In this on site interview from Canada, I sit down with Martin, a cybersecurity expert with nearly two decades in IT and MSPs. We talk about the real shift from break fix to recurring revenue, why full network scans are non negotiable for his business, and how trust is built through what he calls a confidence contract with clients. We also dive into MSP tool stacks, cybersecurity assessments, pushback from clients, government environments, and where the MSP industry is heading next. This is a real-world conversation with zero fluff and a lot of lessons for MSP owners at any stage.