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Podcast episodes
Showing 1–24 of 75
How to Build and Exit an MSP SaaS Company
Brian Byrne, founder of Mesh, joins Rob Scott to share the full arc of building an MSP-focused SaaS company and successfully exiting to Bitdefender. Brian is candid about the early challenges, the growth decisions that shaped the company, and the emotional and strategic realities of selling a business he built from scratch. This is not a sanitized success story; it is a real look at what the founder journey demands. The conversation covers what it takes to build a product in a competitive MSP market, how to scale without losing focus, and the mechanics of navigating an acquisition process. Brian explains how he evaluated potential acquirers, what made the Bitdefender deal the right fit, and what he wishes he had known earlier. For MSP SaaS founders and anyone considering building a product for the channel, this episode is a candid playbook from someone who has done it.
Why MSPs Need Community-Led Growth Now
Ken "KP" Patterson joins Rob Scott to make a compelling argument: MSPs do not grow by selling more. They grow by becoming better. KP breaks down why community-led enablement is the real driver behind scalable MSP success. He explains how peer learning, shared best practices, and collaborative problem-solving create advantages that no amount of outbound sales can replicate. The conversation challenges the default MSP growth playbook of "hire more salespeople and run more ads." KP argues that the MSPs investing in community, both internally with their teams and externally with peers, are building compounding advantages that grow over years. For MSP owners who feel like they are running on a growth treadmill, this episode offers a fundamentally different approach to building a business that scales.
Why MSPs Must Go Passwordless Now
Danny Obaseki of Kzero joins Rob Scott to explain why passwordless authentication is not a future trend but a present necessity for MSPs and SaaS environments. Danny breaks down how biometrics are replacing passwords and how the shift to passwordless reduces risk in an AI-driven threat landscape where credential theft and phishing attacks are becoming more sophisticated by the day. The conversation covers the practical steps MSPs can take to start transitioning their clients to passwordless authentication. Danny explains why waiting is risky: as AI makes phishing and credential attacks more effective, passwords become an increasingly weak link. For MSPs looking to differentiate on security and reduce client risk, passwordless is a clear opportunity to lead.
AI Service Desk for MSPs: Eliminating Manual Work Through Automation
Bobby Jacobs returns to Talk Tech to go deeper on how AI is transforming the MSP service desk. In this follow-up episode, he explains how Thread is making "death to the ticket" a reality by embedding AI directly into workflows, eliminating manual triage, and automating the repetitive tasks that burn out technicians. Bobby walks through specific use cases where AI handles ticket routing, resolution, and communication without human intervention. The conversation expands into what is next for AI-driven service delivery, including voice support and omni-channel capabilities. Bobby explains how MSPs can improve both technician and end-user experiences simultaneously by letting AI handle the routine while humans focus on complex, relationship-driven work. For MSPs still running traditional service desks, this episode lays out a clear vision of where the industry is headed and how to get there.
Why Microsoft 365 Is the Biggest Cybersecurity Target for MSPs
Jeremy Young of Huntress joins Rob Scott at IT Nation to break down why Microsoft 365 has become one of the most targeted environments for cyber attackers, and what that means for MSPs. Jeremy shares threat intelligence from Huntress' front lines and explains how the company's rapid growth is fueled by a community-first approach to protecting MSPs and their clients. The conversation goes deep on the specific attack vectors targeting M365 and the practical steps MSPs should take to defend against them. Beyond the technical details, Jeremy discusses how culture, community, and transparency shape Huntress' approach to cybersecurity. He makes the case that MSPs need security partners who share intelligence openly rather than hiding behind black-box solutions. For MSPs whose clients rely heavily on Microsoft 365, this episode is a direct briefing on the threat landscape and how to respond.
Scaling to 25,000 MSPs in 90 Countries with GlassHive
Giovanni Sanguily, founder of GlassHive, shares his remarkable journey from growing up in Compton to building a global MSP sales and marketing platform used by over 25,000 providers across 90 countries. Giovanni explains how he identified the gap in MSP marketing tools and built a platform that combines sales enablement, marketing automation, and AI-driven insights into one system designed specifically for the channel. The conversation explores how AI, automation, and better marketing systems are reshaping how MSPs acquire and retain clients. Giovanni breaks down what works in MSP marketing today, why most MSPs underinvest in sales and marketing infrastructure, and how the right tools can turn a local MSP into a growth machine. His personal story adds a compelling layer of resilience and determination that makes this episode about more than just technology.
How to Scale an MSP Sales Team in 2026
Nick Ford, US Sales Manager at Sherweb, shares practical lessons on scaling an MSP sales team and making the transition from individual contributor to effective sales leader. He breaks down why the "hero closer" mindset fails at scale and how building a culture of accountability and data-driven management creates a team that performs consistently. For MSP owners who are still their company's best salesperson, this episode offers a roadmap for building a team that does not depend on them. The conversation also covers the macro trends MSPs need to prepare for in 2026: consolidation, AI monetization, and Microsoft ecosystem changes. Nick explains how acquisitions and platform shifts are reshaping channel dynamics and why sales leaders need to build adaptive teams that can respond to rapid market changes. This episode combines tactical sales management advice with strategic industry perspective.
How to Sell Your MSP in a Sellers Market
Reed Goddard of Evergreen joins Rob Scott at IT Nation to explain how his firm acquires and scales MSPs without integration, and why that model is resonating in today's market. Evergreen operates as a decentralized holding company, preserving the brand, culture, and leadership of each MSP it acquires while providing the advantages of scale. Reed explains why this approach attracts founders who want liquidity but are not ready to walk away. The conversation covers the current state of MSP valuations, AI's impact on margins, and what founders should consider before selling. Reed confirms that today's MSP market remains a seller's market and breaks down what makes an MSP attractive to acquirers. For owners weighing an exit, this episode provides a clear-eyed view of the options, the economics, and the emotional factors that should inform the decision.
Startup Growth in the MSP Channel at Scale
Tatum Treadwell from Channel Program joins Rob Scott live at IT Nation to share how her company scaled from 50 to nearly 400 MSP partners in a single year. She explains how data discipline, AI-driven benchmarking, and startup-speed execution are reshaping what growth looks like in the modern MSP channel. The conversation offers a rare inside look at how a fast-moving startup navigates the channel landscape. Tatum breaks down the operational choices that enabled that growth: ruthless prioritization, data-driven partner selection, and a culture of testing and iteration. She also discusses how AI-powered benchmarking tools help MSPs compare their own performance against the broader market, creating a feedback loop that drives continuous improvement. For MSPs and vendors alike, this episode is a playbook for channel growth in 2026.
MSP Exits, AI Risk, and the Private Equity Playbook
Don Viar joins Rob Scott to share the story behind his record-setting MSP exit and the emotional realities of selling a business you built. Don explains how AI uncertainty is accelerating strategic decisions across the industry and why many MSP owners are asking themselves: can I outrun this deal? He walks through the financial framework that guided his decision, weighing the risk of holding out against the certainty of a strong offer today. The conversation goes beyond the numbers to explore what actually drives valuation in today's private equity market. Don argues that maturity, structure, and long-term relationships matter as much as EBITDA multiples. For MSP owners considering a sale, this episode provides both the strategic framework and the honest emotional perspective that most exit conversations leave out.
What Is Next for MSPs in the AI Era
Jay McBain, one of the most influential analysts in the channel, joins Rob Scott to map out the future of managed services in the AI era. Jay breaks down the massive shift from cybersecurity-led growth to AI-driven managed services and explains what it means for MSPs. He describes how the next generation of successful MSPs will combine consulting, automation, and outcome-based delivery into a fundamentally different business model. The conversation goes deep on timing and urgency. Jay argues that MSPs are at the start of a new 20-year technology cycle and the decisions they make now will determine their trajectory for decades. He explains why rethinking your business model today, rather than waiting for the market to force the change, is the single most important strategic decision an MSP owner can make.
Data Discipline, Private Equity, and Practical AI for MSPs
Larry Cobrin from MSP CFO delivers a reality check on what it takes for MSPs to thrive in 2026. He breaks down how data discipline, private equity pressure, and practical AI adoption are converging to reshape the industry. Larry argues that MSP success is increasingly about metrics, profitability, and operational maturity rather than hype, and that founders and PE-backed firms alike need better data to make better decisions. The conversation covers how PE-backed MSPs are raising the bar for operational standards across the industry and what that means for independent operators. Larry explains why selective, practical AI adoption beats the "AI everything" approach and how MSPs can use better financial data to scale smarter. This episode is a grounding force for any MSP owner feeling the pressure to chase trends instead of building fundamentals.
Death to the Ticket: AI Automation Transforming MSP Service Desks
Bobby Jacobs from Thread explains why "death to the ticket" is not about eliminating ticketing systems but about removing the most painful parts of the workflow. AI-driven automation is reshaping MSP service desks by handling repetitive tasks, routing issues intelligently, and reducing the manual overhead that burns out technicians. Bobby walks through how Thread's approach uses AI to improve both the end-user experience and technician satisfaction. The episode explores scalability as a core benefit of AI-powered service delivery. When AI handles the routine work, MSPs can take on more clients without proportionally increasing headcount. Bobby also addresses common concerns about AI replacing jobs, making the case that automation frees technicians for the complex, high-value work that they actually enjoy and that clients value most.
How Profit First Turns Average MSPs into Best-in-Class Businesses
Bill Blaser from MSP Growth Solutions delivers a data-driven playbook for turning average MSPs into best-in-class operations. His approach starts with the "Profit First" methodology: take profit before expenses, price correctly for your market, and track gross margin by service line. Bill explains how right-sizing staffing, eliminating wasteful growth spending, and improving cash flow create the foundation for sustainable, profitable growth. The conversation also tackles sales strategy for founder-led MSPs. Bill recommends selling in targeted verticals with a repeatable process before investing in dedicated sales hires. His core message is that small revenue lifts, when paired with disciplined cost management, can drive outsized profit gains. For MSPs stuck on the revenue treadmill, this episode provides a clear path to profitability without requiring more top-line growth.
The Three-Legged Stool That Protects MSPs from Legal and Cyber Risk
Charles Weaver, CEO of MSP Alliance, joins Rob Scott to break down the "three-legged stool" framework for MSP risk management: insurance, strong contracts, and certification. Charles explains why legal and cybersecurity risks are rising fast for MSPs and how the combination of these three pillars creates a defensible business. Without any one of the three, the stool falls over and the MSP is exposed. The episode explores how Monjur's contract intelligence and MSP Alliance's CyberVerify certification work together to help MSPs reduce risk and scale confidently. Charles shares data on the types of claims hitting MSPs most frequently and why many MSPs are dangerously underprotected. For any MSP owner who has not recently reviewed their insurance, contracts, and compliance posture, this conversation is a direct call to action.
How As-a-Service Models Are Transforming Marketing and Legal
Rob Scott sits down with Rish Bhandari of Content Beta to explore how the "as-a-service" business model is reshaping both marketing and legal industries. Rish explains how Content Beta's approach to content creation mirrors the same principles that make Monjur's contract intelligence model work: predictability, focus, and recurring revenue. Both companies are proving that specialized, subscription-based services deliver better outcomes than traditional project-based engagements. The conversation digs into why the as-a-service model drives sustainable growth for service businesses across industries. From content production to contract management, the pattern is the same: clients want reliable, ongoing support from specialists rather than one-off projects from generalists. For MSPs evaluating their own service delivery, this episode provides a compelling framework for thinking about how to package and sell their expertise.
Gamified Culture, Retention, and Scaling MSPs with Confidence
Stephen Spiegel, CEO of CrewHu, brings an unconventional perspective to MSP growth: celebrating small wins. In this episode, he explains how gamified KPIs and recognition programs build stronger cultures, boost employee retention, and ultimately drive MSP growth. Stephen's journey from the ice cream business to SaaS leadership gives him a unique lens on what motivates teams and why most MSPs underinvest in culture. Rob and Stephen explore how CrewHu's platform pairs with Monjur's legal protection to give MSPs confidence to scale. When your team is engaged and your contracts are solid, growth becomes less risky and more sustainable. For MSP owners struggling with technician turnover or disengaged staff, this episode offers practical, immediately actionable ideas for building a culture that retains top talent.
Profitability, Value, and AI in the Age of Managed Services
Gary Pica, one of the most respected voices in the MSP industry, joins Rob Scott to talk about what actually drives MSP success. Gary makes the case that profitability, clearly defined value, and operational maturity are the real competitive advantages, not shiny new technology or AI hype. He explains how MSPs can embrace AI without losing focus on the fundamentals that keep the lights on and clients happy. The conversation digs into why legal protection and well-structured contracts are an overlooked part of operational maturity. Gary argues that MSPs entering the AI age need to strengthen their foundations first: know your numbers, protect your business legally, and then layer in AI where it creates real leverage. This episode is essential listening for any MSP owner who wants to grow without building on a shaky foundation.
How MSPX Is Turning Contracts into Tradable Assets
Matt Yesbeck, founder of MSPX, is building a marketplace where managed service contracts become secure, tradable assets. In this episode, he explains how MSPX helps MSPs buy, sell, and scale smarter by treating recurring revenue contracts as currency, backed by escrow, structure, and trust. For MSPs looking to acquire new clients, divest specific accounts, or unlock liquidity without a full exit, MSPX offers a fundamentally new approach. Rob and Matt explore why the traditional MSP acquisition model is inefficient and how a marketplace for contracts changes the economics of growth. Matt breaks down the mechanics of how deals work on the platform, what protections are in place for buyers and sellers, and why this model is gaining traction as the MSP market matures.
How One Lawsuit Exposed the Gaps in MSP Contracts and Insurance
Nadeem Azhar, founder of PC Solutions Net, shares one of the most cautionary stories in the MSP space: getting sued for something his company did not even manage. In this candid conversation, Nadeem explains how a single lawsuit revealed critical gaps in his MSP's insurance coverage, contract language, and AI readiness. It is the kind of real-world scenario that every MSP owner fears but few prepare for. The episode goes beyond the horror story to show how Nadeem turned his biggest challenge into a competitive advantage. By implementing continuously updated agreements through Monjur, he closed the gaps that left him exposed and built a stronger, more defensible business. For MSPs who assume their contracts and insurance are "good enough," this episode is a wake-up call.
From D1 Football to SaaS Sales at Monjur
Noah Frith's journey from Division I wide receiver to SaaS sales professional at Monjur is a masterclass in transferable skills. In this episode, Noah explains how the discipline, teamwork, and resilience he built on the football field translate directly into the demands of tech sales. His story is a reminder that the habits formed in competitive athletics, including preparation, coachability, and performing under pressure, are exactly what high-growth startups need. Rob and Noah explore why the "always wanting the ball" mentality matters in sales, how staying humble keeps you learning, and what it takes to build a career in a fast-moving industry when you are starting from scratch. For MSPs and vendors thinking about what makes a great sales hire, this episode reframes the conversation around character and drive.
How AI Is Reshaping Managed Services at Kaseya
Gray Knowlton, EVP of R&D at Kaseya, joins Rob Scott to deliver one of the most forward-looking conversations on AI in the MSP space. Gray explains how Kaseya is building AI-driven innovation into its platform safely and efficiently, from engineering practices to product design. He describes the concept of "agentic" workforces where AI handles the execution and people shift into leadership and oversight roles. For MSPs wondering how AI will change their businesses, this episode provides a concrete look at what is coming. Gray covers the next wave of automation and compliance tools, how MSPs should prepare their teams for AI-augmented workflows, and why the companies that treat AI as a leadership challenge, not just a technology decision, will come out ahead.
Pitch It, Peer Groups, and the Power of MSP Mentorship
Rob Scott sits down with two leaders who are building the infrastructure for MSP success through mentorship and peer learning. Sean Lardo, the creator of the Pitch It contest at IT Nation Connect, explains how this fast-growing platform is giving MSP startups a stage to showcase their ideas, attract mentors, and accelerate business development. He shares insider tips on what makes a winning pitch and why the competition has become a launchpad for the next generation of MSP innovators. Arlin Sorenson, founder of Evolve Peer Groups, makes the case for structured peer groups as a transformational tool. He explains how bringing MSP leaders together in a disciplined format improves leadership, strengthens security posture, and sharpens financial strategy. For MSPs who feel isolated in their decision-making, this episode offers a roadmap to the kind of community and accountability that drives real results.
Streamlined Quoting and Valuations That Drive MSP Growth
Two powerful strategies for MSP growth take center stage in this episode. Calvin Johnson from The Quote Pros walks through how the integration between Monjur and ConnectWise CPQ creates a seamless quoting experience. MSPs can save time, reduce errors, and elevate the professionalism of their client presentations, all while keeping contracts and quotes tightly aligned. Reid Warren from IT Evaluations introduces the concept of Valuations as a Service and explains how understanding your MSP's true market value can reshape strategic decisions. Whether an MSP is preparing for a sale, seeking investment, or simply wants to benchmark against the market, a professional valuation provides the foundation for smarter growth moves.