Erick and Rich discuss why AI might be the spur MSPs need to take SaaS app management as seriously as they do device management, as well as why and how to avoid the dangers that come with letting too few clients account for too much revenue. Then they’re joined by Matt Lee, Pax8’s senior director of security and compliance, for a thought-provoking conversation about everything from the impact of agentic AI to why SMBs will soon have even better security than large businesses. And finally, one last thing: why children in the Japanese village of Kawara are collecting middle-aged man trading cards.  

Discussed in this episode:
Will Shadow AI Make SaaS Management Mainstream?
Cyber RISE home page
Middle-Aged Man Trading Cards Go Viral in Rural Japan Town

Erick and Rich discuss the tailwinds and headwinds that Slide, Datto founder Austin McChord’s new BDR venture, is likely to face in the MSP marketplace as well the secrets to charging user-based prices that reflect your service delivery costs accurately and get you the margins you deserve. Then they’re joined by Sanjib Sahoo, president of the global platform group at Ingram Micro, for a thought leader’s take on platforms, marketplaces, and using AI to drive operational efficiency. And finally, one last thing: the ultimate toothpaste flavor option for the true KFC fan. 

Discussed in this episode:
Slide Says No to Platform
Slide website
Oral Hygiene Just Got Crispy: KFC Drops Fried Chicken-Flavored Toothpaste (Yes, It’s Real)

Erick and Rich discuss the gap between how much business leaders want AI solutions and how unsatisfied they are with the solutions they’re getting, and why most MSPs should have at least one tech doing nothing but Level 1 help desk work. Then they’re joined by Xavier Gonzalez, chief communications officer at Kaseya, for a look at what communications professionals do and why MSPs need one. And finally, one last thing: 7-Eleven’s April Fool’s mystery donut, and why we’re all still waiting for it. 

Discussed in this episode:
Logicalis 2025 CIO Report: CIOs under pressure to deliver a return on innovation
“It May Seem Like a Prank, but It’s No Joke!” 7-Eleven Teases Strange New Donut With Mysterious Filling
Kaseya Connect 2025 website. Use code “MSPChat20” for 20% off on admission.

Erick and Rich discuss HP’s solution-focused strategy for avoiding hardware commoditization and three tactics for improving MRR predictability. Then they’re joined by Tim Golden of Compliance Scorecard for an expert’s take on why and how to get into the burgeoning market for compliance services. And finally, one last thing: Why investment firm Aberdeen renamed itself Abrdn and then came to regret it.  

Discussed in this episode:
Don’t Sell Hardware
Vowel movement: Abrdn renames itself Aberdeen to remove ‘distractions’

Erick and Rich discuss new pricing options coming this summer from ConnectWise and techniques for prodding reluctant clients to adopt security best practices. Then they’re joined by Peter Bretton, vice president of product strategy at NinjaOne, for a look at the managed services market through the eyes of a vendor that pays unusual attention to partner feedback. And finally, one last thing: New frontiers in TSA security check fails. 
Discussed in this episode:
New details about ConnectWise’s forthcoming pricing options
NinjaOne Secures $5 Billion Valuation and $500 Million Funding to Redefine Automated Endpoint Management
Colombian police catch a man smuggling packets of cocaine under toupee
Man found with a live turtle concealed in his pants by TSA at a New Jersey airport

Erick and Rich discuss Evergreen Services Group’s M&A alternative to centralized MSP rollups and three strategies for enhancing your client onboarding process. Then they’re joined by Huntress CEO Kyle Hanslovan for a wide-ranging look at the current threat landscape, the role of community in strengthening security, and what software vendors should be doing to harden their products. And finally, one last thing: the incredible sum paid at auction for a Cheeto shaped like a Pokemon character. 

Discussed in this episode:
The Goldilocks Strategy for Managed Services M&A
Huntress 2025 Cyber Threat Report
CISA Secure By Design program
A Cheeto shaped like the beloved Pokémon Charizard is auctioned for $87,840

Erick and Rich discuss why it’s not at all too early to be taking the security implications of quantum computing seriously and three tips for achieving competitive differentiation. Then they’re joined by Nancy Henriquez, CEO of Sibyl Consulting, for an expert’s take on marketing, sales, and operations for MSPs. And finally, one last thing: employers weigh in on whether AI agents or humans do better work, and the results aren’t pretty for the humans. 

Discussed in this episode:
Quantum Computing Isn’t Tomorrow’s Security Threat
Sibyl Consulting home page
Channelholic profile of Sibyl Consulting
New Research Reveals 84% of IT Leaders Trust AI Agents Equally or More than Humans

Erick and Rich discuss the five new products from ThreatLocker and what they say about the company’s future direction as well as avoiding the dangers of relying too heavily on a few big clients. Then Rich, flying solo for an interview recorded during Erick’s vacation, speaks with Sophos CEO Joe Levy about all things managed security. And finally, one last thing: why a lot more Americans than you might think are open to working for an AI boss.  

Discussed in this episode:

Learning From ThreatLocker
ThreatLocker launches new solutions, further advances Zero Trust security resilience and adoption
Sophos and Pax8 Announce Strategic Partnership to Streamline Security Managemen
tInformation about Secure by Design
Information about Secure by Demand
What Americans Would Want In An AI Boss

And trust us, there’s no stupidity in this episode. Just Erick and Rich talking about what New Charter Technologies buying a vendor that specializes in AI-based service desk optimization says about the future of managed services and three critical service desk KPIs every MSP should be tracking. Then they’re joined by Michael George, CEO of Syncro, for an insider’s look at the future of AI-powered management for MSPs. And finally, one last thing: Why a popular beer maker probably now wishes it had used AI to proofread a very embarrassing recent ad. 

Discussed in this episode:
Press release: New Charter Technologies Acquires Orchestrate AI to Pioneer Next-Generation MSP Services
From Channelholic: Hot Take: New Charter Acquires Orchestrate AI Labs
Coors Light Statement on Misspelled Ads

Erick and Rich discuss Atera’s agentic AI RMM feature and how to avoid burning out your technicians. Then they’re joined by Nigel Moore of The Tech Tribe for an insider’s look at trends and opportunities this year in managed services. And finally, one last thing: The criminal consequences of today’s sky-high egg prices. 

Discussed in this episode:
Has Atera Gone Full Agentic?
The Tech Tribe home page
Information about ScaleCon 2025
Book by Nigel Moore: Package, Price, Profit: The Essential Guide to Packaging and Pricing Your MSP Plans
The heist of 100,000 eggs in Pennsylvania becomes a whodunit that police have yet to crack