MSP Chat

Erick and Rich discuss how MSPs can profit from pursuing the same ecosystem strategy that ConnectWise and N-able use to compete in the market for managed services suites, and how a disciplined approach to change management can help MSPs make big strategic initiatives like building an ecosystem manageable. Then they’re joined by Mike Psenka, president and CEO of project management vendor Moovila, for a deep-dive conversation on challenges and opportunities in MSP project management. And finally, one last thing: A new AI-powered healthcare solution with a value proposition too icky to discuss here. 

Discussed in this episode:
Throne’s toilet camera takes pictures of your poop

Erick and Rich discuss new data from TD SYNNEX suggesting that while AI may be where the growth is in managed services security’s still where the money is, as well as how MSPs can use SLAs and KPIs to drive clients toward bigger, more expensive service bundles. Then they’re joined by Dave Russell, SVP of enterprise strategy at data protection heavyweight Veeam, for an insightful look at the blurring lines between backup and security, and what they mean for the channel. And finally, one last thing: how an apartment dweller in Sacramento discovered he’d been inadvertently paying his neighbor’s electric bill…for 18 years. 

Discussed in this episode:
TD SYNNEX Report: Channel Partners Seek Balance Between Accelerating AI Innovation and Core Technologies
2024 Gartner Magic Quadrant for Enterprise Backup and Recovery Software Solutions
California man accidentally pays neighbor's power bill for years

Erick and Rich discuss a wave of private equity-funded vendor M&A activity due in 2025 and what it means for MSPs, as well as advice for building a strong company culture. Then they’re joined by Sam Valme of AvePoint for a conversation about AI-related opportunities for MSPs in data management. And finally, one last thing: a new AI-powered ETF that uses an LLM trained on the wisdom of Warren Buffett among others to build an investment portfolio all on its own. 

Discussed in this episode:
Your Favorite Vendors May be Headed for a Sale
Deepwater Managing Partner and AI Investing Expert Launches New Investment Firm, Intelligent Alpha, and First ETF to Deliver Alpha-Generating AI-Powered Investments

Erick and Rich discuss why private equity firm Thoma Bravo says Manny Rivelo is the right choice to be ConnectWise’s new CEO and three tips for improving customer retention. Then they’re joined by Sunny Kaila, CEO of IT By Design, to discuss his new book on how overseas technical workers can help MSPs grow faster, increase profits, and raise their valuation. And finally, one last thing: a new AI tool that threatens to put Erick and Rich out of their podcast-hosting job. 

Discussed in this episode:

Thoma Bravo Exec on New Connect
Wise CEO: “He’s an Innovator”
The Secret to Building Winning Global Teams: How to Leverage Offshore Talent to Exponentially Increase Profitability and Valuation, by Sunny Kaila
Sunny Kaila’s LinkedIn

Erick and Rich discuss what ConnectWise buying Axcient and SkyKick says about the future of managed services suites and techniques for optimizing service delivery. Then in a two-part interview segment they’re joined first by Corey Kirkendoll of 5K Technical Services and Brian Weiss of ITECH Solutions for a look at how two leading-edge MSPs are incorporating AI into their client service roster. And finally, one last thing: The nightmare every parent who brings a four-year-old to a museum full of priceless artifacts dreads. 

Discussed in this episode:
ConnectWise Accelerates Next Generation of Data Protection and Cybersecurity for MSPs with Acquisitions of Axcient and SkyKick
5K Technical Services
ITECH Solutions
The ancient jar smashed by a 4-year-old is back on display at an Israeli museum after repair

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 million watch) left behind in hotel rooms. 

Discussed in this episode:
For MSPs, It’s Go Global or Go Home
Channel Program’s emerging integration strategy
Channel Program is giving MSPs visibility into their solution stack
NaviStack: Navigate Your Stack
Hotel Room Innsights Report: Hotels.com Pulls Back the Covers on the Surprising World of Hotels

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 thing: Some surprising (and scary) facts about Joey Chestnut’s new world record in hot dog eating. 

Discussed in this episode:
ScalePad is running a platform play of its own
Top dog Joey Chestnut beats his archrival and his own hot dog-eating world record

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 plan. 

Discussed in this episode:
It’s all about efficiency
Genesis Autonomous Deep Learning AI Penetration Testing by Sxipher
After months on the run, a murder suspect falls through the ceiling and into custody

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 later?
Canalys: Managed cybersecurity services face an existential threat
Gartner Forecasts Global Information Security Spending to Grow 15% in 2025
West McDonald on LinkedIn
GoWest.ai home page
Latest episode of West McDonalds Assessments and Insights podcast
Racoons Mistake Cybertruck For A Trash Can

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 marketplace sales to hit US$85 billion by 2028
Google Partner Advantage website
Google Partner Hub
Google Cloud blog
Hellmann's Mayo Cologne Is Enjoyable For All The Wrong Reasons