S12E6: Tate Talks - With Pete Hughes, PSA Insights

In the final episode of Season 12, I am joined by industry veteran Pete Hughes to discuss the evolving landscape of Managed Service Providers (MSPs) and the transformative power of AI. With over 20 years in the industry, Pete shares insights from his journey from an internal techie to building and growing MSPs. The Evolution of Proactivity: The shift from time-and-materials to fixed-price services has forced MSPs to move beyond simple automations (like restarting a service) toward real proactivity that prevents issues before they occur. The AI Relevance Challenge: Pete emphasizes that AI is not just a tool but a necessity for staying relevant. MSPs must adopt AI internally to drive efficiency and profitability, or risk being replaced by those who do. Consultative Selling: Rather than selling "AI tools," Pete advises MSPs to have business-first conversations—identifying process inefficiencies and then translating how AI can solve those specific challenges. PSA Insights: Pete introduces his new platform, PSA Insights, which uses AI to analyze massive amounts of ticket data in common PSAs (Halo, Autotask, ConnectWise). The tool surfaces patterns, identifies common problems costing money, and provides remediation plans. User-Driven Agents: A fascinating prediction discussed is that in the future, creating AI agents will be as common as creating a PowerPoint, with end-users driving implementation while MSPs provide the guardrails and policies. When he isn't revolutionising MSP data, Pete can be found helming (or steering, for the cool people) his yacht along the South Coast of the UK, a passion he has pursued for 40 years. Connect with today's guest on LinkedIn here or check out their website hereMusic - https://www.purple-planet.comKey Discussion Points:Downtime & Diversions

In this episode of Tate Talks, I sit down with Dor Eisner, a 25-year cybersecurity veteran and the mind behind Guardz.We dive deep into the rapidly shifting threat landscape of 2026, exploring how cybercriminals are currently leveraging AI more effectively than defenders to generate "attack as a service" tools at a massive scale. Dor shares the "epiphany moment" involving his father’s small law firm that led him to focus exclusively on empowering MSPs.The AI Arms Race: Bad guys are leveraging AI to generate cybercrime at a massive scale.Shadow AI Risks: Users often find their own AI tools and input sensitive data without corporate oversight.The Death of Fragmentation: Guardz aims to solve the problem of fragmented point solutions by providing a unified, AI-native platform.Identity is the New Perimeter: The attack vector has shifted dramatically from the endpoint to identity and the cloud.Selling on Data, Not Fear: MSPs can use external risk reports to show a prospect's actual exposure rather than relying on fear-mongering.Operational Excellence: Guardz helps MSPs generate data and reports at the click of a button to show their value to clients.Outside of the SOC, Dor finds his "mental healthcare" through kitesurfing. He draws a fascinating parallel between the balance required in the waves—managing wind, waves, and the kite—and the balance required to run a successful business.Connect with today's guest on LinkedIn ⁠⁠⁠here⁠ or check out their website hereMusic - https://www.purple-planet.com

Bringing Back the Magic with Michael Fass In this episode of Tate Talks, I sit down with Michael Fass, the Founder and CEO of Slide, a modern BCDR (Business Continuity and Disaster Recovery) solution purpose-built for the MSP community. Michael shares his "winding road" from being a lawyer by trade to becoming the "consigliere" and Chief People Officer at Datto, and eventually launching Slide to finish what he and Austin McChord started.Check out Michael Fass on Spotify: Listen to Michael's Music Here Connect with today's guest on LinkedIn here or check out the Slide website here Music - https://www.purple-planet.com

It’s been six years since Rachel Williams (formerly McGuinness) last graced the podcast to talk about sleep. Now, she’s back to tell us that if we haven't fixed our sleep by now, we probably have bigger problems—specifically, the "post-lunch slump" that Chris is still trying to fight with a cup of tea and sheer willpower.In this health-focused pivot, Rachel breaks down how to stop treating your body like a bin and start treating it like the power source of your business. From "Knowing your Numbers" to why you should probably ignore the siren call of a Boots meal deal, this episode is a wake-up call for every MSP owner who thinks "burnout" is just a setting on their coffee machine.Connect with the Zesty Lady on LinkedIn here or check out her website here.Music - https://www.purple-planet.com

In this episode of Tate Talks, I sat down with Phil McGowan, Sales Engineering Manager for EMEA at Huntress. Phil shares his journey from technical support to leading a team of 11 technical experts, providing deep insights into the evolving cybersecurity landscape for Managed Service Providers (MSPs).Connect with todays guest on LinkedIn ⁠⁠⁠here or check out their website hereMusic - https://www.purple-planet.com

In this episode of Tate Talks, sponsored by JumpCloud, Chris Tate sits down with Daniel Welling, a seasoned MSP veteran, mentor, and motorsport enthusiast. Daniel shares his journey from running a "dark MSP"—operating in isolation without the support of the community—to becoming a central figure in the UK MSP ecosystem.The conversation dives deep into the value of community, the nuances of M&A, and how Daniel has successfully blended his passion for racing with business networking.The Power of Community: Daniel reflects on his first iteration as an MSP owner and how a lack of community awareness led to missed opportunities for growth and confidence.Motorsport as a Networking Tool: Learn how Daniel uses events at iconic tracks like Brands Hatch and Silverstone to create intimate, high-value networking experiences that break the mold of traditional conferences.Defending Your Client Base: Daniel discusses why the "mundane" basics—like consistent QBRs (Quarterly Business Reviews)—are the best defense against competitors, especially as clients look for guidance on navigating the AI hype.The "Numbers Game": Why every MSP owner should pick at least one core metric to measure progress and gain a sense of achievement in the daily grind.The Tech Tribe: Local meetups and a global community for MSPs.It’s a Numbers Game Podcast: Daniel’s podcast exploring the financial landscape of MSPs.Welling Media (YouTube): Check out Daniel’s "Channel Cars" series and his insights on F1 sponsorships.CompTIA / GTI: The industry trade association mentioned regarding community events.Connect with todays guest on LinkedIn hereIt’s a Numbers Game podcast https://mspfinanceteam.com/blog/IT & Motorsport YouTube channel https://www.youtube.com/@itandmotorsportKarting MSP Meetup https://www.eventbrite.co.uk/e/the-msp-finance-team-karting-meetup-2026-tickets-1982350254976?aff=oddtdtcreatorBTCC MSP Meetup https://www.eventbrite.co.uk/e/the-msp-finance-team-btcc-brands-hatch-2026-meetup-tickets-1773108407979?MSP Finance Team https://mspfinanceteam.com/Music - https://www.purple-planet.com

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