S10E5: Tate Talks - With David Tulip, Egnyte

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

Join Chris Tate in this new episode of Tate Talks Season 10 as he chats with the ever-candid Andy O'Neil, a true veteran of the Managed Service Provider (MSP) industry. Andy, currently heading managed services for a global MSP based out of Johannesburg, South Africa, shares his unique career trajectory – from starting as a tech in an MSP, crossing over to work for a major vendor (Autotask, and later Datto/Kaseya), and now returning to the MSP side.Discover how Autotask evolved during Andy's tenure, the critical importance of proper software onboarding (and why MSPs often skip it!), and the challenges of vendor fatigue in today's crowded tech landscape. Andy and Chris also dive into the future of MSPs, stressing the need for a strategic approach to client relationships, moving beyond just "keeping the printers going" to becoming true technology strategists. They even tackle the elephant in the room – AI, discussing its potential for MSPs and the crucial need for a robust AI governance strategy.Beyond the tech talk, get a glimpse into Andy's life outside of work, including his passion for golf, his international athlete wife, and the importance of work-life balance. Finally, Andy offers invaluable advice to MSPs on their biggest challenge: people. He emphasizes that at its core, the MSP business is a people business, highlighting the vital role of hiring, retaining, nurturing, and truly listening to your team.Tune in for a lively conversation packed with wisdom, candid observations, and a few laughs (and maybe some self-imposed fines for industry buzzwords!).Numata WebsiteMusic - 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

Join Chris Tate in this insightful episode of Tate Talks as he sits down with the remarkable Tracy Pound, a true pioneer in the tech industry. With an impressive 40-year career spanning from the dawn of PC computing in 1984 to today's AI-driven landscape, Tracy shares her unique journey, from programming on 4.77 MHz processors to founding her successful consulting business, Maximity Limited.This episode delves into:Early Tech Days: Hear what it was like to be a woman in tech when the industry was brand new, and how early experiences with limited hardware shaped a fundamental understanding of computing.The Evolution of MSPs: Tracy and Chris discuss the shift from "full service" VARs of the past to the specialised MSPs of today, and what the future holds for managed service providers.The Impact of AI on the Workforce: A thought-provoking discussion on how AI might reshape entry-level jobs and the challenges of developing higher-level talent without traditional foundational roles.Building a Business: Tracy recounts the early days of starting Maximity, the steep learning curve of sales, and the transition from a lifestyle business to a thriving enterprise.The GTIA Journey: Discover Tracy's incredible rise within the CompTIA community, culminating in her pivotal role in the formation and leadership of the new global trade association, GTIA. Learn about the importance of community, collaboration, and why GTIA is set to empower the tech industry for years to come.Beyond the Office: Get a glimpse into Tracy's life outside of tech, from her passion for reading and wild swimming to her love for fast cars!Learn more about Tracy on LinkedIn hereMaximity WebsiteGTIA WebsiteMusic - 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

How do you build a cybersecurity offering that actually works—and gets clients to pay for it?On this episode of Tate Talks, I sit down with Kristian Wright, a Channel veteran with a fascinating journey from graphic design to running MSPs and now leading Enhanced IO, a cybersecurity company for MSPs.We discuss:✅ Why layering security is essential (and how to package it for clients)✅ How MSPs can navigate the increasingly complex vendor landscape✅ What to do when clients refuse to invest in security (and how to protect yourself)✅ Kristian’s career journey—including his unexpected link to royalty!If you’re an MSP looking to improve your cybersecurity strategy, pricing, and sales approach, this episode is a must-listen.Connect with Kristian on LinkedIn ⁠⁠here⁠⁠ ⁠⁠and check out the Enhanced IO website ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Music - 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

In this episode of Tate Talks, I sit down with Taylor Tabusa, co-founder of Palisade, a DMARC automation platform designed specifically for MSPs. We explore Taylor’s unique journey from winemaking in Napa to launching an email security company and discuss why email authentication is now a must-have for MSPs. We also cover the broader challenges MSPs face today, from growth strategies to tool fatigue, and how vendors can better support the industry. Spam Resource Blog by Al Iverson – https://www.spamresource.comAbout TaylorConnect with Taylor on LinkedIn here ⁠⁠and check out the Palisade website ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Music - https://www.purple-planet.com