The MSP Zone

In this episode of MSP Zone, Charles Weaver sits down with Dor Eisner, CEO and co-founder of Guardz, to explore the evolving landscape of cybersecurity. They delve into the critical role of identity access management as the new frontier for cyber threats, the challenges faced by MSPs in adapting to these changes, and the transformative potential of AI in managed services. Discover how small and medium-sized businesses can navigate these complexities and why embracing innovative security solutions is essential for future success.

Join Charles Weaver as he delves into the evolving landscape of Managed Service Providers (MSPs). In this episode, Charles discusses the pressing need for MSPs to mature and adapt, highlighting the challenges of low profit margins and the importance of certification. He shares insights from recent industry events, exploring themes like artificial intelligence, compliance, and succession planning. Tune in to discover how MSPs can bridge the gap to scalability and profitability, and why the time has come for a new era in managed services.

In this episode, Charles Weaver delves into the age-old dilemma of competing against Managed Service Providers (MSPs) that drive down pricing. He explores the challenges of negotiating with prospects who are tempted by cheaper alternatives and offers practical advice on how to maintain your value without succumbing to a race to the bottom. Charles shares insights on establishing credibility, educating customers, and the importance of standing firm on pricing to ensure long-term success. Tune in to learn how to position your MSP practice for optimal success in a competitive market.

In this insightful episode, Charles Weaver explores why profitability is crucial for Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs). Delve into the financial metrics that define success in the industry and learn how maintaining healthy profit margins ensures sustainability and growth. Charles discusses the challenges faced by service providers and offers strategies to enhance profitability, emphasizing the role of efficient service delivery and strategic planning. Join us to understand how profitability impacts the long-term viability and effectiveness of MSP and MSSP practices.

In this episode, we delve into the critical topics of managed services immunity and safe harbor laws for Managed Service Providers (MSPs). Discover how these legal frameworks protect MSPs from certain liabilities, ensuring a safer operational environment. Join us as we explore real-world examples and expert insights, shedding light on how these laws impact the industry and what MSPs need to know to stay compliant and secure.

This conversation delves into the size and growth of the managed services market, highlighting the disparity between the number of service providers and the actual maturity and capability of these providers. Charles Weaver discusses the financial metrics of the managed services industry, the challenges in defining what constitutes an MSP, and the implications of these factors on the future of the market. He emphasizes the need for more transparency and certification among MSPs to meet the growing demand for managed services, particularly in light of emerging technologies like AI and increasing cybersecurity threats.

In this episode, we delve into the critical strategies Managed Service Providers (MSPs) can employ to avoid litigation. Charles Weaver shares insights on the common pitfalls that lead to legal disputes and offers practical advice on implementing best practices, securing robust contracts, and maintaining comprehensive insurance. Discover how to safeguard your MSP business by understanding the three pillars of risk mitigation and learn from real-world scenarios to enhance your operational resilience. Tune in to ensure your MSP is prepared to navigate the complexities of today's legal landscape.

Join Charles Weaver as he delves into the emerging world of cyber VARs and their transformative impact on managed services. Discover how these value-added resellers are reshaping the IT landscape, challenging traditional models, and offering new opportunities for MSPs. Whether you're an industry veteran or new to the field, this episode provides valuable insights into the evolving dynamics of cybersecurity and IT services. Tune in to explore the future of managed services and the role of cyber VARs in driving change.

This episode focuses on the importance of shifting away from reactive IT and growing proactive IT services. Charles Weaver emphasizes that striving for perfection in managed services not only enhances profitability but also leads to greater customer satisfaction and team happiness. He contrasts the MSP model with break-fix companies, highlighting the benefits of a proactive approach in service delivery.

In this podcast, Charles Weaver and Kyle Murphy discuss the critical differences between MSP benchmarking and peer groups, emphasizing their unique roles in the growth and success of managed service providers. They explore the importance of peer groups for MSPs at all stages, the value of benchmarking beyond financial metrics, and the benefits of learning from both larger and smaller MSPs. The conversation also highlights the significance of diversifying peer group memberships and setting actionable goals for continuous improvement.

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 compliance efforts and emphasize the importance of maintaining proper documentation to support these claims. We also highlight the crucial distinction between merely assimilating information and actually proving compliance. Evidence must be readily available for audits, as compliance is not just about following processes but also about achieving demonstrable outcomes. Understanding these fundamentals can significantly aid in successful M&A, and effective compliance practices can greatly enhance a company's credibility. Tune in to learn how to navigate these complexities and ensure your compliance efforts are both robust and verifiable.

In this insightful podcast episode, Charles Weaver delves into the evolving landscape for Managed Service Providers (MSPs) with a focus on succession planning and exit strategies. The conversation covers a range of topics crucial for MSP owners, including the diverse options available for exiting the business and the various types of buyers in the market.Charles Weaver highlights the importance of understanding buyer motivations and the need for MSP owners to carefully consider partner dynamics and internal succession strategies. He also discusses the valuation process, providing valuable insights into how MSPs can determine the worth of their business.The episode concludes with practical advice on controlling the sale process and making informed decisions, ensuring that MSP owners are well-prepared for a successful transition. This conversation is a must-listen for anyone involved in the MSP industry, offering expert guidance on navigating the complexities of succession planning and exit strategies.

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 Access Privileges: Understand the significance of controlling access privileges to minimize security risks. • Vendor Risk Management: Dive into the importance of thorough vendor assessments to ensure security compliance and build trust. • Responding to Security Incidents: Gain insights into avoiding overreactions to security incidents and maintaining a balanced approach. • Resources for Enhancing Cybersecurity Practices: Find out about valuable resources that MSPs can use to bolster their cybersecurity measures.Join us as we address these essential topics and provide actionable advice to help MSPs navigate the complex landscape of remote access security.

In this episode, we explore the critical concept of shared responsibility in managed services, what we refer to as managed controls. As MSPs take on more security and compliance functions for clients, understanding and clearly defining the boundaries of responsibility becomes essential—not just for operational clarity, but for legal, regulatory, and reputational protection. We’ll break down the shared responsibility model, real-world applications, and how MSPs can use it to build trust, reduce risk, and drive growth.This conversation delves into the concept of managed controls within the managed services provider (MSP) landscape, emphasizing their importance in ensuring compliance and building trust with clients. The discussion highlights the misconceptions surrounding compliance responsibilities, the significance of vendor relationships, and the opportunities that arise from mastering managed controls. The speakers stress the need for MSPs to understand their role in compliance, the importance of transparency, and the potential for operational efficiencies through effective management of controls.

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 enhances technical skills but also fosters trust and credibility with clients.Additionally, we explore the benefits of **adding a Virtual Chief Information Security Officer (vCISO) practice** to your service offerings. A vCISO provides strategic guidance on cybersecurity, helping organizations navigate complex security landscapes and comply with regulatory requirements. This practice can significantly enhance your value proposition, positioning you as a comprehensive security partner.Tune in to learn how navigating the certification landscape and integrating a vCISO practice can transform your approach to client service and elevate your professional standing in the IT industry.

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 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 aiming to succeed in 2025.

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. This episode is a must-listen for anyone interested in understanding the dynamics of business resilience and the value of managed services in economic uncertainty.

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 organic growth of the business into new states, driven by demand from existing clients. In this conversation, Mike Deskin discusses the evolution and challenges of Managed Service Providers (MSPs), emphasizing the importance of trust in partnerships, the necessity of internal processes for growth, and the role of automation and AI in enhancing operational efficiency. He shares insights on market sentiment and the future outlook for MSPs, highlighting the need for a balance between technology and human expertise.

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 the operational synergies that Evergreen fosters among its portfolio companies. Ramsey also highlights the generational transition within the MSP industry and the impact of financial de-risking on leadership styles.

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 importance of mergers and acquisitions, customer engagement strategies, and the optimistic outlook for the MSP market in the coming year.