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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

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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43:20

Episode 55: Let’s Go to the Whiteboard

MSP Chat ·

2024/12/20

Erick and Rich discuss what agentic AI will mean to MSPs and three techniques for getting more from your vendor relationships. Then they’re joined by attorney Brad Gross for a conversation about legal New Year’s resolutions every MSP should adopt. And finally, one last thing: a report on who won this year’s Microsoft Excel World Championship. Discussed in this episode:The Agents Are ComingBrad Gross’s WebsiteCanadian man wins Microsoft Excel World Championships in Las Vegas

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63:20

Episode 54: Punched in the Face

MSP Chat ·

2024/12/13

Don’t worry. Listening to this week's episode of MSP Chat will be insightful rather than painful. Erick and Rich discuss what a new collaboration agreement between Ingram Micro and AWS Marketplace says about marketplaces and MSPs generally, plus three tips to get end users bought into purchasing advanced security services by keeping them apprised of the latest cyber threats. Then they're joined by Nadir Merchant, general manager of the IT Operations Suite at Kaseya, for a conversation about AI in

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67:55

Episode 53: Prepare for Sprawl

MSP Chat ·

2024/12/06

Did you know that the average MSP bundle includes 13 product categories? Erick and Rich discuss that and a host of other research insights in this episode with Colin Knox, CEO of Gradient MSP. They also dive into the hype and reality of agentic AI and three critical nuances to delivering co-managed IT services. And finally, one last thing: proof that generative AI is the slimiest marketer on Earth when it comes to designing websites. Discussed in this episode:KnowBe4’s Artificial Intelligence

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25:34

Episode 52: Password123

MSP Chat ·

2024/11/29

In what’s fast becoming an annual Thanksgiving week tradition, Erick and share three semi-serious things they’re each thankful for in 2024, from the job security provided by bad password hygiene to having a job not imperiled by AI. And finally, one last thing: The shocking number of people who have had a major appliance quit on them while preparing a holiday dinner (and why you might want to think twice before ordering your Thanksgiving spread from Marie Callender’s).Discussed in this episode:77% of

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62:22

11-20-24 MSPChat Episode 51 audio export

MSP Chat ·

2024/11/22

Don’t worry, Rich hasn’t acquired a serious smoking habit recently. It just sounds like he has, because after five straight weeks on the road his voice has quit on him. That didn’t stop him and Erick from diving into how communities like TD SYNNEX CommunitySolv can accelerate go-to-market ecosystem growth, though, and why every MSP should fire their worst customers regularly. Then Rich is joined by John Holland of Corporate Finance Associates for a look at the M&A landscape for MSPs coming out

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50:25

Episode 50: Getting Intentional

MSP Chat ·

2024/11/15

Live from the ChannelPro Defend West event in Newport Beach, Calif., Erick and Rich discuss a quietly weighty new “Automation as a Service” offering from RPA vendor Rewst and how rigorous documentation can pay off big during M&A negotiations. Then Rich is joined by MSP and brand strategist Lisa Shorr to explore five key lessons you’ll learn from her new book, Your B.R.A.N.D. Unleashed: 9 Proven Strategies That Build Trust and Maintain Lasting Client Loyalty. And finally, one last thing: Does it

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56:30

Episode 49: Put a Dollar in the Cuss Jar

MSP Chat ·

2024/11/08

No actual cussing on this episode. Just Erick and Rich discussing Pax8’s new partner program and essential service quality KPIs every MSP should track. Then they’re joined by Rayanne Buchianico of ABC Solutions for a conversation about CFOs and why way more MSPs should have one. And finally, one last thing: An AI hallucination that left a lot of Dubliners disappointed on Halloween.Discussed in this episode:AI hoax causes thousands to show up in Dublin, Ireland, for non-existent Halloween parade

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57:12

Episode 48: User = Cloud = Security

MSP Chat ·

2024/11/01

Live from DattoCon 2024 in Miami, Erick and Rich discuss the new Kaseya 365 User security solution and three hiring practices that will set new employees up for long-term success. Then they’re joined by Mike Puglia, the general manager of Kaseya’s security suite, to talk some more about Kaseya 365 User, the new DNS and web filtering features in Kaseya 365 Endpoint, AI, and more. And finally, one last thing: an oddly satisfying Halloween tradition from Stillwater, Minn., that involves dropping

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56:36

Episode 47: Human Beings Suck at Probability

MSP Chat ·

2024/10/25

Erick and Rich discuss how MSPs can profit from pursuing the same ecosystem strategy that ConnectWise and N-able use to compete in the market for managed services suites, and how a disciplined approach to change management can help MSPs make big strategic initiatives like building an ecosystem manageable. Then they’re joined by Mike Psenka, president and CEO of project management vendor Moovila, for a deep-dive conversation on challenges and opportunities in MSP project management. And finally, one

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59:43

Episode 46: The Bear in the Neighborhood

MSP Chat ·

2024/10/18

Erick and Rich discuss new data from TD SYNNEX suggesting that while AI may be where the growth is in managed services security’s still where the money is, as well as how MSPs can use SLAs and KPIs to drive clients toward bigger, more expensive service bundles. Then they’re joined by Dave Russell, SVP of enterprise strategy at data protection heavyweight Veeam, for an insightful look at the blurring lines between backup and security, and what they mean for the channel. And finally, one last thing:

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54:57

Episode 45: vAIO

MSP Chat ·

2024/10/11

Erick and Rich discuss a wave of private equity-funded vendor M&A activity due in 2025 and what it means for MSPs, as well as advice for building a strong company culture. Then they’re joined by Sam Valme of AvePoint for a conversation about AI-related opportunities for MSPs in data management. And finally, one last thing: a new AI-powered ETF that uses an LLM trained on the wisdom of Warren Buffett among others to build an investment portfolio all on its own. Discussed in this episode:Your

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75:24

Episode 44: 100% of Your 50%

MSP Chat ·

2024/10/04

Erick and Rich discuss why private equity firm Thoma Bravo says Manny Rivelo is the right choice to be ConnectWise’s new CEO and three tips for improving customer retention. Then they’re joined by Sunny Kaila, CEO of IT By Design, to discuss his new book on how overseas technical workers can help MSPs grow faster, increase profits, and raise their valuation. And finally, one last thing: a new AI tool that threatens to put Erick and Rich out of their podcast-hosting job. Discussed in this

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92:23

Episode 43: Transformational, Not Transactional

MSP Chat ·

2024/09/27

Erick and Rich discuss what ConnectWise buying Axcient and SkyKick says about the future of managed services suites and techniques for optimizing service delivery. Then in a two-part interview segment they’re joined first by Corey Kirkendoll of 5K Technical Services and Brian Weiss of ITECH Solutions for a look at how two leading-edge MSPs are incorporating AI into their client service roster. And finally, one last thing: The nightmare every parent who brings a four-year-old to a museum full of

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83:27

Episode 42: Short Attention Spans

MSP Chat ·

2024/09/20

Rich explains the valuation-growing logic of leveraging overseas technical resources and the competitive dangers of not doing so. Erick then shares some concrete success tips based on his use of offshore employees years ago in his MSP days, and Rich speaks with Channel Program CEO Kevin Lancaster about strategies both vendors and MSPs can use to forge stronger, more successful relationships. And finally, one last thing: A look at the weirdest lost-and-found items (including a pet lizard and a $6

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60:29

Episode 41: Hidden Gems

MSP Chat ·

2024/09/13

Erick and Rich discuss how recent news from ScalePad underscores the growing trend toward managed service tool makers building integrated platforms with shared data layers and why it matters, as well as three ways MSPs can differentiate themselves in a crowded marketplace. Then, in an MSP Chat first, Erick goes from co-host to interview guest for a segment in which Rich asks him to share hidden gems of advice for the audience in growth, pricing, hiring, retention, and more. And finally, one last

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78:52

Bonus Episode: Integration is Everything

MSP Chat ·

2024/09/10

In this special bonus episode of MSP Chat, sponsored by Sxipher, Erick and Rich discuss how integrated MSP tool stacks appear to produce higher sale valuations and how and why to get serious about IoT management. Then they’re joined by Christophe Reglat, CEO of Sxipher, and Lisa Bryant, Sxipher’s CRO, to explore the pen test challenge and opportunity for MSPs and the value of integration in cybersecurity. And finally, one last thing: The critical hole, as it were, in a criminal mastermind’s escape

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54:54

Episode 40: The AI Trifecta

MSP Chat ·

2024/09/06

Erick and Rich discuss why it’s not just smaller MSPs buying into MDR services and other outsourced security offerings and three keys to effective communication with clients. Then they’re joined by West McDonald of AI consultancy GoWest.ai to discuss making real money in AI through business process optimization. And finally, one last thing: Evidence that raccoons have trouble distinguishing Tesla Cybertrucks from dumpsters. Discussed in this episode:Managed SaaS Alerts now. Managed everything

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68:46

Episode 39: Google Wants YOU

MSP Chat ·

2024/08/30

Erick and Rich discuss why the time for MSPs to get serious about online marketplaces is now and three tips for managing growth. Then Rich is joined by Colleen Kapase, Google’s global channel chief, and Sharon Prosser, Google’s VP of SMB cloud sales, for a view from atop one of the world’s largest tech companies on the opportunity for MSPs in AI. And finally, one last thing: Hellmann’s says everything’s better with mayonnaise, including cologne. Discussed in this episode:Canalys: Hyperscaler cloud

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77:38

Episode 38: Egos Are Expensive

MSP Chat ·

2024/08/23

Erick and Rich discuss why securing SaaS applications is harder than it ought to be and three techniques MSPs can use to up their cost tracking and management game. Then Rich is joined by Tim Conkle, CEO of The 20, for an insider’s take on the current M&A landscape in managed services, the pros and cons of selling to private equity, and what the future holds for smaller MSPs in an industry filled with bigger and bigger competitors. And finally, one last thing: Proof that mayonnaise makes

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