Think compliance automation has you covered?
You might be walking into a false sense of security.

In this episode, I sat down with Tim Golden, founder of Compliance Scorecard, to unpack the real risks of relying too heavily on automation—and what it actually takes to build a scalable, secure compliance program as an MSP.

This one’s for MSP leaders who want to grow and protect what they’ve built.

What we cover:

• Why automation alone isn’t enough to keep you (or your clients) safe
• What a real compliance foundation looks like
• Turning compliance into momentum—not just maintenance
• What the FTC safeguards really mean for your MSP
• How to create a compliance-first culture that scales
• Real examples of what’s working in the field

Timestamps: 
00:00 – Intro 
05:00 – The compliance myths holding MSPs back 
12:00 – What strong compliance actually looks like 
22:00 – FTC safeguards: what you need to know 
30:00 – From “check the box” to continuous monitoring 
40:00 – Building a culture that gets it 
55:00 – Final takeaways 

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#MSPInsider #JeffreyNewton #TimGolden #VCISO #MSPGrowth 

 In episode 15 of MSP Insider, host Jeffrey Newton sits down with Jesse Miller, founder of Power PSA Consulting, for a no-BS conversation about why most MSPs fail at cybersecurity sales. Through candid discussion, Jesse reveals why obsessing over security tech stacks instead of business risk is killing your margins, how his own first security program "bled cash" until he changed his approach, and why "comfort zone thinking" is the true barrier to MSP growth.

Key Topics Covered:
• Why technical cybersecurity stacks alone are impossible to sell profitably
• How to transition from technical expert to strategic risk advisor
• The critical difference between vCIO and vCISO conversations with clients
• Why "professional perfection" mentality kills MSP cybersecurity programs
• How to structure security offerings that clients actually understand and buy

Timestamps:
0:00 - Introduction to cybersecurity challenges for MSPs
4:03 - Jesse's journey from technical expert to strategic advisor
10:17 - Why most MSPs get stuck in their comfort zones
16:35 - The critical difference between vCIO and vCISO services
22:06 - Why "professional perfection" kills cybersecurity programs
31:22 - Building flexible frameworks vs. rigid security packages

Whether you're struggling to make cybersecurity profitable or looking to expand your existing security practice, this episode delivers practical advice about what it really takes to sell and deliver security services that clients actually value and pay for.

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#MSPInsider #JeffreyNewton #JesseMiller #VCISO #CybersecurityServices #MSPGrowth #RiskManagement

 In episode 14 of MSP Insider, host Jeffrey Newton sits down with Damian Stevens, host of MSP Mindset and founder of Scarcity, for a raw conversation about why most MSPs are getting hiring completely wrong. Through brutally honest discussion, Damian reveals why four-year degree requirements are killing your talent pipeline, how to spot "high trajectory" candidates that conventional hiring processes miss, and why obsessing over technical skill sets often leads to culture disasters that cost you far more in the long run.

Key Topics Covered:
• Why conventional hiring processes filter out the most innovative potential employees
• How to identify "unconventional hires" with higher growth trajectories than traditional candidates
• The critical shift from "time-to-hire" thinking to "time-to-performance" measurement
• Why culture problems are usually the real constraint in MSP growth (not tech or leads)
• How to build a hiring process that reflects your actual culture, not generic corporate templates

Timestamps:
0:00 - Introduction to MSP hiring challenges
4:12 - Why conventional job descriptions are killing your talent pipeline
8:35 - Identifying "high trajectory" unconventional hires
14:27 - The shift from "time-to-hire" to "time-to-performance" thinking
22:06 - Culture as the hidden constraint in MSP growth
28:43 - Building a hiring process that shows your true culture

Whether you're struggling with finding good technical talent or constantly dealing with culture mismatches after hiring, this episode delivers uncomfortable truths about what it really takes to build an MSP team that drives sustainable growth in 2025 and beyond.

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#JeffreyNewton #DamianStevens #MSPHiring #TalentAcquisition #MSPCulture #UnconventionalHiring

 In episode 13 of MSP Insider, host Jeffrey Newton sits down with Jonathan Schofield, a no-nonsense sales pro in the IT services space, who tells it like it is about those painful moments when your prospect's eyes glaze over. Jonathan cuts through the BS about why your monologuing is killing deals, how to spot the exact moment you've lost someone, and his battle-tested techniques to snap prospects back to attention. 

Key Topics Covered: 
• The telltale signs your prospect has mentally left the building mid-pitch 
• Jonathan's "pattern interrupt" technique that forces re-engagement (even if they don't want to) 
• The mutual expectations framework that prevents tune-out in the first place 
• Why most MSPs waste thousands on marketing "silver bullets" that never hit the target
• How to get brutally honest about who your ideal customer actually is (hint: it's not "SMEs with 20+ employees")

Timestamps:
0:00 - Introduction to sales engagement disasters we've all experienced
3:57 - The exact moment you realize you've lost your prospect's attention
8:18 - The pattern interrupt technique that works every time
14:53 - Why "accidental entrepreneurs" struggle with sales ownership
22:31 - Getting real about your ideal customer profile
31:05 - "Where thy prospect is, there thou shalt also be"

If you're tired of watching opportunities slip away as prospects check email during your pitch, this episode delivers the uncomfortable truths about what it really takes to keep decision-makers locked in during sales conversations in 2025 and beyond.

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#JeffreyNewton #JonathanSchofield #SalesEngagement #MSPGrowth #SalesStrategy #ITServices

 In this episode of MSP Insider, host Jeffrey Newton sits down with Robert Gillette, founder of MSP Dojo, for a candid conversation about why most MSP sales programs fail and what actually drives results. Through honest discussion, Robert reveals why making hundreds of cold calls isn't enough, how lack of confidence impacts sales meetings "like body odor," and the psychological barriers preventing MSP owners from achieving sales success. 

Key Topics Covered: 
• The three critical levers of MSP sales success beyond activity volume 
• Why most MSP owners sabotage their sales hires from day one 
• How compensation plans can either motivate or destroy sales momentum 
• The psychological "pucker effect" that kills rainmaker relationships 
• Why sales is a journey of self-development, not just tactics 

Timestamps: 
0:00 - Introduction to MSP sales challenges 
7:22 - The three critical levers of sales success 
12:05 - Why hiring a sales rep usually backfires 
18:33 - The psychology of successful sales 
22:19 - Building effective compensation plans 
27:46 - Protecting your rainmakers 

Whether you're struggling with making your first sales hire or looking to improve your existing sales process, this episode delivers uncomfortable truths about what it really takes to grow an MSP through effective sales in 2025 and beyond.
 
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#MSPsales #JeffreyNewton #RobertGillette #salestraining #ITchannel #MSPgrowth #salesstrategy #managedservices 

In this episode of MSP Insider, host Jeffrey Newton sits down with Keith Marciano, Senior Executive Coach at Pax8 Academy, for a practical conversation about the operational foundations MSPs need before focusing on sales growth. Through candid discussion, Keith reveals why generating more leads without fixing service delivery creates bigger problems, how to approach modern buyers who've already done their research, and the specific metrics that indicate MSP health.

Key Topics Covered:
• Why your service foundations must be solid before ramping up marketing
• The "Results Selling Framework" that focuses on client business outcomes
• How to identify if unprofitable clients are "your problem" or "their problem"
• The benchmark metrics every MSP should be tracking (50-60% margins, 6.5 billable hours)
• Why specializing in 1-3 industries creates more value than being a generalist

Timestamps:
0:00 - Introduction to MSP operational challenges
4:09 - Understanding the modern buyer journey
10:22 - Strategic ways to engage decision-makers
16:30 - The Results Selling Framework
27:03 - Critical operational metrics to track
33:21 - Addressing unprofitable legacy clients

Whether you're struggling with service delivery efficiency or trying to increase your managed services margins, this episode delivers practical advice about what it really takes to build a profitable MSP in 2025 and beyond.

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#MSPInsider #JeffreyNewton #KeithMarciano #MSPGrowth #ManagedServices #Pax8Academy #ITBusinessStrategy

In Episode 10 of MSP Insider, host Jeffrey Newton sits down with Brian Gillette, founder of Feel Good MSP and host of the MSP Sales Podcast, for a raw conversation about why most MSPs struggle with sales and the uncomfortable truths about what it takes to grow. Through candid discussion, Brian reveals why technology often creates distance between MSPs and their clients, and how to rebuild the human connection that drives real growth.

Key Topics Covered:
• Why most technical founders struggle with sales psychology
• How to overcome the "victim mindset" in MSP sales
• Why adding more technology often hurts client relationships
• The critical importance of human connection in managed services
• Practical steps for facing sales fears and taking action

Timestamps:
0:00 - Introduction
7:46 - The Victim Mindset in MSPs
15:29 - Overcoming Sales Fear
32:11 - The Human Side of Service
42:07 - Technology vs Connection
54:26 - Key Takeaways

Whether you're struggling with sales or looking to rebuild genuine client relationships, this episode delivers uncomfortable truths about what it really takes to grow an MSP in 2025 and beyond.

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In Episode 9 of MSP Insider, host Jeffrey Newton sits down with Kevin Clune, founder of MSP Growth Hacks, for an eye-opening discussion about why traditional MSP models are failing to meet modern business needs. Drawing from his experience building and selling his own MSP, Kevin reveals why stepping outside the industry echo chamber might be the key to your success.

Key Topics Covered:
• Why traditional MSP models don't work for many clients
• How to identify what customers really need (not what you want to sell)
• Creating buyer personas that actually drive results
• The evolution of managed services and what's next
• Practical steps for differentiating your MSP

Timestamps:
0:00 - Introduction
3:13 - Breaking Free from MSP Echo Chamber
16:39 - Rethinking Service Models
22:56 - Building Effective Buyer Personas
35:08 - The Future of Managed Services
47:53 - Key Takeaways

Whether you're struggling to differentiate your MSP or looking to break free from traditional service models, this episode delivers fresh insights about meeting customers where they are - not where the industry says they should be.

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In Episode 8 of MSP Insider, host Jeffrey Newton sits down with Katie Vreeland, founder of Luminary Creative, for a candid conversation about why most MSPs struggle with marketing and how to actually get started. Drawing from her experience on both sides of the industry, Katie breaks down the common pitfalls and provides actionable steps for MSPs ready to invest in growth.

Key Topics Covered:
• The real reason most MSPs fail at marketing
• How to start marketing without getting overwhelmed
• Why focusing on problems beats talking about solutions
• Practical steps for identifying your ideal client profile
• The truth about marketing accountability in MSPs

Timestamps:
0:00 - Introduction
3:44 - The Brutal Truth About MSP Marketing
6:36 - Getting Started with Marketing
15:51 - Problems vs Solutions in Marketing
27:07 - Identifying Your Ideal Client
40:02 - Marketing Accountability
46:31 - Key Takeaways

Whether you're just starting to think about marketing or looking to improve your current efforts, this episode delivers practical insights without the typical marketing fluff.

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In Episode 7 of MSP Insider, host Jeffrey Newton sits down with Tim Conkle, CEO of The 20, for a raw conversation about ego, accountability, and why most MSPs are their own worst enemy. With decades of experience scaling MSPs and building one of the industry's largest peer groups, Tim delivers unfiltered insights about what really holds companies back from growth.
Through candid discussion, Tim challenges common industry excuses and explains why "ego is the most expensive thing in business." From the myth of the lifestyle MSP to the real reason companies stay small, this episode cuts through the noise to deliver uncomfortable truths about what it takes to build a successful managed services business.

Key Topics Covered:
• The truth about "lifestyle businesses" and other excuses
• How ego prevents collaboration and growth
• The critical importance of accountability
• Why communication is the root of all business failures

Timestamps:
0:00 - Opening Thoughts on Ego
4:15 - Why Ego is Your Most Expensive Asset
14:45 - The Power of Better Together
21:39 - Communication as the Root of All Failure
31:11 - The Problem with Tool Obsession
42:27 - The Truth About Lifestyle MSPs
48:39 - Why Most Peer Groups Fail
50:24 - The Importance of True Accountability

Whether you're struggling to scale your MSP or looking to break through to the next level, this episode delivers straight talk about what's really holding you back - and it might not be what you think.
Connect with Tim: the20.com

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