Nelson Gomes, CEO of Portalia Group and former MSP, discusses the evolving landscape of managed service providers (MSPs) in light of recent data indicating a shift in the American workforce towards larger businesses. With 53% of Americans now employed by companies with 500 or more employees, Gomes emphasizes the need for MSPs to pivot their sales strategies to target larger organizations rather than relying solely on small businesses. He notes that while the small business sector has traditionally been viewed as the backbone of the economy, the data suggests a significant consolidation trend that MSPs must adapt to.

The conversation also touches on the impact of big tech platforms like Facebook, Amazon, and Google on small businesses, highlighting the challenges these companies face in leveraging these platforms for advertising and sales. Gomes suggests that MSPs should not only recognize these challenges but also find ways to leverage these platforms to their advantage. He advocates for a shift towards digital marketing strategies, particularly for smaller MSPs, to enhance their outreach and client acquisition efforts.

Leadership changes at major MSP platforms, such as ConnectWise and Kaseya, are also discussed. Gomes views these changes as a natural evolution within the industry, suggesting that new leadership can bring fresh perspectives and innovations that ultimately benefit MSPs. He believes that both ConnectWise and Kaseya will continue to compete vigorously, with each offering unique advantages that MSPs can leverage to improve their service delivery and profitability.

Finally, Gomes highlights the recent acquisition of Orchestrate AI Labs by New Charter Technologies, which aims to integrate artificial intelligence into their service offerings. He praises this move as a forward-thinking strategy that allows MSPs to develop proprietary solutions rather than relying on third-party vendors. This acquisition reflects a broader trend in the industry where MSPs are increasingly investing in technology to enhance their service capabilities, ultimately positioning themselves to better meet the evolving needs of their clients.

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