CFO Hannah Paige and newly appointed CRO Michael Kourkoulakos, the former CEO of NENS, share how the newly combined organization is building a cyber-first MSP platform designed for complex, regulated industries. The conversation explores why vertical specialization is replacing the traditional “generalist MSP” model, how cybersecurity and cloud complexity have reshaped the market, and how Harbor IT plans to scale expertise across industries like life sciences and financial services.

They also discuss the role of specialized practices, advisory services, and proprietary security capabilities to help mid-market organizations strengthen their cybersecurity posture while accelerating business growth.

Topics Covered 

- The evolution of the MSP market 

- Why generalist MSPs are struggling to compete 

- Harbor IT’s cyber-first strategy 

- The acquisition of New England Network Solutions (NENS) 

- How vertical specialization drives customer value 

- Scaling expertise across regulated industries 

- The future of managed services in 2026 and beyond

Timestamps 

00:00 – Why the traditional MSP model is breaking 

00:28 – Introduction to Harbor IT and the acquisition of NENS 

01:44 – Harbor IT’s mission and cyber-first strategy 

04:43 – The origin and growth of New England Network Solutions 

09:30 – Customer benefits of the Harbor IT + NENS integration 

12:29 – Expanding expertise across a 400-person platform 

14:26 – Why the “generalist MSP” model is a losing strategy, according to Michael 

18:09 – What changed in IT over the past 15 years 

20:20 – Risks for MSPs that fail to specialize 

21:25 – How Harbor IT plans to stay competitive through 2026

A new episode of Channel Insider: Partner POV is released every other Thursday. 

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Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso. 

The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.

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