Tate Talks - The MSP Podcast

Join Chris Tate in this new episode of Tate Talks Season 10 as he chats with the ever-candid Andy O'Neil, a true veteran of the Managed Service Provider (MSP) industry.

Andy, currently heading managed services for a global MSP based out of Johannesburg, South Africa, shares his unique career trajectory – from starting as a tech in an MSP, crossing over to work for a major vendor (Autotask, and later Datto/Kaseya), and now returning to the MSP side.

Discover how Autotask evolved during Andy's tenure, the critical importance of proper software onboarding (and why MSPs often skip it!), and the challenges of vendor fatigue in today's crowded tech landscape. Andy and Chris also dive into the future of MSPs, stressing the need for a strategic approach to client relationships, moving beyond just "keeping the printers going" to becoming true technology strategists. They even tackle the elephant in the room – AI, discussing its potential for MSPs and the crucial need for a robust AI governance strategy.

Beyond the tech talk, get a glimpse into Andy's life outside of work, including his passion for golf, his international athlete wife, and the importance of work-life balance. Finally, Andy offers invaluable advice to MSPs on their biggest challenge: people. He emphasizes that at its core, the MSP business is a people business, highlighting the vital role of hiring, retaining, nurturing, and truly listening to your team.

Tune in for a lively conversation packed with wisdom, candid observations, and a few laughs (and maybe some self-imposed fines for industry buzzwords!).

Numata Website

Music - https://www.purple-planet.com

Join Chris Tate in this fascinating episode of Tate Talks as he welcomes Len DiCostanzo, a true industry pioneer who's been at the forefront of the MSP space for over four decades. Len, known for his instrumental roles at Kaseya and Autotask, shares his unique perspective on how the IT services landscape has transformed from its nascent stages to today's complex ecosystem.

In this conversation, Len delves into:

• The Dawn of MSPs: Travel back to the late 90s and early 2000s as Len recounts the very beginnings of managed services, the limitations of early tools, and the quest for a "single pane of glass."

• The Rise of PSA & RMM: Hear firsthand how Professional Services Automation (PSA) and Remote Monitoring and Management (RMM) tools revolutionized the industry, and Autotask's journey from a startup to a global powerhouse.

• The Challenge of Shadow SaaS: Len introduces the concept of "Shadow SaaS" and explains why managing clients' SaaS ecosystems is the next critical frontier for MSPs, offering a massive opportunity to regain control and enhance security.

• Building a Channel: Gain insights from Len's extensive experience helping vendors build effective "go-to-market" strategies with MSPs, and why collaboration remains a cornerstone of the industry.

• Future-Proofing Your MSP: Len shares his top advice for MSPs looking to push forward in 2025 and beyond, highlighting key areas like SaaS management, cybersecurity platforms, and the burgeoning impact of AI.

• Beyond the Grind: Discover what Len does to relax when he's not busy shaping the tech world, from pickleball and skiing to spending quality time with his son on the golf course.

This episode is a must-listen for anyone in the MSP community—from veterans who remember the early days to newcomers looking to understand the foundational shifts and future direction of the industry. Len's insights are a testament to how far we've come and where the opportunities lie.

MSP Toolkit

Affire

Music - https://www.purple-planet.com

Join Chris Tate in this insightful episode of Tate Talks as he sits down with the remarkable Tracy Pound, a true pioneer in the tech industry. With an impressive 40-year career spanning from the dawn of PC computing in 1984 to today's AI-driven landscape, Tracy shares her unique journey, from programming on 4.77 MHz processors to founding her successful consulting business, Maximity Limited.

This episode delves into:

• Early Tech Days: Hear what it was like to be a woman in tech when the industry was brand new, and how early experiences with limited hardware shaped a fundamental understanding of computing.

• The Evolution of MSPs: Tracy and Chris discuss the shift from "full service" VARs of the past to the specialised MSPs of today, and what the future holds for managed service providers.

• The Impact of AI on the Workforce: A thought-provoking discussion on how AI might reshape entry-level jobs and the challenges of developing higher-level talent without traditional foundational roles.

• Building a Business: Tracy recounts the early days of starting Maximity, the steep learning curve of sales, and the transition from a lifestyle business to a thriving enterprise.

• The GTIA Journey: Discover Tracy's incredible rise within the CompTIA community, culminating in her pivotal role in the formation and leadership of the new global trade association, GTIA. Learn about the importance of community, collaboration, and why GTIA is set to empower the tech industry for years to come.

• Beyond the Office: Get a glimpse into Tracy's life outside of tech, from her passion for reading and wild swimming to her love for fast cars!

Learn more about Tracy on LinkedIn here

Maximity Website

GTIA Website

Music - https://www.purple-planet.com

In this energised and insightful episode, Chris Tate sits down with Scott Riley, founder of Cloud Nexus and co-creator of the fast-growing SaaS tool Inside Agent. From their shared beginnings at GCI to Scott’s leap into consultancy, and now SaaS, this episode is packed with stories, wisdom, and valuable advice for anyone in the MSP space.

Scott shares how Cloud Nexus grew from a consultancy focused on Microsoft 365 and Azure into a trusted delivery partner for MSPs—and how years of helping MSPs led to the creation of Inside Agent, a multi-tenant 365 security platform purpose-built for MSPs.

They also talk about data centre fires, Red Nose Day panic rooms, poker-based video games, power-washing Wallace & Gromit’s house (yes, really), and the importance of video content, white space analysis, and peer groups for MSP growth.

 Topics covered:

• Why Scott pivoted from MSP-style consultancy to SaaS
• How Inside Agent was built and validated in less than a year
• Video marketing and building trust at scale
• Handling burnout, scaling small teams, and apprentice success stories
• Tips for white space analysis and sustainable business growth
• Stories from Comic Relief tech chaos and GCI acquisitions

 Books and Podcasts Mentioned:

• The E-Myth Revisited by Michael E. Gerber
• The Go-Giver by Bob Burg
• $100M Offers and $100M Leads by Alex Hormozi
• Paul Green’s MSP Marketing Podcast (implied through Paul Green reference)
• Bearded 365 Guy – YouTube reviews by Jonathan Edwards

About Scott

Connect with Scott on LinkedIn ⁠⁠here⁠⁠ ⁠⁠and check out Cloud Nexus and Inside Agent

Music - https://www.purple-planet.com

How do you build a cybersecurity offering that actually works—and gets clients to pay for it?

On this episode of Tate Talks, I sit down with Kristian Wright, a Channel veteran with a fascinating journey from graphic design to running MSPs and now leading Enhanced IO, a cybersecurity company for MSPs.

We discuss:
✅ Why layering security is essential (and how to package it for clients)
✅ How MSPs can navigate the increasingly complex vendor landscape
✅ What to do when clients refuse to invest in security (and how to protect yourself)
✅ Kristian’s career journey—including his unexpected link to royalty!

If you’re an MSP looking to improve your cybersecurity strategy, pricing, and sales approach, this episode is a must-listen.

Connect with Kristian on LinkedIn ⁠⁠here⁠⁠ ⁠⁠and check out the Enhanced IO website ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Music - https://www.purple-planet.com

Marketing is one of the biggest challenges MSPs face—but what if you had a system that made it simple and effective? In this episode, I sit down with Paul Green, the go-to MSP marketing expert, author of MSP Marketing: Start Here, and host of Paul Green’s MSP Marketing Podcast.

Paul shares his step-by-step approach to marketing, covering:
✅ How to build an audience of the right prospects
✅ Why growing relationships is key to long-term success
✅ The simple but effective system that can help MSPs win new clients consistently

Whether you’re struggling with lead generation, stuck in a marketing rut, or just want to refine your approach, this episode is packed with actionable takeaways.

📖 Grab Paul’s book here - https://amzn.to/3XKOQmn
About Paul

Connect with Paul on LinkedIn ⁠here⁠ ⁠⁠and check out the MSP Marketing Edge website ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Music - https://www.purple-planet.com

In this episode of Tate Talks, I sit down with Taylor Tabusa, co-founder of Palisade, a DMARC automation platform designed specifically for MSPs. We explore Taylor’s unique journey from winemaking in Napa to launching an email security company and discuss why email authentication is now a must-have for MSPs. We also cover the broader challenges MSPs face today, from growth strategies to tool fatigue, and how vendors can better support the industry.

Spam Resource Blog by Al Iverson – https://www.spamresource.com

About Taylor

Connect with Taylor on LinkedIn here ⁠⁠and check out the Palisade website ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Music - https://www.purple-planet.com

Episode 50: When the Tables Turn

In this milestone episode of Tate Talks, host Chris Tate reconnects with his very first guest—Scott Tyson of Sophos—but with a twist: Scott takes the reins as host and flips the script! Together, they journey back through the early days of the MSP world, reminiscing about the pioneering era of mini-computers, early automation tools, and the move from on-premise to cloud-based services.

This candid conversation blends humor, industry insights, and personal reflections as Chris and Scott discuss how managed services evolved from a unique differentiator to industry “table stakes.” They dive into the importance of vendor partnerships, the challenges of global recruitment in today’s remote work landscape, and the enduring value of community within the tech space. Whether you’re a long-time MSP veteran or just starting out, this episode offers fresh perspectives, practical advice, and a heartfelt tribute to the journey of growth and change in the tech world.

Enjoy the conversation!

About Scott

Connect with Scott on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠and check out the Sophos website ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

Music - https://www.purple-planet.com

In this Season Nine opening episode of Tate Talks, Chris sits down with Tracie Orisko, a well-known name in the MSP space, to discuss her fascinating journey—from co-founding Managed Sales Pros to her current role leading sales development and community at Huntress.

Tracie shares insights on:

• Her unexpected entry into the MSP industry (and how a trip to Disney played a part).
• The evolution of cold calling and why ethical sales practices matter.
• The biggest challenges facing MSPs in 2025, including staffing and cybersecurity threats.
• The importance of building community and strong vendor-partner relationships.
• Her personal passions, from scuba diving to fiction books from little libraries.
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Plus, she drops valuable advice on how MSPs can improve their sales process, avoid common pitfalls, and stay ahead in an increasingly complex industry.

About Tracie

Connect with Tracie on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠and check out the Huntress website ⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠Music - https://www.purple-planet.com

In this episode of Tate Talks, Chris Tate welcomes back Rob Rae, Corporate VP of Communities and Ecosystems at Pax8, as the first returning guest. Rob shares insights on the evolving MSP landscape, including challenges in scaling, leveraging AI, and navigating complexity. He highlights Pax8's innovative marketplace model and its impact on MSP growth and vendor relationships. They also discuss the value of in-person events, community building, and how MSPs can prepare for 2025 by embracing AI and staying adaptable. Tune in for actionable advice and a glimpse into Rob’s unique journey in the IT channel.

About Rob

Connect with Rob on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠and check out the Pax8 website ⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠