Tate Talks - The MSP Podcast

Chris Tate welcomes MSP community pillar Richard Tubb for a candid conversation about his journey, the shocking announcement of his step-back from the industry, and the critical shifts MSPs must make to thrive in the age of AI.Richard shares his personal, life-long struggle with depression and the importance of open discussion around mental health within the male-dominated IT and MSP space.He recalls a pivotal moment speaking at a CompTIA (now GTIA) event where he openly discussed his challenges, noting a significant shift in the industry's willingness to engage with the topic since then.He highlights that the challenges faced by MSP owners are often the same, but the willingness to discuss them openly is finally improving.Richard details his evolution from working in corporate IT (Ernst & Young, NHS, GE Capital) where he learned about standardization, systems, and processes, to becoming a "one-man band" MSP.A major turning point was reading Michael E. Gerber's The E-Myth Revisited, which inspired him to build a business that didn't solely rely on him.The creation of the Tubbblog started as a way to share his MSP journey, offering "secret sauce" information which was groundbreaking at the time. After a life event (the passing of his father), he sold his MSP and focused on the blog, which grew into a media and advisory business.He also mentions his books, including The IT Business Owner's Survival Guide and his most recent, Business Networking for Geeks.Richard discusses the huge community response to his decision to step away from the active center of the MSP industry.This was not a snap decision but a pivot following life reflection, spurred partly by recognizing the immense pressure on business owners who manage teams and the acceleration of change due to AI.His decision allows him to focus on "fun stuff," advisory work with a select few, and continuing to write books. He aims to get to 20 books, like his hero, Carl Palachuk.Crucially, he has joined the board of 404 Stress Not Found, a non-profit mental health organization, to help support the community in this vital area.Richard delivers his final, strong words of advice on the future of the MSP:He stresses that the "fixing stuff" days are rapidly disappearing due to AI and self-repairing technology. The runway for MSPs who resist change has run out.The future role of the MSP will be closer to a business consultant or an advisor, focusing on connecting different systems (middleware concept) and helping clients understand how technology can help their businesses grow.This shift requires a different, more human-centric skill set: listening, taking a big picture view, and communicating clearly—skills that the most successful MSPs have been honing for years.A thought-provoking point is raised about the unsung contribution of content creators:AI models like ChatGPT absorb years of publicly available content (Richard's blogs, podcasts, books, etc.) to serve up answers without attributing the source.Richard asks, "Where is the motivation for people to continue giving their knowledge away and not being rewarded for it, if it's just the AI companies that serve it up?"Book: The E-Myth Revisited by Michael E. GerberBook: The IT Business Owner's Survival Guide by Richard TubbBook: Business Networking for Geeks by Richard TubbNon-Profit: 404 Stress Not Found (Supporting IT professionals' mental health)Richard's Blog: richardtubb.co.uk (His personal blog)Richard's Archive: tubblog.co.uk (The original Tubb Blog content archive, remaining online indefinitely)Connect with Richard on LinkedIn ⁠⁠⁠here⁠ Music - https://www.purple-planet.com

In this episode, we sit down with Antoine Jebara, Co-Founder and GM of MSP Business at JumpCloud, to talk about the evolution of IT and the modern challenges facing Managed Service Providers (MSPs) today. We dive into Antoine's journey from co-founding MYKIi to joining JumpCloud, and how the company's Open Directory Platform is changing the game for IT professionals.Antoine shares his thoughts on:The Evolving Threat Landscape: From the historical problem of password management to the increasing sophistication of phishing attacks and malware, we discuss how the stakes for security have gotten much higher, but also how the tooling and general awareness have improved significantly.The Rise of Shadow IT: Learn how companies often use far more SaaS applications than they realize, and how this "shadow IT" creates security risks, with many passwords for these services already compromised on the dark web.Adapting to a New Tech-Savvy Workforce: Antoine explains how customers are becoming more opinionated about the tech they want to use, from Macs and Google Workspace to new AI tools like ChatGPT. He offers advice on how MSPs can adapt their offerings to become the "trusted advisor" their clients need.Connect with Antoine on LinkedIn ⁠⁠hereCheck out JumpCloudMusic - https://www.purple-planet.com

In this new episode of Tate Talks, I sat down with Claire Jenks, a Business Momentum Strategist, ADHD coach, and self-proclaimed "process geek," to explore the human side of the Managed Services Provider (MSP) industry. Claire, who is currently a full-time "van lifer," shares her unique journey from a graphic designer to a trusted coach for MSPs. The conversation delves into the common challenges faced by MSP owners, including the overwhelming pressure to prioritize tasks in a rapidly evolving technological landscape marked by the rise of AI and new security threats. Claire highlights the "shiny object syndrome" prevalent in the industry and emphasizes the importance of returning to a human-centric approach in business.Claire discusses her method of building trust with her clients by being an active listener and allowing them to open up over time. She notes that many MSP owners are "accidental business owners" who benefit from having a sounding board to navigate their journey.A significant portion of the discussion focuses on the cultural norm within the MSP community where business owners are hesitant to show vulnerability, often presenting a facade of constant success. Claire attributes this to societal pressure and a fear of rejection, suggesting that a shift towards more open and honest conversations is slowly beginning.In line with her philosophy of stepping away from the traditional office environment to gain new perspectives, Jenks introduces her "Reboot and Roam" initiative. This program is designed to help business owners focus on their strategy in a natural setting, combining business focus with activities like hiking and whitewater rafting.During the episode, Jenks recommends several resources for personal and professional development:Podcast: The High Performance Podcast by Jake Humphrey and Damian Hughes.Book: Struggle by Grace Marshall, which explores reframing challenges.Book: Kind by Graham Allcott, focusing on the power of kindness in the workplace.Jenks’s key piece of advice for MSPs is to "prioritize and document" while also focusing on self-awareness and leading with kindness.Connect with Claire on LinkedIn hereCheck out Jenks Creative here Music - https://www.purple-planet.com

Join Chris Tate in this fascinating episode of Tate Talks as he welcomes Len DiCostanzo, a true industry pioneer who's been at the forefront of the MSP space for over four decades. Len, known for his instrumental roles at Kaseya and Autotask, shares his unique perspective on how the IT services landscape has transformed from its nascent stages to today's complex ecosystem.In this conversation, Len delves into:The Dawn of MSPs: Travel back to the late 90s and early 2000s as Len recounts the very beginnings of managed services, the limitations of early tools, and the quest for a "single pane of glass."The Rise of PSA & RMM: Hear firsthand how Professional Services Automation (PSA) and Remote Monitoring and Management (RMM) tools revolutionized the industry, and Autotask's journey from a startup to a global powerhouse.The Challenge of Shadow SaaS: Len introduces the concept of "Shadow SaaS" and explains why managing clients' SaaS ecosystems is the next critical frontier for MSPs, offering a massive opportunity to regain control and enhance security.Building a Channel: Gain insights from Len's extensive experience helping vendors build effective "go-to-market" strategies with MSPs, and why collaboration remains a cornerstone of the industry.Future-Proofing Your MSP: Len shares his top advice for MSPs looking to push forward in 2025 and beyond, highlighting key areas like SaaS management, cybersecurity platforms, and the burgeoning impact of AI.Beyond the Grind: Discover what Len does to relax when he's not busy shaping the tech world, from pickleball and skiing to spending quality time with his son on the golf course.This episode is a must-listen for anyone in the MSP community—from veterans who remember the early days to newcomers looking to understand the foundational shifts and future direction of the industry. Len's insights are a testament to how far we've come and where the opportunities lie.MSP ToolkitAffireMusic - https://www.purple-planet.com

In this energised and insightful episode, Chris Tate sits down with Scott Riley, founder of Cloud Nexus and co-creator of the fast-growing SaaS tool Inside Agent. From their shared beginnings at GCI to Scott’s leap into consultancy, and now SaaS, this episode is packed with stories, wisdom, and valuable advice for anyone in the MSP space.Scott shares how Cloud Nexus grew from a consultancy focused on Microsoft 365 and Azure into a trusted delivery partner for MSPs—and how years of helping MSPs led to the creation of Inside Agent, a multi-tenant 365 security platform purpose-built for MSPs.They also talk about data centre fires, Red Nose Day panic rooms, poker-based video games, power-washing Wallace & Gromit’s house (yes, really), and the importance of video content, white space analysis, and peer groups for MSP growth. Topics covered:Why Scott pivoted from MSP-style consultancy to SaaSHow Inside Agent was built and validated in less than a yearVideo marketing and building trust at scaleHandling burnout, scaling small teams, and apprentice success storiesTips for white space analysis and sustainable business growthStories from Comic Relief tech chaos and GCI acquisitions Books and Podcasts Mentioned:The E-Myth Revisited by Michael E. GerberThe Go-Giver by Bob Burg$100M Offers and $100M Leads by Alex HormoziPaul Green’s MSP Marketing Podcast (implied through Paul Green reference)Bearded 365 Guy – YouTube reviews by Jonathan EdwardsAbout ScottConnect with Scott on LinkedIn ⁠⁠here⁠⁠ ⁠⁠and check out Cloud Nexus and Inside AgentMusic - https://www.purple-planet.com

Marketing is one of the biggest challenges MSPs face—but what if you had a system that made it simple and effective? In this episode, I sit down with Paul Green, the go-to MSP marketing expert, author of MSP Marketing: Start Here, and host of Paul Green’s MSP Marketing Podcast.Paul shares his step-by-step approach to marketing, covering:✅ How to build an audience of the right prospects✅ Why growing relationships is key to long-term success✅ The simple but effective system that can help MSPs win new clients consistentlyWhether you’re struggling with lead generation, stuck in a marketing rut, or just want to refine your approach, this episode is packed with actionable takeaways.📖 Grab Paul’s book here - https://amzn.to/3XKOQmnAbout PaulConnect with Paul on LinkedIn ⁠here⁠ ⁠⁠and check out the MSP Marketing Edge website ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Music - https://www.purple-planet.com

Episode 50: When the Tables TurnIn this milestone episode of Tate Talks, host Chris Tate reconnects with his very first guest—Scott Tyson of Sophos—but with a twist: Scott takes the reins as host and flips the script! Together, they journey back through the early days of the MSP world, reminiscing about the pioneering era of mini-computers, early automation tools, and the move from on-premise to cloud-based services.This candid conversation blends humor, industry insights, and personal reflections as Chris and Scott discuss how managed services evolved from a unique differentiator to industry “table stakes.” They dive into the importance of vendor partnerships, the challenges of global recruitment in today’s remote work landscape, and the enduring value of community within the tech space. Whether you’re a long-time MSP veteran or just starting out, this episode offers fresh perspectives, practical advice, and a heartfelt tribute to the journey of growth and change in the tech world.Enjoy the conversation!About ScottConnect with Scott on LinkedIn ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠and check out the Sophos website ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Music - https://www.purple-planet.com