Joey Pinz Discipline Conversations

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Struggling to sell while managing tech? You're not alone. In this episode of Joey Pinz Conversations, we talk with startup founder and product visionary Jean Templin live from ConnectWise IT Nation Secure 2025. Jean dives into the very real sales challenges faced by MSPs and how AI-driven real-time coaching is transforming the conversation—literally.

🎙️ Jean explains why most MSPs excel at tech but falter at sales, and how NIAC bridges that gap with hyper-personalized pre-call intelligence and live coaching during sales calls. From recognizing verbal and nonverbal cues to preparing dynamic cheat sheets, this tool empowers MSPs to act like Fortune 500 pros.

🌐 Whether you're an owner-operator or scaling toward acquisition, Jean shares how understanding your maturity level and leveraging operational transparency can unlock major growth—without the guesswork.

🔥 Top 3 Highlights:

1. 📉 Why 83% of buyer time isn't spent talking to sales—and what to do about it
2. 🤖 How AI and real-time coaching improve sales performance on the spot
3. 🎯 Tailoring MSP growth strategies based on organizational sophistication

📲 Hashtags:

#JoeyPinzPodcast #ITNationSecure #MSPgrowth #SalesEnablement #AIinSales #RealTimeCoaching #MSPCommunity #ConnectWise #MSPsales #B2BMarketing

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Join us for enlightening discussions that spark growth and exploration. 

Hosted by Joey Pinz, this Discipline Conversations Podcast offers insights and inspiration.

🎧 Listen on Your Favorite Platforms: 

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• Apple: https://podcasts.apple.com/us/podcast/joey-pinz-discipline-conversations/id1583997438
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• YouTube: https://www.youtube.com/c/JoeyPinzDisciplineConversations?sub_confirmation=1

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• Subscribe: https://joeypinzconversations.com/subscribe/

🎵 Music by Tom Izzo: @wahlsinger  https://tomizzomusic.com  

Would you like to Sponsor Joey Pinz?  Get the prospectus here: www.joeypinz.com/sponsor

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In this enlightening and heartfelt episode, Joey Pinz sits down with Dr. Kristen Williamson—founder of EmpowerMind Solutions and a passionate advocate for neurodivergent adults. Diagnosed with ADHD at 37 and autism at 39, Dr. Kristen calls her brain “neuro-spicy”—a term that perfectly captures her vibrant mix of insight, humor, and self-awareness.
Together, they explore the complexities of being late-diagnosed, how masking and scripting impact daily life, and why traditional “one-size-fits-all” approaches often fail neurodivergent individuals. She offers real-life strategies to manage time, sensory overload, and emotional energy using tools like spoon theory, supportive routines, and self-compassion.
From her love of cats (they understand consent best!) to her fascination with brains and puzzles, Dr. Kristen brings relatable wisdom that challenges stigmas and redefines what thriving can look like.

✨ Top 3 Episode Highlights:
1. 🔄 The tension between ADHD spontaneity and autism structure—and how to make them work together
2. 🧃 Real talk on sensory overload, spoon theory, and making daily tasks manageable
3. 🐾 Why cats, puzzles, and coffee are more than just hobbies—they’re lifelines


---

Join us for enlightening discussions that spark growth and exploration. 
Hosted by Joey Pinz, this Discipline Conversations Podcast offers insights and inspiration.

🎧 Listen on Your Favorite Platforms: 
• Spotify (Video): https://podcasters.spotify.com/pod/show/joeypinz
• Apple: https://podcasts.apple.com/us/podcast/joey-pinz-discipline-conversations/id1583997438
• Spotify: https://open.spotify.com/show/69SFwY3XSwcw9qNvElAn10
• YouTube: https://www.youtube.com/c/JoeyPinzDisciplineConversations?sub_confirmation=1

🌐 Explore More: 
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• Subscribe: https://joeypinzconversations.com/subscribe/

🎵 Music by Tom Izzo: @wahlsinger  https://tomizzomusic.com  

Would you like to Sponsor Joey Pinz?  Get the prospectus here: www.joeypinz.com/sponsor

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Discipline. How does it play a role in your life? How does it drive your decisions? Do you have too much or too little? Every profession, hobby, or passion requires a level of discipline. I have used it in weight loss (+130 lbs.), family death, and found a +25 year business. Am I an expert? Absolutely not! Please join me, as I speak to interesting people and find out how discipline affects their career, life, goals, and decisions. Join me as I talk to interesting people in: #Health, #Fitness & #Wellness: #Business, #Technology & #Science: #Art & #Culture: Website: joeypinz.com All social media @TheJoeyPinz Do you wish to Sponsor? Get the prospectus here: www.joeypinz.com/sponsor 





Epi

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What do rock climbing and cybersecurity have in common? For Matthew Panizari, both demand strategy, grit, and constant reevaluation. In this powerful episode recorded at IT Nation Secure 2025, Joey Pinz explores Matthew’s frontline experience in digital forensics and incident response.

🚨 Matthew shares how his firm, Arete IR, acts as the cyber “firefighters,” helping businesses recover from ransomware, extortion, and breach scenarios. But the real evolution? Partnering with MSPs—those on the front lines before insurance ever gets called.

🧗‍♂️ Drawing from his own journey as a rock climber and IT veteran, Matthew highlights the mental flexibility and resilience required to stay ahead of evolving threats. He breaks down the rising role of extortion over encryption, how to build realistic vendor partnerships, and why helping people see the impact of your work is key.

💬 This episode is for every MSP ready to step up—not alone, but as part of a resilient community ready for what’s next.

🔥 Top 3 Highlights:

1. 🔓 How extortion is replacing ransomware—and what that means for MSP strategy
2. 🛠️ What questions MSPs should ask vendors before signing anything
3. 📈 Why a phased onboarding plan beats “rip and replace” every time

📲 Hashtags:

#JoeyPinzPodcast #ITNationSecure #IncidentResponse #AreteIR #CyberRecovery #MSPCommunity #VendorPartnerships #Ransomware #ExtortionTrends #CybersecurityJourney

---

Join us for enlightening discussions that spark growth and exploration. 

Hosted by Joey Pinz, this Discipline Conversations Podcast offers insights and inspiration.

🎧 Listen on Your Favorite Platforms: 

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• Apple: https://podcasts.apple.com/us/podcast/joey-pinz-discipline-conversations/id1583997438
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• Subscribe: https://joeypinzconversations.com/subscribe/

🎵 Music by Tom Izzo: @wahlsinger  https://tomizzomusic.com  

Would you like to Sponsor Joey Pinz?  Get the prospectus here: www.joeypinz.com/sponsor

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Small businesses are under cyber siege—yet few are fully protected. In this compelling conversation from IT Nation Secure 2025, Joey Pinz sits down with Sarvesh Rao, the founder of Marma Security, to explore a massive untapped opportunity for Managed Service Providers (MSPs).

🔥 With 86% of SMBs lacking proper cybersecurity and hackers targeting them more than ever, Sarvesh shares how his platform provides complete, turnkey protection—without breaking the bank. He breaks down why affordability, simplicity, and retention are now critical, and how Marma Security’s "Firewall-as-a-Service" model solves real MSP pain points like setup time, margin pressures, and client churn.

🎯 Sarvesh also opens up about his mission to bring enterprise-grade protection to families, seniors, and small business owners—and why solving problems matters more to him than chasing revenue.

🔥 Top 3 Highlights:

1. 💰 How MSPs can profit from SMB security without hiring expensive engineers
2. 🔧 Why setup time and ease-of-use are game-changers in cybersecurity solutions
3. 📱 How Marma's customer app boosts retention by showing real value every day

📲 Hashtags:

#JoeyPinzPodcast #MSPCommunity #CybersecurityForSMBs #ITNationSecure #MSPGrowth #FirewallAsAService #CyberProtection #MarmaSecurity #SMBSecurity #TechForGood

---

Join us for enlightening discussions that spark growth and exploration. 

Hosted by Joey Pinz, this Discipline Conversations Podcast offers insights and inspiration.

🎧 Listen on Your Favorite Platforms: 

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• Apple: https://podcasts.apple.com/us/podcast/joey-pinz-discipline-conversations/id1583997438
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🎵 Music by Tom Izzo: @wahlsinger  https://tomizzomusic.com  

Would you like to Sponsor Joey Pinz?  Get the prospectus here: www.joeypinz.com/sponsor

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Why fear compliance when it can fuel your growth? In this rich and revealing episode from IT Nation Secure 2025, Joey Pinz sits down with Ozzie Saeed, founder of IntelliGRC, to unpack why MSPs should stop dreading cybersecurity frameworks like CMMC—and start seeing them as strategic advantages.

💥 Ozzie, a veteran of U.S. Army information security and co-architect of the CMMC scoping guide, shares how compliance became his passion project. With relatable stories (including $30K saltwater tanks and personal health wake-up calls), he makes even complex GRC sound actionable and human.

🛠️ Ozzie breaks down how MSPs are already doing 40% of what compliance requires—and how IntelliGRC helps package it all into repeatable, scalable services. From building sales enablement to liability-reducing contracts, Ozzie’s vision empowers MSPs to grow smarter and serve deeper.

🔥 Top 3 Highlights:

1. 📊 Why MSPs already meet much of CMMC without knowing it
2. 🧩 How compliance services can be systematized like a franchise
3. 🧠 Ozzie’s legacy-driven approach to leadership and service

📲 Hashtags:

#JoeyPinzPodcast #ITNationSecure #MSPCompliance #CMMC #CyberSecurityForMSPs #GRCAsAService #IntelliGRC #CyberLeadership #SecureGrowth #SmartMSPs

---

Join us for enlightening discussions that spark growth and exploration. 

Hosted by Joey Pinz, this Discipline Conversations Podcast offers insights and inspiration.

🎧 Listen on Your Favorite Platforms: 

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• Apple: https://podcasts.apple.com/us/podcast/joey-pinz-discipline-conversations/id1583997438
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🌐 Explore More: 

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• Subscribe: https://joeypinzconversations.com/subscribe/

🎵 Music by Tom Izzo: @wahlsinger  https://tomizzomusic.com  

Would you like to Sponsor Joey Pinz?  Get the prospectus here: www.joeypinz.com/sponsor

💡 Support the Podcast: 

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How do you lead 950 engineers and still make time for mechanical watches, family, and learning? In this thoughtful and energizing episode from IT Nation Secure 2025, Joey Pinz interviews David Raissipour, Chief Technology & Product Officer at ConnectWise.

🎯 David shares how his childhood in Iran and engineering roots shaped a methodical yet deeply human approach to leadership. He opens up about watch collecting, wine appreciation, and the hard lessons he’s learned about transparency, humility, and customer feedback.

🛠️ With a fresh perspective at ConnectWise, David emphasizes his mission to deeply understand the MSP community—especially by listening to the hard truths. He explores the shift from basic IT to specialized security and disaster recovery services, and how ConnectWise must evolve in parallel.

📣 Whether you’re an MSP, vendor, or tech builder, this episode offers inspiration on innovation, collaboration, and never standing still.

🔥 Top 3 Highlights:

1. 🧩 Why listening to unhappy partners is the fastest way to improve products
2. 🧠 David’s philosophy: Discipline = Creativity + Process + Consistency
3. 🕰️ What watches, wine, and parenting taught him about leadership

📲 Hashtags:

#JoeyPinzPodcast #ITNationSecure #ConnectWise #CyberLeadership #MSPCommunity #CustomerFeedback #TechInnovation #EngineeringCulture #EmpathicLeadership #WorkLifeBalance

---

Join us for enlightening discussions that spark growth and exploration. 

Hosted by Joey Pinz, this Discipline Conversations Podcast offers insights and inspiration.

🎧 Listen on Your Favorite Platforms: 

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🎵 Music by Tom Izzo: @wahlsinger  https://tomizzomusic.com  

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Is your cybersecurity vendor helping—or just selling? In this insightful conversation from IT Nation Secure 2025, Joey Pinz chats with Paul Lupo of Bitdefender about what it really takes to support Managed Service Providers (MSPs) in today’s evolving threat landscape.

🧩 Paul, a Boston native turned Orlando tech leader, shares how Bitdefender's new innovations—like the Phaser tool for proactive threat lockdown—are built with MSPs’ workflows and real-world risks in mind. He breaks down how MSPs can reduce tool sprawl, cut costs, and stay ahead of compliance without overwhelming their teams.

👨‍👧 Paul also reflects on his journey through support, engineering, and sales, how he's helping his own kids stay safe online, and why laughter and empathy are crucial tools in cybersecurity leadership.

🔥 Top 3 Highlights:

1. 🛠️ How Phaser automates security based on real user behavior—before threats hit
2. 📉 Why Bitdefender’s platform replaces 4–5 tools in one console
3. ❤️ How Paul defines success: happiness, presence, and protecting what matters most

📲 Hashtags:

#JoeyPinzPodcast #ITNationSecure #MSPCommunity #Bitdefender #CybersecurityLeadership #PhaserTool #AIandCyber #SmartSecurity #FamilyFirst #ZeroTrust

---

Join us for enlightening discussions that spark growth and exploration. 

Hosted by Joey Pinz, this Discipline Conversations Podcast offers insights and inspiration.

🎧 Listen on Your Favorite Platforms: 

• Spotify (Video): https://podcasters.spotify.com/pod/show/joeypinz
• Apple: https://podcasts.apple.com/us/podcast/joey-pinz-discipline-conversations/id1583997438
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🌐 Explore More: 

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🎵 Music by Tom Izzo: @wahlsinger  https://tomizzomusic.com  

Would you like to Sponsor Joey Pinz?  Get the prospectus here: www.joeypinz.com/sponsor

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Can cold plunges and clear values make you a better cybersecurity leader? In this introspective and energetic episode from IT Nation Secure 2025, Joey Pinz speaks with Joel Cahill—Wall Street veteran, father, and founder of Infima—to explore personal growth, MSP success, and how simplicity and service win in cybersecurity.

💬 Joel shares insights from his journey: from trading currency to raising awareness—both in security and fatherhood. He reflects on how wake surfing with his son fuels joy, how his own weight loss journey mirrors business discipline, and how cold exposure widens the threshold for stress—personally and professionally.

🔐 On the business side, Joel breaks down what MSPs should really ask when evaluating security awareness tools. He emphasizes automation that works, the silent power of generosity, and the need for vendors to deliver on their promises—because in the MSP world, trust is currency.

🔥 Top 3 Highlights:

1. ❄️ Why Joel starts each day with a 42° ice bath—and how it sharpens leadership
2. 💸 How our relationship with money shapes behavior, business, and happiness
3. 🤝 What MSPs really need from vendors: clarity, reliability, and shared success

📲 Hashtags:

#JoeyPinzPodcast #ITNationSecure #CyberLeadership #InfimaSecurity #SecurityAwareness #MSPCommunity #MindfulBusiness #ColdExposure #TrustAndTech #PersonalGrowth

---

Join us for enlightening discussions that spark growth and exploration. 

Hosted by Joey Pinz, this Discipline Conversations Podcast offers insights and inspiration.

🎧 Listen on Your Favorite Platforms: 

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🎵 Music by Tom Izzo: @wahlsinger  https://tomizzomusic.com  

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What happens when you combine a cybersecurity expert with a volunteer fire chief? You get Tim Weber. 🔥 In this powerful episode recorded live at IT Nation Secure 2025, Joey Pinz dives deep with Tim—Cyber 74’s security leader and lifelong public servant.

🎙️ Tim shares his incredible journey from a 14-year-old fire cadet to assistant chief, and from fixing PCs to leading a $2.5M security practice. He talks candidly about the challenges MSPs face when choosing the right partners, the difference integrity makes in the security world, and why the basics—not flashy tools—win in the long run.

💡 With humor, honesty, and heart, Tim reveals how life, loss, and leadership have shaped him, why he's still learning from students he teaches, and how a powerful coaching session shifted his entire perspective on self-worth.

🔥 Top 3 Highlights:

1. 🔍 Why SMBs are still the most underserved—and most attacked—cyber targets
2. 💬 How to choose a vendor partner who actually helps, not sells
3. 🧭 Lessons from firefighting that apply to cybersecurity leadership

📲 Hashtags:

#JoeyPinzPodcast #CybersecurityLeadership #ITNationSecure #MSPCommunity #Cyber74 #MSSP #VolunteerFirefighter #AuthenticLeadership #SecurityStrategy #CyberForSMBs

---

Join us for enlightening discussions that spark growth and exploration. 

Hosted by Joey Pinz, this Discipline Conversations Podcast offers insights and inspiration.

🎧 Listen on Your Favorite Platforms: 

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• Apple: https://podcasts.apple.com/us/podcast/joey-pinz-discipline-conversations/id1583997438
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🎵 Music by Tom Izzo: @wahlsinger  https://tomizzomusic.com  

Would you like to Sponsor Joey Pinz?  Get the prospectus here: www.joeypinz.com/sponsor

💡 Support the Podcast: 

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Rowing champion turned MSP payment expert? Meet Tanner Cookson. 🎙️ Live from IT Nation Secure 2025, Joey Pinz interviews Tanner on everything from riding across Canada to revolutionizing invoicing and payments for Managed Service Providers.

💡 Tanner shares how his upbringing in a rowing family shaped his relentless work ethic—and how that same drive now fuels his mission at Alternative Payments. He explains how MSPs can simplify billing, avoid hidden fees, and even earn revenue share by improving the way they get paid.

🚀 The conversation also covers Tanner's surprising shift on AI, where real-world testing changed him from skeptic to enthusiast. Plus, he talks about mentoring young professionals, leading with clarity, and why the MSP community’s spirit of collaboration is unlike any other industry.

🔥 Top 3 Highlights:

1. 🧾 How MSPs can eliminate billing confusion and hidden processing fees
2. 🚴 Tanner’s epic 53-day cycling trip across Canada—and what it taught him
3. 🤝 Why vendors who listen win in the MSP space

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#JoeyPinzPodcast #ITNationSecure #MSPCommunity #PaymentProcessing #LeadershipJourney #GetPaidFaster #AlternativePayments #MSPLife #CyclingAcrossCanada #AIGrowth

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Hosted by Joey Pinz, this Discipline Conversations Podcast offers insights and inspiration.

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