What does it really take to grow an MSP for more than 20 years? In this episode of Channel Chat, Marc Sumner sits down with Guy Hocking, Managing Director of Utilize PLC, to discuss his journey from infrastructure engineer to leading one of the UK's most respected Managed Service Providers. Guy shares why so many SMBs are still vulnerable to cyber attacks, why Cyber Essentials should be the minimum standard for every business, and how MSPs can help customers navigate the AI revolution without getting lost in the hype. The conversation also explores leadership, company culture, B Corp certification, sustainability, recurring revenue, partner relationships, and what separates great MSPs from the rest. In this episode: Guy's 22-year journey from engineer to Managing Director Why MSPs accelerate careers The biggest cyber security mistakes SMBs still make Why Cyber Essentials is the minimum standard AI opportunities vs AI threats for MSPs How Utilize is using AI internally Building a people-first culture that scales Becoming a certified B Corp Why customer retention beats acquisition The future of the UK MSP market Quick-fire opinions on AI, cyber security, channel growth and more