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PODCAST

MSP Chat

A look at the strategies, services, and success tips IT providers need to make it big in managed services from two of the industry’s most experienced MSP authorities, Erick Simpson and Rich Freeman of Channel Mastered

technology

All Episodes

82:27

Episode 74: No Timmies Allowed

MSP Chat ·

2025/05/09

Erick and Rich discuss efforts by Kaseya and Syncro to eliminate the seams between “seamlessly integrated” products by fusing them all into one solution, as well as strategic, non-salesy ways to upsell your clients. Then they take you live to the panel session they co-moderated at this year’s IT Glue GlueXperience event in Las Vegas in which three MSPs shared their hard-earned growth and success tips. And finally, one last thing: Why Australians are better off eating sausages on election day than

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50:03

Episode 73: Naked Farm to Table

MSP Chat ·

2025/05/02

Erick and Rich discuss the long-term implications for MSPs of new research on agentic AI from Microsoft and N-able, as well as how and why MSPs should get back to often forgotten sales basics. Then they’re joined live from the Kaseya Connect conference in Las Vegas by Mike Puglia, GM of Kaseya’s security suite, for a conversation about why MSPs need fully managed SIEM solutions. And finally, one last thing: An annual gardening ritual from Rich’s hometown of Seattle that could be dangerous to people

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66:58

Episode 72: Certificate Tsunami

MSP Chat ·

2025/04/25

Erick and Rich discuss how economic uncertainty is affecting IT spending plans, as well as what MSPs can do to navigate declining markets, supply chain disruptions, and other challenges to service delivery and profits. Then they’re joined by Mark Bloom, senior director of North America channel sales at Sectigo, for a look at the TLS certificate management opportunity and why MSPs not already providing that service will need to soon thanks to forthcoming changes to certificate lifecycles. And

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66:11

Episode 71: Don’t Buy Voldemort

MSP Chat ·

2025/04/18

Erick and Rich discuss why AI might be the spur MSPs need to take SaaS app management as seriously as they do device management, as well as why and how to avoid the dangers that come with letting too few clients account for too much revenue. Then they’re joined by Matt Lee, Pax8’s senior director of security and compliance, for a thought-provoking conversation about everything from the impact of agentic AI to why SMBs will soon have even better security than large businesses. And finally, one last

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69:01

Episode 70: Cheer Not Fear

MSP Chat ·

2025/04/11

Erick and Rich discuss the tailwinds and headwinds that Slide, Datto founder Austin McChord’s new BDR venture, is likely to face in the MSP marketplace as well the secrets to charging user-based prices that reflect your service delivery costs accurately and get you the margins you deserve. Then they’re joined by Sanjib Sahoo, president of the global platform group at Ingram Micro, for a thought leader’s take on platforms, marketplaces, and using AI to drive operational efficiency. And finally, one

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72:32

Episode 69: Bad News Quickly, Good News Slowly

MSP Chat ·

2025/04/07

Erick and Rich discuss the gap between how much business leaders want AI solutions and how unsatisfied they are with the solutions they’re getting, and why most MSPs should have at least one tech doing nothing but Level 1 help desk work. Then they’re joined by Xavier Gonzalez, chief communications officer at Kaseya, for a look at what communications professionals do and why MSPs need one. And finally, one last thing: 7-Eleven’s April Fool’s mystery donut, and why we’re all still waiting for

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60:28

Episode 68: Throwing Flags

MSP Chat ·

2025/03/28

Erick and Rich discuss HP’s solution-focused strategy for avoiding hardware commoditization and three tactics for improving MRR predictability. Then they’re joined by Tim Golden of Compliance Scorecard for an expert’s take on why and how to get into the burgeoning market for compliance services. And finally, one last thing: Why investment firm Aberdeen renamed itself Abrdn and then came to regret it. Discussed in this episode:Don’t Sell HardwareVowel movement: Abrdn renames itself Aberdeen to

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57:20

Episode 67: The North Star

MSP Chat ·

2025/03/21

Erick and Rich discuss new pricing options coming this summer from ConnectWise and techniques for prodding reluctant clients to adopt security best practices. Then they’re joined by Peter Bretton, vice president of product strategy at NinjaOne, for a look at the managed services market through the eyes of a vendor that pays unusual attention to partner feedback. And finally, one last thing: New frontiers in TSA security check fails. Discussed in this episode:New details about ConnectWise’s

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67:28

Episode 66: It Takes a Community to Secure an End User

MSP Chat ·

2025/03/14

Erick and Rich discuss Evergreen Services Group’s M&A alternative to centralized MSP rollups and three strategies for enhancing your client onboarding process. Then they’re joined by Huntress CEO Kyle Hanslovan for a wide-ranging look at the current threat landscape, the role of community in strengthening security, and what software vendors should be doing to harden their products. And finally, one last thing: the incredible sum paid at auction for a Cheeto shaped like a Pokemon

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62:15

Episode 65: Game Over, Man!

MSP Chat ·

2025/03/07

Erick and Rich discuss why it’s not at all too early to be taking the security implications of quantum computing seriously and three tips for achieving competitive differentiation. Then they’re joined by Nancy Henriquez, CEO of Sibyl Consulting, for an expert’s take on marketing, sales, and operations for MSPs. And finally, one last thing: employers weigh in on whether AI agents or humans do better work, and the results aren’t pretty for the humans. Discussed in this episode:Quantum Computing Isn’t

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66:37

Episode 64: Wonderful Synergy

MSP Chat ·

2025/02/28

Erick and Rich discuss the five new products from ThreatLocker and what they say about the company’s future direction as well as avoiding the dangers of relying too heavily on a few big clients. Then Rich, flying solo for an interview recorded during Erick’s vacation, speaks with Sophos CEO Joe Levy about all things managed security. And finally, one last thing: why a lot more Americans than you might think are open to working for an AI boss. Discussed in this episode:Learning From

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82:14

Episode 63: There’s No Patch for Stupidity

MSP Chat ·

2025/02/21

And trust us, there’s no stupidity in this episode. Just Erick and Rich talking about what New Charter Technologies buying a vendor that specializes in AI-based service desk optimization says about the future of managed services and three critical service desk KPIs every MSP should be tracking. Then they’re joined by Michael George, CEO of Syncro, for an insider’s look at the future of AI-powered management for MSPs. And finally, one last thing: Why a popular beer maker probably now wishes it had

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71:58

Episode 62: Rough is Enough

MSP Chat ·

2025/02/14

Erick and Rich discuss Atera’s agentic AI RMM feature and how to avoid burning out your technicians. Then they’re joined by Nigel Moore of The Tech Tribe for an insider’s look at trends and opportunities this year in managed services. And finally, one last thing: The criminal consequences of today’s sky-high egg prices. Discussed in this episode:Has Atera Gone Full Agentic?The Tech Tribe home pageInformation about ScaleCon 2025Book by Nigel Moore: Package, Price, Profit: The Essential Guide to

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70:14

Episode 61: Under the Big Open Tent

MSP Chat ·

2025/02/07

Erick and Rich discuss NinjaOne’s $252 million acquisition of Dropsuite and three tips for managing cash flow and profitability. Then they get an insider’s introduction to the Global Technology Industry Association (which you might know by its former name, CompTIA) by its chief community officer, MJ Shoer. And finally, one last thing: Erick’s vivid description of what the “corpse flower” currently blooming in Brooklyn smells like. Discussed in this episode:Hot Take: NinjaOne Buys DropsuiteGTIA home

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72:30

Episode 60: Eat Less, Drink Less, Exercise More

MSP Chat ·

2025/01/31

Erick and Rich discuss what dual acquisitions by Cytracom and AvePoint say about the importance of platforms in managed services, as well as why and how to get in on the large and growing opportunity in co-managed IT. Then they’re joined by Peter Kujawa, vice president and general manager of ConnectWise’s Service Leadership unit, for a fascinating, fact-filled exploration of what Service Leadership’s latest MSP benchmark reports says about the state of the channel. And finally, one last thing: what

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66:45

Episode 59: End Game of End Games

MSP Chat ·

2025/01/24

Erick and Rich are joined by Kaseya Co-Founder and Vice Chairman Fred Voccola in his first interview since stepping down as CEO to discuss why he’s changed roles and what it means for Kaseya partners. That comes after your hosts talk about recent research suggesting there’s a huge latent co-managed IT opportunity for MSPs in cloud management and three tips for helping customers manage legacy systems. And finally, one last thing: “soup you can suck on.” Discussed in this episode:Rackspace The 2025

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62:08

Bonus Episode: The Enemy Within

MSP Chat ·

2025/01/21

In this special bonus episode of MSP Chat, sponsored by Alchemi Data Management, Erick and Richtalk about the connection between data security and insider threat security, and why both are more important than ever right now, as well as three techniques MSPs can use to more closely align their IT services with a client’s business goals. Then they’re joined by Rob Sims, CTO and co-founder of Alchemi, for an eye-opening conversation about insider threats and how to protect against them. And finally,

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54:39

Episode 58: Walk Like a Duck

MSP Chat ·

2025/01/17

Erick and Rich discuss Ingram Micro’s platform-based strategy for driving growth and winning partner loyalty, as well as three proven techniques MSPs can use to build credibility with sales prospects. Then they’re joined by Nick Heddy, president and chief commerce officer of Pax8, for an insider’s look at why online marketplaces matter and how MSPs should pick the right one to go deep with. And finally, one last thing: Proof, courtesy of a Waymo ride with a comically bad ending, that autonomous

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95:46

Episode 57: Confusing and Misunderstood

MSP Chat ·

2025/01/10

Erick and Rich discuss what research from CompTIA implies about the year ahead for the channel in AI, plus three proven strategies for navigating client budget constraints. Then they’re joined by compliance guru Mike Semel for a deep dive look at what the recently published CMMC final rule means for MSPs. And finally, one last thing: The lamest excuse ever given for failing to return a rental car on time. Discussed in this episode:Happy Days Are Here Some More!CompTIA’s IT Industry Outlook 2025

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40:16

Episode 56: Living in the Future

MSP Chat ·

2025/01/03

Welcome to 2025! Erick and Rich kick off the year by discussing research from last month showing just how much MSPs value platforms, explaining how to use LinkedIn Sales Navigator to generate leads without cold calling, and sharing New Years resolutions for themselves and the channel. And finally, one last thing: A look back at last year’s predictably chaotic Santa Claus bar crawl. Discussed in this episode:MSPs Love PlatformsEighty Percent of Security Leaders Prefer Platform-Based GenAI, Finds

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102 results

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