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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

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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77:41

Episode 37: The Cash Faucet

MSP Chat ·

2024/08/16

Erick and Rich discuss why MSPs shouldn’t let generative AI’s recent slide toward Gartner’s Trough of Disillusionment stop them from investing in what will still—eventually—be a big potential money maker for them, as well as critical best practices for nailing the all-important new client onboarding process. Then they’re joined by Dave Sobel, host of the Business of Tech podcast, for a free-ranging conversation about benchmarking MSP performance, the future of SaaS management, vendor consolidation,

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64:18

Episode 36: Cheesecake Factory Channel

MSP Chat ·

2024/08/09

Live from CompTIA ChannelCon 2024, Erick and Rich discuss the importance of finding time to research leading-edge technologies like IoT and blockchain and what vendors can do to earn the trust of MSPs. Then they’re joined by Carolyn April, CompTIA’s vice president of industry research, for more talk about the evolving nature of vendor-MSP relationships in today’s channel. And finally, one last thing: cocaine shark!Discussed in this episode:No, Really, IoT’s for Real This TimeBlockchain or

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62:14

Episode 35: Achieving Media Mastery

MSP Chat ·

2024/08/02

Missed CompTIA’s ChannelCon event this year? You’re in luck. Erick and Rich have included the session about building successful relationships with members of the IT media (like Rich) in this episode of the show. That comes after a discussion of the MSP opportunity in AI infrastructure and compliance, and before one last thing: an AI robotics innovation that’s hard to beat for sheer nightmare-inducing creepiness. Discussed in this episode:The AI Goldmine Hiding in Plain SightA robot gets a face of

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80:14

Bonus Episode: Si Se Puede!

MSP Chat ·

2024/07/30

In this special bonus episode of MSP Chat, sponsored by SuperOps, Rich kicks things off by sharing some alarming findings from the new SuperOps State of MSP Efficiency 2024 report, including that a quarter of MSPs don’t have a PSA, over a third don’t track non-billable labor, and over half say they don’t have a way to measure operational efficiency. Erick’s tip of the week then explains why those facts are holding MSPs back and what to do about it. Then your hosts are joined by SuperOps channel

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66:47

Episode 34: PCs are Back!

MSP Chat ·

2024/07/26

Erick and Rich discuss the coming “supercycle” of PC sales and three techniques MSPs can use to manage remote employees. Then they’re joined by Elisabeth De Dobbeleer, vice president of the Cisco Partner Program, and Ken Seitz, Cisco’s senior director of partner managed and XaaS sales, for a discussion of underleveraged revenue opportunities in security, networking, and beyond, plus the role partner programs can play in helping MSPs pursue them. And finally, one last thing: How a potty-mouthed

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83:04

Bonus Episode: Training, Education, and Success

MSP Chat ·

2024/07/23

In this special bonus episode of MSP Chat, sponsored by Acronis and its new MSP Academy, Erick and Rich discuss how the XDR solution Acronis recently introduced underscores important cybersecurity trends and three tactics for overcoming the ongoing shortage of MSP talent. Then they’re joined by Acronis President Gaidar Magdanurov for an in-depth conversation about the value of education for MSPs and how vendors can help their partners address education pain points and opportunities. And finally, one

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85:34

Episode 33: Pandora’s Jewel Box

MSP Chat ·

2024/07/19

Erick and Rich discuss why MSPs should give outsourcing some of their tech work overseas a second look, and the secrets to preventing project creep and seep. Then Rich is joined by MJ Shoer, CompTIA’s Chief Community Officer, and CompTIA members John Harden and Carrie Green to discuss the power of community in the SMB channel. And finally, one last thing: the surprisingly long tail enjoyed by floppy disks in Japan and Germany. Discussed in this episode:Channelholic: Going global gets a lookThe

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86:02

Episode 32: Bigger Than Kaseya 365

MSP Chat ·

2024/07/12

Erick and Rich discuss Pax8’s budding IT management stack and how MSPs can keep pace with evolving customer expectations. Then they’re joined by Kaseya CEO Fred Voccola for a wide-ranging conversation about trends in security and AI, the initial market reception to the Kaseya 365 solution introduced earlier this year, and the “monster, monster, monster” announcement Kaseya will make in October. And finally, one last thing: why Erick and Rich may be accessories to a copyright infringement

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53:15

Episode 31: PR Is Not What You Think

MSP Chat ·

2024/07/05

Break out the fireworks! Erick and Rich are joined by Channel Mastered PR guru Bill Robbins to dispel common misconceptions about public relations and lost opportunities to benefit from it. That comes after a discussion of what the coming appearance of “mega MSPs” means for smaller ones and three smart ways for MSPs of any size to differentiate themselves from competitors. And finally, one last thing: why people lined up for hours in Boston to see a very stinky flower. Discussed in this episode:The

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68:49

Episode 30: When You Think AI, Think Storage

MSP Chat ·

2024/06/28

Erick and Rich discuss data from ConnectWise unit Service Leadership detailing the advantages MSPs backed by private equity enjoy relative to independently owned competitors, and how those independently owned providers can fight back. That’s followed by three tips from Erick on avoiding customer churn and an interview with Marty Falaro, EVP and COO of Wasabi Technologies, about the big and underappreciated opportunity in storage generally and cloud storage specifically. And finally, one last thing

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65:54

Episode 29: AI, RPA, and MSPs

MSP Chat ·

2024/06/21

Erick and Rich discuss ConnectWise’s stealthy step into the XDR market and how to set strong, effective Q3 business growth goals. Then Rich is joined by Gerwai Todd, CEO of Pia, to explore the present and future of AI as an operational efficiency tool for MSPs. And finally, one last thing about a thrift store shopper who bought a 2,000-year-old Mayan vase for a mere $3.99. Discussed in this episode:Of ConnectWise, Security, and Ducks$3.99 thrift store find turns out to be nearly 2,000-year-old Mayan

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74:03

Episode 28: AI Ain’t Just Software

MSP Chat ·

2024/06/14

Erick and Rich discuss Pax8’s ambitious new online marketplace and how to turn lost deals into future sales. Then Dave McQuarrie, chief commercial officer at HP Inc., joins in to explore often underappreciated AI-related revenue streams for MSPs in PCs and print (yes, print!). And finally, one last thing: how interacting with an AI chatbot version of you in the future can talk you out of dumb mistakes today. Discussed in this episode:Pax8 Unveils Next Generation Marketplace ExperienceThere’s a

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91:23

Episode 27: Why M&A is Still OK for MSPs

MSP Chat ·

2024/06/07

Erick and Rich discuss research from Sophos that suggests security vendor and tool consolidation are on the rise as well as the importance of keeping your messaging aligned with your target market as it evolves over time. Then they’re joined by Craig Fulton of Evergreen Services Group and Peter Melby of New Charter Technologies for a rare buy-side insider’s take on the M&A landscape for MSPs. And finally, one last thing: A story from Virginia about a lucky woman who beat odds even worse than

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60:41

Episode 26: Not Your Father’s Network

MSP Chat ·

2024/05/24

Erick and Rich discuss the issues (hint: they mostly concern AI) making data security posture management a hot new revenue opportunity and how to turn local networking events into marketing goldmines. Then they’re joined by JB Fowler of Domotz for a look at how hybrid work and the Internet of Things are changing networks and network management. And finally, one last thing: How a Japanese village employed creative obstruction to get rid of obnoxious tourists. Discussed in this episode:Why “DSPM” Was

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