S11E5: Tate Talks - With Mark Williams, Pensar IT

Tate Talks: Navigating the New Wave of Managed Services with Dan WensleyIn the final episode of 2025, Chris Tate sits down with a titan of the MSP channel, Dan Wensley, the CEO of GTIA (Global Technology Industry Association). With a career spanning nearly 30 years, Dan shares his unique perspective on the evolution of the industry—from the early days of internet adoption and value-added reselling to the birth of the modern Managed Service Provider.The conversation dives deep into the power of collaboration and community. Dan reflects on how even the fiercest competitors in the early RMM and PSA space worked together to "carry the torch" for the managed services business model. They also discuss the transition of CompTIA into GTIA, emphasizing its role as the industry’s only fully agnostic, non-profit trade association dedicated to unbiased research and peer-to-peer education.As we look toward 2026, Dan warns that the pace of change—driven largely by AI and cybersecurity—is accelerating faster than anything we’ve seen before. His primary advice for MSPs? Don’t go it alone. Stay close to your community to avoid "missing the turn," and never lose sight of the customer relationship, which remains the ultimate differentiator.Connect with Dan on LinkedIn here or check out the GTIA website here Music - https://www.purple-planet.com

In this episode of Tate Talks, I speak with Mark Williams, owner of Pensar IT, about his incredible journey in the IT industry, the evolution of his MSP, and his unique personal life lessons, including a refreshing love for cold-water sea swimming..Current Read (Business): Unreasonable Hospitality: The Remarkable Power of Giving People More Than They Expect by Will Guidara.All-Time Best Business Book: How to Win Friends and Influence People by Dale Carnegie.Connect with Mark on LinkedIn ⁠⁠⁠here⁠ or check out the Pensar website hereMusic - https://www.purple-planet.com

This episode of Tate Talks features Chris Tate in conversation with Tim Rookes, founder of TrueMSP and now part of the leadership team at Truly SMB. Tim provides a deep dive into his extensive career in the IT industry, the evolution of the Managed Service Provider (MSP) model, and his company's innovative approach to helping Small to Midsize Businesses (SMBs) adopt Artificial Intelligence (AI).Connect with Tim on LinkedIn here or check out their website hereMusic - https://www.purple-planet.com

This episode of Tate Talks features Matt Tougas, Co-founder and CEO of Mizo, an AI agent solution specifically designed for Managed Service Providers (MSPs). Matt shares his unique journey into the MSP channel, his insights on the shifting MSP business model, and how his experience led to the creation of a cutting-edge product aimed at solving scaling challenges.Connect with todays guest on LinkedIn ⁠⁠⁠here⁠ or check out their website here Music - https://www.purple-planet.com

In this episode of Tate Talks, host Chris Tate catches up with industry veteran Mit Patel, Founder of Netstar and now the driving force behind the new trust mark, Assurix. Mit shares his journey from building a successful MSP through to a strategic exit, and unveils his mission to raise the bar for security and accountability within the MSP community.Connect with todays guest on Mit Patel of Assurix on LinkedIn ⁠⁠⁠here⁠ or check out their website hereMusic - https://www.purple-planet.com

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

As we wrap up season 10, here is a quick song showcasing all the fantastic guests we have spoken to so far on Tate Talks.See you soon for season 11!!

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 episode of Tate Talks, host Chris Tate sits down with David Tulip, a true industry veteran, for a conversation that charts an unexpected and fascinating career path. From his early days programming in Cobol and Fortran to a high-powered stint as a commodity trader in the city, David shares the unique experiences that shaped his journey.Discover the inside story of the Network Group's evolution from a hardware buying collective to the influential peer community it is today, a transition David led for six years. He shares his candid thoughts on the long-promised "convergence" of IT, print, and telco, and why MSPs who struggle with sales need to be aware of these competing forces.David also discusses:His "accidental" entry into running a print program and later acquiring his own MSP, which became his path to leading the Network Group.The reasons behind his recent, headline-making move to Egnyte and his mission to energise their channel presence in EMEA.The persistent challenges facing MSPs today, including staff retention, sales, and security.His passion for community, family, and the surprising lessons life and backgammon have taught him.During the conversation, David mentions his all-time favourite book, the novella The Little Prince, as something that has resonated deeply with him.This is a must-listen for anyone in the IT channel, offering incredible insight, entertaining stories, and a powerful reminder of David's number one tip for success: "Go find your people."Connect with David on LinkedIn ⁠here⁠Check out Egnyte ⁠Music - 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