Podcasts about msp

Anthropic's refusal to remove safeguards against mass domestic surveillance and fully autonomous weapons in its interactions with the Department of Defense establishes an explicit boundary on the use of AI in federal contracts. The company cited specific civic and legal risks, emphasizing that current AI systems are not reliable enough for autonomous weapon deployment and warning that government pressure on vendors to bypass statutory constraints poses broader accountability issues. This underscores a shift in liability for MSPs and IT providers—any weakening of safeguards under contract does not eliminate risk but instead transfers possible exposure down the technology supply chain. This position is reinforced by the lack of unconditional trust in military oversight, as highlighted by the Pentagon CTO's remarks, and by clear legal challenges, including violations of the Fourth Amendment and Department of Defense Directive 3000.09. Dave Sobel asserts that professional liability and cyber policies do not typically cover actions undertaken solely at government request where legal limits are breached. This increases the necessity for MSPs and IT leaders to verify that contract language explicitly defines acceptable AI use and to ensure written documentation before government or enterprise client demands arise. Additional analysis includes operational deployments of AI in service and workplace environments. Burger King's AI chatbot, Patty, and ServiceNow's autonomous request resolution underscore the friction between efficiency claims and trust gaps, as evidenced by a YouGov survey that found 68% of consumers lack confidence in AI customer service. Dave Sobel notes that MSP benchmarks tied to vendor ticket closure rates may not reflect real client satisfaction or risk, especially when legal requirements for monitoring and consent are not met. The episode further covers market reactions to speculative reports on AI-driven job displacement, studies demonstrating AI's failure to maintain human-like restraint in conflict scenarios, and IBM's valuation drop due to AI modernization tools. For MSPs and IT decision-makers, the practical takeaway is the need for documented governance, explicit contractual safeguards, and ongoing risk assessments when deploying or recommending AI solutions—particularly in environments where trust, human oversight, and insurability are not yet aligned with technical capability. Three things to know today: 00:00 Anthropic Refuses Pentagon Demands on Surveillance and Autonomous Weapons, Risks Contract 03:40 AI Hits the Human Layer — and Governance, Consent, and Trust Infrastructure Aren't Ready 07:37 AI Moves Markets, Escalates Wars, and Splits Partner Ecosystems — In One Week   This is the Business of Tech.    Supported by:  IT Service Provider University

Howie's got ahold of the bodycam footage in the latest mess MSP has gotten themselves into, and it's worse than we though. Howie plays you some of the cuts we pulled from the bodycam footage.  Visit the Howie Carr Radio Network website to access columns, podcasts, and other exclusive content.

The primary discussion in the episode centers on the increasing risk to data privacy posed by the adoption of artificial intelligence (AI) applications within SMB environments. Panelists highlighted the challenge of educating clients on how AI systems may access, process, and transmit sensitive information, sometimes integrating client data into broader training datasets owned by third parties. Specific emphasis was placed on the operational reality that data, once shared with AI models, may no longer be under the original owner's control. This development directly affects both regulatory compliance and client trust, especially for service providers tasked with protecting client environments. Supporting details referenced both technical and procedural countermeasures available to MSPs. Tools such as browser-based security assessments (e.g., Atacama), network analysis at the firewall, and Microsoft 365's built-in security features (Defender and Cloud App Security) were identified as practical resources for monitoring data flow and enforcing restrictions on AI integration. The approach recommended focuses on assessment-driven education—using tangible network data to demonstrate risks and capabilities, supporting MSPs in facilitating more accountable, informed decision-making among clients. Adjacent topics included a workforce transition in the MSP sector, driven by compliance and security requirements. The discussion referenced an industry demographic shift, with a substantive proportion of MSP owners above the age of 55, and many considering mergers or exits rather than evolving to meet new consulting, compliance, and productivity challenges introduced by AI. Additional coverage addressed the impact of AI and data center expansion on community resources (e.g., demands on electrical grids and water supply), as well as divergent organizational responses to emerging consumer technologies such as smart glasses.   Evolve or Exit -  Many MSP's are facing this reality https://mspglobal.com/blog/exit-or-evolve-msp-reinvention-cycle/ Browser based security assessment tool http://www.atakama.com   States moving to require AI to pay for its own electricity. https://www.perplexity.ai/page/states-move-to-shield-ratepaye-0_4v24YTRWGbech52eWGZw   Airforce ban meta glasses while army adopts them.  https://www.perplexity.ai/page/air-force-bans-meta-ai-glasses-KTBzW6_tQom3lJ6XuWNcZg Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Cybercrime's escalation has reached a projected $12.2 trillion annual impact by 2031, with a notable surge in remote monitoring and management (RMM) tool abuse—up 277% year-over-year, according to Huntress and supporting vendor reports. Attackers utilize legitimate IT tools to facilitate stealthier ransomware and phishing campaigns, amplifying structural vulnerabilities within MSP technology stacks. Key metrics from Acronis, WatchGuard, and Vectra AI indicate a shift to smaller, more evasive malware campaigns, longer times to ransomware deployment (averaging 20 hours), and widespread unaddressed security alerts, raising questions about the adequacy of current defenses and incident response practices. Vendor-supplied threat intelligence further shows that MSPs' reliance on signature-based platforms and insufficient visibility leaves them exposed to evolving attack techniques. Data reviewed suggests phishing footholds can quickly compromise cross-client environments, and legal ramifications heavily fall on the service provider when RMM or monitoring tools act as entry points. Notably, only about 58-60% of organizations report full visibility across their systems, with a majority of alerts remaining unaddressed, underscoring gaps in operational maturity and preparedness. Adjacent coverage highlighted Microsoft Copilot's repeated security control failures within regulated environments, specifically its inability to enforce sensitivity labels and boundaries across emails—most recently affecting the UK's National Health Service. The lack of vendor-announced architectural changes calls into question the viability of deploying AI tools in compliance-driven contexts. Separately, political and public backlash against surveillance technologies (such as Flock cameras) demonstrates that unchecked data collection is no longer a manageable passive risk, as data becomes increasingly actionable and retains liability beyond technical considerations. The practical takeaway for MSPs and IT leaders is a need to prioritize audit, documentation, and enforcement of controls within their technology stacks, especially where vendor tools or AI-driven automation intersect with compliance and client trust. Preserving operational optionality and scrutinizing vendor terms—particularly data sharing and architectural enforcement—are essential to reduce exposure. Waiting for vendor patches, disregarding documented control failures, or underestimating public scrutiny elevate liability across legal, reputational, and client relationship domains. Four things to know today: 00:00 Vendor Threat Reports Converge on One Risk MSPs Can't Outsource: The RMM as Breach Vector 05:11 Copilot Failed Compliance Controls Twice in Eight Months — A Patch Won't Fix That 07:03 Flock Backlash Exposes the Liability Hidden in Every Vendor Data-Sharing Contract 09:42 GTDC Summit: Distributors Pitch AI On-Ramp as Hyperscalers Compress Their Margin Sponsored by:  

Join Brian Doyle on this episode of MSP Business School as he sits down with Doug Kreitzberg from SeedPod Cyber to discuss the intricate world of cybersecurity insurance. Kreitzberg, with a rich background in the insurance industry, explores the dynamic relationship between MSPs and cyber insurance providers. He highlights the importance of having well-designed insurance programs that align with the specific technology and risk environments of SMBs (Small and Medium-sized Businesses). Doug's insights shed light on how MSPs can leverage cyber insurance to build trust and offer more value to their clients. In this episode, Doug Kreitzberg delves into the complexities of cyber insurance underwriting, emphasizing the role of MSPs in ensuring their clients are adequately protected. He reveals eye-opening statistics regarding insurance claims and the common pitfalls businesses face when they fail to understand the nuances of their coverage. By partnering with firms like SeedPod Cyber, MSPs can better navigate these challenges, offering their clients tailored insurance solutions that account for evolving risks, including the impacts of AI on cybersecurity protocols. Kreitzberg shares the latest trends in the industry, where insurers are starting to offer managed security services, potentially disrupting traditional MSP roles. Key Takeaways: Understanding Claims: 44% of cyber incidents result in denied claims due to unmet tech stack requirements, emphasizing the need for comprehensive and precise policy coverage. MSP Partnerships: Collaborations between MSPs and cyber insurance providers can enhance risk management and simplify the insurance process, benefiting both parties. Insurer Trends: Some insurance carriers are venturing into offering security services, creating potential conflicts of interest with MSPs. Risk Evaluations: Tools like the Insurability Audit help MSPs communicate risks and insurance needs more effectively to clients, aligning coverage with actual tech environments. Fee Income Opportunities: MSPs can benefit financially by incorporating SeedPod's systems, offering audit processes that create additional revenue streams. Guest Name: Doug Kreitzberg LinkedIn page: https://www.linkedin.com/in/dougkreitzberg/ Company: SeedPod Cyber Website: https://seedpodcyber.com/ Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com

In this insightful episode of MSP Unplugged, host Paco Lebron welcomes Degly Mendez, CEO of Avanzar IT Systems (South Pasadena, CA) and Vice Chair of the GTIA ISAO Advisory Group. Degly shares his journey into MSP leadership, his focus on cybersecurity for small/mid-sized businesses, and practical ways to make education a real defensive layer. Key takeaways include: Building ongoing cybersecurity awareness for non-tech-savvy SMB clients (beyond one-offs like "Be Cyber Aware" sessions) — challenges, retention tips, and scaling methods (webinars, tools, gamified scenarios) Metrics and stories showing when education truly reduces incidents "Secure your own house first": Fortifying Avanzar internally (team training, processes, tough investments) to avoid being the weak link Common MSP pitfalls on internal security (vendor risks, tool sprawl, early practice drops) and how to fix them Using the "Run, Protect, Grow" IT budgeting framework to prioritize Protect (including people education) without it feeling like a cost sink Evolving programs for AI-driven threats/opportunities — recent changes to stay ahead Best advice for resource-constrained MSPs: Scaling education without burnout or client overload, plus one non-negotiable step to fortify your own business now Rapid-fire: Underrated resource/habit for scaling efforts, biggest "aha" on internal ops, and the one cyber education practice he'd mandate industry-wide Perfect for MSP owners, cybersecurity pros, and IT leaders focused on proactive defense, people-powered security, and leading by example in a resource-tight world. Tune in weekly on YouTube.com/MSPUnplugged for more actionable MSP advice. Like, subscribe, and hit notifications! Also available on your favorite podcast app. Don't forget tickets for TechConUnplugged at TechConunplugged.com. #MSP #Cybersecurity #CyberEducation #MSPsecurity #RunProtectGrow #SMBcyber #ITLeadership

Welcome to the newly rebranded Get More MSP Leads podcast. In this episode, Laura Johns introduces Lydia Walker, TBG's new COO and a 20-year MSP and telecom operator who has sat in the same seat many of you are in right now. Laura was not looking for another marketing expert. She was looking for someone who understands how to run an MSP. Someone who knows where growth breaks. Someone who loves fixing broken things. Together, they break down: • The Visionary and Integrator dynamic and why it matters for MSP growth • How operational gaps quietly sabotage your lead generation • Laura's "hole in the boat" metaphor and what it reveals about scaling • Why MSPs flail when they do not truly know who they are • What this leadership shift means for TBG clients and their results Most agencies hire more marketers. TBG hired an operator who has been the client. If you care about predictable growth, strong systems, and lead generation your operations can actually support, this episode connects the dots. Because getting more MSP leads is not just about marketing. It is about building a business that can handle the growth. The Business Growers: https://www.instagram.com/thebizgrowers/ _________________________________________________________ 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

Here is a short, first-person podcast description based on your transcript:Episode Description:Are your MSP prospects ghosting you after you present their network assessment? It's probably because you're treating that assessment like a discovery call—and skipping the most fundamental part of the consultative sales process.In this episode, I'm breaking down a massive mistake I see IT sellers making: presenting problems instead of uncovering pain. A network assessment gives you facts and technical vulnerabilities, but facts don't motivate buyers—feelings and business impact do. People don't pay to fix problems that aren't causing them pain.Tune in to hear why all roads lead back to discovery, and learn how to properly structure your sales process so you can stop getting ghosted and start closing at a best-in-class rate.//Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.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

Ekco, one of Europe's leading security-first managed security service providers (MSSP), has announced the acquisition of Cork-based Datalogix. Ekco, founded and headquartered in Dublin, is continuing its ambitious acquisition trail, following a busy year in 2025 with three strategic acquisitions. Datalogix is a Cork-headquartered operational technology (OT) business with over 20 years' experience delivering proactive OT services to enterprise customers across Ireland, the UK, and the US. It provides secure OT infrastructure design, implementation, and support services that automate industrial processes for companies in the life sciences, pharmaceutical, general manufacturing, and critical national infrastructure sectors. The company's team will join Ekco's workforce of more than 1,000 people globally across Ireland, UK, the Netherlands, Malaysia, and South Africa. Datalogix will form part of Ekco's security division, bringing the division's revenues to a €100 million share of Ekco's overall group revenues of €200 million. The acquisition will significantly expand Ekco's OT capabilities in the Irish, UK, and US markets, under the leadership of Ekco Ireland CEO Steve MacNicholas. It will enable Ekco to increasingly secure IT and OT convergence for customers amidst a growing OT threat landscape and a complex regulatory backdrop. As part of Ekco's rapid growth strategy, Datalogix marks the eighth company to be acquired by Ekco in the last two years. The acquisition follows the 2025 purchases of cybersecurity consultancy Predatech, and managed service providers (MSP) Solsoft and Adapt IT. It signifies another milestone in Ekco's ambition to build a security-first unified MSP platform across Europe. Datalogix is led by Managing Director Der Cremen and Chief Technical Officer Damian White, who will bring over 50 years' combined industry experience to Ekco. Steve MacNicholas, CEO of Ekco Ireland, said: "Having known Datalogix well for many years, we have always admired their highly specialised and client focused capabilities as trusted OT advisors in the life sciences, pharmaceutical, and critical national infrastructure markets. With Ekco's world class expertise in security-first managed services and cutting-edge technology, this partnership is a perfect match – and we are looking forward to growing and learning together." Der Cremen, Managing Director of Datalogix, added: "Joining Ekco enables us to increasingly invest in and develop our OT capabilities to bring enhanced resources and resilience to our customers, backed by Ekco's scale—while maintaining the responsiveness they value." Ronan Murray, EY M&A Partner, said: "EY were delighted to provide sell side M&A lead advisory and tax services to the shareholders of Datalogix on the company's sale to Ekco. Congratulations to the combined team." See more stories here. More about Irish Tech News Irish Tech News are Ireland's No. 1 Online Tech Publication and often Ireland's No.1 Tech Podcast too. You can find hundreds of fantastic previous episodes and subscribe using whatever platform you like via our Anchor.fm page here: https://anchor.fm/irish-tech-news If you'd like to be featured in an upcoming Podcast email us at Simon@IrishTechNews.ie now to discuss. Irish Tech News have a range of services available to help promote your business. Why not drop us a line at Info@IrishTechNews.ie now to find out more about how we can help you reach our audience. You can also find and follow us on Twitter, LinkedIn, Facebook, Instagram, TikTok and Snapchat.

In this episode of Channel Chat, host Marc Sumner sits down in London with Mit Patel, Founder and CEO of Assurix, to discuss building, scaling, and exiting an MSP - and why he decided to start all over again.  Mit shares the real story behind founding a business at 20, the painful lessons of scaling, and what founders often get wrong about hiring, leadership and sales. The conversation also explores cybersecurity risk, raising standards in the MSP space, and how the next wave of platforms and AI-driven software could reshape the industry.  In this episode: Starting a company young and learning by doing The toughest lessons in scaling an MSP  When to step back from owner-led sales What selling a business is really like Why cybersecurity standards and trust matter more than ever Building talent and developing future leaders Industry trends to watch in the next 3-5 years A must-listen for MSP owners, IT channel professionals, and anyone interested in building and scaling a technology business. 

What does it take to turn the dream of an autonomous SOC into something organizations can actually deploy? Subo Guha, Senior Vice President of Product Management at Stellar Cyber, joins Sean Martin to share how the company's AI-driven security operations platform is making that vision a reality. Stellar Cyber serves SOC teams across more than 50 countries, with a primary focus on MSPs and MSSPs supporting the underserved mid-market, though marquee enterprise customers like Canon are also part of the portfolio.How can agentic AI change the way SOC teams handle alert overload? Guha describes what he calls a "digital army" of AI agents that work around the clock to automate alert triage and catch phishing attacks. The system filters 70 to 80 percent of incoming alerts, allowing analysts to focus on the 20 percent that matter most. With attackers using AI to launch faster and more frequent campaigns, Stellar Cyber takes a human-augmented approach, meaning the AI learns from analyst interactions and continuously guides the SOC team toward faster, more accurate remediation.Why does this matter for MSPs operating on thin margins? Guha explains that the autonomous SOC capability layered on top of Stellar Cyber's XDR platform allows MSSPs to serve more customers, reduce mean time to repair, and grow their tenant base without proportionally increasing staff. When MSSPs grow revenue, Stellar Cyber grows alongside them, creating a mutually beneficial model that ultimately means more organizations get protected.This is a Brand Highlight. A Brand Highlight is a ~5 minute introductory conversation designed to put a spotlight on the guest and their company. Learn more: https://www.studioc60.com/creation#highlightGUESTSubo Guha, Senior Vice President of Product Management, Stellar Cyber @LinkedInRESOURCESLearn more about Stellar Cyber: https://stellarcyber.aiAre you interested in telling your story?▶︎ Full Length Brand Story: https://www.studioc60.com/content-creation#full▶︎ Brand Spotlight Story: https://www.studioc60.com/content-creation#spotlight▶︎ Brand Highlight Story: https://www.studioc60.com/content-creation#highlightKEYWORDSSubo Guha, Stellar Cyber, Sean Martin, brand story, brand marketing, marketing podcast, brand highlight, autonomous SOC, agentic AI, security operations, XDR, NDR, MSSP, MSP, alert triage, AI-driven security, Open XDR, Gartner Magic Quadrant, phishing detection, SOC automation Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of The IT Experts Podcast, we ask a powerful question. Are you ready to stop being the bottleneck in your MSP and step into true Owner Not Needed leadership?    So many MSP owners tell us the same story. They are still the person everything flows through. Every decision lands on their desk. Every problem escalates to them. Every opportunity waits for their approval. They are working eighty or ninety hours a week while the rest of the team finishes at five. And deep down, they are wondering whether the business is working for them, or whether they are working for the business.    At The MSP Growth Hub we use the phrase Owner Not Needed. It is not about disappearing. It is about building a business that can grow, perform and create value without being dependent on you for every move. One day you will exit your MSP. Whether that is five years away or fifteen, the value of your business will be shaped by how needed you are. The less dependent it is on you, the stronger the valuation and the more freedom you create along the way.    One of the biggest fears around Owner Not Needed is loss of control. Owners worry that if they delegate properly, quality will slip, standards will drop and clients will suffer. The truth is that poor delegation creates risk. Structured delegation reduces it. When you build clarity around roles, responsibilities and expectations, you do not lose control. You create scale.    Another common challenge is decision dependency. Your team comes to you with ten-pound tasks. Small decisions. Quick clarifications. Simple approvals. Individually they feel harmless. Collectively they make you the bottleneck. A practical shift is the one three one rule. When someone brings you a problem, ask for one decision, three options and their recommendation. This develops thinking, confidence and ownership. It moves you closer to Owner Not Needed behaviour and further away from reactive firefighting.    There is also the emotional side. What happens if the business runs smoothly without you? What happens if the team no longer needs your input every hour? Some owners experience a subtle fear of becoming irrelevant. The shift from technical doer to strategic leader is not easy. What got you here will not get you there. Owner Not Needed requires you to redefine your value. You move from fixing tickets to setting direction. From solving immediate problems to shaping long term outcomes.     A practical starting point is to define your thousand pound an hour tasks. These are strategy, leadership, growth planning, financial oversight and culture. If you are spending your week buried in technical work or low value approvals, you are operating far below your true impact level. Owner Not Needed is about elevating your contribution. Delegate the ten-pound tasks. Develop your leadership team to handle the hundred-pound tasks. Protect your time for the thousand-pound decisions that drive growth.     Building leaders rather than helpers is another essential shift. Helpers wait for instruction. Leaders take ownership. They understand their numbers. They report performance. They challenge ideas. They contribute to innovation. This requires structure. Clear KPIs. Departmental plans. Individual accountability. Regular one to ones. Without structure, people drift. With structure, they grow. Owner Not Needed thrives in a culture of clarity.     Numbers also play a critical role. Many MSP owners cannot confidently say whether they are truly making money. They look at the bank balance and hope. Owner Not Needed demands financial visibility. Know your margins. Know your EBITDA. Share the right metrics with your team. When everyone understands performance, decisions improve and dependency reduces.     Staying strategically involved is different from daily firefighting. A weekly cadence focused on progress, priorities and performance replaces reactive noise. Instead of walking around asking how things are going, you review structured updates. Instead of solving every issue, you coach leaders to solve them. This is how Owner Not Needed becomes a lived reality rather than a slogan.    The benefits are powerful. Clear head space to think. A capable leadership team making aligned decisions. Consistent delivery without owner interruption. More time with family and friends. Greater flexibility and control over how you spend your time. And when the day comes to sell, a stronger multiplier because the business is not reliant on you.    Owner Not Needed is not about stepping away and hoping for the best. It is about intentionally building a structure that allows the business to thrive without constant owner intervention. When you lift yourself out of the bottleneck position, you unlock growth, value and freedom.     If this episode has struck a chord, take a moment to reflect. Where are you still the decision maker for something your team could own? What would change if you truly embraced Owner Not Needed thinking?   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!   

What does it take to turn the dream of an autonomous SOC into something organizations can actually deploy? Subo Guha, Senior Vice President of Product Management at Stellar Cyber, joins Sean Martin to share how the company's AI-driven security operations platform is making that vision a reality. Stellar Cyber serves SOC teams across more than 50 countries, with a primary focus on MSPs and MSSPs supporting the underserved mid-market, though marquee enterprise customers like Canon are also part of the portfolio.How can agentic AI change the way SOC teams handle alert overload? Guha describes what he calls a "digital army" of AI agents that work around the clock to automate alert triage and catch phishing attacks. The system filters 70 to 80 percent of incoming alerts, allowing analysts to focus on the 20 percent that matter most. With attackers using AI to launch faster and more frequent campaigns, Stellar Cyber takes a human-augmented approach, meaning the AI learns from analyst interactions and continuously guides the SOC team toward faster, more accurate remediation.Why does this matter for MSPs operating on thin margins? Guha explains that the autonomous SOC capability layered on top of Stellar Cyber's XDR platform allows MSSPs to serve more customers, reduce mean time to repair, and grow their tenant base without proportionally increasing staff. When MSSPs grow revenue, Stellar Cyber grows alongside them, creating a mutually beneficial model that ultimately means more organizations get protected.This is a Brand Highlight. A Brand Highlight is a ~5 minute introductory conversation designed to put a spotlight on the guest and their company. Learn more: https://www.studioc60.com/creation#highlightGUESTSubo Guha, Senior Vice President of Product Management, Stellar Cyber @LinkedInRESOURCESLearn more about Stellar Cyber: https://stellarcyber.aiAre you interested in telling your story?▶︎ Full Length Brand Story: https://www.studioc60.com/content-creation#full▶︎ Brand Spotlight Story: https://www.studioc60.com/content-creation#spotlight▶︎ Brand Highlight Story: https://www.studioc60.com/content-creation#highlightKEYWORDSSubo Guha, Stellar Cyber, Sean Martin, brand story, brand marketing, marketing podcast, brand highlight, autonomous SOC, agentic AI, security operations, XDR, NDR, MSSP, MSP, alert triage, AI-driven security, Open XDR, Gartner Magic Quadrant, phishing detection, SOC automation Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this podcast episode, Nicola Moss, a marketing expert, discusses effective budgeting strategies for marketing within Managed Service Providers (MSPs). She highlights the differences in budget allocation and approaches between small and large MSPs and provides a practical guide on setting annual marketing budgets based on percentages of turnover and desired outcomes. Nicola emphasises the importance of consistent spend and strategic investment in various marketing activities, including events, webinars, and referral marketing. She also touches on the integrality of marketing in generating ROI, domain authority, and managing client relationships to sustain long-term growth. The episode offers valuable insights for MSPs looking to optimise their marketing budgets and achieve significant returns on their investments. 00:00 Introduction and Setting the Stage 00:49 Budgeting for Different Sizes of MSPs 03:15 Setting Annual Marketing Budgets 05:58 Calculating ROI and Budget Allocation 08:59 Effective Marketing Strategies for MSPs 11:10 The Importance of Consistent Marketing Efforts 14:16 Leveraging Tools and Partnerships 21:01 Measuring Marketing Effectiveness 35:32 Final Thoughts and Contact Information Connect with Nicola Moss on LinkedIn by clicking here – https://www.linkedin.com/in/nicola-moss-b0a1502/ Connect with Daniel Welling on LinkedIn by clicking here –https://www.linkedin.com/in/danielwelling/ Connect with Adam Morris on LinkedIn by clicking here – https://www.linkedin.com/in/adamcmorris/ Visit The MSP Finance Team website, simply click here –https://www.mspfinanceteam.com/   MSP Glossary: MSP Finance Glossary Explained | MSP Finance Team We look forward to catching up with you on the next one. Stay tuned! MSP golf day 12/03/26 – register at https://mspgolf.co.uk/

In this episode, we do a deep dive on Landing Pages. The content used in ads is a big part of the battle, but the landing page will make or break a campaign. We outline real life examples of how landing page changes increased conversion rates, must haves on landing pages, and we read the EXACT landing page we're running right now for MSP clients. Need help improving the content in your ads? Start a trial at: https://campers.msp-camp.com/

Welcome to a feed drop ofthe SMB Community Podcast, the longest-running MSP-focused podcast in the industry.  Hosts James Kernan and Amy Babinchak dive deep into AI go-to-market strategies for 2026, inspired by insights from Amy Babinchak's recent AI class for MSPs.They open with the latest news on Microsoft Copilot and Anthropic's integration, highlighting new privacy and security features for Office apps. Then, they explore how MSPs can not only adopt AI internally but also create new, innovative service offerings for their clients—like custom AI grant-writing agents for nonprofits, real-world business demonstrations, and the integration of AI readiness assessments.Pricing strategies, project sales versus monthly recurring revenue, and the importance of meaningful quarterly business reviews also come under the spotlight. Throughout the conversation, Amy Babinchak and James Kernan share practical examples, discuss industry challenges, and encourage listeners to rethink and monetize their approach to AI as we move toward 2026.Tune in for fresh ideas, actionable strategies, and a glimpse into the real-world experiences of MSPs shaping the future with AI, and find it on your favorite podcast player.   Links at https://smbcommunitypodcast.com

A coalition of more than 20 mayors across Minnesota is calling on the state for help with recovery from the surge of federal agents in the last two months. We'll hear from the mayor of Brooklyn Center about the group's number one ask to state lawmakers.It's been a week since border czar Tom Homan announced a plan to significantly reduce the number of federal agents in Minnesota. But has that been the case on the ground? What data on flights out of MSP carrying detainees indicates.Homan also claimed federal agents had located more than 3,000 supposedly missing unaccompanied children during the surge. A local expert breaks down what that might mean.And we'll meet a Minnesota ER doctor consulting for the hit TV show “The Pitt.“Our Minnesota Music Minute was “Minneapolis Madness” by room3, Alex Brown, David Feily and LA Buckner. Our Song of the Day was “Human” by Brandi Carlile.

Meter: Visit https://meter.com/itcareer to book a demoAre you trying to break into the information technology field and considering working for an MSP?This video tackles whether a managed service provider role is the fastest entry point or a potential path to early career burnout.We break down the pros and cons so you can make an informed decision for your IT career.Learn the realities of help desk jobs in an MSP setting and how to avoid burnout in your first IT job.

This Week's Highlights:1. Elevating Your Business ConversationsEver feel anxious about those business-focused meetings with customers? You're not alone! In this episode, Amy Babinchak and James Kernan share their personal experiences—like ice-breakers for introverts, why finding common ground matters, and how to move the business convo from awkward to actionable. Here's Amy's advice: listen actively, ask about their growth and goals, and let those insights lead you into productive IT conversations. You don't need to come to the table with all the answers—just be ready to listen and respond.2. Why MSAs MatterAre Master Service Agreements (MSAs) critical? Our hosts agree: absolutely. James Kernan and Amy Babinchak lay out why every MSP should have a clear, enforceable contract with each customer (especially if you ever plan to sell your business). They cover how overcomplicated contracts can be a sales hurdle, the importance of keeping agreements simple, and protecting your liability in the age of fast-moving tech and shadow AI.3. Industry NewsWe touch on the recent Pax8 hack—what was exposed, why you should care, and how leaks can impact negotiations. Plus, a heads-up on the ongoing scarcity and price hikes for memory and storage thanks to AI's heavy demand. Don't skimp when buying devices for clients! Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Welcome to the Embrace the Squiggle family, Ashleigh!Ashleigh Beadle joins Colleen as the new co-host of Embrace the Squiggle. Ashleigh shares her squiggly career path through often male-dominated fields. She discusses the mentorship and coaching she received that changed her career. And we dig into Sage & Saunter her new business with a focus on helping small to mid-sized business owners scale or sell by optimizing for value and also supporting buyers- especially for MSPs.Join ETS Book Club for Atomic Habits, register here: https://us02web.zoom.us/meeting/register/3EK-BGfBRHehD2jW2bApHQ#/Need accountability in your goals? Join the Squiggle Huddle with Colleen.Learn more and Register here: https://www.maxady.com/workshops/p/the-squiggle-huddle-monthly-accountability-for-2026-goalsIf you want to be a guest on Embrace the Squiggle? Apply hereCheck out Sage & Saunter for MSP and IT Services that adds value, reduces risk, and prepares you for growth: https://sage-saunter.comStay in Touch with Your Hosts:Colleen on LinkedIn: https://www.linkedin.com/in/comara/Ashleigh on Linkedin: https://www.linkedin.com/in/ashleigh-beadle/Subscribe wherever you get your podcasts for more conversations that transform career complexity into your competitive advantage!

In this episode, Eric talks with Michael Bakaic of Iceberg Cyber about practical ways to generate more business—whether you're an MSP or any service company.They break down how to:Use lead magnets that actually start sales conversationsTurn in-person events into a steady stream of opportunitiesMove beyond referrals and build a repeatable lead engineGet over the fear of rejection and the myth that “great products sell themselves”If you're serious about filling your pipeline and winning more clients, this one's for you.For even more on cybersecurity, startups, MSPs, and entrepreneurship, join Michael on the Cyber Confidential podcast.

Corsica Technologies' reported 105% year-over-year growth in managed services bookings stands out as the primary development, indicating heightened demand for flexible service models among businesses with existing IT functions. According to Brian Harmison, CEO of Corsica, this growth is attributed to the company's focus on operational integration, automation, and data-centric managed services that supplement, rather than replace, in-house IT capabilities. The significance for MSPs is not the expansion itself, but the operational choices that enable sustained trust and differentiated engagement in a competitive landscape. Supporting details clarify Corsica's operational strategy: instead of automating or deploying AI indiscriminately, Harmison emphasizes that automation and AI are only effective atop an already “operationally excellent” MSP framework. Practical deployments cited include user onboarding/offboarding workflows, which demand both internal process clarity and integration with client HR systems. The company positions data integration and workflow consulting as integral to MSP-client relationships, not as add-on projects. Corsica's contracts reportedly reduce friction and avoid asset-tracking or incremental billing, seeking to foster longer-term trust over short-term revenue optimization. The episode also addresses the implications of Corsica's acquisition of Accountability IT. Harmison cites alignment in operating models and targeted capabilities—especially in Microsoft security and AI expertise—as central to the integration's value, rather than generic synergies. He notes that continuity of client relationships and careful preservation of existing service structures were prioritized in the first 90 days, even at the expense of speed, to mitigate operational risk and maintain client trust. The discussion highlights the risk tradeoffs between scaling for broader capability and maintaining agility for specialized client needs. For MSPs and IT leaders, the takeaway is to focus on risk reduction through operational excellence and trusted client relationships. Embracing automation and AI is not a universal solution; process maturity and readiness in both the provider and customer are preconditions for any meaningful implementation. Acquisitions require careful cultural and operational integration, with an emphasis on continuity and incremental capability, rather than immediate consolidation or scale. The episode frames operational clarity and trust—not rapid expansion or technology adoption—as critical determinants of long-term viability and resilience in managed services.

Welcome to episode 215 of the Killing IT Podcast! In this lively installment, hosts Karl Palachuk, Dave Sobel, and Ryan Morris kick off the new year by comparing winter experiences across the country—from sunny California to snow-blocked Virginia and the mild slopes of Utah.The conversation quickly shifts gears to tackle some of the biggest challenges—and opportunities—facing IT businesses today. The trio dives deep into the global arms race for electricity, highlighting China's explosive growth in energy capacity and exploring what it means for data centers, AI, quantum computing, and the MSP landscape. They emphasize that reliable power isn't just a utility, but the lifeblood of all technological progress.The hosts then dissect major investments in AI within the IT services industry, focusing on the partnership between Thrive Holdings, Shield Technology Partners, and OpenAI. Will the influx of capital and the hands-on involvement of OpenAI engineers reshape managed services—or disrupt the competitive landscape for smaller providers?Finally, the conversation turns to the hot topic of AI-driven software development and its impact on the traditional software industry. Is it hype, a genuine threat, or a new era of innovation? Dave, Ryan, and Karl share strong opinions on whether AI will augment or replace human developers, and what that means for both market leaders and scrappy startups. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

In this episode of MSP Business School, host Brian Doyle welcomes back industry analyst and media personality Dave Sobel. Known for his critical and transparent approach, Sobel dives into the transformative journey of his recent acquisition, discussing the strategic merger with Carl Polachuk's Small Business Thoughts Community. This episode provides an in-depth look into the dynamics of the merger and acquisition process, touching upon essential topics such as collaboration, community building, and strategic growth within the MSP industry. During the conversation, Dave Sobel elaborates on the critical importance of transparency and unbiased content in media, specifically within the IT services sector. Sobel shares insights on his approach to acquisitions, emphasizing the value of due diligence, legal consultation, and careful financial planning. By integrating his media expertise with Carl Polachuk's well-regarded community resources, Sobel aims to craft a holistic educational ecosystem for MSPs, stressing the need for adaptation in the face of technological advancements such as AI and automation. Key Takeaways: Transparency and community are central to building valuable resources in the MSP space, as demonstrated by Dave Sobel's recent acquisition of the Small Business Thoughts Community. Transitioning to new business models involves careful strategic planning and risk assessment, including extensive collaboration with legal, financial, and advisory teams. Embracing new technologies like AI requires a balanced approach, focusing on both technical execution and business strategy to ensure sustainable growth. Legal and governance aspects are critical when integrating new technological solutions, highlighting the importance of thorough contract reviews and stakeholder alignment. Building a community that supports the ongoing education and development of MSPs is vital for navigating the constantly evolving tech landscape. Guest Name: Dave Sobel LinkedIn page: https://www.linkedin.com/in/davesobel/ Company: MSP Radio Website: https://mspradio.com Show Website: https://mspbusinessschool.com/ Host Brian Doyle: https://www.linkedin.com/in/briandoylevciotoolbox/ Sponsor vCIOToolbox: https://vciotoolbox.com

Join us on this episode of Get More MSP Leads (formerly the Know, Grow, Scale podcast) as Laura Johns sits down with Aaron Garcia, former MSP COO turned EOS Implementer, to talk about what it really takes to scale an MSP without burning out. With over 17 years in the MSP space, Aaron has lived the late nights, the ticket overload, the people challenges, and the constant pressure that founders face. After helping grow his MSP from $2.5M to $11.5M in revenue and expanding the team to 55 employees, he made a bold move to help other MSPs break through the ceilings holding them back. In this episode, we unpack: The most common frustrations MSP leaders face, including lack of control, people challenges, stalled growth, and profit plateaus Why many founders unknowingly become the bottleneck in their own business What "right person, right seat" actually means and how it transforms team performance Real examples of how implementing EOS reduced chaos, improved accountability, and accelerated growth How to create clarity and alignment around vision so your entire team rows in the same direction Why vulnerability and willingness to change are non-negotiables for scaling If you are an MSP owner feeling stuck, overwhelmed, or unsure how to get to the next level, this conversation offers both practical tools and honest insight from someone who has been in your seat. Aaron also shares where to start, including the foundational EOS books Get a Grip and Traction, and how MSP leaders can book a complimentary 90-minute session to evaluate the strength of their business across six key components. This episode is a must-listen for MSP founders who want to grow revenue, increase profitability, build accountability, and finally take a vacation without their laptop. 00:00 Introduction and Aaron's MSP background 03:05 Discovering EOS and the turning point 06:13 Common struggles MSP leaders face 09:01 The six key components of a strong business 11:49 Aligning vision and leadership teams 17:26 Real growth stories and people decisions 20:49 Accountability, freedom, and founder mindset 23:31 Where to connect and next steps Subscribe to the Get More MSP Leads (formerly the Know, Grow, Scale) podcast for more insights designed specifically to help MSPs grow smarter and scale stronger. _________________________________________________________ The Business Growers: https://www.instagram.com/thebizgrowers/ _________________________________________________________ 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

In this episode of The IT Experts Podcast, we explore why owner dependency quietly destroys MSP valuations and what you must do now to build real, transferable value in your business.     If you have ever assumed your MSP will sell when the time comes, this conversation may shift your thinking. Stuart and I unpack a hard truth. A business that cannot run and grow without you will always carry risk in the eyes of a buyer. And risk directly impacts MSP valuations.     We were prompted to record this episode after a sobering conversation with an MSP owner who had attempted to sell multiple times over several years. Each time, buyers began the process. Each time, due diligence exposed weaknesses. Each time, the deal collapsed. Not because the business was small. Not because there was no demand. The issue was clarity, structure, and owner dependency. The business worked for him. It did not work without him.     That distinction is critical.     When buyers assess MSP valuations, they are not buying your effort. They are buying sustainable profit. They are buying systems. They are buying a team. They are buying recurring revenue. They are buying predictability. If you are central to sales, delivery, relationships and decision making, the buyer sees fragility. And fragility reduces multiples.     We often explain valuation through simple maths. Imagine a one million pound MSP generating two hundred and fifty thousand pounds of EBITDA. At a modest multiple, you may walk away with half a million pounds. After decades of work, that can feel underwhelming. The opportunity lies in understanding that MSP valuations are influenced by clear, controllable drivers.     Recurring revenue mix is one of them. Many MSPs above two million pounds in turnover still rely heavily on project income. That may feel exciting and profitable. It also introduces volatility. Increasing recurring revenue from fifty percent to seventy five percent can materially improve how buyers view your stability and future cash flow.     Contract length is another lever. Monthly rolling agreements are easy to sell. They also weaken your negotiating position when it comes to MSP valuations. As your confidence grows, building longer term agreements with clients strengthens predictability and reduces perceived risk.     Service gross margin is often overlooked. Buyers want to see not only recurring revenue, but recurring margin. They want to understand the efficiency of your service desk and the return generated per technician. Strong revenue per full time employee signals operational maturity. Clean numbers, transparent reporting, and clear profitability remove doubt during due diligence.     Then there is client concentration. Over-reliance on one or two major clients creates vulnerability. Strengthening account management, spreading revenue more evenly, and improving client retention all contribute positively to MSP valuations.     Yet none of these matter fully if the owner remains the bottleneck.     We refer to this as ONN, owner not needed. This does not mean you disappear tomorrow. It means your business can run and grow without your daily involvement. Holidays without disruption are a starting point. True value is created when growth continues even while you step back from delivery.     Building towards ONN requires leadership development, documented processes, empowered managers, and consistent rhythm in reporting and accountability. It is straightforward in principle. It is demanding in practice. Letting go, hiring stronger people, and shifting your leadership style takes intention.     The encouraging news is that this transformation does not require magic tools or dramatic reinvention. It is disciplined business practice. Clear KPIs. Departmental plans. Regular reviews. Consistent focus on sales, account management, people engagement and margin control. When stitched together, these habits compound.     Improving MSP valuations is rarely about chasing a headline multiple. It is about reducing risk and increasing clarity. Buyers walk away when profit is opaque, when dependency is high, and when systems are weak. They lean in when performance is transparent and transferable.     For established MSPs already above one million pounds in revenue, a focused three-year commitment to strengthening structure can materially change exit outcomes. For others, it may take longer. The timeline is less important than the decision to begin. Planning for exit today gives you options tomorrow, even if you choose to continue building.     There is also a powerful side effect. Businesses that reach a strong ONN position often discover they enjoy the work more. Time increases. Profits rise. Acquisition opportunities become viable. MSP valuations improve not only because you are preparing to sell, but because you are building a stronger company.     At some point, every owner will exit. The question is whether you leave with confidence and control, or whether you accept whatever is offered because options have narrowed.     Owner dependency is fixable. Transferable value is buildable. MSP valuations are influenced by the decisions you make now.     If this episode resonated, start by reviewing your recurring revenue mix, contract structure, service gross margin and leadership depth. Build a plan. Work the plan. Stay consistent.     Strong MSP valuations are not accidental. They are earned through structure, discipline and the courage to let go.   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!   

First, we talk to The Indian Express' Sukrita Baruah about a video that was posted on the twitter handle of the Assam BJP and has now landed it into trouble. She talks about the video, how it has been received, its repercussions given the situation in the state, and the party's reaction to it. Next, we talk to The Indian Express' Sujit Bisoyi about protest led by the BJD in Odisha. He shares that the population of the state largely constitutes of farmers, and how issues related to MSP and paddy procurement have been very important to the state and are the cause behind the current protests by BJD against the ruling BJP government. (11:31)Lastly, we talk about India's procurement of 114 Rafael fighter jets and Poseidon 8I maritime surveillance and anti-submarine warfare aircraft. (21:35)Hosted by Niharika NandaProduced by Shashank Bhargava and Niharika NandaEdited and mixed by Suresh Pawar

At ITEXPO / MSP EXPO, Jim Gurol, CEO of California Telecom, joined Doug Green to discuss NetVerge, a modern software platform designed to address a persistent challenge for MSPs: SaaS sprawl and operational inefficiency. NetVerge was born from Gurol's own experience running an MSP. Faced with juggling multiple ticketing systems, monitoring tools, and documentation platforms, his team found themselves “swivel chairing” between applications that didn't integrate cleanly. Rather than accept outdated workflows, they built their own platform from the ground up. “We wanted to build something from scratch, from the ground up, from our pain,” Gurol explained, emphasizing that NetVerge evolved directly from real-world MSP feedback. The platform consolidates core MSP functions into a modern, AI-enabled environment. Its ticketing interface resembles real-time chat, allowing technicians to collaborate through mentions and threaded conversations rather than traditional form-heavy systems. NetVerge also incorporates AI workflow agents that assist with troubleshooting, pen testing, and other operational tasks. MSPs can even design their own AI agents to automate repetitive processes—helping firms scale without proportionally increasing headcount. Gurol believes this practitioner-driven design is a key differentiator. “We live it,” he said, noting that firsthand MSP experience informs how the platform handles alert management, ticket flow, and day-to-day operational realities. For MSPs looking to reduce tool fragmentation, modernize workflows, and deploy AI in practical ways, NetVerge aims to offer a unified alternative. Visit https://californiatelecom.com/

At ITEXPO / MSP EXPO, Ty Richardson, CEO of One Global Business Financing Corporation, joined Doug Green to discuss one of the most consequential realities facing MSP owners: at some point, you will either acquire—or be acquired. Richardson outlined how today's M&A environment has expanded beyond large “behemoth” firms, enabling even $1–$5 million MSPs to pursue viable exit strategies or strategic acquisitions. One Global Business Financing Corporation operates as a capital advisor and intermediary, working between MSPs and a broad network of lenders, private credit firms, family offices, SBA providers, and private equity sources. “We do the work so that you don't have to,” Richardson explained. Rather than forcing MSPs to navigate banks and paperwork alone, his firm evaluates financial positioning, collects documentation, surveys more than 6,000 capital providers, and returns with structured options tailored to the owner's goals—whether that means a line of credit, equipment financing, a term loan, real estate acquisition, or full M&A funding. Richardson emphasized that financing strategy begins years before a sale. MSPs planning an exit in three to five years must structure recurring revenue, strengthen contracts, build leadership teams, and maintain solid financial reporting. “If you are structuring yourself for a sale, the one thing you should be thinking about is how do I make this easy for a buyer to qualify?” he said. That preparation can significantly impact valuation and buyer confidence. The conversation also highlighted alternative deal structures, including partial acquisitions, staged buyouts, and SBA-backed transactions for smaller firms. Richardson noted that many MSPs initially assume they simply “need a loan,” when in reality more tax-efficient or strategically structured financing solutions may exist. The firm often works in consultation with tax professionals and legal advisors to optimize long-term positioning. Finally, Richardson advised MSP owners to begin networking early if a sale is on the horizon. By cultivating relationships over several years, owners may find qualified buyers privately—avoiding the noise and unqualified interest that often comes with broadly marketing a business for sale. Visit https://oneglobalfinancing.com/

At ITEXPO / MSP EXPO, Paul Daigle, Senior Managing Partner and Founder of BizAdvisoryBoard, introduced a new free resource designed to help MSPs grow more strategically: the MSP Business Growth Marketplace. In his conversation with Doug Green, Publisher of Technology Reseller News, Daigle positioned the platform as a response to a common challenge in the channel—MSPs working in their business rather than on it. Unlike vendor-led marketplaces that focus on extending product reach, this marketplace takes what Daigle calls a holistic approach across eight operational focus areas: sales, marketing, legal, CPA, HR, coaching, services, and support. “We're the only marketplace in the world that specializes in the holistic approach within the eight operational focus areas of an MSP,” Daigle said. “It's like an eight-cylinder engine—you need all those pistons working together.” The platform is vendor-agnostic and designed to match MSPs with vetted resources aligned to their size and growth stage. Whether an MSP needs specialized legal counsel, HR guidance, financial expertise, or operational coaching, the marketplace aims to connect them with providers who understand the MSP model. The goal is to streamline access to trusted partners at the precise moment MSP executives are actively seeking solutions. The concept emerged from BizAdvisoryBoard's executive coaching and M&A advisory work, where Daigle's team consistently fielded requests for qualified referrals. With strong interest from vendors and service providers at MSP Expo, the MSP Business Growth Marketplace is positioned as a centralized growth engine for MSP leaders focused on scaling with structure, discipline, and long-term value creation. Visit https://bizadvisoryboard.com/

At ITEXPO / MSP EXPO, Simon Bradbrook, Senior Sales Engineer BSG at Snom, joined Doug Green to discuss why hardware reliability, mobility, and voice infrastructure still matter in a cloud-first world. Snom, a member of the Cloud Communications Alliance (CCA), was one of the original IP phone manufacturers, launching one of the first commercially available IP phones in 2001. Today, Snom operates under the global manufacturing strength of VTech, one of the world's largest electronics manufacturers, with additional portfolio depth through the acquisition of Gigaset. Bradbrook highlighted Snom's wireless DECT solutions as a major differentiator for MSPs. Unlike Wi-Fi-based voice devices, DECT was purpose-built for voice communication, providing secure, encrypted, and highly reliable connectivity—especially critical in healthcare, assisted living, and large campus environments. “When I need to make an emergency call, I want to rely on a product that's actually going to complete that call,” Bradbrook noted, underscoring the importance of dependable voice in mission-critical settings. The Snom M900 multi-cell DECT system, which was used live during MSP Expo for staff communications, supports use cases ranging from hospitals and retirement facilities to warehouses. Features such as encrypted voice channels and optional accelerometer-based emergency alerts—capable of detecting a fall and automatically triggering assistance—expand the value proposition for MSPs serving vertical markets with safety and compliance requirements, including HIPAA-sensitive environments. Through VTech's global manufacturing footprint and distribution network, Snom is able to offer a three-year advanced replacement warranty. If a hardware issue is confirmed, a replacement unit is shipped immediately—without waiting for return processing—providing operational continuity for MSP partners and their customers. For MSPs seeking to expand beyond standard desk phones into scalable mobility and enterprise-grade wireless solutions, Snom and Gigaset offer complementary portfolios designed to fit environments from SMB retail to large enterprise campuses. Visit https://www.snomamericas.com/

At ITEXPO / MSP EXPO, Jon Arnold, Principal of J Arnold & Associates, joined Doug Green to share his perspective on the event's evolution, the growing dominance of AI in conference programming, and the escalating fraud challenges facing the communications industry. A long-time analyst and contributor, Arnold participated in four sessions during the show, primarily focused on cybersecurity, mobile communications, and fraud mitigation. Arnold noted that while ITEXPO continues to feature its traditional telecom and MSP programming, AI now permeates nearly every track—from agentic AI discussions to vertical-focused sub-events. At the same time, he observed a visible shift on the show floor, with fewer hardware vendors and more companies centered on cybersecurity and risk mitigation. “There's a steadiness to this show that I kind of like year after year,” Arnold said, while acknowledging that the exhibitor footprint and attendee mix are evolving. Across his moderated sessions, a central theme emerged: fraud is accelerating, and AI is amplifying the challenge. Topics included branded calling, RCS, KYC/Know Your Customer frameworks, and the persistent vulnerabilities within mobile networks. Arnold emphasized that fraud has become a multi-layered ecosystem problem. “Before AI, the bad guys were maybe half a step ahead. With AI, they're three or four steps ahead,” he observed, highlighting how rapidly attackers are leveraging automation and generative tools. A standout moment for Arnold was a presentation by ethical hacker Jesse “Hackajack” Tuttle, who illustrated the pervasiveness of fraud from a former attacker's perspective. The session reinforced the need for stronger regulatory frameworks, greater carrier coordination, and increased industry urgency around consumer protection. As the communications industry balances innovation with risk, Arnold's takeaway was clear: the fraud problem is worse than many assume, and solving it will require deeper collaboration across the ecosystem. Visit https://www.jarnoldassociates.com/

In a podcast recorded at ITEXPO / MSP EXPO, Doug Green, Publisher of Technology Reseller News, spoke with Rick Bekers, CEO of Channel Sales Pro, about how MSPs and technology vendors can design effective channel programs that accelerate growth while avoiding common pitfalls. Bekers brings more than four decades of experience to the conversation, including 35 years as an MSP owner, time leading a Technology Services Distributor (TSD), and years as a consultant helping vendors and service providers enter and scale through the channel. He emphasized that channel programs—whether built by vendors or MSPs evolving into “master MSPs”—require specialized expertise. “Trying to build a channel program on your own can slow you down by 18 months to three years,” Bekers said, noting that missteps and trial-and-error often delay revenue and partner momentum. The discussion focused on how Channel Sales Pro engages with MSPs seeking to expand. Bekers described a structured discovery and gap analysis process designed to align channel strategy with business goals, followed by execution that leverages established industry relationships. Drawing on his own experience running an MSP, he stressed the importance of solid operational foundations—repeatable processes, PSA and RMM tools, and consistent onboarding—to prevent burnout and customer churn as firms scale. “You don't want to try to scale a program on broken processes,” he explained. Bekers also delivered a direct message to MSP founders who feel stuck managing growth alone. By standardizing operations and seeking experienced guidance, MSPs can move from reactive, exhausting growth cycles to predictable, repeatable expansion. His confidence in the model is underscored by a performance guarantee tied to measurable revenue outcomes, reinforcing his belief that disciplined channel strategy can deliver returns within months. Visit https://www.channelsales.pro/

In a podcast recorded at ITEXPO / MSP EXPO, Doug Green, Publisher of Technology Reseller News, spoke with Tomas Sjostrom, CISSP and President of Technology Services at James Moore Co., about how cybersecurity and compliance priorities are evolving for small and mid-sized businesses. Sjostrom explained that James Moore is a long-established CPA firm with more than 60 years of experience serving Florida-based organizations, and nearly three decades delivering IT managed services alongside traditional financial and audit work. As cybersecurity threats increase and regulatory requirements expand, SMBs are showing greater interest in both protecting their environments and demonstrating compliance—often driven by cyber insurance requirements, customer demands, or new business opportunities. A key theme of the discussion focused on how organizations assess and manage cybersecurity risk. Sjostrom emphasized that the process begins with understanding what is motivating a customer's concern, whether it is insurance questionnaires, data protection issues, or compliance mandates tied to industries such as defense contracting. From there, James Moore leverages onboarding and automated discovery tools to establish a baseline and support continuous compliance. “Customers want to meet new requirements as fast as possible, reliably, and without spending excessive time or money,” Sjostrom noted, highlighting the need for scalable and automated approaches. The conversation also touched on AI adoption and compliance readiness. Sjostrom observed that less mature organizations often start with questions around data protection and privacy, while more advanced companies already understand where their critical assets reside and can move more quickly toward compliant AI deployments. As cybersecurity, compliance, and AI increasingly intersect, Sjostrom positioned proactive risk monitoring as a strategic advantage for SMBs working with trusted MSP and advisory partners. Visit https://www.jmco.com/

At ITEXPO / MSP EXPO, Doug Green, Publisher of Technology Reseller News, sat down with Rick Mancinelli, CEO of C3 Complete, along with Tim and Tasha of Nerds To Go, to discuss a new partnership designed to accelerate MSP growth and expand service capabilities across a national franchise network. C3 Complete, a multifaceted technology, telecom, and cybersecurity provider with 16 years of industry experience, has partnered with Nerds To Go to help strengthen and scale its managed services model. Nerds To Go, a franchise-based IT services brand that evolved from a break-fix concept into a managed services provider, is focused on expanding both its B2C and B2B footprint. The partnership brings additional backend support, broader product offerings, and operational depth to franchisees looking to move upstream into larger, more complex accounts. As Mancinelli explained, the goal is to “complete their product portfolio and allow them to bring a total solution to each and every one of their customers.” Through C3's telecom, data center, and advanced services capabilities, Nerds To Go franchisees can now pursue opportunities that previously exceeded their internal bandwidth. At the same time, the franchise network provides C3 with boots-on-the-ground coverage in markets where local presence is critical. The collaboration reflects a broader industry trend toward partnership-driven growth. By combining franchise scalability with enterprise-grade backend support, both organizations aim to increase margins, enhance recurring revenue streams, and enable franchisees to confidently say “yes” to larger opportunities. As the group emphasized during the conversation, this is not a vendor-client relationship but a mutual growth strategy built on shared opportunity. Visit C3 Complete: https://c3-complete.com/ Visit Nerds To Go: https://www.nerdstogo.com/

At ITEXPO / MSP EXPO, Doug Green, Publisher of Technology Reseller News, spoke with Mahen Gundecha, Broker at Bristol Group, about mergers and acquisitions activity in the MSP and cybersecurity markets—and what business owners should be thinking about long before they decide to sell. Bristol Group is an M&A advisory firm focused on small- and mid-sized companies across multiple industries, with Gundecha concentrating on IT and managed services. Drawing parallels between biotech and the rapidly evolving MSP and cybersecurity sectors, he emphasized that today's environment is knowledge-intensive, fast-moving, and increasingly shaped by consolidation and private equity activity. For MSP owners dreaming of an eventual exit, Gundecha offered practical guidance rooted in three core areas: personal goals, financial readiness, and market risk. “Ask yourself what you want personally, what your financial situation looks like, and what risks are coming your way,” he advised. Many owners assume aggressive growth will dramatically increase valuation in a short period, but in reality, sustained, realistic growth—and careful timing—often determine the outcome. Understanding whether there is a gap between retirement goals and current valuation is a critical first step. He also highlighted the growing impact of consolidation. As private equity-backed platforms acquire regional MSPs, competitive pressure increases—bringing stronger capabilities, deeper cybersecurity stacks, and potentially lower pricing. This can affect both customer retention and employee retention, particularly for highly skilled cybersecurity professionals. For owners nearing retirement, a dip in valuation due to lost accounts or talent may be difficult to recover from within a limited time horizon. Importantly, selling does not have to mean walking away entirely. Gundecha described partial exits where owners retain equity in a larger acquiring platform. This approach can reduce customer concentration risk, provide immediate liquidity, and potentially deliver greater long-term upside if the buyer scales aggressively. “You've cashed out part of your risk, diversified the rest, and positioned yourself for additional wealth creation,” he explained—while underscoring that selecting the right buyer is the key strategic decision. Visit https://bristolgrouponline.com/

At ITEXPO / MSP EXPO, Doug Green, Publisher of Technology Reseller News, spoke with Lyle Pratt, CEO of Vida, about the company's latest release: an expanded AI Agent Operating System designed for enterprise scale and built specifically for MSPs and channel partners. Vida provides AI-powered phone agents that integrate directly into existing UCaaS and telecom environments. With native SIP registration, Vida's agents can register back to an MSP's current UCaaS platform and appear just like any other VoIP endpoint. The new release enhances omnichannel capabilities, centralized control, observability, billing integrations, and reseller management—allowing MSPs to deploy, monitor, and monetize AI agents at scale across multiple customers. Pratt emphasized that the platform was architected from a telecom channel background. “We've designed the OS specifically for MSPs,” he said. “We make it extremely easy to roll those out to all your customers using our AI Agent OS.” Vida supports a multi-tier model—partners, resellers, enterprises, and agents—enabling white-label deployments where MSPs retain brand control and pricing authority. The platform also includes built-in billing and reporting capabilities to streamline recurring revenue operations. A key opportunity lies in redirecting call traffic that traditionally flows to third-party call centers or BPOs. Vida's AI phone agents can handle first-tier interactions at approximately 15 cents per minute, enabling MSPs to capture revenue streams that previously bypassed them. “Software is going to begin to eat into the labor market,” Pratt noted. “And that actually is great for MSPs because they sell software solutions—now they can collect those margins for themselves.” As AI continues to reshape communications infrastructure, Vida is positioning its platform as the backbone for next-generation IVRs, auto attendants, and voice-driven automation. With SOC 2 and HIPAA compliance, flexible integrations, and omnichannel automation capabilities across voice, SMS, and email, the company is aiming to simplify AI deployment for MSPs while opening new, high-margin revenue paths. Visit https://vida.io/

In a podcast recorded at ITEXPO / MSP EXPO, Doug Green, Publisher of Technology Reseller News, spoke with Julie Thiel, Founder of Thiel Talent Strategy, about the growing complexity of human resources, compliance, and people management for MSPs and technology-driven businesses. The conversation highlighted why HR has become a critical—yet often underestimated—risk area as service providers scale. Thiel pointed to employee classification as one of the most common and costly mistakes business owners make. “The one decision people keep getting wrong is employee status,” she explained, referring to missteps around contractor versus employee classification and exempt versus non-exempt roles. With employment laws varying widely across states and even municipalities, she noted that well-intentioned decisions can quietly create compliance exposure over time, especially for MSPs operating in multi-state or hybrid work environments. The discussion also covered additional HR pain points, including background checks, hiring practices, and increasingly complex time-off policies driven by local regulations. Thiel emphasized that many owners underestimate how quickly these issues compound as headcount grows. “You can't Google your way into good judgment when it comes to people,” she said, underscoring the limits of ad hoc approaches to HR in a fast-changing legal landscape. Thiel concluded by encouraging MSP owners to view HR as a strategic partnership rather than a necessary burden. By working with experienced advisors, MSPs can reduce risk, protect their teams, and free leadership to focus on growth. Her core message to MSPs at the event was clear: you don't have to carry the weight of people issues alone. Visit https://thieltalentstrategy.com/

In this powerful episode of MSP Unplugged, host Paco Lebron welcomes back Marcial Velez, Founder & CEO of Xperteks—a nationally recognized NYC-based MSP honored on CRN's MSP 500 list multiple years running. Marcial opens up about the real "strifes" of leadership: Building and evolving Xperteks from startup to award-winning firm—what unexpected changes and make-or-break moments tested him most Avoiding founder burnout through rituals, boundaries, and staying sane during crises Intentionally shaping team culture in a high-pressure IT world (remote/hybrid challenges, motivation, loyalty) — one change that transformed morale Scaling without losing the family feel: navigating growth tensions, roles, and vision clashes Common leadership pitfalls MSPs make (over-relying on tech fixes vs. people processes) and how to counter them A raw mistake in culture-building he wishes he'd caught earlier—and the key lesson on the human side of MSPs Why culture will be make-or-break in the next few years (generational shifts, AI workflows, talent wars) + the one people/culture investment paying off now Rapid-fire: Top leadership resource lately, current "strife" he's tackling, and the one industry cultural fix he'd wave a wand for Packed with vulnerable, practical insights for MSP owners, leaders, and teams—whether you're solo, scaling, or fighting to keep culture strong. Tune in weekly on YouTube.com/MSPUnplugged for unfiltered MSP leadership advice. Like, subscribe, and hit notifications so you never miss an episode! Available on your favorite podcast app.

Howie continues to cover the recent indictment of four MSP, one of which was on a show Boston's finest and then Howie plays some cuts from the press conference announcing the indictments.  Visit the Howie Carr Radio Network website to access columns, podcasts, and other exclusive content.

IT spending continues to expand, with North America projected to lead a 12.6% increase to $2.6 trillion, primarily due to hyperscaler investments in AI infrastructure. However, the proportion of technology spending funneled through channel partners is declining, now at 61% compared to over 70% four years ago, according to a survey by Omnia. This shift signals that while the market is growing, traditional margin and resale opportunities for MSPs are narrowing as vendors redirect a larger share of revenue direct while still relying on partners for implementation, support, and customer operations.Data from Salesforce underscores a near-universal trend toward partner involvement in sales, with 94% of surveyed global salespeople leveraging partners to close deals and 90% using tools to manage relationships. Despite this, Dave Sobel clarifies the distinction between involvement and compensation, highlighting that partner influence on deals does not guarantee economic participation at previous levels. These dynamics reinforce that MSPs must adapt to a reality where their role in the value chain is being separated into influence and execution, with the middle tier facing increasing pressure.Additional analysis draws attention to labor market changes and technology commoditization. U.S. job openings have fallen to their lowest point in over five years, undermining MSP growth strategies dependent on seat expansion. Simultaneously, the AI market is fragmenting at the application layer—with Google's Gemini app, Grok, and OpenAI's ChatGPT shifting market shares rapidly—while hyperscalers like Alphabet (Google) commit unprecedented capital expenditures, fueling an infrastructure arms race even as front-end AI tools become more interchangeable.The practical implication for MSPs and IT service providers is increased pressure to re-evaluate business models, operationalize AI offerings, and focus on defensible, productized services. Reliance on a single vendor or seat-based growth forecasts presents heightened risk. Successful adaptation will require a shift toward managed services around AI operations, governance, and productivity—emphasizing accountability, optionality, and measurable ROI—rather than assuming historic revenue models will persist.Three things to know today:00:00 Partners Essential to Sales but Losing Economic Share, Survey Shows05:44 US Job Market Shows Low Hiring, Low Firing Despite Falling Openings       08:00 Alphabet Plans $180B AI Capex as Gemini Hits 750M UsersThis is the Business of Tech.   Supported by: Small Biz Thoughts Community

In this episode of The IT Experts Podcast, I want to speak directly to MSP owners who are getting Groundhog Day vibes from their business. That sense that every week feels the same, the same problems keep resurfacing, and despite working hard, progress feels slow or non-existent. If Groundhog Day vibes are creeping into your MSP, this conversation will resonate deeply.     I was joined by Stuart Warwick in the podcast lounge, and we went straight into the reality behind that familiar sigh many MSP owners make. It does not matter what time of year it is. When Groundhog Day vibes show up, it usually means the business has reached a ceiling created by habits, structure, and leadership patterns that once worked and no longer do.     We talked about how easy it is to stay busy while staying still. Many MSPs operate in a steady rhythm where the business pays the bills and supports a decent lifestyle. On the surface everything looks fine. Underneath, there is often frustration and a sense that something more was meant to happen by now. When Groundhog Day vibes become normal, it is a sign that the business is not aligned with the original vision that drove you to start.     One of the biggest themes in the conversation was owner dependency. Most MSP owners built their business because they love technology and solving problems. Being needed feels good and that feeling can quietly turn into an addiction. Over time, this keeps you trapped in the day to day and limits growth. When Groundhog Day vibes keep returning, it is often because you have not decided what you are willing to let go of.       We also spent time talking about the role your team plays. I see this repeatedly inside The MSP Growth Hub. Owners underestimate the capability and appetite of their people. When Groundhog Day vibes take hold, it is often because the team has not been invited into the bigger picture. When you involve them properly, energy changes. Ownership grows. Momentum starts to build in ways that surprise most owners.      Stuart shared a simple and practical starting point. Stop and take an honest audit of your business. Look at operations, projects, sales, marketing, finance, billing, and admin. Notice what drains you and what energises you. When Groundhog Day vibes are present, this exercise brings clarity quickly. From there, the work becomes about spending more time on the areas that move the business forward and less time on the tasks that keep you stuck.    We also explored leadership and culture. Whether you realise it or not, you set the tone for everything. Your team watches what you prioritise and what you tolerate. When expectations are unclear, people fill the gaps themselves. If Groundhog Day vibes persist, it often points to missing structure, unclear standards, or a lack of shared direction. This is not about blame. It is about growth as a leader.     Consistency was another key part of the discussion. Change does not come from motivation alone. It comes from rhythm and follow-through. Write things down. Decide what success looks like. Check in regularly. When MSP owners fall back into old habits, it is usually because progress was not being measured. Groundhog Day vibes thrive in the absence of accountability.      We also talked about what life can look like on the other side of this. Progress shows up in numbers, in time, and in satisfaction. Better margins. More space in your diary. Time to think and lead. When owners look back after a year of intentional action, they are often shocked by how much has changed. If Groundhog Day vibes are present today, that future is still available to you.     This episode is a reminder that you are not stuck. You are where you are because of past decisions and actions, which means new decisions create new outcomes. Your team can be part of the solution. Structure can work in your favour. Momentum can be rebuilt. You do not have to keep reliving the same week on repeat.   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! 

Subscribe to our Newsletter: https://theultimatepartner.com/ebook-subscribe/ Check Out UPX: https://theultimatepartner.com/experience/ https://youtu.be/-flNeKF6CxQ?si=xIIQ4LUl7oraQjkg Microsoft’s Cyril Belikoff joins Vince Menzione to reveal the seismic shift occurring within the newly reimagined Microsoft Marketplace. As the industry moves toward a predicted $300 billion partner opportunity by 2030, this discussion deconstructs the evolution of the “Frontier” vision, the launch of the AI apps and agents category, and the critical “Resale Enabled Offer” (REO) that is currently doubling deal sizes for early adopters. Whether you are a software company looking to scale globally or a reseller aiming to stitch together complex AI solutions, the message is clear: the flywheel is already spinning, and those who wait for a “perfect strategy” risk being permanently displaced by more agile competitors who are getting their feet wet today. Key Takeaways The Microsoft Marketplace has been reimagined into a single destination for discovering, buying, and deploying AI apps and agents. Analysts predict a staggering $300 billion opportunity for partners within the Microsoft Marketplace by 2030. The new Resale Enabled Offer (REO) allows software companies to authorize channel partners to resell on their behalf across specific geographies with minimal overhead. Cloud migration is far from over, as massive amounts of on-premise data and ISV apps still need to be modernized for the AI era. Marketplace deal sizes are doubling as customers use Azure commitments to retire their marketplace acquisition costs. Successful partners are moving away from “boiling the ocean” strategies and instead focusing on transacting one or two deals to learn the ecosystem’s mechanics. 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: Microsoft Marketplace, AI apps and agents, Resale Enabled Offer, REO, Cyril Belikoff, Azure Marketplace, AppSource, cloud solutions, software companies, digital transformation, AI strategy, channel led sales, ISV solutions, cloud migration, Azure commitments, Microsoft Cloud, Frontier vision, MSP opportunity, marketplace transacting, AI monetization, global scale, procurement, IT deployment, technical modernization, partner ecosystem, business applications. Opening Lines: [00:00:00] Cyril Belikoff: Marketplace is really the extension of our vision for Frontier, uh, and the Microsoft Cloud. You know, the, the Microsoft technology takes a customer a long way, but in many ways to complete the thought. If you’re in football terms, you want to cross over the line and score touchdown. You can’t just get, uh, to the red zone. [00:00:20] Cyril Belikoff: You actually need partner solutions. [00:00:26] Vince Menzione: So let’s, let’s kick off to Marketplace a little bit right, too, because, uh, it’s been a big year for Marketplace, or 20, the first half of 2026 fiscal year 2026 has been a big year. A lot of announcements, a lot of things going on in the world, in marketplace. Where do we wanna start there? Let’s recap some of it. [00:00:44] Cyril Belikoff: Yeah. Um, so, um. It feels like a long time ago, but in, at the end of September, [00:00:51] Vince Menzione: yeah. [00:00:52] Cyril Belikoff: Um, at the AR tour, uh, in Chicago, we announced a new Microsoft marketplace. We reimagined that experience. It’s a new customer experience, single destination for customers to. You know, discover, find, try, buy, and deploy cloud solutions, AI apps and agents all in one place. [00:01:11] Cyril Belikoff: And so historically, we’ve had a little bit, uh, of decentralization. We had this thing called the Azure Marketplace and AppSource for different experiences. AppSource was more for teams and, and copilot. Um, and, and office, Azure Marketplace. Of course, that was for Azure. We brought all of that into one place. [00:01:30] Cyril Belikoff: So customers, whether they are looking for a SaaS solution running on Azure, an agent that snaps into copilot, an experience that runs in our security store, now they can go to one place. Um. marketplace.microsoft.com. It’s one, it’s the new Microsoft marketplace. And we have an, of course, we have a, we had, we launched a brand new category, AI apps and agents, and we launched that category in September. [00:01:54] Cyril Belikoff: Uh, bringing together numerous, uh, uh, partner offerings. Yeah. And today we have the largest catalog, um, probably in the mid four thousands of AI and agents. Wow. Available to customer. So fantastic. There was, there was quite a big moment in September. Um, and then fast forward a little bit to November, we announced a resale enabled offer, um, at Ignite [00:02:15] Vince Menzione: eo. [00:02:16] Vince Menzione: Eo [00:02:16] Cyril Belikoff: eo. I, [00:02:17] Vince Menzione: I like EO reminds me of the band back in the day. [00:02:19] Cyril Belikoff: Yeah. R Speedwagon. There you go. Uh, well, and it’s, it’s not that far from it because Oreo accelerates. Yeah. Um, what partners can do, uh, with the marketplace and really connects. Software companies and resellers, which I’m sure we’ll talk about in a second. [00:02:34] Cyril Belikoff: But that’s really the recap, um, of, uh, you know, the new Microsoft marketplace, how we enabling it for, uh, for partners through the the resell enable offer. [00:02:45] Vince Menzione: So, I know we talked on this a little bit, but I wanna maybe just expand on it. What does the frontier push and the marketplace evolution mean for partners? [00:02:53] Vince Menzione: Because I, I think it’s huge for both, for these partners to really monetize and accelerate their success working with you. [00:03:00] Cyril Belikoff: Yeah. So, um. Marketplace is really the extension of our vision for Frontier, uh, and the Microsoft Cloud. You know, the, the Microsoft technology takes a customer a long way, but in many ways to complete the thought and to, you know, uh, uh. [00:03:20] Cyril Belikoff: If you’re in football terms, you wanna cross over the line and score a touchdown, you can’t just get, uh, to the red zone. You actually need partner solutions. [00:03:28] Vince Menzione: Yeah. [00:03:29] Cyril Belikoff: Uh, and so that’s where the partner solutions, combined with Microsoft’s first party offerings become a really, really. Great offering and powerful offering for our customers to, to become Frontier. [00:03:40] Cyril Belikoff: So we have obviously a ton of AI experiences, our own co-pilot experiences, uh, Microsoft Foundry, which is a platform for ai, but in, in many ways, we need those industry solutions. We need those AI apps and agents from partners to complete that offering. And that’s really. How it comes together and, uh, you know, uh, I heard you from o was just on before me. [00:04:01] Cyril Belikoff: They actually predict that the Microsoft marketplace, uh, is a 300 billion partner opportunity by 2030. Yeah, they’re talking about, I think, mid eighties growth. We have literally seen our business for the last three years, and we are in the middle of our, uh, you know, third year doubling. And so when you get three or four years of doubling every year, that’s compounded doubling. [00:04:24] Cyril Belikoff: Um, so, uh, we have seen lots of momentum from customers, lots of interest. We’ve made it, you know. Interesting for customers. Um, and incentivize our customers with their Azure commitments that can retire their marketplace, uh, acquisitions that way. We’ve made it, we’ve put incentives for partners and for our own sellers. [00:04:44] Cyril Belikoff: So we really creating the flywheel for everybody in the market to see value from, uh, the marketplace. So. Like, like, like you mentioned, like m the, uh, you know, suggested [00:04:55] Vince Menzione: Yeah. [00:04:55] Cyril Belikoff: It’s only exploding the opportunity on marketplace. [00:04:58] Vince Menzione: Well, and you both touched on the fact that the data is not in the cloud yet. [00:05:02] Vince Menzione: Not all the data that needs to be in the cloud in order to drive the future of where we wanna go from a society. Mm-hmm. And from a business application perspective needs to be in the cloud. So huge opportunities for partners around data states, around securing that data, governing that data, and so on, on top of all the business applications, [00:05:19] Cyril Belikoff: right? [00:05:19] Vince Menzione: As promise. So incredible. Yep. So let’s [00:05:22] Cyril Belikoff: talk about, yeah. The call migration. The call migration, people think that is over and it’s long from over because customers have plenty, uh, on premise, uh, not only Microsoft technology, but the, the, the, the software company or the ISV app that sits on top of it. Yeah. [00:05:36] Cyril Belikoff: And that needs to be migrated, managed, modernized, um, and marketplace is a big part of that too. Um, but there’s so many services and, um, opportunities around it. [00:05:45] Vince Menzione: Incredible opportunity. Let’s talk about the channel and the channel opportunity. You, you touched on this earlier, right? So this really lighting up the channel. [00:05:53] Vince Menzione: I saw this loud and clear when we were at Ignite. Like this is a huge opportunity for the Es, for the resellers, for all the partners. And as part of REO, you’ve got huge opportunities you’re laying out for them for the 500,000 part partners. You know, we talk about the Bill Gates moment down here in Boca. [00:06:09] Vince Menzione: This is where it all started. Uh, yep. How, how do you think about marketplace in the channel today? [00:06:16] Cyril Belikoff: Yeah. You know, it’s, um, it’s vital. You know, we have a customer need, um, from. The smallest is small business all the way to enterprise. And the really, the only way we serve that, the only way we know how to serve that is with our partners from the largest of partners that serve our top enterprises down through, um, what we call small and medium and then down to our small business. [00:06:41] Vince Menzione: Yeah. [00:06:41] Cyril Belikoff: Um, and so, you know, we have seen our. You know, while our, we’ve seen a doubling of our business, we’ve seen three, three and a half to four x doubling of our channel led sales. [00:06:53] Vince Menzione: Yeah. [00:06:54] Cyril Belikoff: Um, over the last year. And so while our overall business is doubling, channel is accelerating even, you know, even more. [00:07:02] Cyril Belikoff: And so there, there’s a need from our customers because they buy from our channel and there’s obviously a need from the channel. And so we created this resale enabled offer. As you mentioned, we, um. We announced private preview in September and launched GA at Ignite. So, you know, uh, November, just before Thanksgiving holiday and retail Enable offer is all about scale and how we connect a, a, an independent software vendor or a software company. [00:07:27] Cyril Belikoff: To authorize a channel partner to resell on their behalf on a particular geography. And then that allows software companies to expand into new markets with very little overhead. And it allows the channel partners to create a set of offerings, not only from one partner, but you might have multiple software companies or applications that you stitch that are together to create an end-to-end customer offering or experience. [00:07:51] Cyril Belikoff: And so we are seeing, we are seeing many to many relationships. So software companies might authorize many resellers, many markets they’re in, for example. Yep. And then resellers, um, they’re, they’re becoming authorized resellers from many software companies so that they can really stitch together, end into end solution. [00:08:09] Cyril Belikoff: And it, we’re loving it and we are getting great feedback. It is early days for our global availability for, uh, re office, which. But we had partners that were literally waiting, um, uh, and waiting for deals. And within the first week there was, they were, uh, processing the, the Oreo deals at, at, at quite large scale already. [00:08:31] Cyril Belikoff: So. We are excited about the feedback that we’re getting. We, as you know, we, we stay close to that feedback and we listen well, um, and adjust from it. So we got more work to do, but, um, it’s a great opportunity for, to connect our, our multiple types of partners, software companies, and resellers. [00:08:48] Vince Menzione: Yeah, I agree. [00:08:49] Vince Menzione: And you know, I talk to a lot of these organizations myself, and there is palpable excitement. In the channel from Distees that were sort of disengaged a couple of years ago, maybe, trying to figure out where they were gonna monetize. And the other way area that’s aligned to this as well is the Ms. P community. [00:09:06] Vince Menzione: So these MSPs are getting bigger and bigger, and organizations like Accenture, Avanade, and ndl. Or becoming MSPs or creating Ms. P practices within their own firms. But there’s even these smaller MSPs, but many of ’em are getting to a billion dollars or more. These were little mom and pop companies years ago, but the customer so needs to have, you know, especially with ai, right? [00:09:27] Vince Menzione: Because we’re in a constant state of evolution right now. I need somebody that can help me on the tooling and then also help me on, you know, getting the tooling to work. And so, uh, we’re seeing a lot of excitement from that. Community, which wasn’t really as engaged with Microsoft the way they that they are now. [00:09:43] Vince Menzione: They’re really getting engaged in a big way. [00:09:46] Cyril Belikoff: Yeah, it’s promising. Like you say, you know, the, the, we’re all learning this new AI world and obviously marketplace has taken off. We’ve had the classic SaaS solutions or cloud solutions on marketplace for a while, but really un having the local partner that’s close to the customer, what the customer’s trying to need to do and be able to connect the, the traditional. [00:10:07] Cyril Belikoff: Software as a service applications with these new AI experiences and really, uh, stitch them together and help them operationalize, you know, in their own, you know, cus in their own terms and what they’re trying to, uh, do is so important. You know, um, and to your point there, there are large, they’re the large ones that are seeing opportunity on the marketplace. [00:10:27] Cyril Belikoff: But the, you know, when you get down to, uh, medium and smaller businesses, they really need their local friendly resetter to help them. [00:10:35] Vince Menzione: Yeah. [00:10:35] Cyril Belikoff: Uh, so you’re right. We are seeing an, a new en energy engagement from not only our existing 500,000 partners, but a bunch of those new ones. [00:10:44] Vince Menzione: So, uh, again, second week of 2026, and people are really just starting to wake up from the holidays. [00:10:50] Vince Menzione: Now they’re getting ready for their s ks. All these partners are lining up and getting their teams aligned. Uh, you’re in front of them. Let’s have a conversation like what should they be doing better and differently? What do they need to go do now? It’s 2026. [00:11:06] Cyril Belikoff: Yeah. Um, you know, first of all, if you’re a software company, you know, understand what the, the Microsoft marketplace can help you with, uh, can help you scale to global markets, remove burdens like tax, um, a processing, engaging with customers. [00:11:21] Cyril Belikoff: Um, we’re seeing an acceleration and doubling of, uh, not an acceleration deals, but doubling of deal sizes, as you know, through the marketplace. Uh, and there. It helps with engagement at different types of companies, whether it’s, or different types of, uh, roles in a company, whether it’s a, a procurement person or an IT person or a business person. [00:11:42] Cyril Belikoff: So, you know, get onto the marketplace, create offerings, um, and give us feedback. And then on the reseller side, um, also lots of opportunities, you know, register as, as a reseller, um, you know, understand the benefits and. The, the Azure sponsorships that we have available for you, that you can close deals with their, their, their credits and, and incentives that we provide to you. [00:12:06] Cyril Belikoff: And then figure out how you do your first deal with a software company. Um, yeah. You know, a lot of people will say like, should I have a big strategy? And Yeah. Yeah. I mean, if you want to, that’s okay, but just getting into. Uh, the marketplace, figuring out one or two deals, transacting and seeing the opportunity is many ways the best way to do it and to learn it yourself. [00:12:28] Cyril Belikoff: And then you figure out, okay, where, where’s the opportunity for me in this deal? Am I in the transaction? Uh, am I in the services around the transaction or combination? Um, and just getting your feet wet will get you going and, and, uh, get you learning. [00:12:42] Vince Menzione: You know, I think about this in the, the time the partners are, they have this huge opportunity with Microsoft around marketplace and then thinking about how they build their own ecosystem. [00:12:52] Vince Menzione: And like you said, don’t, don’t try and boil the ocean, right. Don’t try and do it all at once. Mm-hmm. But start out small, but understand, you know, work with the Microsoft teams, understand how, how co-selling works, how to engage with the, with the Microsoft organization. How to, how to be up on marketplace, how to situationally. [00:13:09] Vince Menzione: You know, Jay and I were talking about this 28 moments and he talked about a deal that started out as an AWS deal, but it wound up a Microsoft deal because NTT and Software one were involved in the in the deal and influencing the customer’s decision process. Right working with Microsoft. And so we just need to be smarter, I think. [00:13:28] Vince Menzione: I think today it’s a very different model than it was 20 years ago when you and I got started in this business. Uh, yeah. And people just really need to go think about this more strategically in how they build this. [00:13:39] Cyril Belikoff: It’s great. I totally agree. Um, like I said, getting your feet wet, understanding the co-sell to your point and, and, and how Microsoft sells. [00:13:48] Cyril Belikoff: Um, and then understand what customers are trying to, you know, get, get, get out of it with their, their Azure commitments and how they can retire their Azure commitments through purchases on marketplace, which in sense them, um, to also work on the marketplace. So you, I think partners will find Microsoft sellers. [00:14:04] Cyril Belikoff: Own compensation, um, incentive to work. We’ll find that customers are incentive to transact on the marketplace. And so just enter that, you know, triangle and, and get engaged and, uh, and learn and then give us feedback. Like, like I’ve mentioned many times with you, we, uh, we take feedback every month from customers and partners in, in forums like this, um, in other forums, and then we evolve and, you know, build out, uh, stronger experiences. [00:14:31] Vince Menzione: Yeah. Cyril, I want to thank you again. So great to have you join us today and, uh, so excited to continue our, our mutual relationship and our beneficial relationship in 2026. So thank you again for everything you do and supporting us. [00:14:45] Cyril Belikoff: Yeah, thank you. Thank you. Happy New Year to yourself and uh, and your community and, uh, thanks so much again. [00:14:50] Cyril Belikoff: Appreciate it. [00:14:50] Vince Menzione: Thank you, Cyril. The Ultimate Partner Winter Retreat is gonna be here in the Boca Studio. This is the third year that we’re gonna be here in Boca. This is always a favorite of our community members, our executive members, our sponsors and speakers. We’ll all be here in the studio, which is a really intimate setting. [00:15:12] Vince Menzione: We can see upwards of 40, 50 people. Uh, we’ll be hosting an incredible dinner at the Boca Resort overlooking the golf course. That’s an incredible property and, uh, we’d love to have you join us. Thank you for being part of the ultimate Partner community, and I hope to see you this year at one of our events. [00:15:30] Vince Menzione: Thank you.

OpenAI's direct investment and technical involvement with Thrive Holdings, specifically through its partnership with SHIELD Technology Partners, presents a new precedent for AI's integration into the managed service provider (MSP) space. Unlike prior private equity roll-ups or traditional organic growth, this move involves embedding OpenAI's models and engineers directly within SHIELD's platform, an entity that has rapidly acquired and integrated nine MSPs and executed two $100 million funding rounds. The arrangement is characterized by efforts to optimize MSP operations through proprietary AI automation, raising immediate questions around operational dependency and the shifting locus of software control.According to Seth Robinson, this approach signals OpenAI's attempt to navigate both consumer and enterprise technology markets—a dynamic seen previously in mobility—and reflects the broader tension between individual AI use cases and deeply integrated stack solutions. The initiative may accelerate operational scale, but it also introduces new operational risks by centralizing key components of service delivery and support within a single AI-driven platform, potentially affecting vendor lock-in, data governance, and continuity of MSP business models.Parallel developments highlight new vendor integration strategies among MSP-focused software providers. One example is Lexfold's AI documentation system, which, rather than integrating directly with core PSA and RMM tools, utilizes intermediary platforms such as Scalepad and Liongard for data access. Seth Robinson emphasizes that these alternative integration points may alter an MSP's center of operational gravity and complexity management, underscoring the need to assess not just functional outcomes but also system dependencies and brittleness introduced by new integration paths.For MSPs and IT leaders, these trends underscore the necessity of rigorous due diligence in vendor relationships, clarity on operational dependencies, and attention to the long-term implications of AI-enabled automation. Management—not elimination—of complexity remains central, with the risk of oversimplification leading to commoditization and loss of differentiation. Moreover, advances in AI should prompt greater scrutiny about talent pipelines, upskilling strategies, and the potential risks of eroding early-career roles, which may impact long-term service quality and resilience. Careful evaluation of integration points, data integrity, and operational control is recommended to mitigate the practical and organizational risks emerging from these developments.

AI has officially moved from experimentation to execution—and regulation is racing to catch up.In this episode of Reimagining Cyber, Tyler Moffitt is joined by Matt Aldridge to unpack what the rapidly evolving AI regulatory landscape means for security teams, businesses, and managed service providers heading into 2026.From the EU AI Act and GDPR to California's CPRA and emerging rules around automated decision-making, they explore how governments are trying to balance innovation with safety, privacy, and accountability. The conversation dives into the real-world security implications of agentic AI, autonomous decision-making, biased training data, and the growing risks of AI systems operating with minimal oversight.Whether you're an enterprise security leader, an SMB, or an MSP supporting multiple customers, this episode breaks down why AI regulation is no longer a future concern—and what practical steps organizations should be taking now to reduce risk, protect data, and responsibly govern AI adoption.As featured on Million Podcasts' Best 100 Cybersecurity Podcasts Top 50 Chief Information Security Officer CISO Podcasts Top 70 Security Hacking Podcasts This list is the most comprehensive ranking of Cyber Security Podcasts online and we are honoured to feature amongst the best! Follow or subscribe to the show on your preferred podcast platform.Share the show with others in the cybersecurity world.Get in touch via reimaginingcyber@gmail.com

The appointment of Mike Riggs as Chief Product Officer at Empath signifies the company's transition from founder-led intuition to formalized product governance. According to Wes Spencer, Empath reached over 500 MSP customers and now requires more disciplined processes as it moves from early-stage, high-velocity development to operational maturity. Mike Riggs described his role as systematizing elements that were previously managed informally—covering areas from design to engineering—and explicitly stated the intent to strengthen operational accountability for both the platform and its customers.This structural change follows recognition by the founders that their limited technical background required complementary leadership to scale effectively. Advisors highlighted that, while growth and partner engagement met expectations, scaling Empath's platform now demands greater rigor and repeatable operational practices. Empath's platform has evolved from being a convenience service to an operational dependency, with MSPs using it for training, team accountability, and embedded workflows. Mike Riggs emphasized the importance of refining user experience, onboarding processes, and support mechanisms as MSP reliance grows.A central theme discussed is the shift in Empath's product category—from a basic learning management tool toward a broader learning, development, and accountability platform for MSPs. Features such as notification systems and visibility into required actions move the platform beyond content delivery into proactive management of personnel performance and compliance. This evolution brings Empath closer to intersecting with HR, policy, and managerial oversight, compelling the company to balance user engagement features with the need for reliable, auditable, and controlled change management.For MSPs and IT service providers, Empath's shift has operational implications and risk factors. Increasing dependency on a single platform heightens the significance of product stability, disciplined rollout of new features, and clarity of governance. As platforms like Empath become more embedded in day-to-day operations, service providers must reassess processes for vendor risk management, accountability, and internal policy alignment. The move described is not an indicator of problems but of maturation—a transition that typically introduces both new safeguards and greater operational complexity.

Today I'm speaking to Mike Psenka, CEO of Moovila, once again. If you missed our previous episode together, Advanced Project Management—episode 104—I highly recommend checking it out for some great insights. Today, we're diving into a topic that's been top of mind for me and, honestly, I believe not enough people in the MSP industry are paying close attention to it: project management and profitability. We'll break down some eye-opening stats about how 25% of the MSP channel is either breaking even or losing money—and how poor project management is often the hidden culprit, even when service delivery is profitable. We're going deep into why projects are causing financial headaches and customer churn, and, more importantly, what MSPs can actually do to fix it. Mike and I will talk through real-world challenges, practical fundamentals, and how AI and automation are changing the game for project delivery. Whether you're struggling with projects, worried about client retention, or just looking to level up your operational maturity, this episode is packed with actionable advice. 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.

The current wave of managed service provider (MSP) consolidation and rollups is being distinguished by the integration of advanced artificial intelligence (AI) expertise, particularly among entities such as SHIELD and Titan. As discussed by Rich Freeman and Jessica Davis, these newer rollups are acquiring not just MSPs but also Silicon Valley AI talent and developing proprietary AI-driven services, a marked shift from earlier private equity-backed consolidators. Rich Freeman highlighted SHIELD's recent leadership hires from Palantir and direct collaboration agreements with OpenAI, signaling an intent to embed AI at the operational core rather than simply as a tool for optimization.The structure and access to data is central to these developments. As Rich Freeman elaborated, large rollups possess a scale-driven “AI flywheel” advantage: broader customer bases provide larger datasets, which in turn drive better AI performance, operational efficiency, and profitability. This concentration creates risks for smaller MSPs that lack equivalent data pools and resources for internal AI development. Jessica Davis noted that while tool vendors and platform companies such as ConnectWise and Kaseya are enhancing AI within their offerings, their efforts are not yet matching the focused investments of the largest rollups, and are simultaneously being pressured to accelerate innovation.Commercial and operational pressures are increasing throughout the MSP ecosystem. Jessica Davis cited indications of slowing managed services revenue growth projections (potentially below 10%), alongside potential cost-cutting or workforce reductions within large rollups as private equity owners seek AI-driven returns. Divergent rollup models are also emerging—with distinctions between platform centralization (e.g., retiring acquired brands) and decentralized, founder-friendly approaches (e.g., preserving local brands and founder involvement). Decisions around acquisition, platform engagement, and specialization are increasingly nuanced as founders and owners evaluate their options under new market dynamics.For MSPs and IT service leaders, these trends necessitate a measured response. The competitive risk posed by the AI-fueled scale of consolidated rollups underscores the importance of specialization, operational focus, and alignment with platform partners committed to democratizing AI resources. Community collaboration, best-practice sharing, and strategic use of vendor tools are positioned as potential mitigants to the structural disadvantages faced by smaller organizations. Governance, due diligence, and clear assessment of vendor or acquirer incentives should be prioritized, especially as service models and influencer dynamics continue to fragment. Remaining adaptable, resource-aware, and critically informed about the changing power landscape will be vital for sustainable operations.

Global channel sales in IT are projected to exceed $4 trillion this year, with two-thirds of total spending driven by partner-led deals, according to Omdia research. However, managed service providers (MSPs) continue to encounter significant integration failures following mergers and acquisitions, leading to operational inefficiencies and diminished client trust. The Business of Tech analysis highlights that stacking acquisitions without comprehensive integration amplifies risks, particularly affecting margins, service consistency, and accountability.Supporting survey data from POPX indicates that 60% of UK MSPs report platform and data integration as critical hurdles post-acquisition, while 44% identify poor morale and lack of team alignment as sources of inefficiency. Notably, 38% experienced client disruption during transitional periods, signaling that rapid growth without sufficient operational coherence creates drag rather than leverage. These issues are compounded by rising technology budgets—nearly 75% of organizations expect increased IT spending—and intensifying reliance on AI and cloud services in MSP environments.Additional stories addressed include the widespread adoption of unsanctioned "Shadow AI" tools in healthcare settings, with over 40% of workers aware of unapproved usage, and the increasing tendency for AI platforms to reference general sources like YouTube over traditional medical authorities. The episode further examines new AI-driven arbitration tools, platform consolidations within managed security, and the centralization of authority across purchasing and service delivery ecosystems. Vendor integrations, such as Synchro's marketplace partnership with Ironscales and LevelBlue's acquisition of AlertLogic's unit, illustrate a shift away from component choices towards streamlined, but potentially opaque, accountability structures.For MSPs and IT service leaders, the central takeaway is not the urgency to adopt new tools, but the necessity to clarify ownership, governance, and liability as technology platforms accelerate efficiency and centralize control. Failure to address integration fundamentals, define formal oversight for AI-driven decisions, and maintain transparency amid automation will expose service providers to unpriced risks and erode client trust. Sustained growth is contingent upon operational discipline, not just expanding portfolios. Four things to know today 00:00 Channel Growth Accelerates While MSP Integration Failures Threaten Margins and Trust03:58 New Research Shows Agentic AI Adoption Outpacing Governance and Workforce Readiness07:25 AI Interfaces, Security Consolidation, and MSP Marketplaces Point to a Shift in Where Authority Lives10:27 AAA's AI Arbitrator Shows How Automation Changes Who Owns Decisions, Not Just How Fast They're Made This is the Business of Tech.    Supported by: 

Send us a textIn this high-energy and entertaining episode, Joey Pinz sits down with cybersecurity founder and unabashed Italian-American storyteller Tony Pietrocola. From stomping grapes as a child to running an AI-driven security operations platform, Tony brings a rare blend of toughness, humor, and entrepreneurial clarity.They jump from wine, cooking, and massive NFL bodies to college football, concussions, and how elite athletes are built differently. Tony shares what makes college football the real American spectacle—and why private equity is about to reshape the sport.On the cybersecurity front, Tony breaks down the challenges MSPs face, why most still struggle with security, and how AgileBlue helps them build profitable, white-label practices without the overhead of running a SOC. He explains the three questions every MSP should ask a vendor, the rise of AI-assisted attacks, and why consolidation and greenfield opportunities are the biggest missed revenue streams.The conversation ends with health, habit, and personal transformation—discussing Joey's 130-lb weight loss, Tony's daily 5 a.m. workouts, and the childhood structure that forged their work ethic.