In this episode of TubbTalk, Richard speaks to Matt Middleton-Leal, Managing Director, EMEA North of Qualys, a pioneering and disruptive cloud-based IT, security and compliance solutions provider.

Matt shares his journey in the MSP industry and what studying aeronautics taught him about risk management. He also explains who Qualys are and what they do, before digging into risk and risk management.

He and Richard discuss what MSPs are missing when it comes to risk, and whether or not their clients fully understand its importance. From there, Matt explains why Qualys provide a Risk Operations Centre (ROC) solution and how that works.

He shares how a ROC can be an opportunity for MSPs, but why they need a mindset shift first. Richard asks Matt why he thinks some businesses are investing in risk management, but why there’s reluctance from some clients.

They also discuss governance, using ROC to reduce CISO burnout, and demonstrating how you’re helping clients with risk mitigation. Matt also shares what the experience of being a Qualys partner is like for an MSP.

Finally, Richard asks Matt what he does outside of work and how he keeps his cybersecurity knowledge up to date, what’s next for Qualys and what Matt sees as the future of cybersecurity.

Mentioned in This Episode

• Qualys
• Book: Richard Seiersen: How to Measure Anything in Cybersecurity Risk
• UK government agency: National Cyber Security Centre
• Certification: Cyber Essentials

Time for another Team Tubb Travelogue! This time, Lenka Koppova catches up with Richard Tubb and James Steel of Salesbuildr, who are in Birmingham for UpLift Live 2025, a conference focused entirely on LinkedIn.They were also briefly joined by a special guest, so listen in to find out who!

Grab a cup of your favourite tea or coffee, relax and join them for a fun conversation about the highlights from this big event.

Richard says he really liked the supportive community. About 40% of the attendees are LinkedIn professionals, and the rest are people who use LinkedIn to market their business. It's good that not all of the delegates are trainers.

James shared how much he appreciated the advice on using LinkedIn for different things - you don't have to be professional and business-like all the time. You can share personal updates, you can use long-form videos to get your message across and you can be yourself and succeed on LinkedIn.

• Live sketch notes and subtitles throughout the day
• Dedicated WhatsApp group for all attendees - available straight after registration
• LinkedIn group for all attendees
• Variety of topics covered during the event
• And of course, the Travelogue quiz!

These are ad-hoc, bonus episodes of our regular TubbTalk podcast, recorded live at an event. A member of TeamTubb calls Richard for an on-the-ground update on what they’ve learned and their highlights from the day.

UpLift Live is the UK’s first and only conference dedicated solely to mastering LinkedIn. Attendees learn how to transform their LinkedIn strategy while networking with other business owners and entrepreneurs, and hear from expert speakers on all aspects of LinkedIn.

The hosts are:

• John Espirian, a technical copywriter and Linkedin speaker and trainer
• Gus Bhandal, marketing expert and LinkedIn trainer
• Jeremy Freeman, a content writer

In this interview, Richard Tubb speaks to Daniel Priestley. He’s a worldwide renowned entrepreneur, international speaker, and best-selling author, an expert in business growth, personal branding, and entrepreneurship.

He’s the author of several books which provide actionable strategies for entrepreneurs looking to stand out, attract opportunities, and scale. He’s helped thousands of business owners and thought leaders position themselves as industry influencers.

Richard interviewed Daniel at IT Nation Connect Europe and asked him to share his experiences and also explain what he does. Daniel talked though how MSPs can become oversubscribed and how to become a key person of influence.

He and Richard talked about the importance of working on your business rather than in it, how to craft your 60 second pitch and where MSPs should focus their efforts to see the biggest returns.

Daniel discusses how to use vendor relationships to become a key person of influence and explains the difference between being an expert and being an authority – and why it matters.

Richard asks Daniel to explain why having a personal brand doesn’t mean your business is over-reliant on you being present, how to be a successful key person of influence as a service-based business and how to stand out in a sea of AI content.

Daniel shares a common myth about personal branding that MSPs should stop believing, the best investment you can make for that personal brand, and why you should be part of a mastermind. He also reveals the people and books who’ve inspired him.

Mentioned in This Episode

• MSP community event: IT Nation Connect
• Book: Daniel Priestley: Key Person of Influence
• Book: Daniel Priestley: Oversubscribed
• Book: Daniel Priestley: Entrepreneur Revolution
• Pocast: Diary of a CEO
• Podcast:  The Joe Rogan Experience
• IT management software: ConnectWise
• Marketing conference: Atomicon
• Business conference: Start Up Week
• Book: Francis Rodino: Leads Machine
• Book: Peter Thiel: Zero to One
• Book: Ray Dalio: Principles
• Book: Brent Schlender: Becoming Steve Jobs
• Book: Andre Agassi: Open (autobiography)
• Podcast: Peter Kujawa of ConnectWise
• MSP conference: IT Nation Evolve
• IT Nation Community Director, EMEA: Dan Scott
• Entrepreneur: Stephen Bartlett
• Author and podcast host: Jay Shetty

In this episode, Richard speaks to Peter Kujawa. Peter is a seasoned executive attorney and industry leader with a wealth of experience in the MSP space. He now heads up the service leadership at IT Nation, part of the team at ConnectWise, overseeing IT Nation Connect, IT Nation Evolve peer groups and the partner advisory councils.

Peter tells Richard how they foster and cultivate a strong community, and why it’s important that everyone in the leadership team has a go-giver mentality. He also touches on the types of MSP who join IT Nation, and how they use their membership for success.

Richard asks Peter to explain the service leadership index 2025 annual IT solution provider compensation report and they discuss a couple of key points from it – around wage inflation and the fact that the more profitable MSPs tend to pay lower salaries.

Peter also shares his advice from his time running an MSP and how he grew it, the mistakes he sees others make when trying to scale and the big opportunities for MSPs at the moment, as well as why AI isn’t taking away jobs.

This episode was recorded live in London at IT Nation Connect Europe 25, so Peter explains what organisers ConnectWise were hoping to achieve, the attendance figures, why competitors are welcome and the decision to make the conference an annual event.

Mentioned in This Episode

• IT Nation
• IT Software: ConnectWise
• MSP community event: IT Nation Connect
• Peer groups: IT Nation Evolve
• Book: Bob Burg: The Go-Giver
• Consultation solutions: Service Leadership
• Podcast: Richard’s interview with Dan Scott

In this special bonus episode of TubbTalk, recorded in person at IT Nation Connect Europe 2025, Richard Tubb catches up with Phylip Morgan Chief Revenue Officer at Pax8. A futurist, Phylip spoke on stage on the topic of ‘the robots are coming.’

Phylip tells Richard what things will look like in 2030 and how to take baby steps to prepare for what’s next, and he also shares some important things that MSPs need to be aware of with AI.

Richard also asks Phylip to share some of the best resources within the Pax8A Academy, available to all partners. They discuss what the Pax8 and ConnectWise partnership means for MSP clients, and how to use the MSP Marketplace for growth.

Mentioned in This Episode

• Pax8
• MSP events: IT Nation Connect
• IT management software: ConnectWise
• Learning platform: Pax8 Academy
• Cloud marketplace: Pax8 Marketplace

Time for another Team Tubb Travelogue! This time, Gudrun Lauret catches up with Richard Tubb, Lenka Koppova and special guest, Sean Lardo of ConnectWise, who are in London for IT Nation Connect Europe 2025.

Grab a cup of your favourite tea or coffee, relax and join them for a fun conversation about the highlights from this big event.

Richard gives shoutouts to Southern IT and Damien Harrison of North-East MSP Bondgate IT, Lenka shares her event highlights and Sean explains how they organise the conference.

Plus… the Team Tubb Travelogue Quiz is back! Can answer Richard, Lenka and Sean answer Gudrun's London-themed questions?

What to Know About IT Nation Connect Europe 2025

IT Nation Connect Europe 2025 is a three-day event designed for managed service providers (MSPs) who want to enhance their business value and gain a competitive edge in today’s rapidly evolving technology landscape.

Organised by ConnectWise, the event features keynote speakers, breakout sessions, exhibition stands, specialist meet-ups (women in tech, M&A, cybersecurity) and networking and socialising opportunities galore. It's one of the best events for forward-looking MSPs.

Were you at IT Nation Connect Europe 2025 too? Send us a voice recording with your highlights, and we'll add your comments to our next Team Tubb Travelogue!

Welcome to episode one of Wired for Connection! This is a TubbTalk spinoff show, hosted by Operations Manager Lenka Koppova and Vera Tucci, the co-founder and CEO of T-Consulting, an MSP and COMIT.

Vera is a passionate advocate for diversity, inclusion, and authentic leadership in the IT and MSP space. Inspired by a conversation she had with Lenka and Team Tubb’s Kareena Barat, Vera agreed to be the co-host of this new show.

Wired for Connection isn't just a podcast; it's a mission. It creates a space for every perspective and voice in tech. And every guest can share their unfiltered and unapologetic story and take on the industry. Lenka and Vera will champion those voices that too often have been left out and unheard.

Vera shares her experiences as a female leader in the tech space and Lenka discusses how she's found things as someone new to the industry.

The co-hosts share their hopes and aims for Wired for Connection, the types of guests they're looking for, and why everyone can and should have a seat at the table.

Mentioned in This Episode

• T-Consulting
•  Cloud marketplace: Pax8
• IT conference: Pax8 Beyond
• IT peer group: IT Nation

In this interview, Team Tubb’s Kareena Barat speaks to Nicki Kinton, the founder of Confident Cashflow, a Wiltshire-based finance business. A credit management professional, Nicki works with companies of all sizes.

She specialises in helping clients hit their growth goals, tackling cash flow issues and developing better credit management strategies. Here, she shares her advice on improving your MSP cash flow.

Nicki explains who her typical clients are and how she helps them. She talks through how to understand credit, why every MSP needs a credit policy and why late payments aren’t the root cause of your cash flow issues.

Nicki shares the five-pillar framework she uses with her Confident Cashflow clients, how your mindset on payment terms influences cash glow, and how to improve your credit management processes and policies.

She talks through the steps businesses can implement to avoid frequent late payments and when they happen, how to feel confident chasing them up. She also shares who inspires her and recommends her favourite books.

Mentioned in This Episode

• Confident Cashflow
• Nicki's workshop
• Book: Thomas Erikson: Surrounded by Idiots: The Four Types of Human Behaviour (or, How to Understand Those Who Cannot Be Understood) (Vermilion)
• Personality test: DiSC Profile
• Book: Dr Andy Cope: The Art of Being Brilliant

In this episode, Richard Tubb is joined by MJ Shoer. MJ is the Chief Community Officer of the newly-formed GTIA, previously part of the non-profit CompTIA.

A former IT director and MSP owner, MJ did a spell of consulting before joining certification and community organisation CompTIA.

In this interview, MJ shares how the acquisition of CompTIA, the split between the two sides of the organisation and the formation of the Global Technology Industry Association (GTIA), as well as the relationship between the two new companies.

Richard asks MJ what the response has been to GTIA and the feedback they’ve had from MSPs. MJ explains the town hall meetings they’re holding and their plans to expand GTIA, plus he shares the story behind the name and the new branding.

MJ shares his thoughts on why MSPs should join GTIA and the value they’ll get from attending events like ChannelCon. He reveals his hopes for the future of the organisation, and flags some big industry changes that MSPs should pay attention to.

Mentioned in This Episode

• GTIA
• CompTIA
• Podcast: Why CompTIA are the MSP Industry's Best-Kept Secret
• Podcast: Best-Kept Secret to Global Leader: The Remarkable Evolution of CompTIA
• The GTIA online suggestion box
• GTIA Events

In this episode of TubbTalk, Richard Tubb is joined by Andy O'Neil. Having started out in roles within various MSPs, he then went to work for Autotask. Today, he’s leading the managed services function at Numata, a global MSP founded in South Africa.

Andy talks through his experiences in MSPs and what is was like ‘crossing the divide’ into the vendor space. He explains the cultural differences he’s seen in the industry in differences, and what it’s like in South Africa.

Richard asks Andy about how the PSA market has evolved over the last decade and what’s next, the wrong assumptions MSPs make about them, and how they can better leverage their PSA.

They also discuss how MSPs can make a big impact with the tools they use as well as how to customise a PSA. Andy shares his advice on dealing with alert fatigue, and pitfalls to avoid with billing. He also talks about his new role at Numata.

Mentioned in This Episode

• Numata IT
• IT Management software: ConnectWise
• PSA tool: Halo
• PSA/RMM platform: SuperOps
• Data backup platform: Datto
• IT and security platform: Kaseya
• IT and MSP Business Growth Expert: Ian Luckett
• Helping Ambitious MSPs to Scale to £1m: Stuart Warwick
• Business expert: Karl Palachuk
• Accounting software: Xero