Podcasts about msps

AI is revolutionizing the landscape of cybercrime, introducing sophisticated threats such as deepfakes, voice cloning, and autonomous attacks. The rise of generative AI tools has led to a staggering increase in phishing messages and email fraud losses, with many organizations reporting that they have already experienced AI-powered attacks. Despite this alarming trend, a significant number of cybersecurity professionals express a lack of confidence in their ability to detect these advanced threats. As cybercriminals leverage AI to launch scalable, multi-step campaigns, the stakes for managed service providers (MSPs) and their clients have never been higher.One notable incident discussed is the Arup deepfake attack, where a clerk was deceived into transferring $25 million to criminals who impersonated senior executives using deepfake technology. This incident highlights the ease with which attackers can create convincing deepfakes and the vulnerabilities that exist within organizations. The conversation also delves into various techniques that criminals use to bypass generative AI safeguards, such as prompt chaining and adversarial prompting, which allow them to extract sensitive information or create malicious software.As the cybersecurity landscape evolves, the importance of security awareness training for employees is emphasized. Organizations must prepare for a future where AI-driven attacks are more frequent and sophisticated. Best practices in cybersecurity remain relevant, including patch management and endpoint detection and response, which are crucial for identifying and mitigating threats. The discussion underscores the need for continuous monitoring and the potential for automation to alleviate the burden on IT teams.Looking ahead, the emergence of agentic AI poses a significant challenge, as it could enable cybercriminals to scale their operations more effectively. While current AI applications have not yet transformed the tactics used in cybercrime, the potential for agentic AI to automate complex attacks raises concerns about the future of cybersecurity. MSPs must stay vigilant and adapt to the changing threat landscape, ensuring they are equipped to handle the increasing volume and speed of cyber threats. All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

Send us a textWhat do street food in Vietnam, varsity football, and DMARC email authentication have in common? In this immersive episode, Joey Pinz sits down with Michael Chester for a lively conversation that connects personal transformation with global impact.

Send us a textWhat do cooking steaks, German football, and MSP automation have in common? In this enriching episode, Joey Pinz chats with Mathias Zeumer about how life in the kitchen, yoga, and cybersecurity intersect in surprising ways. From 10 summers in a private club to managing human risk in the digital world, Mathias brings a grounded, practical philosophy to everything he does.

Send us a textIn this powerhouse episode, Joey Pinz welcomes Robin Robins—industry icon, entrepreneur, and founder of Technology Marketing Toolkit—for an unfiltered, deeply personal conversation on what it really takes to succeed in the MSP world and beyond.Robin shares how she went from being homeless at 14 to building a multimillion-dollar marketing empire. She breaks down the truth behind sales vs. marketing, why most MSPs fail to scale, and what separates leaders from managers. Along the way, Robin opens up about her exit, post-sale emotions, imposter syndrome, grief, and why happiness is not the goal—impact is.This episode is raw, real, and packed with wisdom for MSPs, entrepreneurs, and anyone chasing success with purpose.

Send us a textIn this high-energy episode of the Joey Pinz Discipline Conversations podcast, Joey sits down with Ryan Walsh, founding executive of Pax8 and chair of the GTIA Member Champions, to talk teamwork, technology, and transformation.

Send us a textIn this powerful episode of the Joey Pinz Discipline Conversations podcast, host Joey Pinz sits down with Pete Busam, Navy veteran, marketing strategist, and founder of Equilibrium Consulting. Pete shares his inspiring journey from launching vertical missile systems aboard warships to scaling multimillion-dollar MSPs and coaching tech leaders through strategic marketing and operational maturity.Learn how Pete's nonprofit, the USS Bunker Hill Association, supports over 21,000 veterans, and why he believes discipline, process, and health are essential to success—in business and in life.They explore:

Send us a textIn this action-packed episode of the Joey Pinz Discipline Conversations podcast, Joey dives deep with Mike Psenka, CEO of Moovila, as they explore how discipline, probability, and automation intersect to revolutionize project management for MSPs.

Send us a textIn this refreshingly candid episode of the Joey Pinz Discipline Conversations podcast, Joey dives deep with Nadav Shenker, CEO of Vircom, a leading provider of email security solutions.

Send us a textIn this energizing episode of the Joey Pinz Discipline Conversations podcast, Joey talks with Scott Barlow, Global VP of MSP and Cloud at Sophos, about how MSPs are becoming the true frontline of cybersecurity—and what vendors must do to support them.

Microsoft has launched Project IR, an advanced AI capable of reverse-engineering malware with a remarkable 90% accuracy rate. This autonomous agent utilizes a combination of large language models and specialized cybersecurity tools to identify threats effectively, achieving a low false positive rate of just 2%. Recent tests demonstrated its capability to analyze thousands of unclassified files and accurately flag a significant majority as malicious. However, as cybersecurity technology advances, so do the tactics of cybercriminals, with a notable increase in phishing attacks targeting managed service providers (MSPs), which now account for over half of all phishing incidents.The rise of AI-powered phishing and social engineering tactics has been highlighted in a recent Acronis report, revealing that 52% of phishing attacks are aimed at MSPs. Additionally, new research indicates that AI browsers may inadvertently assist scammers, as they can overlook red flags that human users would typically catch. A survey from One Password further emphasizes the challenges organizations face with the rapid adoption of AI tools, with many lacking visibility and control over these applications, leading to potential security vulnerabilities.Gartner has issued a warning to corporate leaders, stating that they have a limited timeframe to integrate AI agents into their operations or risk falling behind competitors. Despite the urgency, Gartner also acknowledges that a significant percentage of AI projects fail, raising concerns about the pressure vendors may place on businesses to adopt these technologies hastily. Meanwhile, XAI's claims regarding its Grok 2.5 model being open-sourced have been criticized as misleading, as the licensing terms impose restrictions that contradict open-source principles.In the realm of cybersecurity solutions, companies like SonicWall and VMware are introducing new tools and technologies to enhance security and operational efficiency. SonicWall has launched a new generation of firewalls with a unique cyber warranty, while VMware is focusing on ARM architecture to meet the growing demand for energy-efficient servers. However, the podcast emphasizes the importance of cutting through vendor noise and focusing on solutions that genuinely improve business operations, rather than getting caught up in marketing hype.Three things to know today 00:00 Microsoft's Project Ire Shows AI Can Catch Malware, But Attacks on MSPs Are Rising Faster06:36 AI Urgency, Open-Washing, and Federal Adoption: Sorting Hype From Reality10:09 From Billing Fixes to Firewalls and VMware's Arm Gamble: What Really Matters for MSPs   Supported by:  https://getnerdio.com/  All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

Dave Sobel interviews John Harden, the director of strategy and technology evangelism at Auvik, discussing the evolution of SaaS management and its growing adoption in the industry. Since Auvik's acquisition of SaaSlio in 2022, the company has invested significantly in engineering efforts to enhance its SaaS management capabilities. Harden highlights the increasing need for visibility into SaaS applications due to rising cybersecurity threats and the growing importance of AI in business environments. He emphasizes that many organizations are now recognizing the necessity of understanding their SaaS assets, particularly in light of the proliferation of AI tools.The conversation delves into the different ways organizations are consuming AI, with smaller companies typically using AI through SaaS applications, while larger organizations may develop their own models via APIs. Harden explains how Auvik's SaaS management platform provides visibility into both categories, allowing businesses to monitor AI usage and manage potential risks associated with shadow IT. He also discusses the recent release of SaaSOps, which enhances visibility and integrates with popular tools to provide deeper insights into API usage and license management.As organizations begin to shift back to on-premises servers due to the high costs associated with AI workloads, Auvik has responded by introducing server management capabilities. Harden notes that this new feature allows for comprehensive monitoring of on-premises infrastructure, ensuring that businesses can effectively manage their IT assets regardless of where they are hosted. This adaptability is crucial as companies navigate the complexities of their IT environments, whether they are utilizing cloud services or traditional on-premises solutions.Looking ahead, Harden expresses optimism about the growth of compliance and governance, risk, and compliance (GRC) solutions, which he believes will foster stronger relationships between managed service providers (MSPs) and their clients. He emphasizes the importance of asset visibility in achieving compliance and cybersecurity goals, as well as in developing AI strategies. By continuing to expand its asset visibility portfolio, Auvik aims to support MSPs in meeting the evolving needs of their customers in a rapidly changing technological landscape. All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

Mike Psenka, CEO of Moovila, discusses the limitations and challenges of large foundational AI models, particularly in the context of their application in complex tasks. While these models have shown impressive capabilities, there is a growing concern about their reliability, especially when it comes to analyzing intricate data structures like graph data. Psenka emphasizes that these models excel at generating content but struggle with tasks that require deep understanding and analysis of relationships and dependencies within data.The conversation highlights the importance of recognizing the error rates associated with AI models. Psenka points out that while advancements have been made in areas like 2D and 3D vision, certain domains, such as graph data, still exhibit unacceptably high error rates. This limitation raises questions about the trustworthiness of AI in critical applications, where a single mistake can lead to significant consequences. He urges caution in relying solely on generative AI for complex evaluations and suggests a hybrid approach that combines traditional deterministic AI methods with generative models.As the discussion progresses, Psenka shares insights on the emerging trend of agentic AI, which aims to automate decision-making processes. He argues that while agentic AI can handle small, discrete tasks effectively, it falls short in managing complex workflows that require nuanced understanding. The need for a structured framework that integrates both deterministic and generative AI is emphasized, allowing for more reliable outcomes in complex scenarios. This hybrid model could help mitigate the risks associated with AI errors and improve overall efficiency.Finally, Psenka offers guidance for managed service providers (MSPs) and IT service providers on workflow automation. He stresses the importance of identifying which processes can be automated while ensuring that human oversight remains integral to the workflow. By developing flexible templates that can adapt to various customer needs, MSPs can enhance their service offerings and improve operational efficiency. The conversation concludes with a call to action for organizations to build AI capabilities and stay competitive in a rapidly evolving landscape. All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

I see ads all the time claiming that "building rapport" is a lie and you need to learn how to sell without it - but these so-called experts are completely missing the point. In this video, I break down the massive misunderstanding around what rapport actually is in sales. It's not about small talk, weather conversations, or chatting about family photos on someone's desk - that's just likability, not rapport. Real rapport is about establishing trust, credibility, and demonstrating that you have the expertise to solve their problems. I'll show you how to build genuine rapport by showing up prepared, asking targeted questions that prove you understand their business and industry, and positioning yourself as a credible expert who can actually deliver results.If you're in MSP sales and tired of the surface-level rapport advice, this video will set the record straight on what rapport really means and how to build it the right way.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world's largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

Microsoft is facing backlash from managed service providers (MSPs) for not adequately protecting them against aggressive pricing strategies employed by larger licensing solution providers. These larger entities are reportedly undercutting smaller MSPs by as much as 20%, leading to significant margin erosion and increased competition. The Cloud Solution Provider Program, which was designed to create a more equitable environment for smaller providers, has not been effectively enforced by Microsoft, leaving many MSPs feeling abandoned. Analysts warn that this trend may result in consolidation among partners, as smaller providers struggle to compete in a landscape increasingly favoring larger firms.In the realm of cybersecurity, MSPs are grappling with severe alert fatigue, with a recent survey indicating that over 75% of providers experience this issue monthly. The report highlights that larger firms are particularly affected, with nearly half of those employing over 500 staff facing daily fatigue due to excessive tools and poor integration, which leads to a high volume of false positives. Alarmingly, one in four alerts is a false positive, and many providers are hesitant to consolidate their security tools due to concerns about migration complexity and potential feature loss. Despite the clear advantages of integrating platforms and enhancing automation, only 31% of MSPs have adopted AI or security orchestration tools to alleviate their burdens.In product news, several companies have made significant announcements. SuperOps has launched an AI marketplace for MSPs in collaboration with Amazon Web Services, aiming to streamline the adoption of AI agents for various tasks. Kaseya introduced customer responsibility matrices to help MSPs comply with Department of Defense cybersecurity requirements, while ConnectWise expanded its remote monitoring and management platform to include third-party patching for over 7,000 applications. Synchro reported impressive operational efficiency improvements for a client, and Ignite unveiled a no-code framework for creating customized AI agents.Lastly, the podcast discusses the ongoing challenges faced by Intel and the vulnerabilities in Enable's remote monitoring and management solution. Intel is receiving substantial investments from SoftBank and potential support from the U.S. government, indicating a lack of market confidence in the company's performance. Meanwhile, Enable is dealing with two critical vulnerabilities that are being actively exploited, with nearly 900 servers still unpatched. The urgency for MSPs to apply updates and validate their security measures is emphasized, as these vulnerabilities pose significant risks to their operations. Four things to know today 00:00 Microsoft Faces Backlash as MSPs Accuse CSP Program of Favoring Larger Licensing Providers04:53 From SuperOps to Egnyte, Vendors Announce AI and Security Features—Syncro Stands Out With Measurable Results07:50 Chip Market Split: Intel Relies on Bailouts, Foxconn Rides Explosive AI Demand10:24 Shadowserver: Nearly 900 N-able N-central Servers Remain Unpatched Against Critical Vulnerabilities This is the Business of Tech.    Supported by: https://www.moovila.com/ https://scalepad.com/dave/ All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

Dave Sobel interviews Jennifer Oladipo, an award-winning business and technology journalist turned consultant, about the communication challenges faced by Managed Service Providers (MSPs) in their sales processes. Jennifer emphasizes that while MSPs are often perceived as poor at sales, they excel in consultative selling. The real issue lies in their ability to translate technical expertise into relatable messaging for their clients. She highlights the importance of understanding the client's world and addressing their specific pain points, rather than leading with technology.Jennifer discusses the necessity for MSPs to engage deeply with their target audience, encouraging them to listen to the conversations happening around them. By understanding the everyday challenges faced by their clients, such as common frustrations like printer issues, MSPs can tailor their messaging to resonate more effectively. This approach not only demonstrates empathy but also positions the MSP as a partner who truly understands the client's needs.The conversation also delves into the significance of competitive intelligence and market awareness. Jennifer shares practical tips for gathering insights about competitors, such as utilizing LinkedIn's ad library to analyze marketing strategies. She stresses the importance of recognizing buying signals and understanding industry trends to adapt messaging and offerings accordingly. This comprehensive understanding allows MSPs to differentiate themselves in a crowded market.Finally, Jennifer urges MSPs to move away from clichéd messaging that focuses solely on technology or generic support. Instead, she advocates for authentic communication that reflects the unique strengths and values of the MSP. By doing so, they can create memorable connections with potential clients and stand out in a competitive landscape. The episode concludes with Jennifer inviting listeners to connect with her for further discussions on these topics. All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

Jennifer Roy, CEO of Nucleus Networks, discusses her transition from COO to CEO and the broader responsibilities that come with the role. She emphasizes the shift from a narrow focus on operations to a more comprehensive involvement in various business areas, including sales, marketing, finance, and HR. Despite the turbulent market conditions, particularly in the Canadian landscape, Nucleus Networks continues to thrive, with a full sales funnel and ongoing projects. Clients are increasingly inquiring about AI and cybersecurity, reflecting a cautious yet proactive approach to technology adoption.Roy highlights the importance of understanding clients' businesses to effectively implement AI solutions tailored to their specific needs. Her team, particularly the business transformation office, plays a crucial role in assessing readiness and executing projects. On the cybersecurity front, clients are primarily concerned about preventing breaches and ensuring they meet industry standards, such as SOC 2 Type 2 compliance. This process has revealed the significance of robust internal policies beyond just security measures, including HR practices and employee development.The conversation also touches on the state of women in leadership within the tech industry. Despite stagnant statistics over the past five years, Roy believes that cultural shifts are paving the way for more women to assume leadership roles. She actively participates in initiatives aimed at promoting diversity and inclusion, such as mentoring young professionals and advocating for inclusive hiring practices. Her own organization reflects this commitment, with a significant representation of women in the C-suite.As the discussion wraps up, Roy shares her key takeaways from the ChannelCon event, emphasizing the value of networking and personal interactions outside formal sessions. Looking ahead, she expresses a keen focus on employee and client retention, recognizing the competitive nature of the market. By enhancing the employee experience, she believes that client loyalty will naturally follow, ensuring the continued success of Nucleus Networks. All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

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

Join Adam Walter and Skip Ziegler as they dive into the perplexing question of why Managed Service Providers (MSPs) aren't recognized as a distinct industry. They explore the challenges MSPs face, from lack of national standards to identity crises, and discuss the future of IT consulting.

Would you like access to our advanced agency training for FREE? https://www.agencymastery360.com/training What happens when you stop chasing $30K projects and start solving real problems for smaller clients in a way that actually works? Today's featured guest had been building $32,000 websites for mid-market companies. On paper, it looked like success. But in reality, he felt stuck—unfulfilled and back in a corporate-style grind that didn't align with the kind of work or life he truly wanted. When he took a step back, he realized something important: the clients he really wanted to serve were already reaching out. These were smaller, $300K businesses with many of the same challenges agencies see across the board—but without the bloated complexity. So he made a bold pivot. He simplified his offer, created a productized service, and returned to his roots—helping people in a way that felt meaningful, scalable, and sustainable. The result? Less stress, more impact, and a business model built around freedom, not friction. Nate Freedman is the founder of TechPro Marketing and creator of MSP Sites, a productized service built specifically for Managed IT Service Providers. After years of working in high-ticket agency engagements, Nate made a bold pivot—focusing on volume, automation, and scalable coaching for small IT firms. That shift helped him grow from a $20K/month agency to a $2.5M+ business serving over 100 clients with a tight, dialed-in model. We'll explore his early missteps, the aha moment that changed everything, and the system he built to serve a niche audience at scale—without losing his soul. In this episode, we'll discuss: Pivoting to MPSs as the perfect fit. Creating a low-ticket offer. Productizing with a purpose. Subscribe Apple | Spotify | iHeart Radio Sponsors and Resources This episode is brought to you by Wix Studio: If you're leveling up your team and your client experience, your site builder should keep up too. That's why successful agencies use Wix Studio — built to adapt the way your agency does: AI-powered site mapping, responsive design, flexible workflows, and scalable CMS tools so you spend less on plugins and more on growth. Ready to design faster and smarter? Go to wix.com/studio to get started. Impostor Syndrome and the Accidental CEO Nate's background wasn't in marketing strategy or enterprise consulting. He was a self-taught internet nerd who cut his teeth writing affiliate articles and selling photo recovery software online. He studied accounting, not realizing when he picked that career that being an online marketer was an option. Right out of college, his first job was at an accounting firm, an experience he promptly hated. He felt exposed and like a fish out of water. This is a feeling he recognized years later when, the more his agency took on large, complex clients like Salesforce, the more he felt like a fraud. He was working with large corporations and felt like an impostor. It just wasn't the right fit for him. “I was putting on a kind of a facade. Like, I was pretending to be someone I wasn't… and it just wasn't me.” That realization drove Nate back to his roots: helping people who reminded him of himself. From Big Clients to Bigger Misalignment Nate didn't start small. Like many digital agency owners, his early focus was on winning big projects—$10K, $20K, even $32K website and marketing packages. And sure, those checks looked great at first… until a very good client sent him the dreaded email: “Nate, when are we going to generate leads from this?” That one question—posed by a well-meaning client already $32K in—flipped the switch. Nate realized that delivering work isn't the same as delivering results. The more he moved upmarket, the more he felt like he was back in the corporate world he hated. High-maintenance clients. Long sales cycles. No real alignment. He wasn't building relationships. He was building a façade. Finding His People: MSPs as the Perfect Fit Nate's breakthrough came when he niched down into the MSP (Managed Service Provider) space. These were former tech guys turned business owners—scrappy, smart, and stuck in the same ways agency owners often are. They didn't need $30K marketing retainers. They needed help generating leads, converting visitors, and staying in business. Nate made a gutsy move. He ditched his high-ticket proposals and started sending BombBomb videos to leads who had previously ghosted him: “You turned down my $20,352 proposal. Here's my new one: $2,000 a month, and I'll help you generate leads. I don't even know exactly what I'll do yet. I just want to help you grow.” That transparency worked. Five early adopters signed on, and Nate never looked back. Scaling a Low-Ticket, High-Impact Model What started as a simplified offer became a flywheel. Over seven years, Nate scaled his agency to over 100 monthly clients, all paying around $4,200/month. But growth at that level brings churn. With just 3% monthly churn, he'd have to invest more on sales and onboarding and close three new clients a month just to break even. However, focusing on growing this way meant turning away 75% of leads who were not at least $1 million in revenue that could afford the expense. And most of the businesses reaching out to his agency were at 200K-300K. Nate felt he could service those clients without a big investment in human resources. This sparked the next evolution: MSP Sites. The new offer targeted those MSPs doing $200K–$300K/year. These folks couldn't pay $4K/month… but they desperately needed help. So Nate reverse-engineered a low-cost, high-value offer that started at $200/month and eventually grew to include: Custom-designed websites Human chat agents CRM and booking automations On-demand courses and live office hours Weekly coaching and a client-only community He went from being “just another agency” to becoming an all-in-one marketing partner for small MSPs—at a price they could actually say “hell yes” to. Productizing with Purpose: Lessons from the Pivot This shift to a productized offer came with unexpected lessons, as Nate was confronted with a question from his past work making $32K websites or a $200 website: “Where are the leads?” He realized that whether he was going after the high end or low end of the market, he still had to provide an end result for clients. Low ticket doesn't mean low impact. He has to answer that question while still providing an affordable service, so he started layering in automation, coaching, and a structured experience This slightly raised the price to $300/month, but clients not felt like they were part of a premium program. Nate wanted to help clients not just have a website, but also generate leads, drive traffic, and close the deal. By adding live calls, email support, and a live event, Nate turned MSP Sites into more than a tool—it became a tribe. Once the service was upgraded and clients could get their website set up even faster, the problem was that now they all looked the same. Nate knew his clients deserved better, so he removed the one-click deploy and now ensures each website is custom-designed to look amazing. Of course, this also led to a rise of the set up fee, but clients were more than happy to pay for a better design. Finally, on-demand courses and live office hours were the finishing touch for his new offer and he was finally helping clients much more and building the business he really enjoys. Market Share > Margins (When You're Playing the Long Game) At some point, most agency owners fantasize about selling. Nate's no different—but he's thinking a few moves ahead. Instead of relying on private equity, his bet is on strategic acquisition by a larger company in his own niche. “The best multiple I'm going to get is from someone who wants more market share.” That's why he's focused on volume at the low end. Every small client is a slice of market share. And if you can build community, coaching, and brand loyalty into your offer, you're not just a service provider—you're infrastructure. The Next Frontier: Launching a Mastermind With 300+ paying clients, Nate's building something many agency owners should be thinking about but don't: a mastermind for your niche. Why? Because clients already trust you. They're already getting value. And when you get them in a room together—virtually or physically—magic happens. Better yet, Nate doesn't need to be the guru. The best masterminds don't revolve around one person—they're facilitated, not taught. When the room is full of practitioners, the value is in the conversations. Do Right By People (and You'll Win) Scaling isn't just about tech, pricing models, or marketing hacks. It's about people. Nate credits a huge part of his growth to partnering with E2M Solutions, which removed the HR complexity of managing a dev team in-house. More importantly, it aligned with his core value: “Do right by people. If you do that, no one's going to say anything bad about you. Even when you make mistakes.” It's simple, but in a crowded industry full of overpromising and under-delivering, that integrity stands out—and scales. Do You Want to Transform Your Agency from a Liability to an Asset? Looking to dig deeper into your agency's potential? Check out our Agency Blueprint. Designed for agency owners like you, our Agency Blueprint helps you uncover growth opportunities, tackle obstacles, and craft a customized blueprint for your agency's success.

Agentic AI is transitioning from demonstration to real-world application, particularly through the Model Context Protocol (MCP), which transforms traditional RMM and PSA systems into more interactive and efficient tools. This shift is expected to significantly impact ticket management, service level agreements (SLAs), and profit margins for managed service providers (MSPs). The discussion also delves into the competitive landscape, with companies like PAX 8 positioning themselves as orchestration layers in this evolving market, raising questions about whether this represents a genuine transformation or merely a rebranding effort.Rich Freeman, a prominent voice in the SMB channel, shares insights on how MSPs are adapting to these changes. He highlights that many organizations are already deploying AI solutions, which are automating tasks traditionally performed by humans, such as service dispatch and help desk operations. This evolution is not just about reducing workforce size but rather reshaping the roles within MSPs, allowing employees to focus on higher-level tasks that drive customer value and differentiation.The conversation also touches on the implications of MCP, which allows AI agents to interact with various backend systems seamlessly. This capability could lead to a future where technicians no longer need to navigate complex interfaces, as they can simply communicate with AI to manage their systems. The rapid advancements in AI technology are prompting MSPs to rethink their operational strategies and prepare for a future where automation plays a central role in service delivery.Finally, the discussion explores the concept of managed intelligence providers, emphasizing the need for MSPs to evolve from merely providing tools to delivering comprehensive solutions that leverage AI for better outcomes. As the industry shifts towards this model, the role of marketplaces and distributors will also change, requiring them to support MSPs in integrating and managing these advanced technologies. The conversation concludes with a recognition of the urgency for MSPs to adapt to these changes or risk falling behind in a competitive landscape. All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

When the stakes are high, and the systems are down, who do governments and enterprises in the Netherlands call? Bart Lageweg, founder of Bizway, has built one of Europe's most trusted MSPs by running toward the toughest IT challenges—cyberattacks, ransomware recovery, and compliance-critical crises.In this episode of Now That's IT: Stories of MSP Success, host Chris Massey sits down with Bart to explore how Bizway thrives in the “firefighter” role of managed services. They discuss:How Bart turned a solo IT operation into a leading cybersecurity-focused MSPThe strategy behind small, frequent acquisitions and high-value client selectionWhy compliance (including NIS2) is both a sales tool and a security necessityHow to lead and scale without losing the agility to handle emergenciesThe role of coaching, boards, and constant evolution in MSP leadershipWhether you're building an MSP, leading an internal IT team, or navigating the shift toward compliance-driven services, this conversation offers a rare inside look at thriving in high-stakes IT environments.Let us help you unlock your business's full potential.N-able Business Transformation is Expert led and Peer informed.These valuable executive programs are tailored to provide effective guidance and a faster path to a scalable and successful business.Book a Call with Chris Massey now to learn what Business Transformation can do for you! 'Now that's it: Stories of MSP Success,' dives into the journeys of some of the trailblazers in our industry to find out how they used their passion for technology to help turn Managed Services into the thriving sector it is today. Every episode is packed with the valuable insights, practical strategies, and inspiring anecdotes that lead our guests to the transformative moment when they knew….. Now, that's it.This podcast provides educational information about issues that may be relevant to information technology service providers. Nothing in the podcast should be construed as any recommendation or endorsement by N-able, or as legal or any other advice. The views expressed by guests are their own and their appearance on the podcast does not imply an endorsement of them or any entity they represent. Views and opinions expressed by N-able employees are those of the employees and do not necessarily reflect the view of N-able or its officers and directors. The podcast may also contain forward-looking statements regarding future product plans, functionality, or development efforts that should not be interpreted as a commitment from N-able related to any deliverables or timeframe. All content is based on information available at the time of recording, and N-able has no obligation to update any forward-looking statements.

Overview: In this episode of the SMB Community Podcast, hosts James and Amy discuss various topics relevant to the MSP community. They start with a casual chat about the weather and gardening before moving on to a listener's question regarding the best ways to communicate price increases to customers. The conversation shifts to security concerns, particularly focusing on vulnerabilities in printers and scan-to-email features, and the implications for MSPs. They also discuss recent developments in AI, including users' reactions to changes in Chat GPT and the security risks posed by new hacking techniques. The episode concludes with discussions about managing various devices on networks, upcoming events and courses, and the importance of continual learning and adaptability in the rapidly evolving tech landscape.  --- Chapter Markers: 00:00 Introduction and Welcome 00:23 Weather and Personal Updates 02:44 Handling Price Increases 11:03 AOL's Nostalgic Announcement 12:25 ChatGPT and AI Developments 17:07 Printer Security Concerns 23:27 Upcoming Events and Courses 27:22 Closing Remarks --- New Book Release: I'm proud to announce the release of my new book, The Anthology of Cybersecurity Experts! This collection brings together 15 of the nation's top minds in cybersecurity, sharing real-world solutions to combat today's most pressing threats. Whether you're an MSP, IT leader, or simply passionate about protecting your data, this book is packed with expert advice to help you stay secure and ahead of the curve. Available now on Amazon! https://a.co/d/f2NKASI --- Sponsor Memo: Since 2006, Kernan Consulting has been through over 30 transactions in mergers & acquisitions - and just this past year, we have been involved in six (6). If you are interested in either buying, selling, or valuation information, please reach out. There is alot of activity and you can be a part of it. For more information, reach out at kernanconsulting.com

Send us a textWhat does it really take to grow and sell a $6M MSP—and still have gas left in the tank? In this episode, Joey Pinz sits down with Jamie Kudla, a seasoned entrepreneur who built his IT firm from scratch, sold it successfully, and now helps others do it smarter through global staffing.Jamie shares the gritty truth about the early years: long hours, missed family time, burnout, and the moment he said, “There has to be a better way.” That path led him to build Kalutasan, a U.S.-based outsourcing firm connecting MSPs with elite Filipino talent.Whether you're struggling to hire, overpaying for mediocre techs, or simply want to scale without chaos, Jamie delivers proven strategies rooted in real-world MSP experience.

The Cybersecurity and Infrastructure Security Agency (CISA) is facing significant criticism from state and local officials who feel abandoned due to diminishing federal support for critical cybersecurity programs. Many officials are concerned about their increasing reliance on self-driven initiatives, especially after cuts to the Multi-State Information Sharing and Analysis Center, which has been a crucial source of cybersecurity intelligence for over two decades. A recent survey revealed that a substantial portion of state and local governments lack adequate funding for cybersecurity, with 22% allocating no funds and 42% operating with annual budgets of less than $100,000. This situation raises alarms about the potential for increased vulnerability to cyberattacks, particularly from nation-state actors.In response to the evolving landscape of artificial intelligence, the National Institute of Standards and Technology (NIST) is developing new security guidance aimed at addressing the associated risks. This initiative will clarify how AI interacts with cybersecurity, focusing on securing AI systems, the adversarial use of AI, and leveraging AI to enhance cybersecurity measures. Additionally, a bipartisan bill known as the Validation and Evaluation for Trustworthy Artificial Intelligence Act has been reintroduced in the Senate, aiming to establish guidelines for the responsible development and testing of AI systems. House appropriators are also proposing a significant funding increase for NIST, reflecting a commitment to bolster cybersecurity and innovation.The Federal Risk Management and Authorization Program (FedRAMP) has made strides in streamlining the approval process for government cloud services, achieving a significant reduction in wait times from over a year to approximately five weeks. This shift is part of a broader trend toward more efficient cloud authorization processes, with FedRAMP already approving more than twice as many services in fiscal year 2025 compared to the previous year. This development presents an opportunity for businesses to leverage FedRAMP-authorized stacks for government-related buyers and to build migration strategies accordingly.OpenAI has recently updated its ChatGPT platform, introducing new models and third-party tool connectors while facing scrutiny over the performance and security of its latest model, GPT-5. Despite the introduction of various user-focused options, security assessments have revealed significant vulnerabilities in GPT-5, prompting concerns about its safety and reliability. As companies like ConnectWise implement new credit card surcharges and adjust their workforce in response to market demands, the overarching theme emphasizes the need for operational discipline and strategic planning in navigating the evolving technology landscape. Four things to know today 00:00 Shrinking Cyber Budgets, Emerging AI Rules, and Streamlined FedRAMP Signal Shifts for IT Providers06:43 From Security to SaaS Management, Vendors Roll Out Agentic Features for IT Service Providers10:25 OpenAI Expands GPT-5 Options, Adds Connectors, but Faces Early Security Backlash13:41 ConnectWise Adds Credit Card Surcharges, Trims Staff in Strategic Realignment  Supported by:  https://syncromsp.com/   Tell us about a newsletter!https://bit.ly/biztechnewsletter  All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

What if the key to unlocking peak performance is not pushing harder but mastering the art of mental focus and well-being? I traveled to LA to be at Mastery Labs to unlock the secrets of high performance with Michael Gervais, a renowned expert in mindfulness and psychology. This is our annual Holiday episode of Ultimate Guide to Partnering and my gift to you, our amazing listeners, followers, and community. Michael shares how mental training can revolutionize personal and professional approaches to challenges, from his roots in elite sports to shaping corporate cultures. He explores the pivotal moments that sparked his passion, revealing how psychological skills like confidence and focus can be trained to thrive in any environment. This episode highlights actionable strategies for balancing well-being with ambition, applying insights from sports to business, and using mindfulness to direct focus effectively. With stories ranging from surfing competitions to Microsoft's cultural transformation under Satya Nadella, Michael offers a holistic perspective on performance psychology and sustainable success. Thank you for supporting Ultimate Partner and the Ultimate Guide to Partnering Podcast. Please tell your friends, subscribe, and leave us up to a 5-star Review, as it helps us get more amazing guests.

OpenAI has launched its latest AI model, GPT-5, which boasts significant advancements over its predecessor, GPT-4.0. CEO Sam Altman likens the impact of GPT-5 to the revolutionary introduction of the first iPhone with a retina display. The new model features enhanced capabilities, including dynamic reasoning, a larger context window, and the ability to switch between standard and reasoning modes for complex queries. Despite these improvements, user feedback has been mixed, with many expressing dissatisfaction and a preference for the more personable GPT-4.0, leading OpenAI to reintroduce the older model for users who desire it.In addition to the advancements in AI, the podcast discusses the political turmoil surrounding Intel Corporation's CEO, Lip-Bu Tan. President Donald Trump has called for Tan's resignation due to his connections with Chinese technology firms, raising concerns about national security. Tan, who has only been in the role for five months, faces scrutiny as Intel deals with significant layoffs and strategic project cuts. The situation highlights the growing intersection of politics and business, particularly in the tech industry, where vendor stability is increasingly influenced by political factors.The episode also covers N-able Inc., which reported a 9% year-over-year revenue growth, prompting the company to raise its full-year guidance. N-able is shifting its customer contracts from month-to-month to annual agreements, aiming to enhance profitability and stability. The company has also released a report indicating a dramatic increase in cyberattacks targeting small and medium-sized businesses, reflecting a shift in the perception of cybersecurity risks among these organizations. This highlights the urgent need for robust cybersecurity measures in an evolving threat landscape.Lastly, the podcast addresses the operational challenges faced by managed service providers (MSPs) due to tool overload. A recent study reveals that many MSPs struggle with integrating multiple security tools, leading to alert fatigue and inefficiencies. The findings suggest that a unified cloud security platform could significantly improve data protection and response times. As the industry evolves, the need for streamlined solutions becomes increasingly critical for MSPs to effectively manage their clients' cybersecurity needs. Three things to know today 00:00 GPT-5 Launches With Bigger Context, Smarter Routing, and Mixed Reviews From Users07:32 Intel CEO Faces Presidential Resignation Demand Amid China Ties and Massive Layoffs09:54 N-able Delivers 9% Growth, Pushes Long-Term Contracts Amid Rising SMB Cyberattacks This is the Business of Tech.    Supported by:  https://cometbackup.com/?utm_source=mspradio&utm_medium=podcast&utm_campaign=sponsorship https://scalepad.com/dave/  Tell us about a newsletter!https://bit.ly/biztechnewsletter All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

"The whole is far greater than the sum of the parts—especially when telcos and satellite operators work together." — Gareth Kentish, Alvatross In this episode of Technology Reseller News, Publisher Doug Green speaks with Gareth Kentish of Alvatross about how the company is enabling global connectivity through the convergence of terrestrial and satellite communications—powered by open standards, modular software, and strategic industry collaboration. Alvatross, a five-year-old startup backed by Spanish systems integrator Satec, blends the agility of a tech disruptor with the resources and telecom experience of an established player. Kentish explains that Alvatross' “Lego block” approach to operational support systems allows telcos and satellite operators to add, modify, and scale services without costly, monolithic system overhauls. A key focus is enabling hybrid terrestrial-satellite models to ensure continuity of communications—even in disaster scenarios—through projects such as TM Forum's “Tech for Good” Catalyst, which demonstrated how first responders could rapidly activate connectivity via a user-friendly marketplace. Kentish highlights several industry drivers: The growing importance of LEO satellite constellations and seamless integration with terrestrial networks Open digital architectures to reduce cost-to-serve and accelerate service innovation The role of AI in enhancing operations—provided operators first address data quality The need for collaboration to unlock opportunities across telecom and satellite ecosystems Looking ahead, Kentish sees major opportunities for MSPs, MSSPs, and service providers who embrace convergence, modularity, and partnerships. He emphasizes that success will depend not just on technology, but also on cultivating the right culture, collaboration, and consensus—both within companies and across the industry. To learn more, visit www.alvatross.io.

Overview: In this episode of the SMB Community Podcast, our host James Kernan, along with guests Christina Klein from Land Sweeper and Martin from B2B Cyber Secure, discuss the importance of data, automation, and innovative tools in transforming the Managed Service Provider (MSP) landscape. Christina and Martin share their experiences and successes using Lansweeper to drive IT asset discovery, risk assessment, and cybersecurity compliance. They also explore how MSPs can leverage Lansweeper data to enhance service offerings and build trust with clients. The episode highlights future developments in AI and automation for Lansweeper and provides listeners with actionable steps to integrate these tools into their operations. --- Chapter Markers: 00:00 Introduction to the SMB Community Podcast 00:26 Meet the Guests: Christina Klein and Martin Dubreuil 01:21 Martin's Success with Lansweeper 03:12 Christina on Leveraging Lansweeper data  09:18 The Role of Cybersecurity in MSP Operations 13:53 Automation and Integration with Lansweeper 23:40 Future of Lansweeper and AI Integration 28:48 Conclusion and Signoff --- About Christina Klein:   Christina Klein has worked in the tech industry for 27 years. Her current role is the VP of Global Managed Service Providers.  Her career has spanned from global giants like Microsoft & AWS to scale-ups like Movere and Lansweeper.  Passionate about building & communicating the value of technology solutions through partnerships, Ms. Klein is an award-winning public speaker, 2023 Channel Chief and 2023 Role Model of the Year finalist.  About Martin Dubreuil:   With over 20 years of experience in IT management and cybersecurity, Martin Dubreuil specializes in IT asset discovery, risk assessment, and managed security services. As Associate & Director of Advisory Services at B2B Cyber Secure, a strategic partner of Lansweeper, he helps organizations secure their IT environments, optimize asset management, and strengthen compliance.  For the past 12 years, Martin has leveraged Lansweeper to provide comprehensive network visibility, vulnerability detection, and cybersecurity insights. His expertise enables businesses to identify risks, reduce attack surfaces, and implement proactive IT security strategies through managed services and automation.  "Using Lansweeper, we uncover network vulnerabilities by identifying unmanaged assets, providing insights for improving both IT and OT environments."  --- New Book Release: I'm proud to announce the release of my new book, The Anthology of Cybersecurity Experts! This collection brings together 15 of the nation's top minds in cybersecurity, sharing real-world solutions to combat today's most pressing threats. Whether you're an MSP, IT leader, or simply passionate about protecting your data, this book is packed with expert advice to help you stay secure and ahead of the curve. Available now on Amazon! https://a.co/d/f2NKASI --- Sponsor Memo: Since 2006, Kernan Consulting has been through over 30 transactions in mergers & acquisitions - and just this past year, we have been involved in six (6). If you are interested in either buying, selling, or valuation information, please reach out. There is alot of activity and you can be a part of it. For more information, reach out at kernanconsulting.com

I am very fortunate to be able to speak to dozens of MSPs every week at all levels of marketing maturity. There are reliable "patterns" I'm finding after having so many conversations.In this episode, we break down the common traits that are found in those MSPs absolutely killing it in growing from marketing. Ready to improve your content overnight? Check out campers.msp-camp.com

Two sophisticated ransomware groups, Akira and Lynx, are increasingly targeting managed service providers (MSPs) and small businesses by exploiting stolen credentials and vulnerabilities. Together, they have compromised over 365 organizations, with Akira targeting major firms like Hitachi Vantara and Lynx focusing on critical infrastructure, including a CBS affiliate in Chattanooga, Tennessee. Both groups utilize double extortion tactics, combining file encryption with data theft to pressure victims into paying ransoms. This shift in tactics highlights the evolving threat landscape for MSPs and small businesses.In response to the growing cybersecurity threats, the U.S. Cybersecurity and Infrastructure Security Agency has released Thorium, an open-source platform designed for malware and forensic analysis. Thorium can automate tasks and process over 10 million files per hour, empowering IT professionals without in-house malware analysis capabilities to conduct effective preliminary analyses. This tool aims to enhance cybersecurity operations and better manage risks associated with complex malware threats.Additionally, SonicWall has issued a warning to its customers to disable SSL Virtual Private Network (VPN) services due to active ransomware attacks targeting its systems. Meanwhile, Google's AI-powered bug hunter, Big Sleep, has identified 20 security vulnerabilities in popular open-source software, raising concerns about the reliability of AI-generated bug reports. A newly discovered prompt injection vulnerability in Google's Gemini AI chatbot poses serious security risks, enabling attackers to craft convincing phishing campaigns without relying on links or attachments.The podcast also discusses the alarming rise in cybersecurity incidents, particularly social engineering attacks, which have tripled in the first half of 2025. A report from Level Blue indicates that social engineering now accounts for 39% of initial access incidents, with fake CAPTCHA schemes rising dramatically. Furthermore, the report highlights the risks associated with unauthorized AI tool usage, revealing that 97% of organizations lack adequate access controls, exposing sensitive data to potential threats. This underscores the need for organizations to strengthen their defenses and educate users on emerging threats. Four things to know today00:00 Attackers Up Their Game: Ransomware Hits MSPs, SonicWall Vulnerable, and Google's AI Found Exploitable05:53 Social Engineering Surges as Shadow AI Breaches Drive Up Cyber Costs and Risk Exposure08:35 Neglected Tech, Rising Risk: Email and Printers Still Expose Businesses to Modern Threats11:04 From Ransomware to Retirements: Vendor Shifts Reveal Risks and Realignment in the IT Channel This is the Business of Tech.     Supported by:  https://cometbackup.com/?utm_source=mspradio&utm_medium=podcast&utm_campaign=sponsorship https://getflexpoint.com/msp-radio/ Tell us about a newsletter! https://bit.ly/biztechnewsletter  All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

Send us a textIn this episode, Joey Pinz sits down with Hyla Strauss-Stanton, Strategic Account Executive at Acronis, for a wide-ranging conversation about legacy, leadership, and evolving with purpose.From crocheting calming gifts for others to driving Acronis' growth through Roost integrations, Hyla brings clarity and authenticity to every part of her life. She opens up about her move across the country, her passion for helping MSPs scale, and the joy of real connection in an industry that's often virtual. Hyla reflects on her start in the channel during COVID, how Acronis supports service providers from security to disaster recovery, and how motherhood, personal growth, and structured spontaneity shape her journey.

Send us a textWhat happens when near-death perspective and entrepreneurial drive collide? In this dynamic episode, Joey Pinz sits down with Aharon Chernin—CEO of Roost—to talk motorcycles, automation, and legacy.After a life-changing moment sparked by his son's health scare, Aharon transformed his approach to life and business. Riding Ducati motorcycles became a way to mentally disconnect—something he couldn't achieve even poolside years ago. That same need for clarity and purpose fueled his decision to launch Roost and drive automation into the DNA of the MSP industry.Aharon breaks down why automation isn't just a tech feature—it's a competitive necessity and future revenue stream. He introduces his automation maturity model, explains how MSPs often think they're further along than they are, and lays out why community-led growth beats vendor-led conferences. No fluff—just value, vision, and velocity.

Send us a textWhat do rugby, open-fire cooking, and managed IT services have in common? In this energetic and deeply human episode, Joey Pinz sits down with Frank Merino—serial hobbyist, MSP veteran, and community-driven technologist—to talk about grit, service, and savoring life.From building his first MSP at age 15 to helping transform a small HR firm's workflow with smartphones, Frank's story is packed with passion and problem-solving. He shares his love for CrossFit, the meditative art of cooking with hardwood from Uruguay, and the humbling lessons from honoring military heroes through grueling Murph workouts. But behind every story is a single driving force: a desire to help others live better lives through technology.

Send us a textWhat does it take to evolve an MSP from a lifestyle business into a mature, thriving operation that can survive without the founder? In this heartfelt and insightful episode, Joey Pinz speaks with Vera Tucci, COO of an Italian MSP, about leadership, transformation, and creating a culture that truly supports its people.Vera dives into the key challenges MSPs face—from cybersecurity to talent retention to resisting pressure from private equity roll-ups. She shares how accountability, transparency, and community have shaped her business model—and her personal life. From hiring communication coaches to launching IT Manager survival guides, Vera reveals how emotional intelligence and strategic planning go hand in hand.

Send us a textWhat do guitar pedals, choir harmonies, and AI automation have in common? In this rich and multidimensional episode, Joey Pinz chats with Karl Bickmore—CEO of SnapTech IT and founder of Raven Automation—about leadership, legacy, and tuning into what matters most.Karl opens up about his journey from hands-on tech to executive leadership, blending an engineer's curiosity with an artist's instinct. Whether he's designing complex audio rigs or evolving MSP operations with automation, Karl views growth as both science and art. He reflects on his early computer builds, his battle with yo-yo dieting, and why servant leadership isn't just a philosophy—it's a responsibility. From Patrick Lencioni's The Motive to the Flow conference's bold focus on AI, Karl reveals what it really takes to stay relevant in IT today.

Send us a textIn this rich and heartfelt episode, Joey Pinz sits down with Becky Teal, community leader at Huntress and longtime MSP industry advocate, to explore the real stories behind service, connection, and fulfillment.Becky shares her unique “short-term hobbies” approach to life, allowing herself to fully explore new interests—like scuba diving and kayaking—without guilt or pressure. She opens up about her personal growth journey, including her work-from-home discipline, travel routines, and what it means to stay fully present both at conferences and at home. With over a decade in the MSP community, Becky reflects on the industry's biggest challenges—security, staffing, and scaling—and how the solution always comes back to community.

Lou Borrelli on Empowering 650+ Members Through Shared Innovation and the AI Center of Excellence “Connectivity is king. Without connectivity, you don't really have a business.” — Lou Borrelli, CEO, National Content & Technology Cooperative (NCTC) In this in-depth conversation with Doug Green, Publisher of Technology Reseller News, Lou Borrelli, CEO of the National Content & Technology Cooperative (NCTC), shares the evolution of an organization born from a Kansas City poker game into a powerful force connecting over 650 members across all 50 states and U.S. territories—and over 40 million broadband users. What began 41 years ago as a content-buying co-op for small and medium-sized cable operators has transformed into a modern technology and content hub, offering members buying power not just for programming, but also for hardware, software, broadband, mobile services, and now AI-driven solutions. At the heart of the conversation is NCTC's latest initiative: the AI Center of Excellence (AICOE). This strategic program is currently in its second phase, piloting AI applications for network monitoring, customer service, and predictive maintenance—all designed to help smaller operators stay competitive with national giants like Comcast and Charter. Borrelli emphasizes real convergence—not just of telecom technologies, but of content, connectivity, mobility, and AI. With the explosion of digital tools, even the smallest provider can now offer scalable, competitive services thanks to shared innovation and cooperative economics. From rural Kentucky to the suburbs of Boston, NCTC members benefit from centralized procurement, support, and emerging service models. The conversation also previews The Independent Show, NCTC's signature annual event, which brings together technologists and content creators. Borrelli calls it “the last great cable convention,” providing a unique venue for collaboration amid an increasingly fragmented media landscape. On the topic of content delivery, Borrelli is blunt: “Discovery is broken.” He points to the decline of unified cable guides and the rise of app-based content chaos. Consumers are subscribing, unsubscribing, and re-bundling content in real time—often recreating cable-like bills through a mix of streaming services. NCTC is exploring ways to aggregate and simplify the content experience while delivering sustainable value to customers and members. He also critiques the state of U.S. regulatory policy, calling for an overhaul of retransmission consent rules and emphasizing that consumers haven't truly “cut the cord”—they've unbundled it. For service providers, MSPs, or content vendors wondering if they have a place in the NCTC ecosystem, Borrelli extends a clear invitation: “If you have products or services that help our members succeed, we're open for business.” Learn more about NCTC and how your technology or content can help shape the next phase of convergence: https://www.nctconline.org.

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

Degly Mendez shares a human-centered MSP philosophy built on trust, patience, and long-term partnerships at GTIA ChannelCon “No small business left behind.” — Degly Mendez, CEO, Avanzar IT Systems At GTIA ChannelCon 2025, Degly Mendez, CEO of Avanzar IT Systems, joined Doug Green of Technology Reseller News for a powerful and personal conversation about empathy, leadership, and how MSPs can meaningfully support small businesses. Avanzar IT Systems—Avanzar meaning “to move forward” in Spanish—specializes in serving small to medium-sized businesses across industries, including law firms, manufacturing, CPA offices, and real estate. But Mendez made clear that the company's mission is about more than just technology. “If we can help our clients move forward, we do it—whether they can afford it today or not.” Rather than focus on quick wins or transactional revenue, Mendez advocates for building relationships rooted in empathy, trust, and a long-term vision. “These aren't transactions,” he said. “These are partnerships that we hope will last years.” As a proud member and leader within GTIA—serving on the Cybersecurity Executive Council, ISAO Advisory Group, and as a frequent speaker—Mendez echoed the inclusive spirit of ChannelCon, where companies big and small share the same 10x10 space and voice. “Everyone needs help. And everyone can provide it.” With a guiding philosophy of “no small business left behind,” Mendez and Avanzar IT Systems are building a future where technology empowers—not excludes—businesses of all sizes. To learn more, visit avanzaritsystems.com

James Abercrombie breaks down the modern Acronis stack and the future of MSP enablement at GTIA ChannelCon “You don't know what you don't know—just test it.” — James Abercrombie, Software Vendor Technology Evangelist, Acronis At GTIA ChannelCon 2025, James Abercrombie of Acronis joined Technology Reseller News Publisher Doug Green to set the record straight: Acronis is no longer just a backup company. It's a full-featured platform designed to help MSPs grow, secure, and streamline their businesses—without patching together solutions from multiple vendors. “Acronis today means one console, one agent, one protection plan,” Abercrombie explained. In addition to backup and disaster recovery, the platform now includes remote monitoring and management (RMM), professional services automation (PSA), security, scripting, and deep integrations—all in one native environment. This integrated approach, he argues, allows MSPs to improve technician efficiency, reduce overhead, and deliver seamless customer experiences. For new customer onboarding, Acronis even eliminates reboot requirements—allowing services to be deployed faster and revenue to be recognized sooner. Abercrombie, a 20-year channel veteran and GTIA mentor, also discussed his work to support the next generation of MSPs through the Acronis Academy and MSP Academy. These programs provide real-world training to help MSPs break past growth plateaus and optimize marketing, support, and operations. “It's not just about being an MSP—it's about becoming a better MSP,” he said. From solo sysadmins-turned-business-owners to enterprise providers seeking scalable security, Abercrombie's message was clear: if you haven't seen Acronis lately, it's time to take another look. To learn more, visit acronis.com.

Dave Sobel interviews Raffi Jamgotchian, founder and CEO of Triada Networks, about the current landscape of AI adoption in the financial services sector, particularly among small to medium-sized investment firms. Jamgotchian notes that while some clients are eager to embrace AI, others remain hesitant, mirroring trends seen with cloud technology. For those leaning into AI, Triada Networks is focusing on proof of concepts, helping clients structure their data effectively to leverage AI tools, especially in data analytics and research.Regulatory considerations play a significant role in how firms approach AI implementation. Many of Jamgotchian's clients operate in regulated environments, which affects their choice of data models and the types of large language models (LLMs) they can use. The challenge lies in handling sensitive, non-public information without risking regulatory violations. As firms navigate these complexities, the importance of data preparation becomes evident, with varying levels of readiness among clients impacting their ability to utilize AI effectively.Cybersecurity is a critical aspect of the conversation around AI and data management. Jamgotchian highlights that clients are increasingly proactive in seeking guidance on cybersecurity implications related to their business decisions. This shift is attributed to a combination of heightened regulatory scrutiny and a growing awareness of cybersecurity risks in the market. The conversation has evolved from being initiated by service providers to clients actively engaging in discussions about their cybersecurity needs.Looking ahead, Jamgotchian emphasizes the importance of monitoring regulatory developments, particularly from organizations like FINRA and the FCC, as they relate to AI. He anticipates that AI-related lawsuits will emerge, prompting changes in laws that could impact managed service providers (MSPs). The conversation concludes with a recognition that while the MSP landscape is evolving, the core mission of solving business problems through technology remains unchanged, and those who adapt will thrive in the future. All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

In this episode of Tech Talks Daily, I sat down with Joseph Landes, co-founder and Chief Revenue Officer at Nerdio, to explore how one conversation at a Microsoft conference led to a billion-dollar cloud automation company. From his 23-year career at Microsoft to building a fully remote team now supporting over five million users, Joseph's story blends strategic risk-taking with deep industry insight. We unpacked how Nerdio grew from a startup idea in 2018 to a company that just secured 500 million dollars in Series C funding. Joseph walked me through the early days of building the business alongside co-founder Vadim Vladimirsky and how they focused on simplifying Microsoft Azure for IT professionals and MSPs. Their goal was clear: make cloud management easier, faster, and more cost-effective through automation and policy-driven governance. But this episode wasn't just about cloud optimization. We also dug into Nerdio's fully remote culture and the intentional design behind it. Joseph shared how initiatives like appointing city mayors, launching the Nerdio Break Room, and hosting an annual global kickoff have helped maintain a strong sense of community and accountability across 350 remote employees. We also discussed why Nerdio does not compete with Microsoft. It enhances and extends Microsoft's products, helping customers navigate Azure complexity while staying aligned with Microsoft's fast-changing roadmap. This customer-centric strategy, coupled with deep product knowledge and agility, has been key to Nerdio's ability to scale without losing focus. Looking ahead, Joseph shared his perspective on why AI and continuous cost optimization will shape the future of enterprise IT. He made a strong case for simplifying IT operations, empowering professionals, and turning savings into reinvestment opportunities. In an era of complexity and noise, Nerdio's growth story is a reminder of what can happen when you combine deep platform expertise with a culture that truly listens. How is your organization turning cloud complexity into an advantage rather than a barrier?

Michael George, CEO of Synchro, and Dee Zepf, Chief Product Officer, discuss the evolving landscape of managed service providers (MSPs) and the transformative potential of AI in their operations. They reflect on how automation has been a longstanding goal in the industry, but recent advancements in AI and technology have accelerated this evolution. The conversation highlights Synchro's strategic shift towards leveraging AI and automation to enhance their platform, particularly through the launch of their XMM platform, which integrates RMM, PSA, and Microsoft 365 management.The XMM platform aims to simplify the management of Microsoft technologies for MSPs, allowing them to deliver better security and efficiency to their clients. Dee shares insights on the rapid adoption of this platform among existing partners, emphasizing how it has streamlined operations and improved security management. The discussion also touches on the competitive landscape, with Michael noting that while Microsoft is increasingly moving towards the MSP space, Synchro views their relationship as complementary rather than competitive.As the conversation progresses, they explore the importance of workflow efficiency for small and midsize businesses, suggesting that MSPs should focus on enhancing their service offerings to remain competitive. Michael emphasizes the need for MSPs to evolve from traditional IT support roles to strategic partners that help clients leverage AI and automation effectively. This shift is seen as crucial for MSPs to differentiate themselves in a market where many are at risk of falling behind.Finally, the discussion delves into the implementation of AI technologies within Synchro's products, particularly in areas like smart ticket management and sentiment analysis. Dee explains the challenges of measuring the quality of AI-generated responses and the importance of maintaining a human element in the process. They conclude by encouraging MSPs to start small with AI implementations, helping clients understand its potential and gradually integrating more advanced solutions into their operations. All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

Matt Horning shares the frontline MSP perspective from GTIA ChannelCon “AI is the new shiny object—but if you're not doing the basics, it becomes a threat vector, not a solution.” — Matt Horning, CEO, Blue Tree Technology At GTIA ChannelCon 2025, Doug Green, Publisher of Technology Reseller News, sat down with Matt Horning, CEO of Kansas City-based MSP Blue Tree Technology, to capture the real-world experience of a managed service provider navigating AI hype, cybersecurity challenges, and industry fundamentals. Horning, whose firm serves clients across six states, shared that while Blue Tree is actively exploring AI for clients, the technology still feels like a beta product. “We're being pulled into AI,” Horning said. “Clients are asking for it, and we want to provide value—but it has to be aligned with our standards of excellence. No vaporware.” While AI dominated many sessions at ChannelCon, Horning pointed to the renewed emphasis on foundational practices—like patching, firewalling, and compliance—as the most valuable insight. “If you don't have the basics right, AI just adds risk.” Blue Tree Technology is known for its high standards and measured approach to emerging tech. At events like ChannelCon, Horning finds value not just in the content, but in the community of like-minded MSPs who are solving real-world problems—not just chasing the latest trend. To learn more, visit BlueTreeTechnology.com.

Daniel Maynard champions relationship-driven growth and real-world cyber readiness at GTIA ChannelCon “Today, people don't Google a solution—they call someone they trust.” — Daniel Maynard, Director, Strategic Partnerships, DeepSeas At GTIA ChannelCon 2025, Daniel Maynard of DeepSeas joined Doug Green, Publisher of Technology Reseller News, for a thought-provoking conversation on the shift from transactional selling to trust-based influence—and what that means for cybersecurity partnerships today. DeepSeas is a comprehensive cybersecurity firm that helps organizations assess where they are on their security journey and builds customized roadmaps to reduce risk and improve resilience. Its services span governance, MDR, and offensive security tools like vulnerability assessments and penetration testing. But it was a book, not a tech stack, that anchored this discussion. Maynard introduced Nearbound by Jared Fuller—a playbook for winning in the “who economy,” where buyers prioritize recommendations from people they trust over product specs and search engines. Maynard described a real-life example of this principle in action: A major client preparing for an IPO sought cybersecurity guidance not from a web search, but through a trusted network of consultants and partners—ultimately leading them to DeepSeas. “The new buying motion is all about credibility and relationships,” Maynard explained. “It's not about how they find a product. It's about who they trust.” For channel leaders and MSPs, this shift underscores the importance of relationship-building, reliability, and reputation—key tenets for thriving in a referral-first world. To learn more about DeepSeas cybersecurity solutions, visit deepseas.com.

Executive council member shares how GTIA empowers managed services professionals at ChannelCon 2025 “It's not a good day unless you learn something new.” — Christopher Infante, Chair, Managed Services Community, GTIA Podcasting from GTIA's ChannelCon 2025, Doug Green of Technology Reseller News sat down with Christopher Infante, Executive Council Member of GTIA and Chair of its Managed Services Community, to explore how the association is reshaping opportunity and education for MSPs around the world. Infante, who manages Forward Edge, an education-focused MSP with over 130 employees, emphasized the importance of GTIA as a “channel connector”—bringing together MSPs, vendors, and IT professionals to elevate the entire industry through collaboration, community, and shared learning. This year's ChannelCon marked the first official event under the GTIA brand, and according to Infante, the energy was unlike anything he's seen at other conferences. “There's more excitement here… people are chomping at the bit to see what's coming next.” One of those “nexts,” Infante revealed, is a forthcoming educational program tailored to newcomers and veterans alike—designed to demystify the channel and onboard professionals from any starting point. GTIA also supports MSP growth with ongoing meetups and certifications like the Cybersecurity Trustmark, helping members elevate their practices and demonstrate trust to clients. For Infante personally, the conference delivered insight on trending topics such as AI implementation, governance, and ethical usage—as well as practical takeaways from keynote speaker Kim Scott, author of Radical Candor. When asked why MSPs should get involved, Infante didn't hesitate: “You'll surround yourself with people who want to grow—not just in their business, but in their community. And that's transformational.” To learn more or get involved, visit gtia.org.

Ameet Dhillon explains why the BIOS layer is the next cybersecurity frontier at GTIA ChannelCon “You protect the OS and application layer—why not protect the BIOS that launches them?” — Ameet Dhillon, FirmGuard by Phoenix At GTIA ChannelCon 2025, Ameet Dhillon of FirmGuard joined Doug Green, Publisher of Technology Reseller News, to introduce a vital but often overlooked part of the MSP security stack: remote BIOS management. FirmGuard, a solution by Phoenix Technologies, allows MSPs to remotely update, configure, and monitor BIOS firmware across mixed hardware environments—Dell, HP, Lenovo, and more. “Most MSPs know BIOS is critical,” Dhillon explained, “but they lack an efficient, cross-manufacturer way to manage it.” As endpoint protection at the OS and application levels improves, attackers have begun targeting the firmware layer below the operating system. Agencies like CISA have issued warnings that BIOS vulnerabilities are an emerging threat vector—and FirmGuard is built to fill that gap. With FirmGuard, MSPs gain immediate visibility into BIOS vulnerabilities, outdated firmware, and legacy-mode systems that may need replacement. The platform operates fully remotely, eliminating truck rolls and improving technician efficiency. At just $1.50 per endpoint per month, FirmGuard's pricing makes it easy for MSPs to add to their security offering while preserving margin. “We're not just a monitoring tool,” Dhillon emphasized. “We give MSPs actionable insight—and the ability to act.” To learn more or request access to the MSP program, visit firmguard.com.

I had such a wonderful conversation with Channel Sales Leader and Mentor Jen Waltz.  As Chief Information Security Officer of Imagenative, Jen is:  FOUNDER and CISO. Empowering Your Business to Scale, Secure and Succeed. She helps with: Cybersecurity and Emerging Technologies: Help partners build, deliver, and manage cutting-edge cybersecurity solutions. Enterprise IT & Digital Transformation: Adopt next-gen technology solutions by enabling the right partners, distributors, and vendors. Cloud & SaaS Enablement: Accelerate cloud, cybersecurity, and SaaS adoption across industries. Technology Distribution & Supply Chain: Evolve from traditional logistics providers to digital orchestration. Channel & Partner Ecosystem: Enable VARs, MSPs, and SIs to build profitable, service-led businesses.   More about Jen: https://www.linkedin.com/in/jenwaltz/ More about Women Sales Pros - we have a website, we are on LinkedIn, Facebook, and Instagram.  We are looking for our 2026 sponsors! Subscribe to our 2x a month news, and share the podcast with others! We'd love a 5 star rating and comments on iTunes if you are so moved! It really makes a difference.  subscribe: https://bit.ly/thewspnews Contribute: https://forms.gle/v9rRiPDUtgGqKaXA6 Past News Issues: bit.ly/past_news_issues https://womensalespros.com/podcast/ 

Rania Succar, the new CEO of Kaseya, discusses her vision for the company at a crucial time for both Kaseya and the managed service provider (MSP) ecosystem. With Kaseya facing scrutiny over customer service and billing practices, Succar emphasizes the importance of innovation and a cultural reset to strengthen relationships with MSP partners. She believes that Kaseya has the potential to be a leader in driving outcomes for small businesses through its partnerships with MSPs, which are essential for helping these businesses adopt cutting-edge technology. Succar outlines four key values that will guide Kaseya's next chapter: measuring success based on the profitability and revenue growth of MSP partners, delivering innovation that benefits these partners, enhancing the overall customer experience, and investing in the community. She acknowledges the frustrations MSPs have expressed regarding customer service and billing practices, and she highlights specific steps Kaseya is taking to address these issues, including the end of high watermark pricing and improvements in customer support. The conversation also touches on the importance of internal culture and employee retention at Kaseya. Succar emphasizes the strength of her leadership team and the need for a culture that empowers employees to make decisions at all levels. By fostering a customer-centric and innovative environment, she aims to improve the overall experience for both employees and customers, ultimately leading to better service quality. Looking ahead, Succar shares her vision for leveraging AI and automation to enhance Kaseya's offerings for MSP partners. She recognizes the challenges SMBs face in adopting AI and emphasizes the need for collaboration between Kaseya and MSPs to unify data and create effective solutions. By focusing on these areas, Succar aims to position Kaseya as a leader in helping small businesses navigate the evolving technology landscape. All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech

Managed service providers (MSPs) are increasingly becoming essential partners for mid-market organizations, with a recent Barracuda Networks survey revealing that 85% of firms with 1,000 to 2,000 employees now depend on MSPs for integrated security support. This shift highlights the growing complexity of cybersecurity challenges that these organizations face, as they seek to manage a multitude of disconnected security tools. The survey indicates a willingness among 92% of organizations to pay a premium for enhanced support, emphasizing the need for MSPs to demonstrate technical mastery and deliver ongoing value.The podcast discusses the implications of this trend, noting that while MSPs may feel indispensable, they are also facing pressure from vendors who are building direct relationships with mid-market clients. The demand for 24/7 security coverage and transparency about security practices is high, with many organizations willing to switch providers if their needs are not met. This creates a challenging environment for MSPs, who must evolve from being mere resellers of security tools to becoming orchestrators of comprehensive security outcomes.Additionally, the episode covers the ongoing licensing disputes between Siemens and Broadcom following Broadcom's acquisition of VMware. The shift from perpetual licenses to subscription models has led to significant price increases, causing frustration among enterprise customers. As organizations like Siemens seek alternatives, the podcast highlights the growing market for VMware exit planning and license optimization services, presenting opportunities for IT providers to assist clients in navigating these challenges.Finally, the discussion touches on broader trends in software licensing and the rise of open-source solutions as enterprises grapple with compliance issues. The increasing use of unapproved AI tools, known as Shadow AI, among employees poses additional risks, prompting IT leaders to seek trusted partners who can help them manage these complexities. The episode concludes by emphasizing the need for MSPs to pivot from reactive approaches to strategic advisory roles, guiding clients through the evolving landscape of technology and security. All our Sponsors: https://businessof.tech/sponsors/ Do you want the show on your podcast app or the written versions of the stories? Subscribe to the Business of Tech: https://www.businessof.tech/subscribe/Looking for a link from the stories? The entire script of the show, with links to articles, are posted in each story on https://www.businessof.tech/ Support the show on Patreon: https://patreon.com/mspradio/ Want to be a guest on Business of Tech: Daily 10-Minute IT Services Insights? Send Dave Sobel a message on PodMatch, here: https://www.podmatch.com/hostdetailpreview/businessoftech Want our stuff? Cool Merch? Wear “Why Do We Care?” - Visit https://mspradio.myspreadshop.com Follow us on:LinkedIn: https://www.linkedin.com/company/28908079/YouTube: https://youtube.com/mspradio/Facebook: https://www.facebook.com/mspradionews/Instagram: https://www.instagram.com/mspradio/TikTok: https://www.tiktok.com/@businessoftechBluesky: https://bsky.app/profile/businessof.tech