In this special double-feature episode recorded live at IT Nation Connect in Orlando, we dive into two critical strategies for modern MSPs: rethinking how you sell cybersecurity and redefining how you use AI.

First, host Justin Esgar sits down with Adam Anderson, CEO of Threat Captain. Adam challenges the traditional "bottom-up" sales approach where MSPs try to convince technical points of contact to buy security. Instead, he advocates for a "top-down" strategy, using financial impact data to build trust with business owners and C-suite leadership. Adam explains how shifting the conversation from "endpoints" to "risk tolerance" can get you a seat at the table and overcome budget objections before they even happen.

Next, producer Eric Anthony interviews Mark Ralls, President of Auvik. Mark shares his unique philosophy on Artificial Intelligence, viewing AI not as a replacement for technicians, but as "abundant interns"—capable of infinite work but requiring verification. They discuss Auvik’s new SaaS management capabilities, the challenge of "Shadow GenAI," and how smart alert suppression is reducing noise by up to 75% for partners.
Show Links

Threat Captain: https://threatcaptain.com/
Adam Anderson on LinkedIn: https://www.linkedin.com/in/adamandersonceo/

Auvik: https://www.auvik.com/
Mark Ralls on LinkedIn: https://www.linkedin.com/in/rallsmark/

Justin Esgar on LinkedIn: https://www.linkedin.com/in/justinesgar/
Eric Anthony on LinkedIn: https://www.linkedin.com/in/esanthony/

Connect with All Things MSP
Facebook Group: https://www.facebook.com/groups/allthingsmsp
LinkedIn Company Page: https://www.linkedin.com/company/allthingsmsp/
YouTube Channel: https://www.youtube.com/@AllThingsMSP

Thank you to our Sponsor
Gozynta: atmsp.link/gozynta
EasyDMARC: atmsp.link/easydmarc
Nodeware: atmsp.link/nodeware
Helpt: atmsp.link/helpt
Compliance Scorecard: atmsp.link/compliancescorecard
Movebot: atmsp.link/movebot