MSP Chat

Episode 145: Anxiety to Advantage

Erick and Rich discuss 8bot, Pax8's MSP-ready answer to persistent agents like Meta Muse, as well as strategies MSPs can use to ensure they're running not just a busy business but a profitable one. Then they're joined by Sunny Kaila, CEO of IT By Design, for a tour from the front lines of AI adoption within MSPs and AI service offerings from MSPs. And finally, one last thing: A library break-in by a bookish (and hungry) California bear. Discussed in this episode: Bonus Post: Move Over, Meta. Pax8’s Got a Muse for MSPs. IT By Design Helps MSPs Eat the AI Elephant IT By Design AI Accelerators Sunny Kaila's LinkedIn post on summiting Everest AI By Design podcast Some guests on this podcast are clients of Channel Mastered. Compensation plays no part in their appearance or the content of the discussion unless the episode they appear on is a “bonus episode” explicitly labeled as sponsored.

Episode 144: Home Town Hero

Episode 143: Tech Trifecta

Coming to you live from TD SYNNEX's 2026 Inspire conference in Greenville, S.C., Erick and Rich discuss the distributor's both new and old identity as an outcome orchestrator, along with why your Q4 conversations with customers should focus on transitioning from technical services to strategic engagement in 2027. Then they're joined by Augie Staab, TD SYNNEX's Director of MSP Sales, and Meredith Payne, the company's VP of Digital Growth and Customer Success, for a look at why TD SYNNEX recently created both those roles and what they mean for its partners. And finally, one last thing: The most disgusting piece of sports memorabilia ever. Discussed in this episode: TD SYNNEX MSP Sales Enablement page TD SYNNEX PartnerFirst Nebraska Selling Used Urinal Troughs from Memorial Stadium, Here's How Much Fans Are Paying Some guests on this podcast are clients of Channel Mastered. Compensation plays no part in their appearance or the content of the discussion unless the episode they appear on is a “bonus episode” explicitly labeled as sponsored.

Bonus Episode: Dark Side, Light Side

In this special bonus episode of MSP Chat, sponsored by Kaseya, Erick and Rich discuss the large ongoing risk posed by deepfakes and other sophisticated AI threats, as well as what MSPs need to do about them, plus how MSPs can and should help their clients protect clients from social engineering threats with more than just passwords. Then they’re joined by Kaseya’s Matt Sywulak for a deep dive into the email security threat landscape and the latest tools for mitigating those threats. And finally, one last thing: The world’s first inconvenience store. Discussed in this episode: Gartner Survey Finds 41% of CISOs Reported At Least One Social Engineering Incident Involving a Deepfake in the Past 12 Months Coalition 2026 Cyber Claims Report Gartner Forecasts the Market for Securing AI Will Reach $4.8 Billion in 2027 Seattle’s ‘Inconvenience Store’ features pre-tangled USB cords Some guests on this podcast are clients of Channel Mastered. Compensation plays no part in their appearance or the content of the discussion unless the episode they appear on is a “bonus episode” explicitly labeled as sponsored.

Episode 142: People, People, People

Coming to you live from the MSP Summit in Orlando, Erick and Rich discuss why Shield Technology Partners views cutting edge AI as a means to empower people rather than replace them and what MSPs can learn from that strategy, as well as why MSPs must make themselves “customer zero” for AI services before offering anything to clients. Then they’re joined by Omdia analyst Jay McBain for an expert tour through market conditions and AI opportunities for MSPs today, and the power of community in the channel. And finally, one last thing: Batman takes down an evildoer in real life. Discussed in this episode: Shield’s Secret Weapon Isn’t AI. It’s People. Jay McBain linked in post on channel profits Jay McBain linked in post on partner-led AI opportunity Jay McBain linked in post on vendor incentive models Jay McBain linked in post on GTIA buying ASCII Group Pow! Man in Batman costume chases down suspected Norwich handbag thief Some guests on this podcast are clients of Channel Mastered. Compensation plays no part in their appearance or the content of the discussion unless the episode they appear on is a “bonus episode” explicitly labeled as sponsored.

Episode 141: Sales Profanity

Erick and Rich explain why MSPs and their clients are far less insured against AI-related damages than they think they are, as well as why “what should I charge?” is the wrong first question MSPs should ask about a new service. Then they’re joined by Jeff Gaines of AI-forward MSP Treeline for a front-line view of AI in managed services today. And finally, one last thing: proof that “who’s a good boy?” is sometimes not a rhetorical question about your dog. Discussed in this episode: Treeline is Different Treeline’s Buying Worst guard dog in the world exposed by Ring camera in San Diego — and the breed won’t surprise you Some guests on this podcast are clients of Channel Mastered. Compensation plays no part in their appearance or the content of the discussion unless the episode they appear on is a “bonus episode” explicitly labeled as sponsored.

Episode 140: Working Out

Erick and Rich discuss Flamingo's hybrid flat-rate/token-based pricing scheme for managed services software and whether or not it’s how all MSP vendors will eventually bill, as well as three strategies for augmenting profits and stickiness with your best clients by going deep with them on business outcomes. Then they’re joined by James Mignacca and Larry Meador, two cyber software vendors who now also help run an initiative named MSP Well aimed at getting stressed-out IT entrepreneurs the mental health support they need. And finally, one last thing: Sometimes that awesome Airbnb listing really is too good to be true. Discussed in this episode: Somebody Had to Test Token Pricing for MSPs. Flamingo Volunteered. MSP Well Offers a Helping Hand Out of the IT Pressure Cooker MSP Well home page 988 Lifeline home page Fake 10 Downing Street listing on Booking.com highlights security failures Some guests on this podcast are clients of Channel Mastered. Compensation plays no part in their appearance or the content of the discussion unless the episode they appear on is a “bonus episode” explicitly labeled as sponsored.

Episode 139: Smokejumping

Erick and Rich discuss how a new tool from Clairify illustrates why context quality beats context quantity when it comes to AI tools for MSPs and their clients, as well as three tips for making sure your services prices don’t exceed their fresh-by date. Then they’re joined by MSP and ransomware recovery specialist Oli Thordarson for a front-line view of today’s ransomware threatscape. And finally, one last thing: a new smart device that measures something … unflattering that your Oura ring isn’t tracking for you. Discussed in this episode: Clairify Builds a Chief of Staff for the Rest of Us How often do you fart? This smart flatulence underwear can tell you that and more Some guests on this podcast are clients of Channel Mastered. Compensation plays no part in their appearance or the content of the discussion unless the episode they appear on is a “bonus episode” explicitly labeled as sponsored.

Episode 138: Kill the Meeting!

Erick and Rich discuss CORE, a new offering from Integris that combines traditional monitoring and management with AI services, as well as four ways MSPs can waste less time on meetings. Then they’re joined by Mark Scott and Joel Abramson of Top Down Ventures for a venture capital perspective on investing and M&A in managed services today. And finally, one last thing: Even ChatGPT loves Snickers bars. Discussed in this episode: Managed BPO Is the New Managed Services Top Down Outliers Blog - May 2026 Top Down Outliers Blog - June 2026 Top Down Outliers Blog - August 2026 The Top Down Outliers podcast Snickers Hungr.AI Some guests on this podcast are clients of Channel Mastered. Compensation plays no part in their appearance or the content of the discussion unless the episode they appear on is a “bonus episode” explicitly labeled as sponsored.

Episode 137: Digital Twins Gone Rogue

Erick and Rich discuss the MSP opportunity in “digital workers” and the potential drawbacks worth considering before diving in, as well as techniques for making your business faster and more effective by granting decision making authority at every level. Then they’re joined by Ryan Walsh of Pax8 for an in-depth exploration of that company’s recently published white paper on The Agentic Workforce Economy. And finally, one last thing: how an Italian scamster created the eight—and worst—wonder of the world. Discussed in this episode: Pax8 Report: AI Breaking Historic Link Between Revenue Growth and Headcount for SMBs Pax8 Research Finds Small Businesses All-in on AI with 2 in 3 Projecting Stronger Competitive Composure Are Digital Workers the AI Strategy MSPs Have Been Looking For? ‘A sucker born every minute’: The man who duped tourists with a fake Greek amphitheater Some guests on this podcast are clients of Channel Mastered. Compensation plays no part in their appearance or the content of the discussion unless the episode they appear on is a “bonus episode” explicitly labeled as sponsored.