MSP Zone Podcast
Candid conversations with industry veterans, compliance experts, and MSP leaders.
Hosted by Charles Weaver
The Mirror Effect: How Customer Maturity Shapes Your MSP Success
Are you constantly firefighting with clients? Does your MSP feel stuck in reactive chaos instead of leading clients toward stronger security and operational maturity? If so, you are not alone. But there is a hard truth worth paying attention to: your customers often mirror the maturity of your MSP. In this post, I’ll explain how your client base reflects your standards, how to recognize the signs, and what you can do to raise customer maturity, reduce risk, a
GRC Tools Are Not a Shortcut to MSP Maturity
Why tool-first compliance is creating more cost, more confusion, and weaker operations for managed service providers There is a growing mistake in the managed services profession that needs to be called out plainly. Too many MSPs think buying a governance, risk, and compliance platform will somehow make them more compliant, more secure, or more mature. It will not. As frameworks like UCS , CMMC , SOC 2 , ISO 27001 , NIST , and CIS continue to
Why is my MSP Cyber Insurance so high?
If you're an MSP navigating the confusing, costly maze of cyber insurance, you're not alone. The landscape feels like a moving target—ever-evolving, complex, and often overwhelming. But what if there’s a smarter way—one that puts you in control, reduces premiums, and aligns your coverage with real-world risks? In this post, I’m diving deep into how MSPs can revolutionize their approach to cyber insurance—thanks to innovative partnership models li
Is This MSP Leading the Global Shift in Cybersecurity?
Ever wondered what really drives the MSP (Managed Service Provider) industry forward in a world increasingly dominated by AI and cybersecurity challenges? You're not alone. Today, I’m sharing insights from Guy Phoenix, Managing Director of Fresh Mango Technologies in the British Virgin Islands, who offers a bold, honest view of the MSP landscape—globally, technologically, and culturally. This isn’t just about tech support; it’s about trust, responsibility, and daring to lead in uncharted waters.
Aligning MSP Service Catalogs with Service Agreements
Have you ever noticed that some Managed Service Providers (MSPs) constantly find themselves entangled in disputes, watching their margins shrink, or facing increased legal risks, while others operate with clarity and confidence? The difference often comes down to one crucial factor: the harmony between a well-structured service catalog and a clearly defined service agreement . When your service catalog and agreement are perfectly aligned, they provide a foundati
The Role of Penetration Testing in MSP Cybersecurity
Managed service providers sit in a unique place in the threat landscape: we don’t just protect one organization—we often hold administrative access, remote tooling, and identity reach across dozens or hundreds of them. That reality changes the standard for “good enough” security. It also changes what due diligence should look like. Penetration testing is one of the few activities that forces us to confront an uncomfortable question with evidence: Could an attacker actually do this in our environ
MSP Profitability - Who Cares?
Are you obsessing over your MSP’s profit margins , and missing the real keys to long-term success? If so, you’re not alone. For years, the industry has fixated on EBITDA, revenue per seat, and peer benchmarks, believing that chasing numbers automatically equals growth. But what if I told you there's a bigger picture, one that can make or break your MSP’s future more than any profit metric? In this post, I’m diving into a truth that’s often overlooked: Profitability is important, but it’s not the
The Future of AI Policy in the U.S.: What MSPs Need to Know
The United States is undergoing a profound transformation in its approach to artificial intelligence, and this evolution stands to impact managed service providers (MSPs) in significant ways. If you’re working in technology, you’ve sensed the momentum building; a movement toward a unified, national AI policy. But what does this mean for your business, your clients, and the broader security landscape? Let’s explore this emerging frontier together.
The MSP-AI Paradox
Are you feeling overwhelmed by the rapid rise of AI in managed services? Wondering how to leverage this game-changing technology without drowning in chaos? You are not alone. The truth is, AI is not just a shiny new tool — it is a mirror reflecting where your MSP practice really stands. And the biggest secret? The key to unlocking AI’s full potential lies in your own mindset and process. In this post, I will reveal the MSP AI paradox
Cyber Attacks or Cyber Negligence? The Truth Every MSP Must Face and Change
Facing Facts Many people still believe that only the most skilled hackers can breach their defenses. Reality paints a different picture. Most breaches are not about an enemy’s cleverness; they are about our own failure to recognize what is right in front of us. The majority of incidents can be stopped, and that simple fact should transform the way every MSP approaches cybersecurity. If you are tired of cleaning up after the damage is done and want to change your strategy, listen closely. Corey M
Will MSPs Have a Role in the New AI Workforce?
Are you feeling overwhelmed by the relentless pace of AI transforming the workplace? You’re not alone. Headlines scream about mass job losses, machines replacing humans, and doom lurking around every corner. But what if I told you there’s a different story—one of opportunity, evolution, and crucial leadership? In this post, I’m sharing a truth I’ve seen firsthand: AI isn’t just changing jobs—it’s redefining work itself. And Managed Service Providers (MSPs) are positioned to become the architects
Why Hiring a Salesperson Won’t Unlock MSP Growth
Why Hiring Salespeople Rarely Solves MSP Growth Problems (And What Really Works) Are you tired of hearing that the secret to MSP growth is just “hire a sales rep”? Well, let me tell you something — that’s the biggest myth out there. You’ve been led to believe that slapping a salesperson into your MSP will magically unlock unlimited revenue. But guess what? The truth is way more complicated—and way more powerful. In this post, I’m going to shatter that myth, expose what actually fuels your growth
Why Your MSP Isn’t Profitable: The Hidden Cost of a Bloated Tech Stack
How MSPs Can Boost Profitability by Rethinking Tools, Services, and Automation Are you an MSP owner frustrated that despite being busy and having happy clients, the profit just isn’t adding up? Many MSPs find themselves caught in a cycle where high activity levels don’t equate to healthy margins. If that sounds familiar, this post is for you. You'll discover how to transform your MSP practice from a tool-driven chaos into a streamlined, profitable operation—focusing on clear services, strategic
MSPs and the vCISO Challenge
How MSPs Can Navigate the Evolving Role of Security Leadership Without Crossing Boundaries Managed Service Providers (MSPs) have long been the backbone of their clients' IT operations, handling everything from patching systems to strategic guidance. However, there's a growing shift: clients are increasingly expecting MSPs to step into executive-level security roles—sometimes even acting as their Chief Information Security Officer (CISO). This transition raises a critical question: How much respo
Preparing for AI Regulation
Introduction As we step into 2026, the landscape of artificial intelligence (AI) is rapidly evolving, bringing with it a wave of regulatory challenges and opportunities. AI technologies are becoming increasingly integrated into various sectors, reshaping how businesses operate and compete. This blog post explores the complexities of AI regulation and its implications for managed service providers ( MSPs ), highlighting the key insights and what it means for the industry. As AI continues to advan
You Can't Sell What You Can't Describe
In the competitive landscape of managed service providers (MSPs), having a clear and compelling message is not just beneficial—it's essential. Charles, an industry expert, shares his insights on why a well-defined message can make or break your sales strategy and how it can be the key to unlocking growth and success. The Importance of a Core Message "You can't sell what you can't describe," Charles asserts. This simple yet profound statement underscores the necessity of a strong messaging framew
Is the MSP M&A Market Cooling in 2026?
Introduction In the dynamic world of managed services, mergers and acquisitions (M&A) have become increasingly prevalent. Whether you are a seasoned executive or a newcomer to the industry, understanding the intricacies of M&A can significantly impact your business’s future. In this blog post, we will explore key insights from a recent podcast discussion featuring Charles and Adam Borst, highlighting trends, strategies, and actionable advice for MSP owners considering a transaction. Unde
Reducing Complexity: The Key to MSP Profitability
Navigating the Complexity of MSPs In the ever-evolving landscape of managed service providers (MSPs), complexity can often be a barrier to profitability . As the industry continues to grow, the need for innovation and streamlined operations becomes increasingly critical. In this post, we delve into the insights shared by industry experts on how reducing complexity can unlock new levels of efficiency and profitability for MSPs. The Challenge of Complexity MSPs are tasked with managing a myriad of
Is the MSP Business Model Obsolete?
Is the traditional Managed Service Provider (MSP) business model becoming obsolete? Charles and Dan Candee, CEO of Cork, delve into this critical topic, exploring how MSPs can adapt to remain relevant and effective. Introduction The MSP model, once defined by proactive IT management, faces new challenges in a world where technology and business needs are evolving at breakneck speed. As Dan Candee points out, the focus must shift from purely IT services to a broader business resilience approach.
Cybersecurity Awareness: Beyond the Basics
Introduction Cybersecurity is more crucial than ever and Managed Service Providers (MSPs) play a pivotal role in safeguarding sensitive information and ensuring robust security measures. Join Chris Viau and Charles from MSP Alliance as they embark on a year-long journey to enhance MSP security through comprehensive training and compliance strategies. This episode offers practical insights and actionable steps to fortify your MSP against emerging threats. Bridging the Gap Chris Viau emphasizes th
Is it too late to start an MSP practice?
Introduction Managed Service Providers (MSPs) face unique challenges and opportunities. As the industry continues to grow, many entrepreneurs and existing businesses are asking, "Is it too late to start an MSP?" This question is not only relevant but crucial for those looking to enter or expand within this dynamic field. The Evolution of MSPs The journey of MSPs began in the mid-1990s, driven by a need to move away from failing legacy business models. This shift was fueled by changing customer d
Cybersecurity's Enron Moment: Are We Prepared?
Introduction More than 20 years have passed since the Enron scandal, and industries worldwide have been on high alert, striving to avoid similar pitfalls. Today, the cybersecurity sector faces its own potential "Enron moment." This blog explores the parallels and the proactive measures needed to safeguard against such crises. The Enron Analogy Charles draws a compelling comparison between the Enron scandal and current cybersecurity challenges. He explains, "Enron's downfall was a wake-up call fo
The Ethics of MSP Agreements: Insights from an MSP Owner
Introduction Recently, I had the opportunity to sit down with Neil Holme, CEO and founder of Impact Business Technology, to dive into the ethical considerations and challenges surrounding MSP agreements . Neil's insights shed light on the balance between business needs and maintaining strong customer relationships. The Importance of Ethical Contracts Neil emphasized the significance of transparent communication in MSP contracts . "A termination clause should benefit both sides," he noted, highli
The New Perimeter: Identity Access Management
Introduction Understanding the intricacies of cybersecurity is more crucial than ever. Dor Eisner, CEO and co-founder of Guardz, shares his insights on how businesses can navigate this complex landscape and protect their digital assets. The New Perimeter: Identity Access Management " Identity is the new attack vector," says Eisner, highlighting the shift from traditional network security to identity access management. As businesses increasingly rely on cloud services, the focus has moved from se
Life on the MSP Road - Feedback from Inspire and MSP Summit
Introduction Managed Service Providers (MSPs) must stay ahead of industry trends and challenges - it is part of their professional responsibility. Recently, key insights and feedback were gathered from the MSP Alliance Inspire peer group meeting and the MSP Summit Conference, shedding light on pivotal industry developments. The State of MSPs A pressing issue has emerged: "The time has come that we can't just allow anybody to call themselves an MSP or MSSP." With 80% of MSPs operating at low prof
Competing Against Low Priced MSPs
Introduction In the competitive world of Managed Service Providers (MSPs), the pressure to lower prices can be intense. This blog explores the age-old dilemma of maintaining value without succumbing to a race to the bottom. Understanding the Challenge Prospects are often tempted by cheaper alternatives, making it crucial for MSPs to establish credibility and educate customers about the true value of quality services. Strategies for Success Establish Your Value - Highlight your credentials and th
Do We Have a Profitability Problem in the Managed Services Profession?
Introduction In the ever-evolving landscape of managed services, profitability stands as a cornerstone for success. Imagine a bustling marketplace where every vendor is vying for attention, yet only those with a sustainable profit model thrive. This is the reality for Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) today. The Role of Profitability Profitability is not just a financial metric; it's a marker of health and sustainability. Healthy profit margins ensur
Texas Bill 2610: A Game Changer for Small Business Cybersecurity
Introduction In a landmark move, Texas has enacted Bill 2610, a law that promises to revolutionize cybersecurity for small organizations. This legislation, effective September 1, 2025, establishes a legal safe harbor for businesses that implement compliant cybersecurity programs. But what does this mean for small businesses, and how will it impact their cybersecurity posture? Understanding Texas Bill 2610 Texas Bill 2610 is designed to protect organizations with fewer than 250 employees. By adhe
The Hidden Size of the Managed Services Market
MSP Market Size in 2025: What the Numbers Really Mean People ask me all the time how big the managed services market actually is. It’s a fair question. Everyone throws around numbers, but when you dig into the data, the story gets more interesting—and a lot smaller than most people expect. [embedyt] The Big Picture In 2024 , global IT services spending was roughly $1.5 trillion . That includes everything from project work and cloud services to outsourcing and managed operations. Out of that tota
Avoiding Litigation - A Guide for Managed Service Providers
Introduction In the fast-paced world of Managed Service Providers (MSPs), the risk of litigation is a constant concern. A simple oversight—like a missed security update or unclear service terms—can quickly escalate into a costly legal battle. This guide explores how MSPs can avoid such pitfalls by adhering to best practices, securing solid contracts, and maintaining comprehensive insurance coverage. Understanding the Risks Two common scenarios often lead to litigation for MSPs: Data Breaches : W
The Rise of the Cyber VAR
Introduction In the ever-evolving world of IT services, a new player is making waves: the cyber VAR. These value-added resellers are not just reshaping the landscape but are also challenging traditional managed service providers (MSPs) to rethink their strategies. Join us as we explore this fascinating shift and what it means for the future of IT. Understanding Cyber VARs Charles Weaver introduces the concept of cyber VARs, explaining, "The cyber VARs are coming. Never heard of a cyber VAR befor
Stop Reacting, Start Growing
In the world of Managed Service Providers ( MSPs ), the pursuit of excellence is not just a goal but a crucial journey that defines success. Every small step taken towards improvement contributes significantly to the overall enhancement of services, leading to happier customers and better business outcomes. Every Small Step Counts For MSPs, the path to excellence is paved with incremental improvements. Each small step, whether it’s refining a process, enhancing a service, or adopting a new techn
The Power of Benchmarking and Peer Groups for MSPs
Today, we're exploring the dual importance of benchmarking and peer groups for MSPs. These two elements serve different but equally vital purposes in the journey of any MSP, whether you're just starting out or are a seasoned player in the industry. The Role of Peer Groups Peer groups are invaluable at every stage of an MSP's journey. They provide a platform for sharing experiences, challenges, and solutions with others who are in similar situations. Whether you're a small MSP looking to scale or
Why Compliant MSPs Win Big in M&A Deals
In this episode, we delve into the critical importance of compliance in the Managed Service Provider (MSP) world, especially during mergers and acquisitions (M&A). We explore why proof of compliance is essential and how, without concrete evidence, any claims of compliance are rendered invalid. Listeners will gain insights into the necessity of a clear understanding of compliance fundamentals in M&A processes. We discuss the role of auditors who require solid evidence to validate complian
MSP Succession Planning Strategies
In this podcast episode, Charles Weaver explores the changing landscape for Managed Service Providers (MSPs). He focuses on succession planning and exit strategies. The discussion covers crucial topics for MSP owners, such as the various options for exiting the business and the types of buyers in the market. Charles Weaver emphasizes the importance of understanding buyer motivations. He advises MSP owners to consider partner dynamics and internal succession strategies carefully. He also explains
Securing Remote Access Tools for MSPs
In this episode, we explore the critical issues surrounding remote access tools and their vulnerabilities, emphasizing the importance of trust between Managed Service Providers (MSPs) and their vendors. Our discussion covers: Best Practices for Securing Remote Access : Learn effective strategies to safeguard remote access tools and protect sensitive data. Continuous Training for MSP Teams : Discover why ongoing education is vital for MSP teams to stay ahead of cybersecurity threats. Managing Acc
Unlocking the Power of Managed Controls
IIn this episode, we explore the concept of shared responsibility in managed services, known as managed controls. As MSPs take on more security and compliance functions, it's crucial to clearly define responsibility boundaries for operational, legal, regulatory, and reputational protection. We break down the shared responsibility model, real-world applications, and how MSPs can use it to build trust, reduce risk, and drive growth. The discussion emphasizes the importance of managed controls in e
How to Build a vCISO Practice for MSPs
In this episode, we delve into the journey of certification in IT services , highlighting the critical role it plays in becoming a trusted advisor to clients. We explore the various challenges faced during the certification process , from understanding complex requirements to implementing best practices. Our discussion emphasizes the value of expertise in building and maintaining strong client relationships. By sharing real-world experiences and insights, we illustrate how certification not only
MSP Optimism Remains Strong for 2025
In this episode of the MSP Zone, Jeff Nulsen of N-able dives into the latest findings from the N-able MSP Horizon's report for 2025. The discussion provides valuable insights into the current MSP optimism and sentiment within the MSP market, highlighting key strategies for growth in the coming year. Jeff shares his expertise on how MSPs can navigate and thrive despite the complexities of international market conditions. Tune in to learn about emerging opportunities and practical advice for MSPs
How to Build a Recession Resistant MSP Practice
In this podcast episode, Peter Kujawa of Service Leadership delves into the resilience of businesses during economic downturns. The conversation centers on how recessions impact revenue streams, emphasizing the critical role of managed services in sustaining cash flow. Kujawa discusses the significant decline in project revenue observed during past recessions and underscores the importance of strategic planning and adaptability for businesses to navigate these challenging periods successfully. T
Impact of Tax Legislation on Managed Services
In this engaging conversation, Charles and Mike Deskin discuss the evolution of Dresner Group , a Maryland-based managed service provider, from its inception in 2002 to its current focus on cybersecurity and security monitoring. They explore the challenges and transitions within the IT landscape, including the shift from break-fix models to managed services, and the impact of new tax proposals on the MSP community. The discussion highlights the importance of adapting to client needs and the orga
The Future of Managed Services with Evergreen
In this MSP Zone conversation, Ramsey Sahyoun, co-founder and M&A partner at Evergreen , discusses the unique positioning of Evergreen as a holding company for Managed Service Providers (MSPs). He explains the company's vision to be a long-term home for businesses and their leaders, emphasizing the importance of preserving brand identity and team structure post-acquisition. The discussion covers the challenges of attracting MSPs, the decentralized strategy versus traditional roll-ups, and th
An MSP's Perspective on the evolving landscape of Managed Services
Glenn Mathis, president and COO of Integris , a national MSP, enters the MSP Zone to discuss a variety of topics. In this episode, Charles Weaver and Glenn Mathis discuss the evolving landscape of managed service providers (MSPs) in the context of cybersecurity, vertical specialization, and the impact of AI and automation. They explore how Integris positions itself as a premium IT managed service provider focused on regulatory compliance and vertical markets. The discussion also covers the impor
State vs. Federal Cybersecurity Regulations
[embedyt] Local Impact of Cybersecurity Issues In this episode, John Burgess of Mainstream Technologies dives into the significant impact cybersecurity issues have on local services and, consequently, on the daily lives of citizens. Here are the key takeaways: Broad Impact on Daily Lives : Cybersecurity incidents affect a wide range of citizens, disrupting their everyday activities. Negative Impact on Local Services : Essential local services, such as registering deeds or obtaining marriage lice
Surviving MSP Litigation
[embedyt] 3 Legs of the MSP Risk Mitigation Stool MSPs who wish to significantly lower the likelihood of being sued and significantly increase the likelihood of surviving litigation need to implement the 3 legs of the MSP risk mitigation stool: legal agreements, certification, and insurance. Outlandish Claims and Their Impact on Premiums While you increase your odds of winning a lawsuit, it does not prevent someone making an outlandish claim against your MSP practice. Outlandish claims can have
GRC Risks for MSPs
[embedyt] Service Providers (MSPs) often face significant challenges when it comes to explaining compliance requirements to their clients. The use of governance, risk, and compliance (GRC) tools has increased in an effort to address these challenges. However, what if these GRC tools actually increases risk and complexity? That is the topic we must address and resolve. Understanding Industry-Specific Compliance Needs Different industries have distinct compliance requirements. For instance: -Healt
Modernizing Cybersecurity: The Path to Immunity
The conversation focuses on the urgent need for modernizing outdated systems to enhance cybersecurity. Charles Weaver emphasizes the significant role Managed Service Providers (MSPs) will play in this multi-year project, starting this year, to ensure systems are updated and protected against cyber threats. Takeaways There are many systems that need modernization. Modernization leads to cyber immunity benefits.[embedyt] The project will take multiple years to complete. MSPs will be critical in ad
The Bright Future of MSPs in 2025
[embedyt] As we step into 2025, the Managed Service Provider (MSP) sector is brimming with optimism. The demand for MSP services is expected to remain strong, reflecting a positive outlook for the industry. This sentiment is bolstered by the fact that most MSPs reported a successful year in 2023, despite the typical uncertainties that election years bring to businesses. Election cycles often introduce a degree of unpredictability, but the conclusion of the recent election is a welcome relief for
Will CMMC Be Relevant for MSPs in the Future?
[embedyt] Cybersecurity Maturity Model Certification (CMMC) is crucial for protecting sensitive data within the Defense Industrial Base (DIB). Managed Service Providers (MSPs) play a vital role in helping their clients achieve and maintain CMMC compliance. Here are some key takeaways for MSPs navigating the complexities of CMMC: 1. Importance of CMMC for the DIB CMMC is designed to safeguard Controlled Unclassified Information (CUI) and Federal Contract Information (FCI) within the DIB. By adher
The Origins of Managed Services
[embedyt] - The managed services profession has deep historical roots. - Mike Backers transitioned from engineering to managed services. - The dot com boom significantly influenced the MSP model. - Defining the MSP model was crucial for industry growth. - The creation of MSP standards was a collaborative effort. - Ethics and transparency are vital in the MSP industry. - Legislation posed challenges for the MSP landscape. - The Unified Certification Standard was a groundbreaking initiative. - MSP