v. Slide Explained02:22 Inside HIR: The Alleged Trade Secret04:47 Slide's Defense06:05 Timeline and Next Steps08:36 Interview: Slide Founders Respond14:04 Expert Analysis: Bob Zeidman20:10 Expert Analysis: Prof. Camilla Hrdy24:10 Market Context: Kaseya's Debt & Strategy26:24 Lessons for MSPs28:33 Closing Take: What This Means for the Channel All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Michael Fass, co-founder and CEO of Slide, discusses the company's focused approach to backup solutions for Managed Service Providers (MSPs). Unlike many companies that aim to be all-encompassing platforms, Slide is dedicated solely to being the best backup provider in the market. Fass emphasizes the importance of understanding the unique needs of MSPs, who protect data across various environments, including on-premise servers and cloud services like Azure and Google Drive. This commitment to specialization is a strategic choice to avoid the pitfalls of being a "jack of all trades, master of none."Fass shares insights from his previous experience at Datto, where he served as Chief People Officer and General Counsel. He highlights the significance of maintaining high expectations and creating a strong partnership with MSPs. By offering direct-to-tech support and flexible month-to-month pricing, Slide aims to foster trust and empower its partners. Fass believes that these choices, while bold, are essential for building a sustainable and effective business model that prioritizes quality service over short-term profits.The conversation also touches on the evolving landscape of the managed services industry, particularly the impact of private equity investments and the increasing complexity of technology for small to medium businesses. Fass argues that despite the advancements in technology, the need for skilled IT professionals remains critical. He asserts that MSPs play a vital role in helping businesses navigate these complexities, and as such, the demand for their services is only expected to grow.Looking ahead, Fass expresses confidence in Slide's potential to become a global leader in backup solutions for MSPs. He acknowledges the challenges posed by industry consolidation but believes that new companies like Slide, which prioritize quality and partner relationships, will thrive. As he prepares for future discussions, Fass emphasizes the importance of measuring success by Slide's ability to lead the market in backup services, reinforcing the company's commitment to its mission. All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

Austin McChord, co-founder and chairman of Slide, discusses the launch of his new BCDR startup, which aims to serve managed service providers (MSPs) with a fresh approach. Drawing from his experience at Datto, McChord emphasizes the importance of maintaining a strong culture and alignment with MSPs, which he feels has eroded in recent years. He addresses comparisons between Slide and Datto, explaining that while there are similarities in vision, Slide is built on a completely different technological foundation, utilizing NVMe flash storage to enhance performance and user experience.McChord expresses a commitment to ensuring Slide remains an independent company, learning from the challenges faced during Datto's journey, including its acquisition and the subsequent cultural shifts. He highlights the importance of setting clear values and operational controls to prevent a repeat of past experiences. The conversation delves into the lessons learned from building Datto, particularly regarding business operations and the unpredictability of public markets, which can lead to unwanted outcomes for company culture and employee satisfaction.The discussion also touches on the impact of AI in the tech landscape, with McChord noting that while AI can enhance efficiency, it currently struggles with tasks that require deep expertise. He believes that AI's potential lies in automating mundane tasks and improving configurations, but warns against rushing to implement AI solutions that may not yet be fully developed. McChord emphasizes the need for MSPs to understand the limitations of AI and to focus on building strong relationships with new small businesses that are emerging in the tech space.Finally, McChord shares his philanthropic endeavors, including transforming an abandoned power plant into a public park. He expresses excitement about projects that prioritize social returns over economic ones, and how these initiatives allow him to apply business principles to create positive change. His passion for building and creating, whether in business or philanthropy, drives his current pursuits and future aspirations. All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

Kaseya has launched a series of AI-driven tools and policy changes at its Connect 2025 event, aimed at enhancing operational efficiencies for IT service providers. The Kaseya 365 Ops platform utilizes AI to help customers improve their operational efficiency, with early users reportedly saving an average of 160 hours per month, equivalent to the productivity of one additional technician. Additionally, Kaseya is introducing free-to-use Datto backup hardware for up to three devices per customer, significantly reducing upfront costs for partners. The relaunch of the Datto Alto 5, a 2TB encrypted backup device offered at the price of a 1TB unit, provides better value and security for small to medium-sized businesses.SentinelOne, Huntress, and Microsoft have also made significant updates in cybersecurity and operational tools. SentinelOne unveiled its next-generation Purple AI Athena release, which automates critical processes such as threat triaging and investigation, while Huntress enhanced its managed identity threat detection and response solution to combat the rising threat of identity-based attacks. Microsoft announced that paid subscriptions will be required for its Windows Server 2025 hotpatching service, which allows administrators to install security updates without rebooting their servers, transitioning to a subscription model after June 30th.Homeland Security Secretary Kristi Noem announced plans to refocus the Cybersecurity and Infrastructure Security Agency (CISA) on protecting critical infrastructure from sophisticated threats, particularly those posed by China. She criticized previous leadership for mission drift and emphasized the need for improved information sharing across government agencies. Additionally, the Take It Down Act has passed the House, mandating social media companies to remove flagged non-consensual sexual images within 48 hours, raising concerns about potential misuse and the impact on smaller platforms.OpenAI has rolled back an update to its GPT-4.0 model due to concerns over overly flattering responses that compromised user trust. The company aims to refine its approach based on long-term user feedback, emphasizing the importance of accuracy and directness in AI interactions, especially for professionals in decision-making roles. This rollback serves as a reminder for IT leaders to ensure that AI-generated communications are truthful and not merely affirming, as the tone of AI can significantly shape trust in client relationships. Four things to know today 00:00 Kaseya Connect 2025: AI Ops Push, Free Backup Hardware, and Fred Voccola's Ongoing Presence Signal Business-as-Usual with a New Toolkit04:14 SentinelOne's AI Analyst, Huntress's Identity Defense, and Microsoft's Paid Patching 07:24 Noem Refocuses CISA on Infrastructure Threats as Congress Advances AI Image Takedown Law10:29 OpenAI Walks Back GPT-4o Update After Sycophantic Shift, Raising Critical Questions for AI Use in IT Services Supported by:  https://getnerdio.com/nerdio-manager-for-msp/ All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

In this episode, Ryan Williams Sr. and Alfredzo Nash discuss the journey into cybersecurity, the importance of mentorship, and the creation of the Cyber Coffee Hour podcast. Alfredzo shares his personal experiences, challenges, and insights on navigating the IT and cybersecurity landscape. The conversation emphasizes the value of community, education, and collaboration in the field, while also addressing the pitfalls of bootcamps and the need for practical experience. The episode concludes with aspirations for the future of the Cyber Coffee Hour and the importance of supporting others in their cybersecurity journeys. Please LISTEN

Make it Louder! Episode 550 of Make Some Music radio show with your host - Ruslan Radriges ♪ New track with Alexander Spark x Aniølkü "Dreaming Of You" ► interplayrec.band.link/itp375 ♪ Discover this episode: ► band.link/msm550 Also new music by Ruslan Radriges in playlist. Subscribe: ► soundcloud.com/ruslanradriges/sets/rrmusic Follow Ruslan Radriges: ♦Instagram → https://instagram.com/ruslanradriges ♦Spotify → https://spoti.fi/2pRImzg ♦Facebook → https://facebook.com/RuslanRadriges ♦YouTube → https://youtube.com/c/DjProduserRuslanRadriges ♦VK → https://vk.com/ruslanradriges ♦Apple → https://music.apple.com/ru/artist/ruslan-radriges/541431482 #RuslanRadriges #MSM550 TRACKLIST: Ruslan Radriges - Intro 01. Lohrasp Kansara & Ariel Vromen ft. Mavhungu - Ancestors [Green Room] 02. Datto & Cris von X - Hiding Within [RNM] 03. Aaron Smith ft. Bridget Flowers - Tell The World (Tony Arzadon Remix) [Gods Of Madness] 04. Guglielmo Nasini - Akanke [Smash Deep] 05. Amber Revival - This Heart Of Mine [Find Your Harmony] 06. Alexander Popov x Sam Bagira x LexMorris x Slyozy Alyaski - Empty Streets (Festival Mix) [Interplay] [SOME LATELY FAVORITE] 07. Skytech - Sinner [STMPD] 08. Aimoon & ARS - Hyperspace [Nomads] 09. Moonrider & AV - I Miss You [Trancemission] [MOMENT OF THE PAST] 10. Miguel Bose - Jurame (Armin van Buuren Remix) 11. Gabry Ponte & 7 Skies ft. Storm - Storm [Pentaphonia] 12. Martin Jensen & Jaimes - Say No More [Smash The House] [PERFECT TUNE] 13. Ruslan Radriges & Alexander Turok - Step Into The Night [2Rock B Side] 14. Roman Messer x Six Mists x Jaki Nelson - Just Be You [Suanda] 15. R3SPAWN vs KMC & Alan Krevo - Here To Stay [Revealed] 16. Gelida - Leave The Rest Behind [Revealed] 17. Kazden x Ryva x RT - Better With You [Revealed] 18. Lee Rose & LuMaKa - Last Night a DJ Saved My Life [Acid Dolphin] 19. Andre Pillar - The Way Out [Kurai] Ruslan Radriges - Outro

Brett Datto is the President of the Darren Daulton Foundation, a 501(c)(3) organization that provides financial assistance to those suffering from primary malignant brain tumors. Datto was personal counsel and a close friend of Daulton's for more than two decades. Daulton, of course, was a star catcher for the Phillies who died of an aggressive form of brain cancer in 2017. In Episode #247 of "1-on-1 with Matt Leon," Matt welcomes Datto in studio to talk about the foundation. They discuss the important work the foundation does, talk about Datto's friendship with Daulton and much more. “1-on-1 with Matt Leon” is a KYW Newsradio original podcast. You can follow the show on X @1on1pod and you can follow Matt @Mattleon1060.

Slide, a new backup and disaster recovery appliance designed for managed service providers, was introduced by former Datto founders Austin McCord and Michael Fass at the right-of-boom cybersecurity conference in Las Vegas. The appliance, which is slightly larger than an Apple Mac Studio, boasts a storage capacity of up to 16 terabytes and operates at speeds capable of saturating a 10-gigabit network connection. McCord emphasized the appliance's speed and efficiency, claiming it is significantly faster than existing market solutions. The founders aim to foster a culture of connection and support, allowing users to easily cancel their service with a single click, which they view as a reflection of a customer-centric philosophy.Apple has unveiled its first in-house cellular modem, the C1, which will debut in the iPhone 16E, marking a significant step away from reliance on Qualcomm chips. The C1 modem is touted as the most power-efficient modem ever included in an iPhone, promising reliable 5G connectivity. While the iPhone 16 and 16 Pro will continue to use Qualcomm technology for the time being, Apple is strategically testing the C1 modem in a budget model to assess its performance without risking issues for premium users. This move aligns with Apple's broader goal of controlling its hardware stack and optimizing performance across its devices.In the realm of artificial intelligence, xAI has launched Grok 3, a new model that boasts enhanced capabilities and has been trained on a significantly larger dataset. Grok 3 has achieved impressive scores on various benchmarks, including math performance, and features a deep search capability that enhances its reasoning. However, early testing has revealed some limitations, such as citation accuracy and humor comprehension. The company plans to open-source Grok 2 to address previous criticisms regarding biases, while also introducing a new subscription plan for Grok 3.Lastly, the podcast discusses potential acquisition talks surrounding Trend Micro, a Japanese cybersecurity firm, which is reportedly valued at approximately $8.54 billion. The discussions involve several private equity firms, and if the acquisition goes through, it could lead to significant changes in Trend Micro's product roadmap and support structure. Additionally, Sophos has announced a partnership with Pax8 to streamline security management for service providers, indicating a trend towards consolidating vendor relationships in the cybersecurity space. This partnership aims to simplify access to a wide range of security solutions, although it remains to be seen whether Sophos can effectively compete with existing offerings in the marketplace. Four things to know today 00:00 Cancel Anytime with One Click? Slide's Backup Solution Calls Out the Industry's Biggest Flaws04:21 Apple Unveils C1 Modem in iPhone 16e, Taking First Steps Away from Qualcomm06:19 xAI's Grok 3 Hits the Scene with More Power, More Data, and… More Questions08:37 Big Money Meets Big Security: Trend Micro Buyout Talks Heat Up While Sophos Joins the Pax8 Party Supported by:  https://www.huntress.com/mspradio/https://cometbackup.com/?utm_source=mspradio&utm_medium=podcast&utm_campaign=sponsorship Event: : https://www.nerdiocon.com/ All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

In this interview, Richard Tubb speaks to Rob Rae, Corporate Vice President of Community and Ecosystems for Pax8. They're a cloud marketplace for future-focused managed service providers (MSP). After 20 years in the channel, Rob has a lot of advice on how to build better MSP ecosystems.Richard asks Rob for his thoughts on the recent Pax8 Beyond EMEA event, how he thinks events impact the wider MSP community and what the plans are for future conferences.Rob shares his journey in the channel and why he left Datto to work at Pax8, as well as what his day to day routine looks like. He talks about their company culture, what they're up to behind the scenes and the realities of expanding into new continents.Richard asks Rob what he thinks of the recent CompTIA acquisition (Rob is a board member), the lessons he's learned from his time in the industry and the advice he'd give to potential leaders, as well as who he goes to for inspiration and support.Cybersecurity and backup: DattoMSP Technology and IT Management: ConnectWiseIT & security management: KaseyaPodcast: Rob Rae bonusodeDan Wensley, Operating Advisor, Top Down Ventures; Strategic Advisor, ScalePadCybersecurity and data protection tool: AcronisIT certifications and training: CompTIAAustin McChord, Chief Executive Officer at CasanaCharlie Tamayo from RoostPaul Redding at CyberQPScott Barlow, Sophos NextGen Cybersecurity Channel Sales LeaderJason MageeNadia Karatsoreos, Channel Sales and Marketing Specialist, n-AbleChristine Gassman, VP of Community at MailprotectorPax8 Beyond 2025

Send us a textIn this insightful episode, Joey Pinz speaks with Eric Torres about his career journey and his commitment to empowering Managed Service Providers (MSPs). Eric, who has held pivotal roles at Datto, ScalePad, and now PAX 8, shares how his experiences have shaped his approach to helping MSPs grow and succeed. He introduces PAX 8's Opportunity Explorer, an AI-driven tool designed to guide MSPs in identifying strategic sales opportunities, and highlights the customizable storefront feature that allows MSPs to align vendor options with client needs.

In this episode of GG over EZ the Dream Team sees the return of Rob as he discusses his food dilemma, the bachelor party attend on top of the group discussing new Star Wars announcements, Mario Movie reception, Esports teams collaspsing as well as Q&A and much more! Patreon: https://www.patreon.com/GGEZPodcast Reddit: reddit.com/r/MrFruit Mr. Fruit:http://www.youtube.com/user/MyMisterFruit http://www.youtube.com/c/MoreMrFruit http://www.twitch.tv/MyMisterFruit http://www.twitter.com/MrFruitYT Rhabby_V: http://www.twitch.tv/Rhabby_V http://www.twitter.com/Rhabby_V BlueWestlo: http://www.twitch.tv/Bluewestlo http://www.twitter.com/Bluewestlo Mr. Fruit, Rhabby_V and BlueWestlo take you on a magical ear-adventure every week on GG over EZ with discussions ranging from games to life stories every Sunday. They frequently create content on Mr. Fruit's YouTube channel under the guise "The Dream Team". Start your free online visit today at https://hims.com/gg This episode is sponsored by BetterHelp. Give online therapy a try at https://betterhelp.com/GG and get on your way to being your best self. Your summer wardrobe awaits! Get 20% off @chubbies with the code GG20 at https://www.chubbiesshorts.com/GG20 #chubbiespod Learn more about your ad choices. Visit podcastchoices.com/adchoices

Episode SummaryIn this episode, Joshua Hoffman discusses strategies to align sales and marketing teams for better business outcomes. He emphasizes focusing on partnership and shared metrics, using data throughout the sales process, involving marketing in forecasting and pipeline discussions, and creating a culture of cross-team collaboration. Hoffman also highlights the importance of leveraging customer success teams for stronger partnerships. About the guest Josh is currently a partner at CH Consulting after spending the last three decades in global leadership roles at Dell, Avaya, Palo Alto Networks, Datto, and Netrix Global. CH Consulting is a team of experts with relevant expertise in Sales, Marketing, Transformation, Strategy, Growth, Operational Excellence, Legal, and more. Connect with Joshua Hoffman Key takeaways- Focus on the partnership between sales and marketing, not finger-pointing- Establish shared metrics and common language across teams- Use data and analytics throughout the entire sales process- Involve marketing in forecasting meetings and pipeline discussions- Create a culture of collaboration and mutual support- Leverage customer success teams to build stronger partnerships- Break down silos to drive better business outcomes Quotes"This is supposed to be a partnership. When sales and marketing get at odds, which happens in a lot of organizations, there has to be a way to bring people back to square." -Joshua Hoffman Recommended Resource Books-The One Minute Manager -Atomic Habits -Everybody Writes ⁠Connect with Joshua Hoffman⁠ | ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Follow us on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ |⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Website

In this weeks' Scale Your Sales Podcast episode, my guest is Theresa Caragol. Theresa Caragol, CEO of AchieveUnite Inc., leverages 20+ years' global expertise in driving revenue growth, mitigating risk, and fostering strategic partnerships. Recognized for channel team leadership, she pioneers revenue expansion through acquisitions, building trust-based cultures, and fostering cross-functional ecosystems. A sought-after speaker and author, she's committed to both professional excellence and philanthropy. In today's episode of Scale Your Sales podcast, Theresa shares her journey in driving revenue growth through partnerships, emphasizing the importance of mentors in her success. Discover insights from her upcoming book and learn about the key elements of successful partnerships and the impact they can have on revenue, innovation, and culture. Tune in to gain valuable knowledge on building trust-based ecosystems and fostering cross-functional partnerships in organizations. Welcome to Scale Your Sales Podcast, Theresa Caragol.   Timestamps: 00:00 - Unleashing Incredible Growth: Harnessing the Power of Successful Partnerships 06:41 - Assess readiness, strategy, deliberate science in partnership. 08:36 - Successful organizations invest in long-term partnerships. 11:52 - Datto's story of customer-turned-partners creates success. 16:27 - Developing people, achieving goals, essential skills emphasis. 18:40 - Ron Roaner, Bob's mentor, influenced him profoundly. 21:10 - Teaching partnering and sales skills for success.   https://www.linkedin.com/in/theresacaragol/   Janice B Gordon is the award-winning Customer Growth Expert and Scale Your Sales Framework founder. She is by LinkedIn Sales 15 Innovating Sales Influencers to Follow 2021, the Top 50 Global Thought Leaders and Influencers on Customer Experience Nov 2020 and 150 Women B2B Thought Leaders You Should Follow in 2021. Janice helps companies worldwide to reimagine revenue growth thought customer experience and sales. Book Janice to speak virtually at your next event: https://janicebgordon.com LinkedIn: https://www.linkedin.com/janice-b-gordon/ Twitter: https://twitter.com/JaniceBGordon Scale Your Sales Podcast: https://scaleyoursales.co.uk/podcast More on the blog: https://scaleyoursales.co.uk/blog Instagram: https://www.instagram.com/janicebgordon Facebook: https://www.facebook.com/ScaleYourSales And more! Visit our podcast website https://scaleyoursales.co.uk/podcast/ to watch or listen.

In an increasingly digital world, securing your business data against unexpected disasters is more essential than ever. This insightful episode of our tech spotlight series delves into the critical importance of Business Continuity & Disaster Recovery (BCDR) with special focus on Datto's pioneering solutions. Featuring Liz, a Senior Principal Account Manager, and Chris, a Senior Technical Account Manager & Principal Solutions Engineer, we explore how Datto stays at the forefront of cybersecurity, continuously evolving with the market to safeguard client interests against emerging threats. From the intricacies of compliance and privacy to the latest in direct-to-cloud technologies, join us as we unpack strategies and insights that cater to all industries aiming to fortify their data resilience. Whether you're in healthcare, finance, or education, this conversation is a valuable tool to understand why & how to implement robust BCDR plans with Datto's advanced systems at your helm.

Unlock the secrets to transforming your sales approach and fostering a winning organizational culture with my latest guest, Joshua Hoffman from CH Consulting, on Sales Lead Dog. Our conversation is a treasure trove of insights, drawing from Joshua's extensive experience in sales consulting to pinpoint the vital elements that contribute to a thriving business environment. We dissect the importance of inclusivity, how to align with your company's vision, and the power of a relentless focus on outcomes, ensuring that this episode is more than just a discussion—it's a blueprint for personal and professional growth in the competitive world of sales. As your host Christopher Smith, I share my own metamorphosis from a budding salesperson to a veteran sales leader, complete with the hard-earned wisdom from my 14-year journey at Dell. My personal narrative not only highlights the significance of humility and coaching but also the strategic impact of empathy and effective communication. Our in-depth analysis offers a fresh perspective on leading with compassion, fostering a team spirit that emphasizes collaborative learning, and ensuring that every member contributes to the collective success. This episode serves as a masterclass for both up-and-coming and seasoned sales professionals who aim to elevate their leadership skills. Strap in for an exploration of strategic planning, the nuanced use of CRM systems, and the art of understanding your customers through the Bant strategy. We dissect the creation of strategic plans that prioritize solutions with tangible ROI, emphasize the need for comprehensive analytics, and the careful implementation of technology to support your goals. With Joshua's expert insights and my reflections on the transformational role of CRM systems, this episode is your guide to developing strategies that not only enhance sales success but also cultivate continuous improvement and alignment within your team. Don't forget to subscribe to Sales Lead Dog for more episodes that promise to keep you at the forefront of the sales industry. Joshua is a visionary and outcome focused global sales executive with expertise in strategy and operations and a track record of exceeding targets while rapidly scaling and building high performance teams.  He is an agile executive that delivers change, growth, and operational efficacy while delivering innovative thinking in GTM, RTM, demand-generation, and customer-facing sales programs. He synthesizes complex problems, developing creative solutions that consistently exceed short-term targets while driving long-term success.  He is a trusted team member, board member, and advisor with excellence in developing, mentoring, and guiding cross-functional teams. Josh's career includes leading multiple domestic and global business units at Dell, significant global executive experiences with Avaya, Palo Alto Networks and Poly, leading the Americas business at Datto, Chief Revenue Officer at Netrix Global and now as a partner at CH Consulting.    Quotes: "An absolutely ruthless focus on outcomes is what separates a good sales team from a great one." "Culture is the bedrock of a thriving sales environment; it's about creating a space where people are aligned with the mission and see beyond just a job." "Inclusivity and diversity in a sales team are not just buzzwords; they are vital elements that drive innovation and problem-solving."   Links: Joshua's LinkedIn - https://www.linkedin.com/in/joshuaphoffman/ Get this episode and all other episodes of Sales Lead Dog at https://empellorcrm.com/salesleaddog/ 

Command Control Power is doing live broadcasts! Become a patron today to participate in our livestreams. How do you protect domains that do not have email? Here are the key points: -Email addresses can be spoofed to appear as if they are coming from a different domain. This can be used for phishing attacks. There are several ways to protect domains without email addresses: * DMARC record: This tells email servers what to do with emails that claim to be from the domain but don't come from an authorized source. * DKIM record: This helps to verify the sender's identity for emails. * SPF record: This specifies which email servers are authorized to send email for the domain. Jerry recommends looking into Cloudflare. * Whois privacy: This service hides the contact information for the domain owner. It can prevent ethical hackers from reaching out to report vulnerabilities, but it doesn't prevent spoofing. Joe talks about creating a separate global admin account that is not used for regular email and has a strong password. MFA (multi-factor authentication) should also be enabled for this account. Phishing campaigns and training is a great add on to protect clients from the weakest link…the user. -Some users won't see the value of services until something goes wrong. -Sam is concerned about being locked into a cloud backup service once enrolled. * Challenges of selling security services: Some clients may be resistant to paying for security recommendations, especially if they don't see the immediate benefit. We need to explain the risks and the potential consequences of not taking action. Let clients say no to additional services, especially with relation to security. * Synology vs Backup Service: There's a good discussion in the chat between on-premise backup using Synology and cloud-based backup services like Datto or Barracuda. Synology requires an upfront cost but offers more control and potentially lower cost in the long run, while cloud backups are easier to manage but can be more expensive. Backup Considerations: * Legal holds: Legal requirements to retain data for a certain period (e.g., 7 years) need to be considered when choosing a backup solution. * Migration:** Moving between backup solutions can be difficult and expensive. Synology Management: * Active Backup can be used for backups. * Active Insight can be used for monitoring backups and servers. * Email notifications can be configured for Synology alerts. Ultimately, choosing a Backup Solution depends on factors like the number of users, the amount of data, budget, technical expertise, and desired level of control. Joe brings up Genie by Norton as a free scam detector.

Today we're talking to Chris McKie & Matthé Smit from Datto. We discuss how to have the cybersecurity conversation with c-suite executives, the ransomware threats that aren't going anywhere anytime soon, and why the smallest stupid oversights often lead to the biggest breaches. All of this right here, right now, on the Modern CTO Podcast!  To learn more about Datto, visit their website here. Have feedback about the show? Let us know here. Produced by ProSeries Media.

Welcome back to February's installment of ‘The Latest HR News'. This month, Stuart Elliott is joined by Justine Thompson and Taylor Bradley to discuss some of the themes from trending articles in business and HR. In this episode Stuart and our guests discuss a host of themes on how success can be fostered within an organisation. They start the conversation by discussing hybrid working and its continued prominence within the workforce; reflecting on the potentially damaging monitoring of remote work and the significance of trust in order to see productivity and retention of top talent. Our guests also touch on flexibility within the workplace and how this has become, a ‘non-negotiable' to yield a successful culture in a post-covid world. They then move onto DEI and its necessity to build a winning business strategy and remain progressive. They also examine workplace culture, exploring how so-called ‘negative traits' such as competitiveness and rivalry are being reframed to promote a healthy mindset where competition is seen as a motivation to excellence. The final topic explored is job ghosting, based on an article claiming that a large percentage of Gen-Z have avoided an interview or their first day on a job. Despite Justine's scepticism of these statistics, it provides an interesting perspective on how, in a virtual world, some individuals would rather severe communication to avoid difficult conversations.Justine is an ED&I expert with over 20 years' experience in HR and people focused roles. She has a particular interest in culture, psychological safety and belonging, and has worked with organisations across many sectors to bring these topics to life through training and facilitated discussion. She has extensive experience of working with diversity to identify barriers and design data driven strategies and is the Head of Market Intelligence at Inclusive Group. Taylor is a seasoned HR executive deeply committed to shaping organisational talent strategy and fostering a culture of growth and technical innovation. He is the Head of HRBPs and Compensation at Turing, an Al-empowered Talent Cloud and has worked with founder-led startups like DocuSign and Datto to craft IPO-ready talent strategies. For links to the articles, please see our blogKey Timestamps: - 00:52 – Intro into Justine Thompson- 01:24 – Intro into Taylor Bradley- 02:50 – Hybrid Working- 11:33 – Operational effectiveness - 19:30 – Flexibility in the workplace - 34:32 – DEI: The success of diversification - 44:48 – AI: Fear vs Reality - 51:58 – Rivalry in the workplace - 59:05 – Job ghostingYou can listen to and download HR Insights from Apple Podcasts, Google Podcasts, Spotify and most popular podcast apps, subscribe so the latest episodes are directly available! You can also join our HR Community and follow us on LinkedIn and Instagram. Thank you so much for listening and please rate and review!

Welcome to another episode of Category Visionaries — the show that explores GTM stories from the tech's most innovative B2B founders. In today's episode, we're speaking with Austin McChord, CEO of Casana, an in-home health monitoring platform that's raised over $46 Million in funding. Here are the most interesting points from our conversation: Unconventional Transition: Austin's journey from cybersecurity with Datto to the medtech space with Casana highlights a unique path of leveraging operational skills across distinct industries. Product Philosophy: Both Datto and Casana share a design philosophy where products work best when unnoticed by users, emphasizing seamless integration into daily life for reliability and efficacy. FDA Regulatory Journey: The exhaustive and detailed process of gaining FDA clearance for medical devices, including biocompatibility testing and the rigorous documentation required for every aspect of product development and testing. Healthcare Innovation through Humor: Casana's marketing approach uniquely balances humor with serious science, using the novelty and inherent humor of a health monitoring toilet seat to engage audiences before delving into the product's significant medical benefits. The Future of Home Health Monitoring: The COVID-19 pandemic has accelerated acceptance and demand for in-home health monitoring, opening the market for Casana's innovative solutions and setting the stage for broader adoption and integration into healthcare practices. Fundraising in Medtech: Austin's insights into the medtech fundraising landscape, highlighting the unique challenges and milestones compared to more conventional tech startups, with a focus on developing products that can save lives before generating revenue.

If a friend of yours said, “There's a new show you have to watch about a mid-size paper company in Scranton, Pennsylvania,” would you want to watch it? The crazy thing is we're talking about the most popular sitcom of all time. But it sounds boring as heck. So what makes it so good? The actual content.The Office was relatable, cringey, absurd, and lucky for us, chock full of B2B marketing lessons. And that's what we're talking about today with our guest, VP of Content Marketing at Crayon, Sheila Lahar. Together, we're chatting about B2B marketing lessons from the U.S. version including holding a writers' room, recognizing when your marketing playbook is stale, and making every word count. This episode of Remarkable is sure to leave you satisfied and smiling. That's what she said.About our guest, Sheila LaharSheila Lahar is Senior Director of Content Marketing at Crayon, responsible for making sure that everything they publish is unique, compelling, and valuable. Prior to joining Crayon, she built successful content marketing programs at a number of B2B SaaS companies, including Flatfile, Datto, and Eloqua.About CrayonCrayon, the leading competitive intelligence platform for mid-market and enterprise businesses, brings a complete, real-time picture of what competitors are up to—delivering valuable insights to key departments in a range of formats that can be easily accessed and acted on. So companies can quickly see and seize opportunities, and build a sustainable business advantage.About The OfficeThe Office is an Emmy Award-winning mockumentary about the employees of a paper company called Dunder Mifflin in Scranton, Pennsylvania. It was originally a U.K. series created by British comedian Ricky Gervais and Stephen Merchant. But we're covering the U.S. version, which was adapted from the original by SNL writer Greg Daniels. It was co-produced by Deedle-Dee Productions and Reveille Productions in association with Universal Television. Members of the original cast included Steve Carrell as the Scranton regional branch manager, Michael Scott. Assistant to the regional branch manager, Dwight Schrute, is played by Rainn Wilson. John Krasinski is Jim Halpert, Jenna Fisher is secretary Pam Beasley, and B.J. Novak is the temp, Ryan Howard. The 9 seasons aired from 2005 to 2013.What B2B Companies Can Learn From The Office: Hold a writers' room. Brainstorm ideas with your colleagues. Sheila says, “This works really well in person. One person will have an idea that's funny. And then you just build off that. By the end of it, you're suggesting the craziest, wackiest things, which seem like The Office in some of the scenarios and situations. I've seen that play out in B2B marketing when you just get a creative group together and you're kind of like, ‘All right, this is what we've got, but what can we do here to make it funny or more appealing?” It's how you elevate your product or service with great content. Recognize when your marketing playbook is stale. And pivot fast to give your audience something new and better than the last. Sheila says The Office just wasn't the same once Steve Carrell left, that it felt like the show ran out of funny ideas. She says it would have been better to pivot to a spinoff after five seasons to give their audience something new. So when it comes to marketing, it's important to always think critically about your content strategy. To ask “Is my content stale?” And move on. Sheila says, “It's like we've got these playbooks that we've developed and we just go to the same thing. And we're all doing the same thing just because it worked.” Go on to experiment and find new things that work better than the last.Make every word count. When you're writing ad copy with a 1,000 character limit, each word has to pack a punch. Sheila says, “It has to be so impactful or funny or something. You have to get that emotion. I think back to the writers for The Office. They were so good at writing one-liners, whether it was for Creed or Ryan.” So think about the impact of every word when writing your next copy.Quotes*”For so much of the stuff that's out there, whether it's billboard ads or other types of ads, there's just such a lack of enthusiasm to be bold, to say something funny or interesting. Let's get back to the Creed joke where he's like, ‘I sprout mung beans on a damp paper towel in my desk drawer. Very nutritious but they smell like death.' It's that absurdity that makes his character so freaking hysterical. And that absurdity is also the stuff that stands out in your mind.” - Ian Faison*”We're in this noisy world where everyone's just scrolling really fast. You've got less than a second, you just have no time. The bold and the funny and anything that stands out, that's your chance. That's your only chance to get noticed.” - Sheila LaharTime Stamps[0:55] Meet Sheila Lahar, VP of Content Marketing at Crayon[2:02] Why are we talking about The Office?[4:15] What is The Office about?[7:34] Why is The Office remarkable?[14:12] What are some marketing lessons we can take from The Office?[28:28] What's Sheila's content strategy at Crayon?[30:38] How does Sheila prove the ROI of content?[34:55] What are some initiatives Sheila is working on for the future?LinksWatch The OfficeConnect with Sheila on LinkedInLearn more about CrayonAbout Remarkable!Remarkable! is created by the team at Caspian Studios, the premier B2B Podcast-as-a-Service company. Caspian creates both non-fiction and fiction series for B2B companies. If you want a fiction series check out our new offering - The Business Thriller - Hollywood style storytelling for B2B. Learn more at CaspianStudios.com. In today's episode, you heard from Ian Faison (CEO of Caspian Studios) and Meredith Gooderham (Senior Producer). Remarkable was produced this week by Jess Avellino, mixed by Scott Goodrich, and our theme song is “Solomon” by FALAK. Create something remarkable. Rise above the noise.

In this episode of GG over EZ the Dream Team discusses their card pack opening extravaganza with Datto & Danielle, The Game Awards announcements, The Day Before, GTA VI and much more! Patreon: https://www.patreon.com/GGEZPodcast Reddit: reddit.com/r/MrFruit Mr. Fruit: http://www.youtube.com/user/MyMisterFruit http://www.youtube.com/c/MoreMrFruit http://www.twitch.tv/MyMisterFruit http://www.twitter.com/MrFruitYT Rhabby_V: http://www.twitch.tv/Rhabby_V  http://www.twitter.com/Rhabby_V BlueWestlo: http://www.twitch.tv/Bluewestlo  http://www.twitter.com/Bluewestlo Mr. Fruit, Rhabby_V and BlueWestlo take you on a magical ear-adventure every week on GG over EZ with discussions ranging from games to life stories every Sunday. They frequently create content on Mr. Fruit's YouTube channel under the guise "The Dream Team".  For a limited time, buy any 3-month Mint Mobile plan and get 3 more months FREE by going to https://mintmobile.com/gg.  Knock out your holiday shopping today and get 20% off your first order, plus free shipping, at https://meundies.com/gg15. Start the Good Habit at https://tryfum.com/GG to save 10% off the Journey Pack today. Learn more about your ad choices. Visit podcastchoices.com/adchoices

FPS Exclusive! get a FREE 1-year supply of Vitamin D3K2 AND 5 free AG1 Travel Packs with your first AG1 purchase ➼ https://drinkAG1.com/FRIENDS Thanks to AG1 for sponsoring FPS.--Thanks to our friends Raycon for sponsoring this episode! Head to https://buyraycon.com/friends to get 20 to 50% off sitewide!--Welcome to a special episode of the FPS Podcast. This week it's a pretty huge guest line-up. First up is a who's who of Destiny content creation: Datto, MyNameIsByf and Aztecross join the show to discuss the recent layoffs at Bungie, the delay of the Final Shape expansion and Marathon, as well as  the current state of Destiny and the way its talked about both by players and the gaming community at large. Following that, we're honored to be joined by none other than Sam Lake and Kyle Rowley, the co-directors of Alan Wake II. The FPS crew went absolutely nuts for Alan Wake II, and to be able to speak to the people who led its creation was a rare treat. Timestamps:00:00 Intro18:19 Destiny 2 Discussion With Datto, MyNameIsByf, and Aztecross!01:19:38 AG1 (Ad)01:22:01 Alan Wake 2 Discussion01:34:02 Alan Wake 2 Discussion with Sam Lake and Kyle Rowley!02:23:50 Raycon (Ad)02:26:10 What We've Been Playing03:12:38 This Week In The Way Back03:23:35 Wrap Up--Let's meet our hosts:- Jake Baldino (aka the Before You Buy Guy) is pretty much the most watched reviewer on YouTube across both Gameranx and his personal channel (https://www.youtube.com/c/JakeBaldino). If you're obsessed with Delorians, The Mummy and Pizza you can discuss that stuff with him directly over on Twitter:  @JakeBaldino- Lucy James is a Senior Producer at Gamespot and a Creative Producer at Giant Bomb. She's actually, like, experienced and credentialed and has real life skills and stuff, while the rest of the gang would be funemployed if the YT algorithm didn't kiss them for random, inexplicable reasons. - Jirard (aka The Completionist: https://www.youtube.com/c/ThatOneVide...) has been doing YouTube since before Noah wore short pants. Over the course of more than a decade, Jirard has completed HUNDREDS of games to bring you the quality of review that almost no other reviewer dare bring you, getting the 100% completion trophy for every title before putting pen to paper. Jirard has a let's play channel and in his spare time he fires off the occasional hot-take over on Twitter: @TheCompletionist- Skill Up used to work at McDonalds but he got fired for skimming too many chicken nuggets. He says he regrets it since he hasn't had a better job since. --Listen to the Friends Per Second Podcast on your favourite podcast platform: https://linktr.ee/friendspersecondFollow on Twitter: https://twitter.com/TheFPSPodcastFollow on Instagram: https://www.instagram.com/friendspers...Follow on TikTok: https://www.tiktok.com/@friendspersecond--

1.) What's Up with You?   One of our favorite topics on the show: What do you prefer--the large events or the smaller events?    Let us know and send us message at james@kernanconsulting.com!   Host James breaks down the pros and cons of both.    ---   2.)  MSP Question of the Week   Should you have one offering or multiple offerings – AND – what is your recommendation for price per seat?        3.) James's Quick Marketing Tip   Please, update your headshots / video on your business.   Do this annually to keep fresh photos/video on your business to repurpose on social media marketing! --- Our upcoming events: Kernan Mastermind Roadshow Dec 7-8th, 2023 in Newport Beach CA –    http://bit.ly/kernanmastermind   https://kernanconsulting-mastermind.mykajabi.com/mastermind-event     Use code: EARLYBIRD   Jan 16-18th in Honolulu HI – MSSP Sales/Marketing workshop https://conference.fornixmarketing.com/hawaii-conference-3364   Our Social Links: https://www.linkedin.com/in/james-kernan-varcoach/ https://www.facebook.com/james.kernan https://www.facebook.com/karlpalachuk/ https://www.linkedin.com/in/karlpalachuk/ https://www.linkedin.com/in/amybabinchak/ https://www.facebook.com/amy.babinchak/

In this episode of GG over EZ the Dream Team discusses their lukewarm feelings on MW3 and CS2, Rob's guest visitors this week, a wholesome adventure with Mr. Fruit and Datto as well as Q&A and much more! Patreon: https://www.patreon.com/GGEZPodcast Reddit: reddit.com/r/MrFruit Mr. Fruit: http://www.youtube.com/user/MyMisterFruit http://www.youtube.com/c/MoreMrFruit http://www.twitch.tv/MyMisterFruit http://www.twitter.com/MrFruitYT Rhabby_V: http://www.twitch.tv/Rhabby_V  http://www.twitter.com/Rhabby_V BlueWestlo: http://www.twitch.tv/Bluewestlo  http://www.twitter.com/Bluewestlo Mr. Fruit, Rhabby_V and BlueWestlo take you on a magical ear-adventure every week on GG over EZ with discussions ranging from games to life stories every Sunday. They frequently create content on Mr. Fruit's YouTube channel under the guise "The Dream Team".  Head to https://factormeals.com/gg50 and use code gg50 to get 50% off Head to https://tryfum.com/GG and use code GG to save an additional 10% off your order today. Learn more about your ad choices. Visit podcastchoices.com/adchoices

In this episode of GG over EZ the Dream Team celebrates hitting episode 200 of the GG over EZ podcast and discusses an update on Mr Fruit, naked stuff, CS2, Epic Games, DnD as well as Q&A and much more! Patreon: https://www.patreon.com/GGEZPodcast Reddit: reddit.com/r/MrFruit Mr. Fruit: http://www.youtube.com/user/MyMisterFruit http://www.youtube.com/c/MoreMrFruit http://www.twitch.tv/MyMisterFruit http://www.twitter.com/MrFruitYT Rhabby_V: http://www.twitch.tv/Rhabby_V  http://www.twitter.com/Rhabby_V BlueWestlo: http://www.twitch.tv/Bluewestlo  http://www.twitter.com/Bluewestlo Mr. Fruit, Rhabby_V and BlueWestlo take you on a magical ear-adventure every week on GG over EZ with discussions ranging from games to life stories every Sunday. They frequently create content on Mr. Fruit's YouTube channel under the guise "The Dream Team". This episode is sponsored by BetterHelp. Give online therapy a try at https://betterhelp.com/GG and get on your way to being your best self. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Today's special episode of SMBCP we have a special guest host, Donna Blum.  1.) The MSP Question of the Week         Is it a good idea for couples to work together in the same company?  --- 2.) Five Minutes with a Smart Person - Nick Wolf of EVO Security Nick is a senior sales  executive with experience growing channel partnerships for MSP focused vendors. From 2011-2020 Nick was a key member of Datto, and onboarded over 750 MSPs, which helped grow the company to be acquired for over $1.5 Billion in 2017. From 2020-2021 Nick was a member of SKOUT Cybersecurity, joining many previous colleagues he worked with at datto, and onboarded over 100 MSPs, which helped grow the company to be acquired in 2021 by Barracuda. Nick is now the Director of Partner Acquisition at Evo Security responsible for their rapid growth in the IAM space by working with MSPs and MSSPs.   https://www.evosecurity.com/ https://www.linkedin.com/in/wolfnick --- Resources and Links: Kernan Mastermind Roadshow:  September 28-29 – Scottsdale, AZ! http://bit.ly/kernanmastermind https://kernanconsulting-mastermind.mykajabi.com/mastermind-event  Our Social Links: https://www.linkedin.com/in/james-kernan-varcoach/ https://www.facebook.com/james.kernan https://www.facebook.com/karlpalachuk/ https://www.linkedin.com/in/karlpalachuk/ https://www.linkedin.com/in/amybabinchak/ https://www.facebook.com/amy.babinchak/ Check out the latest episode!  

Steve is an operator turned venture capitalist. After a very successful run at General Catalyst, he joined Juxtapose earlier this year as a Partner to focus on building innovative B2B companies. Juxtapose is an investment firm that partners with experienced entrepreneurs to build category-defining technology companies. The firm has developed over twenty companies over the last 25 years including Tend, Great Jones, Earned, and others. In this episode of our podcast, we cover: * How to make big bets and recognize shifts in the tech industry as an investor. * Steve's background from academia to how he got his career started in the tech industry. * The story of VMware and how he learned how to scale an engineering organization to over 3,000 people. * His experience as an investor at General Catalyst and his thesis around making investments in cybersecurity, along with portfolio companies that have scaled like Illumio and Datto. * What he is up to now at Juxtapose and how the firm is unique in terms of investing and company creation. * And so much more. If you are listening to this podcast, then it is highly likely that you are interested in the founder journey and lessons learned around building companies. Please make sure you don't miss any episodes by subscribing to The VentureFizz Podcast on iTunes, Google Play, Stitcher, Spotify, or Soundcloud. Oh, don't forget to leave us a review. It will really help us out!

Show Website: https://mspbusinessschool.com/ Guest Name: Nick Wolf https://www.linkedin.com/in/wolfnick/  Company: Evo Security https://www.evosecurity.com/ Hosts Brian Doyle: https://www.linkedin.com/in/briandoylemetathinq/ Robb Rogers: https://www.linkedin.com/in/robb-rogers-07415251/ Tim McNeil: https://www.linkedin.com/in/timmcneil3/ Sponsors vCIOToolbox: https://vciotoolbox.com OSR Manage: https://osrmanage.com Nick is the Director of Partner Acquisition at Evo Security, an Identity and access Management vendor for MSPs and MSSPs. Previously he worked at Datto for 9 years as one of their first employees and helped grow the company from being a startup to a successful exit of over $1 Billion. He also helped launch SKOUT Cybersecurity, an XDR vendor for MSSPs that was later acquired by Barracuda Networks in 2021.  3:31 Nick Wolf opens up about himself. He shares that he's been in the MSP industry for 13 years and he started way back in high school. He also talks about what he does and what his company offers. 7:41 Brian inquires about Nick's most memorable tales from the cyber world, prompting Nick to share some interesting and unforgettable experiences. In addition, Nick emphasizes the critical significance of identity protection in today's digital landscape. 12:06 Tim queries Nick about the company's aspirations for the next two to three years. Nick shares some of their future plans, collaborations, and partnerships. He also talks about how their products are revolutionizing the security industry. 18:49 Robb inquires about Nick's journey into Evo, to which Nick recounts how it all began through a LinkedIn connection with the CEO. Robb further expresses astonishment at the rapid growth of the company, noting that Evo has expanded its size by a remarkable factor in a relatively short span of time.

In this episode of GG over EZ the Dream Team discusses The Destiny 2 Final Shape reveal alongside special guest Datto, the state of gaming, why monkeys are so jacked, God refusing to patch Earth, The Cold War and much more! Patreon: https://www.patreon.com/GGEZPodcast Reddit: reddit.com/r/MrFruit Datto: https://www.youtube.com/DattoDoesDestiny https://www.twitch.tv/Datto https://twitter.com/DattosDestiny Mr. Fruit: http://www.youtube.com/user/MyMisterFruit http://www.youtube.com/c/MoreMrFruit http://www.twitch.tv/MyMisterFruit http://www.twitter.com/MrFruitYT BlueWestlo: http://www.twitch.tv/Bluewestlo http://www.twitter.com/Bluewestlo Mr. Fruit, Rhabby_V and BlueWestlo take you on a magical ear-adventure every week on GG over EZ with discussions ranging from games to life stories every Sunday. They frequently create content on Mr. Fruit's YouTube channel under the guise "The Dream Team". Learn more about your ad choices. Visit podcastchoices.com/adchoices

Phylicia Schroeder, Manager, Provider Engagement and Quality Analytics at Blue Cross Blue Shield of Arizona Medicare Advantage and Janine Wakim, Head of Operations at ReferWell, join Eric to discuss how the plan is transforming the member journey by instituting a cultural shift putting the member's needs above the plan's needs, adding that to accomplish this goal, the plan uses data and predictive analytics to learn about what makes its members unique. Topics covered during the episode include: - Member journey mindset - Navigation and physician scheduling - Data integration, risk mitigation (as it relates to CAHPS) and  - Provider engagement.    Phylicia and Janine share many bright spots your plan can implement to provide a tailored experience for your members!   About Phylicia Phylicia is a highly skilled Medicare Stars quality (HEDIS, CAHPS, HOS) analyst and strategist who specializes in data analysis, extrapolation and visualization through building dashboards in Power BI, technology implementation, provider engagement and clinical workflows, project management, process improvement and documentation.  She is a true innovator who never says “No” and sees obstacles as opportunities to apply creative problem-solving to find a solution.   About Janine As Head of Client Operations, Janine Wakim is keenly focused on the success and satisfaction of ReferWell's customers.  Janine leads the team that works with some of the largest healthcare systems and payers in the United States from onboarding to growth to ongoing support.  She is an operations leader with over 20 years of experience in strategic planning and process improvement, leading client experience and business analytics teams. At Gartner, she served as the lead in building the offshore center of excellence for Business Analysis to provide insights into the Research and Advisory business to grow its footprint and retain its client base. She also served in leadership roles at Datto and Potoo Solutions. Janine earned a Bachelor of Science in Finance from Lehigh University, an MBA from Columbia Business School, and an MPH in Hospital Administration from Columbia University Mailman School of Public Health. This episode is sponsored by ReferWell Health plans are acutely aware that they are measured and graded on quality, experience and health equity more so than ever before. Their biggest challenge is to impact those areas directly. ReferWell helps health plans advance health equity by scheduling underserved members for the care they need, be it medical, care gap appointments or — through your community partnerships — appointments for transportation assistance, nutritional counseling, mental health services and other community-based organization offerings. Data shows that ReferWell's solution directly impacts the members who need it most.    ReferWell care navigators find the Perfect Match right at the referable moment (when the member is leaning into their care) and schedule the member while on the phone. It's a proven process that provides better access, experience and outcomes for members, and better quality performance, which affects the health plan's bottom line. For more information, visit www.referwell.com.  

Austin McChord is a relentless entrepreneur whom many of you will know as the founder and CEO of Datto, which was recently sold to Kasaya for $6.2 billion dollars. He is also a founder at Casana (a medical device company where he is the CEO), Havoc Robotics, Outsiders Fund, and serves on the boards of Zorus and Shelf. Perhaps most importantly for this show, he is a co-founder and chairman at Cork, a cybersecurity solution for managed service providers (MSPs - heads up I'm going to use that term a lot in this episode). Carlson Choi is a co-founder and CEO of Cork. Prior to founding Cork, Carlson held technology leadership roles at Datto, Superluminal, Jack in the Box, Jollibee Foods Corporation, Mattel, and Activision Blizzard. He has dedicated his career to launching disruptive industry product and solutions from the earlier days of online digital gaming, digital to life toys, and mobile food ordering.  

In this episode of GG over EZ the Dream Team discuss natural light existing in Mr. Fruit's office, Rob's appalling PC cleaning issues, Datto's gamedev video spurring even more controversy in the Destiny community as well as Q&A and much more! Patreon: https://www.patreon.com/GGEZPodcast Reddit: reddit.com/r/MrFruit Mr. Fruit: http://www.youtube.com/user/MyMisterFruit http://www.youtube.com/c/MoreMrFruit http://www.twitch.tv/MyMisterFruit http://www.twitter.com/MrFruitYT Rhabby_V: http://www.twitch.tv/Rhabby_V http://www.twitter.com/Rhabby_V BlueWestlo: http://www.twitch.tv/Bluewestlo http://www.twitter.com/Bluewestlo Mr. Fruit, Rhabby_V and BlueWestlo take you on a magical ear-adventure every week on GG over EZ with discussions ranging from games to life stories every Sunday. They frequently create content on Mr. Fruit's YouTube channel under the guise "The Dream Team". This episode is sponsored by BetterHelp. Give online therapy a try at https://betterhelp.com/GG and get on your way to being your best self. Head to https://factormeals.com/gg50 and use code gg50 to get 50% off your first box.  Learn more about your ad choices. Visit podcastchoices.com/adchoices

In this episode of GG over EZ, the Dream Team sees the return of Rob as he discusses his food dilemma, the bachelor party attend on top of the group discussing new Star Wars announcements, Mario Movie reception, Esports teams collapsing as well as Q&A and much more! Patreon: https://www.patreon.com/GGEZPodcast Reddit: reddit.com/r/MrFruit Mr. Fruit: http://www.youtube.com/user/MyMisterFruit http://www.youtube.com/c/MoreMrFruit http://www.twitch.tv/MyMisterFruit http://www.twitter.com/MrFruitYT Rhabby_V: http://www.twitch.tv/Rhabby_V http://www.twitter.com/Rhabby_V BlueWestlo: http://www.twitch.tv/Bluewestlo http://www.twitter.com/Bluewestlo Mr. Fruit, Rhabby_V and BlueWestlo take you on a magical ear-adventure every week on GG over EZ with discussions ranging from games to life stories every Sunday. They frequently create content on Mr. Fruit's YouTube channel under the guise "The Dream Team". Save 20% Off and Free Shipping with the code GG at https://Manscaped.com Learn more about your ad choices. Visit podcastchoices.com/adchoices

In this episode of GG over EZ the Dream Team has special guest Datto join them as Rob is away for a bachelor party so instead we get his thoughts on Destiny 2 Lightfall and it's future, gaming as a whole as well as Q&A and much more! Patreon: https://www.patreon.com/GGEZPodcast Reddit: reddit.com/r/MrFruit Datto: https://www.youtube.com/user/DattoDoesDestiny http://www.twitter.com/DattosDestiny http://www.twitch.tv/Datto Mr. Fruit:http://www.youtube.com/user/MyMisterFruit http://www.youtube.com/c/MoreMrFruit http://www.twitch.tv/MyMisterFruit http://www.twitter.com/MrFruitYT Rhabby_V: http://www.twitch.tv/Rhabby_V http://www.twitter.com/Rhabby_V BlueWestlo: http://www.twitch.tv/Bluewestlo http://www.twitter.com/Bluewestlo Mr. Fruit, Rhabby_V and BlueWestlo take you on a magical ear-adventure every week on GG over EZ with discussions ranging from games to life stories every Sunday. They frequently create content on Mr. Fruit's YouTube channel under the guise "The Dream Team". This episode is sponsored by BetterHelp. Give online therapy a try at https://betterhelp.com/GG and get on your way to being your best self. Get twenty percent off your first monthly box when you sign up at https://boxofawesome.com and enter the code gg at checkout. Head to https://factormeals.com/gg50 and use code gg50 to get 50% off your first box. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Three things to know today NLRB General Counsel Clarifies Retroactive Application of Non-Disparagement Ruling Datto Set to Launch Cloud Management Solution, Catching up to Competitors in Managed Services Software Market AND Novo Data Reveals Top 10 SaaS Providers for Small Businesses: Intuit Takes the Lead While Channel Companies Fall Behind   Advertiser:  https://pcmatic.com/mspradio/     Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/   Support the show on Patreon:  https://patreon.com/mspradio/   Want our stuff?  Cool Merch?  Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com   Follow us on: Facebook: https://www.facebook.com/mspradionews/ Twitter: https://twitter.com/mspradionews/ Instagram: https://www.instagram.com/mspradio/ LinkedIn: https://www.linkedin.com/company/28908079/  

Meet Fred Voccola, the CEO of Kaseya, the leading provider of unified IT management and security software for managed service providers (MSPs) and small to medium-sized businesses (SMBs). With over 20 years of experience in the technology industry, Fred is a proven leader who has successfully driven growth and innovation in multiple companies. In this interview, he shares his insights on the IT industry, the role of MSPs, and the future of Kaseya and its family of brands, which includes Datto, Unitrends, Spanning Cloud Apps, and more.  Learn more about your ad choices. Visit megaphone.fm/adchoices

Two things to know today Kaseya Datto's Global State of the MSP Report AND A business unlock for AI imaging   Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/   Support the show on Patreon:  https://patreon.com/mspradio/   Want our stuff?  Cool Merch?  Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com   Follow us on: Facebook: https://www.facebook.com/mspradionews/ Twitter: https://twitter.com/mspradionews/ Instagram: https://www.instagram.com/mspradio/ LinkedIn: https://www.linkedin.com/company/28908079/

IN THIS EPISODE, WE COVER:01:45 - Who is Steve Travaglini in his own words 02:31 - What is the best investment an early career sales person can make for themselves and why? 06:19 - How have Steve's views on sales changed over the years? 10:52 - One mistake Steve made early in his sales career and how did it impact him going forward 16:49 - Who has had the biggest impact on Steve's sales career and why? 19:43 - With the benefit of hindsight, what would Steve say to an early careers sales person? 23:03 - Where to reach out to SteveMORE ON STEVE:As Chief Revenue Officer of LinkSquares, Steve Travaglini drives all Sales, Customer Success, and Business Development strategies. Steve is passionate about leading LinkSquares to over $100M ARR while developing 20 future CROs from within his teams. Steve first met the LinkSquares founding team while working together at Backupify, which was later acquired by Datto. Steve lives in Reading MA, with his wife Julia and their two children.MORE ON RAMPED:Check us out at www.rampedcareers.comInterested in becoming a Ramped Professional? Sign up here: https://www.rampedcareers.com/onboarding/signupInterested in becoming a Ramped Corporate Partner? Email us at sales@rampedcareers.com

In this episode of GG over EZ the Dream Team discusses Rob's new relationship status as he proposed to his girlfriend, Destiny 2 Season 18 and Arc 3.0 is on the way, Mr. Fruit saw the new Dragon Ball movie, Rob played CS w/ Datto, Mr. Fruit is slowly chugging through editing all the Fruit Summit content as well as Q&A and much more! Patreon: https://www.patreon.com/GGEZPodcast Reddit: reddit.com/r/MrFruit Mr. Fruit: http://www.youtube.com/user/MyMisterFruit http://www.youtube.com/c/MoreMrFruit http://www.twitch.tv/MyMisterFruit http://www.twitter.com/MrFruitYT Rhabby_V: http://www.twitch.tv/Rhabby_V http://www.twitter.com/Rhabby_V BlueWestlo: http://www.twitch.tv/Bluewestlo http://www.twitter.com/Bluewestlo Mr. Fruit, Rhabby_V and BlueWestlo take you on a magical ear-adventure every week on GG over EZ with discussions ranging from games to life stories every Sunday. They frequently create content on Mr. Fruit's YouTube channel under the guise "The Dream Team". Thanks to our sponsors: Our listeners get 10% off their first month at BetterHelp.com/GG Head to go.factor.com/gg130 and use code gg130 to get $130 off across 6 boxes Download the Dave app from the App store right now. Sign up for an Extra Cash account and get up to 500 dollars instantly. For terms and conditions go to dave.com/legal Learn more about your ad choices. Visit podcastchoices.com/adchoices

Steve Travaglini is the CRO at LinkSquares. Prior to that, he was a sales leader at OnShape and Datto, among other companies. In this episode, we discuss: Steve's transition from college football to sales The odd jobs he did before sales and how that transformed his mindset Getting through the ups and downs of sales How he's thinking about hiring during the Great Resignation And much more... If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

Steve Travaglini is the CRO at LinkSquares. Prior to that, he was a sales leader at OnShape and Datto, among other companies. In this episode, we discuss: Steve's transition from college football to sales The odd jobs he did before sales and how that transformed his mindset Getting through the ups and downs of sales How he's thinking about hiring during the Great Resignation And much more... If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: TommyTahoe Instagram: TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net