Podcasts about msp

Today's guest is Steve Taczala, VP of Service Operations at Impact Networking. Impact Networking is a managed service provider founded in 1999, with more than 20 US offices, supporting organizations in IT, cybersecurity, and applying AI to business operations. Taczala brings extensive experience in managing MSP service operations and improving IT workflows. Steve joins Emerj Editorial Director Matthew DeMello to discuss how enterprise teams can reduce ticket noise, prioritize actionable incidents, and prepare service desks for AI-driven operations. Steve also shares practical strategies for staging platform migrations, implementing intelligent ticket routing, and using AI to enhance team efficiency and the overall customer experience. This episode is sponsored by Xurrent. Learn how brands work with Emerj and other Emerj Media options at emerj.com/ad1.

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Episode #175: What happens when your tech setup is more of a tangled mess than a streamlined system? That's where Scott Woods and Alec Modica come in, transforming chaos into organization with their expertise in Managed Service Providers (MSPs). I recount my own tech challenges and how Scott's family-run business came to the rescue, setting up my studio's infrastructure and teaching me the importance of having the right tech partner. We explore the vital role MSPs play for businesses that lack the resources for an in-house IT department, sharing personal stories and insights into the dynamic MSP industry. Navigating the complex world of IT doesn't have to feel overwhelming, especially when you have a trusted MSP by your side. We delve into the shift from relying on a single IT person to embracing a comprehensive support system that not only addresses immediate needs but anticipates future challenges. Scott and Alec discuss the benefits of reducing key man risk, integrating IT services under one umbrella, and providing a personalized, white-glove experience that keeps businesses running smoothly. We also touch on the critical aspect of trust between a business and its MSP, emphasizing how this relationship can be as pivotal as the one with a personal accountant. But it's not all about tech talk! We sprinkle in stories of business growth and personal milestones, highlighting the vibrant culture within MSP companies and the excitement of launching the Business Technology Podcast. From themed photo shoots to upcoming family additions, Scott, Alec, and I share how personal and professional worlds intersect, reinforcing the idea that business is as much about relationships as it is about services. Whether you're a business owner seeking seamless IT solutions or simply curious about the human side of tech support, this episode offers a unique perspective on building successful partnerships in today's digital landscape. Chapters:  (00:00) Business Tech Solutions With Kimberly Lovi (10:18) Choosing the Right Managed Service Provider (18:04) Trusting Managed IT Services for Businesses (24:43) Efficient MSP Support for Businesses (38:04) Business Technology and Family Growth Follow Kimberly on Instagram and TikTok @kimberlylovi or @iconicnationmedia  WATCH us on YouTube and view our brand new studio! 

Find the show in video format on ⁠⁠⁠DJ's YouTube Channel⁠⁠⁠ Follow ⁠⁠⁠⁠⁠⁠DJ⁠⁠⁠⁠⁠⁠ and ⁠⁠⁠⁠⁠⁠Matt⁠⁠⁠⁠⁠⁠ on Twitter! Sub to DJ's Betting Picks (Free!) here: dj_mitchell94 | DubClub Check out ⁠⁠⁠Puckluck.com⁠⁠⁠ and use code MSP when you sign up for 10% off a purchase of DFS, Betting, or Best Puck projections and picks! Subscribe to Moods' newsletter, "Primary Points", ⁠⁠⁠here⁠⁠⁠: Sign up for Underdog Fantasy using promo code MSP at this link! ⁠⁠⁠https://play.underdogfantasy.com/p-the-morning-skate-podcast⁠⁠⁠  Check out ⁠⁠⁠DJ's YouTube Channel⁠⁠⁠ and Moods' YouTube Channel Follow us ⁠⁠⁠@MorningSkatePod⁠⁠⁠, follow us on TikTok Sponsored Links: DraftKings Sportsbook - Download App & Code THPN Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In the third installment of this Shoptalk series, host David Carothers and guest Zane Goldthorp of ProWriters shift the focus to proactive risk management for cyber insurance. They make the case that even in a soft market, a responsible business owner's focus should be on security, not just on meeting minimum carrier requirements. The conversation covers the essential security controls every business should have, including MFA, MDR, and employee training. They also dive into a real-world claim scenario that highlights a critical coverage gray area—the "Bring Your Own Device" (BYOD) issue—and discuss the potential conflicts between carrier-provided security services and an agent's referral relationships with Managed Service Providers (MSPs).   Key Highlights: Essential Risk Management Controls Zane Goldthorp outlines the foundational security measures agents should be discussing with their clients. While carriers may have relaxed some requirements, essentials like MFA (Multi-Factor Authentication), regular backups, and email security are non-negotiable. He also notes the industry's shift from EDR (Endpoint Detection and Response) to the more proactive MDR (Managed Detection and Response).   The Human Element: Employee Training The conversation stresses that one of the most effective and overlooked risk management tools is consistent employee training. With phishing and business email compromise being the source of most breaches, training employees to spot increasingly sophisticated attacks can be the make-or-break difference in preventing a major claim.   A Critical Coverage Lesson: The BYOD Problem David shares a story from a real claim that exposed a major potential coverage gap: whether a breach is covered if it originates on a personal device not owned by the company. This "Bring Your Own Device" (BYOD) issue highlights the critical importance of understanding policy nuances and working with an expert wholesaler who knows the forms inside and out.   Navigating Carrier Services and MSP Relationships Many cyber carriers now offer security services as part of their policies. While valuable, David cautions agents to be mindful of their referral relationships with MSPs (Managed Service Providers). An MSP may view these carrier offerings as direct competition, potentially damaging a crucial referral source. The key is clear communication to ensure all parties are aligned.   Connect with: Zane Goldthorp LinkedIn David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Power Producer Base Camp ProWriters Killing Commercial Crushing Content Power Producers Podcast Policytee The Dirty 130 The Extra 2 Minutes

On today’s show: — An unruly passenger forces a Sun Country flight from MSP to Newark to land in Chicago according to the Star Tribune. — Melania Trump tries swiping an artifact from the Eisenhower Presidential library. — Data on who people are blaming for the government shutdown. — Two stories out of Wisconsin —…

Discover why most MSP deals are actually won or lost during the discovery phase, not at the close! In this video, I break down how to engineer your discovery process to address objections before they even come up. I'll show you how to plant the seeds early by asking strategic questions that uncover pain points, buying motivations, urgency levels, and decision-making processes - then use their own words as your most powerful rebuttals later. Instead of scrambling to overcome predictable objections like "it's too expensive" or "we're not ready yet" at the end, you'll learn to reverse-engineer these concerns into discovery questions that make closing feel natural and almost anticlimactic. I'll walk you through my proven 4-step process to transform your discovery from a technical fact-finding mission into the real close of your deal//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

This special episode of Launch Point was recorded live at the SIA CWS Summit in Dallas. Jeremy sits down with five leaders in the contingent workforce space to capture their insights on the biggest shifts in the industry:Katy Eddington, Global Contingent Talent Operations Manager – NetflixChris Farmer, Global Contingent Workforce Program Owner – SalesforceStacy McCarthy, Director of Contingent Workforce Services – PayPalCarrie McDowell, Contingent Workforce Program Manager – LyftPatti Vora, Head of External Workforce Management Programs and Operations, Procurement Shared Services – TDJeremy and his guests explore:Favorite moments from the CWS SummitConversations that have shifted how leaders view workforce strategyHow AI is shaping workforce strategy and the future of workThe main characteristics of a successful programThe value of agility and having an agile mindsetIn-house MSP vs. external models (and where the program sits)Fresh takes on total talentAnd more!Whether you're a first-time listener or a seasoned professional in contingent workforce strategy, this episode is packed with actionable insights and thought-provoking perspectives from leaders at the forefront of the field.

Overview: In this episode of the SMB Community Podcast, hosts James and Amy are back to discuss a wide range of topics relevant to the MSP community. The episode begins with professional insights, starting with advice on purchasing a local competitor MSP and moving on to broader industry trends. They discuss the impact of major companies restructuring for AI, changes in H-1B visa regulations affecting tech workers, and Microsoft's new return-to-office policy. The episode wraps up with discussions on upcoming economic indicators and opportunities for MSPs to thrive despite broader economic challenges. Amy also promotes an AI class for MSPs, launching in October at thirdtier.net.  --- Chapter Markers: 00:00 Introduction and Welcome 00:35 Weekend Recap  05:03 MSP Question of the Week: Buying a Local Competitor 10:08 AI Trends and Business Restructuring 13:47 TikTok Deal and Microsoft Office Mandate 20:48 Economic Updates and Predictions 23:42 Conclusion and Upcoming Events --- New Book Release: I'm proud to announce the release of my new book, The Anthology of Cybersecurity Experts! This collection brings together 15 of the nation's top minds in cybersecurity, sharing real-world solutions to combat today's most pressing threats. Whether you're an MSP, IT leader, or simply passionate about protecting your data, this book is packed with expert advice to help you stay secure and ahead of the curve. Available now on Amazon! https://a.co/d/f2NKASI --- Sponsor Memo: Since 2006, Kernan Consulting has been through over 30 transactions in mergers & acquisitions - and just this past year, we have been involved in six (6). If you are interested in either buying, selling, or valuation information, please reach out. There is alot of activity and you can be a part of it. For more information, reach out at kernanconsulting.com

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Send us a textIn this episode of Joey Pinz Discipline Conversations, Joey sits down with William Rubio, CRO of CallTower, live at the MSP Summit in Orlando. William shares his journey of giving back through nonprofits like A Child Is Missing, and how discipline, consistency, and good habits drive both personal and professional success.They dive deep into the world of Unified Communications (UC) and Customer Experience (CX), breaking down how MSPs can leverage platforms like Microsoft Teams, Cisco WebEx, and Zoom to create new revenue streams while strengthening client relationships. William explains why MSPs shouldn't try to do everything themselves, how CallTower enables MSPs to add voice and compliance-ready solutions without the heavy lifting, and the role AI is beginning to play in customer productivity.If you're an MSP looking to scale, improve efficiency, and focus on what you do best, this conversation delivers practical advice on partnership, growth, and discipline. 

Send us a textIn this episode of Joey Pinz Discipline Conversations, Joey sits down with Scott Fuhriman, cybersecurity veteran and leader at Inveri, live from the MSP Summit in Orlando.Scott shares his 25+ years of cybersecurity experience, explaining how Inveri's runtime integrity technology, born from NSA research, helps MSPs and MSSPs detect hidden in-memory attacks, rootkits, and advanced threats that traditional tools miss. He highlights why protecting this overlooked layer is crucial to preserving revenue, preventing churn, and maintaining customer trust.The conversation also touches on Scott's personal discipline journey — from starting as a young PC tech overwhelmed by information to building a career through self-study, mentorship, and consistency. He and Joey discuss how MSPs can choose the right vendors, strengthen their security stacks, and enable long-term resilience in a competitive market.

Send us a textIn this episode of Joey Pinz Discipline Conversations, Joey sits down with Jeff Hill of Stellar Cyber to explore how MSPs can strengthen their security posture, grow their businesses, and simplify operations. Recorded live at the MSP Summit in Orlando, Jeff shares candid insights on what keeps MSPs awake at night—from cybersecurity breaches to staffing challenges and competitive growth pressures.Jeff explains how Stellar Cyber's multi-tenancy, unified platform, and AI-driven automation help MSPs deliver enterprise-grade security without added complexity. He emphasizes the importance of choosing the right MSSP partners, understanding compliance and cyber insurance requirements, and leveraging open platforms that integrate seamlessly with existing tools.The conversation also highlights how MSPs can turn security into a revenue generator, not just a cost center, while positioning themselves for long-term success or acquisition. Jeff's core message is clear: simplify, stay open, and create value that differentiates your business.Tune in to learn how Stellar Cyber is helping MSPs find their “diamonds in the rough” and why now is an exciting time in the cybersecurity landscape. 

Send us a textWhat does it take to scale an MSP to $250M in revenue while still keeping people, balance, and legacy at the core? In this episode, Joey Pinz sits down with Russ Reeder, CEO of XTM, to talk about his journey from Oracle programmer to leading global MSPs through 19 acquisitions, AI adoption, and Gartner recognition.Russ shares:✅ Why MSPs must focus on people first—happy employees = happy customers✅ The power of staying disciplined, avoiding triggers, and building routines✅ How to grow smartly by focusing on verticals, not trying to be all things to all people✅ Why peer groups, EOS, and coaches are essential for leadership success✅ His vision of legacy—not just revenue, but leaving people better than you found themFrom GoDaddy IPO prep to leading Netrix Global and OVH Cloud, Russ has seen every stage of scaling technology companies. Now, he's helping MSPs navigate acquisitions, cybersecurity challenges, and the explosive potential of AI—while still waking up at 5 AM to ride his bike.If you want to learn how to grow an MSP without losing your soul, this episode is packed with insights. 

Artificial intelligence is reshaping the technology services landscape, with leading reports from IDC, Gartner, and new offerings from ServiceNow pointing to a future where managing AI sprawl becomes as critical as delivering AI capabilities themselves. High-performing channel partners are leaning into AI specialization, driving measurable outcomes for customers and fueling double-digit growth despite market pressures. At the same time, ServiceNow's “AI Experience” platform aims to consolidate fragmented AI tools, offering a unified interface that can streamline operations and reduce complexity. The broader market, according to Gartner, is accelerating rapidly, with spending on generative AI projected to surpass traditional software in the coming years—meaning providers who fail to deliver outcomes risk being left behind.Yet the rise of AI isn't all progress. Studies from Stanford, European labor groups, and cybersecurity organizations reveal a governance crisis brewing in workplaces. Workers are reporting a surge of “workslop”—AI-generated content that looks like productivity but creates no value—costing companies billions. Algorithmic management is eroding worker autonomy, while surveillance and data risks undermine trust in employers. To compound the problem, employees are increasingly feeding sensitive data into AI systems without adequate training, raising new security vulnerabilities. These trends highlight the urgent need for policies, training, and governance frameworks to ensure AI adds value instead of chaos.The disruption is also spilling into specific industries. In translation, human professionals are already being displaced as AI-driven tools gain adoption. WhatsApp's newly built-in translation capability demonstrates how “good enough” AI can be enough for most users, sidelining human expertise except in fields requiring deep cultural or contextual understanding. The translation sector serves as an early warning sign: as AI grows more capable, other professions—including legal research, finance, and customer support—face similar pressures. The lesson for providers is to help clients identify where AI is appropriate and where human oversight remains essential.Meanwhile, major vendors are steadily encroaching into IT services, redrawing the lines of what MSPs can offer. Acronis is embedding patch management into its backup suite, Slack is introducing AI-powered ticket deflection, GoTo and Nexthink are fusing support and analytics, and IBM is shifting developer tooling to its hosted cloud. Each move chips away at traditional MSP offerings, putting pressure on providers to adapt. The opportunity lies in integration and governance—helping customers unify fragmented tools, ensure compliance, and deliver outcomes that vendors alone cannot. For MSPs, the message is clear: evolve toward higher-value services, or risk being sidelined by the very vendors you once partnered with.Four things to know today00:00 From Growth to Governance: IDC, Gartner, and ServiceNow Show Where AI Is Headed for Partners and Customers05:07 AI at Work: “Workslop,” Surveillance, and Data Leaks Signal Rising Governance Crisis08:42 From WhatsApp to Workflows: AI Translation Disruption Signals Broader Job Shifts Ahead11:33 Vendors Expand Into IT Services: Acronis, Slack, IBM, and GoTo Redraw the MSP Value Line This is the Business of Tech.   Supported by: https://scalepad.com/dave/https://cometbackup.com/?utm_source=mspradio&utm_medium=podcast&utm_campaign=sponsorship Webinar:  https://bit.ly/msprmail 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.

I am joined by Melanie Kruger, one of the best people leaders that I ever had the chance to work with. She has deep understanding of helping to scale Salesforce ISVs of all sizes. She actually found her way into the Salesforce ecosystem via networking between her husband and J Manning, bringing her to the Head of People at Conga.I got to work with Melanie twice at Conga and TaskRay and was so impressed with how she helped set culture and nurture culture so the companies could grow. Melanie shares that when she joined Conga, lots of people were generalists - Conga had a number of Business Analysts that did everything customer facing - Sales, CS, and Support. This can be a really good model of ISVs early on, but eventually specialization is required. Something similar happened at TaskRay and one of their BAs was Jon Barlow who is now a top tier enterprise AE in the ecosystem.We talk about culture and how it shifts over time, sharing her experience with Red Canary. We explore hiring pitfalls for early-stage ISVs and the importance of job descriptions. We go deep on this topic because it is so, so important to align expectations and help secure top talent as well as touching on some creative perk ideas for employees, like “two weeks to infinity”.It was a lovely conversation that blended business lessons and life lessons. This episode is brought to you by Tequity Advisors . Tequity Advisors is a global sell-side M&A advisory firm with core expertise in SaaS and ISVs, Salesforce, ServiceNow, SAP, Microsoft, all things Data and AI, and the hyper scaler MSP cloud ecosystems with a focus on the Salesforce ecosystem and beyond! 

After a woman spoke about yawning so hard SHE BROKE HER NECK AND NEARLY DIED!!! we dug into the strange ways you've hurt yourself. Gorman jumped into a door frame and saw stars for a few days, but we've heard you slipped on a grape, threw out your back sneezing and took a brick to the face (thank the maker for Nerf footballs). Plus, a Sperm racing update (you won't believe the cash they are throwing at the guy who invented this) and MSP is losing its Spirit. See omnystudio.com/listener for privacy information.

Running an MSP can feel like a whirlwind of tickets, meetings, and decisions. This episode sets out a calm, workable route to operations that hum. Start with a clear plan that covers financials, growth, structure, and how each role fits. Communicate it well. Give every person a role profile, a scorecard, and clear expectations. When people know what they own and when to seek support, accountability rises, and your MSP becomes consistent and easier to lead. One of the key themes in this conversation is how important it is to have a clear plan. Without a plan, everything in the business defaults back to you and that is the fastest way to become stuck in overwhelm. The plan has to cover financials, growth, organisational structure, and how each role in the business fits into that picture. From there, it is about clarity and communication. Everyone needs to know what their role is, what success looks like, and how their contribution connects with the bigger goal. This is where simple tools like role profiles, scorecards, and clear expectations come in. When your people understand the boundaries of what they can own, and where they need to seek help, you not only empower them but also create consistency and accountability. We also cover the challenge of marketing for MSPs. Marketing is often seen as something mysterious or even unnecessary if referrals are coming in. Yet the MSPs that are really building momentum are the ones who are treating marketing like a serious business function. They are committing time and money to it, understanding that marketing is not about instant results but about building an engine that delivers leads consistently over the long term. Many MSP owners are highly technical and want to see immediate returns. They hire engineers and within three months they are delivering results. That expectation does not translate to marketing and sales. These functions take longer to build, require consistency, and need ongoing investment of both money and attention. What works is starting with something simple, shipping it, and learning as you go. Instead of overthinking or waiting until everything is perfect, you put your message out into the market and then refine it based on feedback. This is exactly how successful software products are built, and the same principle applies to marketing your MSP. The important thing is to stick to the plan, avoid chopping and changing strategies every few months, and have patience with the process. As with all things in business, consistency wins. When you measure activities and outcomes in a meaningful way, you can track whether your marketing is leading to calls being booked and conversations being opened. We also talk about how so many MSPs fall into the trap of using the same vanilla phrases when they try to differentiate themselves. Phrases like “we partner with our customers” or “it is all about people” are heard by prospects again and again, and they lose all impact. What lands is clarity of journey, strong communication, and the quality of how you manage people. Show how your team works, how you lead, and how you make outcomes repeatable. That is what sets an MSP apart. The other big area we highlight is the role of leadership and succession. Too many MSP owners hold onto everything because they fear losing control or they are unsure whether their people are ready. The truth is, your next level of growth only comes when you create space for others to take ownership. Coach people to grow into responsibility even if the first pass is not perfect. Over time the team will surpass expectations, and you gain the headroom to focus on strategy, new services, or acquisitions. A useful analogy that comes up is around focus. If you go out every morning and hit the same tree five times with a sharp axe, eventually the tree will fall. If you scatter your energy across ten different trees, you never make progress. The same applies in your MSP. Pick the three or four priorities that will make the biggest impact, put everything else in what we call the Disney drawer, and only go back to it once those priorities are delivered. This approach not only gives you results, it also builds confidence in yourself and in your team as you see the wins accumulate.  The bottom line is simple. Create the plan, work the plan, and the plan will work. With consistency and discipline, you reclaim time, smooth out operations, and create the freedom to make the bigger moves that grow your MSP. Take a moment to review your own plan. Is it clear and visible? Does every person know their measures and next step? Are you investing enough time and money into Marketing so your MSP is not reliant on luck or referrals? Apply these lessons and you will move from overwhelm to overdrive with a business that feels lighter, faster, and far more predictable. Connect with Darren Strong through his LinkedIn by clicking HERE. You can also visit their website and learn more about Scalable by clicking HERE. Make sure to check out our Ultimate MSP Growth Guide, a free guide that walks you through a proven process to take your MSP from stuck to scalable, without working even more hours. It's 44 pages rammed with advice, insights and inspiration to help you decide what support is available to you now if you want to grow and scale your business. Click HERE to get your copy.    Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK  And when you're ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you'll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads.  OR   To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE  Until next time, look after yourself and I'll catch up with you soon!   

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Here's your weekly wrap-up from your Delta MEC. Help guide the Negotiating Committee by taking the Contract 2026 survey, MEC dues return offers are coming soon, learn about this year's ALPA Scheduling Conference, the summary of August's MSP regular meeting is now online, get updated on open grievances, and other quick news from the CA, Training, PAN, and DPN committees. Show Notes/Links:Take the C2026 surveyAugust 2025 MSP Regular Meeting Executive SummaryAll news and upcoming events are available in this week's MEC NewsDon't forget to sign up for our Telegram channel!

Why do so many MSPs and other B2B businesses get stuck trying to grow? We'll answer this question in this episode as we unpack why adding more tools, vendors, and services often slows you down and how simplifying your business can actually fuel faster, more profitable growth. If you want your business to feel boring in a good way, this one's for you.>>> Here are 4 ways we can help you reach your revenue goals faster...#1 Unlock the full potential of your marketing engine. We'll provide you and your team with the direction, insights, and tools necessary to excel in the complex landscape of modern marketing. - Marketing Advisor On Call#2 Discover the marketing strategies & tactics that will guide your next quarter and unlock explosive growth in 90 minutes. - Quick-Start Marketing Strategy Game Plan#3 Discover a tailor-made strategy for unprecedented growth to transform your marketing in 30 days. - Unlock Your Growth Opportunities#4 If you need guidance on the most effective direction for your marketing, then schedule a call with us today! - Get Your Free Discovery Call Now

I reveal the shocking truth about why most MSP deals actually fail - and it's not what you think. After listening to countless sales calls, I've discovered that deals don't die because of timing, price, or contract issues.They fail because sales reps never actually ask for the sale! I know it sounds crazy, but I'm going to prove exactly how this happens and show you the simple techniques I use to avoid getting ghosted by prospects. I'll walk you through my proven closing strategies, including the exact questions that force prospects to reveal their real objections so you can address them on the spot instead of hoping they'll magically say yes later. If you're tired of deals getting stuck in "we'll think about it" purgatory, this video will change how you close forever//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

Overview: In this episode of the SMB Community Podcast, hosts Amy and James discuss a variety of tech topics relevant to IT professionals. They start by sharing personal anecdotes about their preferences for coffee and tea before diving into recent changes in the Microsoft Partner Program, emphasizing the importance of meeting revenue requirements. The conversation then shifts to Oracle's headquarters' growth, AI investments, and its significant role in database management. They also highlight leadership changes aimed at making Kase AI-focused. The discussion covers Apple's recent product announcements, stressing their new features in health tech and their surprising decision to maintain pricing. The episode wraps up with a talk on upcoming regulations to protect minors from harmful online content, reflecting on the importance of such regulations.  --- Chapter Markers: 00:00 Introduction and Hosts' Banter 01:52 Microsoft Partner Program Updates 06:10 Oracle's Revenue Surge and AI Potential 08:31 Kaseya's AI-First Strategy 09:52 Apple's Latest Announcements  17:37 Regulations on Social Media Content for Minors 20:10 Conclusion and Listener Engagement --- New Book Release: I'm proud to announce the release of my new book, The Anthology of Cybersecurity Experts! This collection brings together 15 of the nation's top minds in cybersecurity, sharing real-world solutions to combat today's most pressing threats. Whether you're an MSP, IT leader, or simply passionate about protecting your data, this book is packed with expert advice to help you stay secure and ahead of the curve. Available now on Amazon! https://a.co/d/f2NKASI --- Sponsor Memo: Since 2006, Kernan Consulting has been through over 30 transactions in mergers & acquisitions - and just this past year, we have been involved in six (6). If you are interested in either buying, selling, or valuation information, please reach out. There is alot of activity and you can be a part of it. For more information, reach out at kernanconsulting.com

“It's a $50 billion market—but it can only be captured with diligence, the right hardware stack, and the right partners,” says Tina Telson, Founder & CEO of SouthLight Services. At Navigate 25, Telson joined Jake Jacoby, Founder & CEO of TELCLOUD, in conversation with Doug Green, Publisher of Technology Reseller News, to discuss how their partnership is helping enterprises and service providers address the urgent challenge of replacing legacy POTS lines. SouthLight, a voice-focused boutique MSP founded in 2024, has made POTS replacement a core service, backed by TELCLOUD's flexible backend platform. The collaboration allows SouthLight to deliver code-compliant, monitored, and future-proofed alternatives for fire alarms, elevators, and other mandated life-safety systems. Telson emphasized the ground-level realities of the opportunity: “Replacing these lines is not easy. It takes preparedness in order to be successful. You can't just slam something on a wall and hope that it works—you have to plan for it.” Jacoby agreed, highlighting that TELCLOUD's role is to empower resellers like SouthLight: “We built this platform for partnerships. Resellers bring the expertise and customer relationships. We deliver the engine behind the scenes.” The pair also pointed to the nuances of compliance—passing fire marshal inspections, ensuring 24-hour battery backup, and integrating with platforms like Alianza and Metaswitch through APIs. Their joint approach reduces risks for customers while enabling MSPs to scale into a multi-billion-dollar opportunity without cutting corners. For more information, visit southlightservices.com and telcloud.com.

“Taxes are a monster, but we tame it and make it digestible,” says CeeJay Barber, Vice President of Business Development at Datagate. At Navigate 25, Barber sat down with Doug Green, Publisher of Technology Reseller News, to explain why billing is one of the toughest challenges facing managed service providers (MSPs)—and how Datagate is helping them streamline the process. Datagate provides a billing platform purpose-built for MSPs in telecom. The system automates everything from call detail record (CDR) ingestion and taxation to PSA integration and unified invoicing. With over 500 service providers on the platform, Barber stressed the importance of compliance in an increasingly fragmented regulatory landscape: “If you try to take it on by yourself, you'll overcomplicate your processes, overspend, and still risk getting it wrong.” One highlight of the discussion was Datagate's new Halo PSA integration for AT&T's Apex channel. The solution allows provisioning, billing, and customer management to occur within a single workflow, eliminating the need for multiple AT&T portal logins and ensuring billing flows seamlessly back into Datagate. Barber emphasized that Datagate is deeply API-driven, making it a strong fit with Alianza and Metaswitch partners. “Any Alianza partner can work with Datagate,” he noted. “If you're providing voice and need it billed and taxed accurately, we can integrate it into your workflow.” With AI-driven innovation, regulatory complexity, and growing MSP demand for bundled services, Barber positioned Datagate as a critical enabler for service providers looking to scale without sacrificing compliance. For more information, visit datagate-i.com.

Using a framework to assess a client is a great way to baseline security and compliance. We explore the challenges, hurdles, and best outcomes when you look at who is responsible for different pieces. Some safeguards can only be implemented or addressed by the MSP. Other safeguards require the participation of both MSP and the client. Lastly, some safeguards require the client to lead. Jim Harryman of Kinetic Technology Group shares their approach to get the desired outcome.

In this exclusive interview, Kelly Danziger—General Manager and VP of Channel at Informa Tech—shares her journey into the tech space and the strategic direction Informa is taking to elevate the Channel Partners Expo and MSP Summit.

“The real alternative is a trusted home, a trusted partner, not just a replacement,” says Roman Semionov, Sales Director at CaaB. “VMware's model shifts have shattered trust, and MSPs are looking for stability.” In a new Technology Reseller News podcast, Publisher Doug Green speaks with Semionov about why CaaB is positioning itself as a partner-first cloud infrastructure provider at a time of massive turbulence in the virtualization market. With Broadcom's acquisition of VMware leading to sharp cost hikes, licensing complexity, and a shrinking partner ecosystem, many MSPs are scrambling for alternatives. Semionov argues that this upheaval presents an opportunity: MSPs can now re-examine how they deliver cloud services and align with providers that prioritize transparency and predictability. CaaB offers infrastructure-as-a-service with industry-leading margins, white-label branding, and global reach. The platform emphasizes price visibility—partners know their monthly costs before deployment—plus free migrations, 24/7 live support, and regular hardware upgrades without hidden tiers. Semionov shares the story of a New Jersey-based MSP that faced a 600% cost increase under VMware. After migrating to CaaB, the company saved roughly $200,000 annually, allowing them to expand sales staff instead of cutting headcount. Looking ahead, Semionov predicts a shift toward hybrid strategies, reduced vendor lock-in, and growing ecosystems around alternative providers. “VMs are still around, but their dominance is broken,” he notes. “MSPs need a stable, predictable, partner-first option—and that's where CaaB comes in.” To learn more, visit https://caab.cloud

At the recent MSP Summit, Doug Green, Publisher of Technology Reseller News, sat down with Kyri Davis, Co-Founder of Legion at Kraft Kennedy, to discuss how the firm is helping MSPs strengthen their cybersecurity offerings. Kraft Kennedy, a New York–based MSP with more than 40 years of expertise in the legal and financial services sectors, recently launched Legion, a division dedicated to “left side of boom” cybersecurity. Legion partners with MSPs to deliver penetration testing, security assessments, and vCISO services, enabling smaller providers—many with fewer than 10 employees—to offer enterprise-level security capabilities to their clients without losing ownership of the customer relationship. Davis, who holds the distinctive title of Aquilifer (standard-bearer in the Roman legion), explained that his role is to carry forward Legion's vision: building partnerships with MSPs, supporting compliance needs in regulated industries, and educating end customers on security and AI usage. “Our mission is simple,” Davis noted. “MSPs shouldn't have to choose between protecting their clients and protecting their business. We handle the security burden so MSPs can focus on growth.” Legion leverages Kraft Kennedy's decades of credibility while expanding into broader regulated markets such as healthcare and financial services. The model allows MSPs to outsource advanced security functions while generating new opportunities for their own service portfolios. Learn more about Kraft Kennedy and Legion at https://www.kraftkennedy.com/.

“We work with a lot of MSPs to help automate accounting and bookkeeping tasks they might still be doing manually,” says Alexa Vilca of FlexPoint, speaking at the MSP Summit. FlexPoint offers a purpose-built accounts receivable solution designed to improve cash flow and visibility for MSPs. The company's white-label payment portal allows end customers to log in, make payments easily, and choose flexible options, including credit card, debit, ACH, and even short-term financing. Vilca notes that the short-term financing option comes at no risk to the MSP, while enabling providers to extend flexibility to their clients and accelerate receivables. By streamlining collections and automating manual AR tasks, FlexPoint helps MSPs reduce overhead and focus more time on core business. Learn more: https://getflexpoint.com

“The Broadcom acquisition changed VMware's business strategy—and prices—overnight. Our job is to make the exit as simple as possible,” says Peri Uday Bhaskar, of DartIQ. In this Technology Reseller News podcast recorded at MSP Summit, Publisher Doug Green speaks with Bhaskar about DartIQ's focus: accelerating and de-risking VMware workload migrations to customers' preferred destinations—public cloud, private cloud, or on-prem. Bhaskar notes that VMware's long-time stability masked how dependent many organizations became on its licensing model and partner ecosystem. After Broadcom's acquisition, customers reported steep subscription price increases and a shift to bundled SKUs—from roughly 8,000 products to just a handful of bundles—forcing buyers to pay for features they don't need. He adds that discounts frequently require 3–5-year commitments, and many smaller customers are now confronting a minimum 72-core buy that doesn't fit their footprint. The result: VMware line items that jump 4x to 10x and a rush to evaluate alternatives. DartIQ's answer is vMigrate, a hyper-automated platform that consolidates the multi-step migration toolchain—discovery, assessment, planning, landing-zone build-out, and cutover—into a single workflow, which Bhaskar says can deliver up to 60% time savings compared with traditional approaches. Key capabilities include: Workload analysis & customized cloud planning: Breaks VMware estates into workload packages, validates readiness, and models target-cloud cost, architecture, and trade-offs before a move. Automated landing-zone assignments: Translates on-prem VMware constructs into the correct public/private cloud equivalents and builds the plumbing (networking, policies, placements) to ensure workloads run on day one. Destination flexibility: Supports migrations to public cloud, private cloud, or back to modernized on-prem—wherever the business case lands. “VMware is a feature-rich, solid platform,” Bhaskar says. “But when costs spike tenfold, customers—especially small and midsized organizations working through MSPs—need a clear, automated path to right-sized alternatives.” This DartIQ offering is purpose-built for MSPs: the company engages through the partner channel and provides assessments, planning, and migration execution with the goal of reducing both project complexity and services spend for end customers. Learn more: Visit DartIQ's website and the team's blog (referenced as datakey.ai in the conversation) for migration primers, cost-modeling insights, and MSP scheduling via Calendly.  

What's your MSP actually worth — and what would make someone want to buy it? In this candid episode of the Know Grow Scale podcast, Laura Johns sits down with Jay Dixon, Founder of Criterion Consulting, to dig into the hard truths MSP owners face when building a business someone actually wants to buy. Jay's leadership provided him a sharp lens into the mistakes MSPs make that kill their valuation, and what smart operators do to prepare for the sale. If you've ever thought about selling your MSP, or just want to build one with real enterprise value, this episode is required viewing.   What MSP owners will learn Why most MSPs aren't sellable and how to fix it What buyers are really looking for (it's not just MRR) The “leaky boat” syndrome in MSP financials How to step out of operations without burning it all down The single biggest driver of valuation (hint: it's not always revenue)   Whether you're burned out, planning a future exit, or just trying to make payroll without doing every job yourself, this conversation is one every MSP owner needs to hear.   Subscribe for more MSP sales and marketing strategies.   Hear more from Jay by following him on LinkedIn. ____________________________________________________ About The Business Growers  Many Managed Services Providers and IT companies struggle to grow because they are constantly putting out fires and don't have the bandwidth to focus on the marketing strategy and execution required to scale the business. At The Business Growers, we believe you shouldn't have to hire a full-time marketing team to compete in the marketplace. We work exclusively with MSPs and IT companies, serving as their tech marketing dream team and offering a proven framework for revenue growth. Visit us at https://thebusinessgrowers.com/

Angelo Ponzi, a seasoned marketing strategist with over 30 years of experience, discusses the challenges of brand differentiation in the crowded managed services provider (MSP) and IT services market. He emphasizes the importance of moving away from company-centric messaging, which often leads to a homogenized market where all providers sound the same. Instead, he advocates for a customer-centric approach that focuses on solving specific problems and addressing pain points, thereby creating a unique value proposition that resonates with potential clients.Ponzi introduces the VRIO framework, which assesses whether a service is valuable, rare, and difficult to imitate. This framework helps businesses identify their competitive advantages and differentiate themselves from competitors. He also highlights the significance of understanding the market and conducting research, which can be as simple as interviewing current customers to gain insights into how they perceive the brand and its offerings. This understanding is crucial for crafting relevant messaging that can effectively attract new clients.The conversation also touches on the balance between long-term brand building and immediate revenue generation. Ponzi suggests that companies should have a clear and consistent message that aligns with their brand pillars. This consistency helps build a strong reputation over time, which is essential for attracting and retaining customers. He stresses the need for businesses to understand their identity and the problems they solve, rather than just focusing on their history or longevity in the market.Finally, Ponzi addresses the impact of artificial intelligence (AI) on marketing strategies. He notes that while AI is transforming the industry, many businesses are still grappling with how to effectively utilize it. The conversation concludes with Ponzi encouraging companies to leverage their unique strengths and relationships to stand out in a competitive landscape, ultimately driving growth and success. 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.

Overview: In this episode of the SMB Community Podcast, hosts Amy and James discuss various topics relevant to the IT professional community. A significant segment is dedicated to addressing the ongoing debate of per seat versus per device pricing models in Managed Service Providers (MSP), emphasizing the evolving nature of MSP pricing strategies. The hosts further explore the economy's impact on MSPs, highlighting opportunities for growth and hiring during downturns. They also delve into the underestimated risks and potential of AI technology in business, covering recent research on AI hallucinations and the importance of source verification. The episode wraps up with updates on upcoming events and projects, including James Kernan's new book on selling MSPs and Amy's AI course starting in October.  --- Chapter Markers: 00:00 Introduction  02:56 Question of the Week: Per Seat vs. Per Device Pricing 10:35 Crypto Market Trends and Implications 13:45 Economic Outlook and Opportunities for MSPs 19:12 Microsoft 365 Offer for Students 21:28 AI Adoption in the Channel and Business 29:37 Upcoming Events and Closing Remarks --- New Book Release: I'm proud to announce the release of my new book, The Anthology of Cybersecurity Experts! This collection brings together 15 of the nation's top minds in cybersecurity, sharing real-world solutions to combat today's most pressing threats. Whether you're an MSP, IT leader, or simply passionate about protecting your data, this book is packed with expert advice to help you stay secure and ahead of the curve. Available now on Amazon! https://a.co/d/f2NKASI --- Sponsor Memo: Since 2006, Kernan Consulting has been through over 30 transactions in mergers & acquisitions - and just this past year, we have been involved in six (6). If you are interested in either buying, selling, or valuation information, please reach out. There is alot of activity and you can be a part of it. For more information, reach out at kernanconsulting.com

Over the last few days, I have had some powerful conversations with MSP owners about what really moves the needle when it comes to building a scalable and profitable business, and the truth is clear. A slick Marketing campaign will not compensate for weak processes, bottlenecks in delivery, or an MSP that still relies too heavily on the owner being needed in the day-to-day.  I share in this episode how the three key pillars of your MSP – direction and planning, building an effective and scalable team, and then sales and Marketing – need to be kept in balance. Too often the third pillar is where everyone wants to start, because it feels exciting to get leads and talk about growth. But the more valuable thing to do is to look under the bonnet and build out efficient processes, solid leadership, and an operating model that can run without you. This is what creates real transferable value. This is what buyers look for when they assess an MSP. It is not only about the turnover or the top line, it is about the EBITDA, the profit margins, the efficiency, and the strength of the team.  AI readiness was one of the big topics I covered, because while AI can speed things up, it cannot fix a broken help desk or replace processes that do not exist. If your MSP has gaps, inefficiencies, and inconsistent delivery, AI will only amplify the problem. Get your house in order first. Once your processes are mapped, optimised, and delegated, then AI can become the turbocharger for your business. Without that foundation, you risk being left behind while others take advantage of the efficiencies AI can deliver.  Another big theme is the importance of the EBITDA multipliers. I explained how improving operational efficiency, reducing client concentration, securing longer contracts, and getting the owner out of the daily grind can all add direct value to your MSP. Each of these improvements has the power to increase your multiplier and add significant chunks of value to your business. We are talking in terms of hundreds of thousands of pounds when these changes are applied. That is worth more than years of struggling with Marketing campaigns that may or may not deliver the return you hoped for.  I also shared some of the frustrations MSPs face when they stay stuck on tasks that are not theirs to do. Too many owners remain caught up in £10 an hour work when their real focus should be leading the business, coaching the team, and driving strategic value. Delegation is key here. Trust your team, cascade clear targets, and use operational scorecards to keep everyone aligned. When your team is empowered and accountable, the business can operate smoothly, clients are happier, and you can step back to focus on building value.  Retention and operational maturity came through as another strong theme. Before chasing more leads, make sure your existing clients are delighted, your service is slick, and your delivery model is predictable. When you strengthen the foundation of your MSP, you gain the confidence to grow without fear of cracks showing as you scale. Your numbers become clearer, your cashflow more predictable, and your stress levels drop. It is all about building a business that works for you rather than you for it.  The main point I wanted to drive home in this quick episode is that Marketing is not the silver bullet many think it is. Without strong processes, efficient systems, and a team that can operate without you, Marketing will only create more pressure. Instead, take the time to map your processes, delegate the right tasks, build operational scorecards, strengthen client retention, and then look at how AI can amplify it all. Once these foundations are in place, then Marketing will have the power to add real fuel to the fire. Until then, it can be a dangerous distraction that holds back your growth and keeps you stuck.  So this episode is a jab in the ribs for all MSP owners who feel the urge to throw everything at Marketing before their business is ready. Lift the bonnet, tune the engine, and make sure your MSP is efficient, profitable, and truly valuable. When you do that, not only does your EBITDA rise, but you also create the freedom of choice. Whether you want to grow, exit, or simply enjoy a business that runs smoothly without you, the outcome is far more rewarding. That is when you truly build an MSP that works for you, your team, and your clients.    Make sure to check out our Ultimate MSP Growth Guide, a free guide that walks you through a proven process to take your MSP from stuck to scalable, without working even more hours. It's 44 pages rammed with advice, insights and inspiration to help you decide what support is available to you now if you want to grow and scale your business. Click HERE to get your copy.  Connect on LinkedIn HERE with Ian and also with Stuart by clicking this LINK  And when you're ready to take the next step in growing your MSP, come and take the Scale with Confidence MSP Mastery Quiz. In just three minutes, you'll get a 360-degree scan of your MSP and identify the one or two tactics that could help you find more time, engage & align your people and generate more leads.  OR   To join our amazing Facebook Group of over 400 MSPs where we are helping you Scale Up with Confidence, then click HERE  Until next time, look after yourself and I'll catch up with you soon!   

I recorded this episode at Barracuda TechSummit25 in Alpbach, Austria, a mountain village that looks like a postcard and hosts some of the most grounded security conversations you will hear all year. My guest is Richard Flanders, Commercial Director at Aura Technology, a managed service provider on the south coast of England that supports public sector organisations and tightly regulated commercial clients. Richard arrived as part of Barracuda's Partner Advisory Board, which means he spends as much time feeding customer reality back into product teams as he does comparing notes with peers in the hallway. We talk through his first TechSummit experience and why the event's focus on hands-on engineering matters for MSPs who live in the weeds of configuration, policy, and response. Richard shares early thoughts on Barracuda's secure edge service and the continued maturation of XDR, but the heart of our chat is the pressure he sees on customers. Compliance is no longer a side quest. ISO 27001, Cyber Essentials Plus, supply chain reporting, and new European rules are shaping budgets and expectations. Boards want proof. Auditors want evidence. Buyers want to know a supplier chose fit-for-purpose tools. That makes documentation, contracts, and the ability to show your working as important as the tech itself. We also get into the human side. In a world that loves point solutions, many teams are tired of alert noise and tool sprawl. Richard explains why a single, coherent view helps his engineers move faster and train better, and why MSPs are leaning into prevention-focused workflows rather than waiting for the next fire. He is candid about the conversations no one enjoys, like end-of-life systems that keep a legacy app alive, and the need for tougher stances when risk sits outside an acceptable boundary. AI comes up too, without the hype. Aura is hiring a Head of AI and Automation, standing up a private AI platform, and committing to ship a handful of small, useful apps for customers in the year ahead. The lens is productivity and safety, with an emphasis on teaching teams how to question outputs and rethink everyday tasks. Add in security awareness training, phishing simulations, and tabletop exercises, and you start to see a culture shift from annual tick-boxes to regular, lived practice. There is a lovely moment of serendipity in here as well. Richard's first conversation on day one was with another partner from Pune, the same city where Aura runs its network operations. They swapped ideas on automation and integration that might never have surfaced on a video call. That is the value of getting people in a room together, especially when the room happens to be carved into the side of a mountain. If you work with an MSP, this episode will help you ask better questions. If you are an MSP, you will recognise the balance Richard describes. Pick the right controls for the risks you actually face. Prove what you do. Keep training. And give your teams a single place to see what matters, so the next incident stays small. ********* Visit the Sponsor of Tech Talks Network: Land your first job  in tech in 6 months as a Software QA Engineering Bootcamp with Careerist https://crst.co/OGCLA

An elderly British couple detained for eight months by the Taliban are released from prison in Afghanistan.A total of three migrants who arrived on small boats have now been sent back to France. A Scottish government minister resigns following allegations he grabbed and swore at an opposition MSP.

On this week's Talking Michigan Transportation podcast, a conversation about the Michigan State Police (MSP) deploying added enforcement in freeway work zones.MC Lt. Jason Zylstra of MSP's Commercial Vehicle Enforcement Division (CVED) explains why they launched special enforcement in segments with major work like the heavily traveled I-96 in Ionia County.MSP observes that 97 percent of at-fault crashes involving large trucks and buses are caused by driver behavior.Zylstra also discusses:The need for trucks to maintain a proper distance to other vehicles.The dangers of trucks blocking lanes in zipper-merge zones and why law enforcement issues citations for that behavior.Special inspections for tires, equipment and other components of commercial vehicles.

I analyze a case study of a $7 million MSP owner whose close rates were declining despite having good reps and processes. What I discovered during our audit was that they had one rep who was phenomenal at opening deals through LinkedIn prospecting and another who was excellent at closing, but both were trying to handle the entire sales cycle from lead generation to account management. //Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

In this episode, Richard talks to Laura Cook. She's a strategic advisor who helps expert business owners earning between 250k and £3 million break free from the trap of being tied to the day-to-day business. She works with founders who feel stretched thin and want to scale the business without losing quality or burning out. She positions them for freedom for growth and even multimillion pound exits. Laura has helped numerous business owners to triple their valuations, slash their working hours and build businesses that thrive without them.Richard asks Laura what business owners should do if they don't think they need an exit strategy or think the company can't run without them. She shares her advice for preparing for unexpected time off, setting up processes for others to follow and how to strategically prepare your MSP for sale. Laura talks through how to make yourself a good financial acquisition and why the specific vendors in your stack matter less than the tools you offer. She talks honestly about how to sell a family or close-knit business and what to do if you think your exiting would rock the boat.Laura explains that you don't have to transition all in one go, and touches on both the emotional side of a business exit, having the right mindset and how to deal with a sense of loss once you do leave. And if you're feeling burnt out, why you shouldn't just jump ship.Richard asks Laura to talk about some of the practicalities, too. She addresses how to assess the value of your MSP and why having a niche can make your MSP more valuable. She also explains why you should plan your exit even if you change your mind later.Mentioned in This EpisodeLaura Cook websitePSA/RMM tool: SuperOpsIT management software: ConnectWisePSA software: AutotaskBook: Michael Gerber: The E-Myth RevisitedPersonal brand expert: Laura PearmanPersonality test: Gallup StrengthsFinder

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“Noncompliance in certain cases is not an option—and it can put a company out of business,” says Rick Mancinelli, CEO of C3 Complete. At the MSP Summit in Orlando, Doug Green, Publisher of Technology Reseller News, sat down with Mancinelli and Shash Patel, VP at C3 Complete, to discuss why compliance has become one of the most pressing challenges—and opportunities—for MSPs. C3 Complete is a multifaceted service provider offering cloud, managed services, connectivity, security, and compliance solutions. Their team is seeing heightened demand across industries as regulators tighten rules, from HIPAA and FINRA to SOC 2, PCI, FTC mandates, and FCC enforcement actions like Section 214. “Just this year, more than 1,200 carriers lost their licenses for non-compliance,” Mancinelli noted. For MSPs, compliance represents both risk and reward. Clients—whether healthcare clinics, financial institutions, or telcos—need guidance to navigate ever-changing requirements. MSPs that avoid compliance conversations risk losing trusted relationships, while those that embrace compliance can differentiate and grow. “It's a pain point clients can't ignore,” Patel explained. “If you can't help them, they'll find someone who can—and that puts your entire customer relationship at risk.” C3 approaches compliance as a long-term risk management engagement, blending vCISO services, assessments, penetration testing, and vulnerability management with hands-on guidance to mature client processes over 12 to 36 months. The payoff goes beyond passing audits: compliance maturity strengthens security, opens new recurring revenue streams, and deepens MSP-client trust. “The opportunity right now is huge,” Patel emphasized. “Compliance isn't stagnant—it's evolving every day. That makes this the right time for MSPs to partner and deliver real value.” Learn more at c3-complete.com.

“You can find out what your MSP is worth in just 15 seconds,” says Paul Daigle of Biz Advisory Board. “Our evaluator benchmarks your business against peers and shows where you can grow and how to position for acquisition.” At the MSP Summit in Orlando, Doug Green, Publisher of Technology Reseller News, sat down with Daigle moments after his standing-room-only, three-hour session on mergers and acquisitions. Daigle explained how the Biz Advisory Board's MSP Business Evaluator and Accelerator helps owners measure themselves against best-in-class peers, identify gaps, and create strategies to “level up” across 72 key business functions—from marketing and HR to cybersecurity and finance. The model not only helps MSPs break through growth ceilings but also prepares them for successful exits. By showing where an MSP stands compared to others in its revenue group, the evaluator highlights the steps needed to increase valuation and attract buyers. Daigle emphasized that private equity firms, strategic buyers, and financial buyers all use similar benchmarks, making it critical for MSPs to align their operations before entering M&A discussions. He also highlighted the role of AI in shaping valuations. Smaller MSPs can increase EBITDA by replacing entry-level technicians with AI-driven efficiencies, while larger MSPs can scale without additional headcount—both strategies boosting profitability and acquisition appeal. With a growing newsletter following and active LinkedIn presence, Daigle shares weekly insights for MSPs seeking to grow or prepare for sale. “There's no two MSPs alike,” he noted. “But every MSP can accelerate growth and maximize value if they measure themselves and take action.” Learn more at bizadvisoryboard.com.

“Left of boom cybersecurity doesn't have to be overwhelming—and we're here to help,” says Nett Lynch, CISO at Kraft Kennedy and Emperor of Legion. At the MSP Summit in Orlando, Doug Green, Publisher of Technology Reseller News, spoke with Lynch about Legion, a new division of Kraft Kennedy dedicated to helping MSPs deliver enterprise-grade security services without the cost of building them in-house. Kraft Kennedy, founded in 1988, has long specialized in IT for the legal sector. Legion extends that expertise to the broader MSP community, offering services such as vCISO, assessments, and penetration testing. The goal: to fill the knowledge and compliance gaps that many small and mid-sized MSPs face while letting them retain focus on their core IT services. Lynch, drawing on 30 years in IT and two decades in the MSP space, stressed that MSPs don't need to reinvent the wheel to provide strategic security. Through partnerships, Legion enables MSPs to deliver more value to clients, while also maturing their own operations. “Clients don't get excited about tools,” he explained. “They care about how technology aligns with business outcomes.” By making high-level security expertise accessible and digestible, Legion helps MSPs protect customers, open new recurring revenue opportunities, and build long-term trust. Learn more at kraftkennedy.com or connect with Nett Lynch on LinkedIn.

In this interview, Richard Tubb talks to Kristian Walker. He's an Account Executive - New Business at Huntress. Huntress are one of the world's leading cybersecurity organisations. Kristian has been making waves sharing some great advice on MSP sales through his online videos.Kristian talks about his journey in the IT sector and what a typical day looks like for him. Richard asks him to share why many MSPs struggle with sales and his view on sales. Kristian talks through how to demonstrate the real value in MSP services, why your approach to client sales has to change and the biggest mistake he sees MSPs make with sales, as well as why engineers should get involved in sales chats.Richard asks Kristian for his top tips for better sales conversations, as well as the single thing you can do to have more sales in the rest of 2025. Kristian also explains the Neighbourhood Watch solution from Huntress, what MSPs want (and don't want) from vendors and what to look for in partner relationships.Richard asks Kristian how he started making videos for LinkedIn and how it feels to put yourself out there. He shares why a mindset shift will give you more confidence to do video, why you don't need fancy kit to get started, and the responses he's had to what he puts out. Finally, Richard asks what's the best part of Kristian's job, what the job has taught him about himself and who he is outside of work. He also shares who inspires him in and out of the MSP world. Mentioned in This EpisodeHuntressIT solutions: DattoAuthor and speaker: Karl PalachukMSP community: GTIASales development leader at Huntress: Tracie OriskoVP Ecosystem Evangelism at ConnectWise: Arlin SorensenSales engineer at Huntress: Sasha RoshanMSP community: The Tech TribeVideo platform: Bonjoro

In this episode, Richard talks to Myles Peart. He's the Technical Director of NetSec, a UK-based managed service provider. The company recently won a prestigious MSP award from SuperOps and were named Emerging MSP of the Year.Myles talks about the experience of entering awards and what it's like being a winner. He shares his journey in the MSP space, how he set NetSec up, their current tool stack and how his wife came to join the company.Richard asks Myles to explain why he encourages platform unification for SMBs and how his clients find using M365 almost exclusively. They discuss why a focus on cybersecurity is a good idea and the value in forming strategic business alliances.Myles shares the NetSec approach to customer relationships and why the company focused on successful project delivery in their early days. He talks about how he keeps up with the pace of tech changes and his experiences working with coaches for business and health. Mentioned in This EpisodeNetSecPSA/RMM platform: SuperOpsSuperOps MSP awardsCybersecurity tool: Heimdal SecurityPassword manager: Keeper SecurityCloud backup: N-able CoveEmail signature software: ExclaimerCertification: Cyber EssentialsMicrosoft automation tool: Power AutomateScott Riley of Inside AgentNews site: Legal News WalesTech careers for young people CyberFirstUK government security centre: NCSCDavid Brereton of MysonPagesAutomation platform: ZapierBusiness event: Ideas FestEntrepreneur seminar: James Sinclair Business Master Class

Howard M. Cohen, a seasoned expert in the managed service provider (MSP) sector, discusses the current state and future potential of artificial intelligence (AI) for MSPs. He highlights that while adoption rates are still low, with only a small percentage of partners and customers fully integrating agentic AI, there is a growing interest in practical applications. Cohen emphasizes the importance of moving beyond the hype surrounding AI and focusing on real business tools that can enhance service delivery and client engagement.Cohen shares insights from his experience, recalling the excitement of the early days of personal computing and drawing parallels to the current AI landscape. He notes that many discussions around AI lack depth and practical understanding, urging MSPs to seek out genuine applications that can drive results. He cites examples of MSPs successfully implementing AI solutions, such as virtual agents in boutique hotels, which demonstrate the tangible benefits of AI when applied thoughtfully.The conversation also touches on the challenges MSPs face, including data security, compliance concerns, and the need for internal expertise. Cohen argues that MSPs should take a consultative approach, engaging with clients to understand their business processes and identifying opportunities for AI integration. He believes that by focusing on practical applications and outcomes, MSPs can better position themselves in a rapidly evolving market.Finally, the discussion shifts to the implications of changing pricing models in the AI space. With a significant increase in per-use pricing among AI software companies, Cohen warns that MSPs must be prepared to define what constitutes usage and outcomes clearly. He stresses the need for MSPs to adapt their service offerings and pricing strategies to align with these new models, ensuring they can deliver value while navigating the complexities of AI integration. 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