Stop pitching services: How to solve problems, build relationships, and win clients
You don’t want a sales rep for your MSP who is laser focused on finding someone who is ready to buy today. No, you want someone who takes a different approach. A rep who guides conversations, uncovers real challenges, and...
Partner Spotlight: Shifting from reactive support to resilient security
STF Consulting is a New Jersey–based managed service provider (MSP) supporting clients in manufacturing, logistics, and professional services—industries where downtime and security gaps are not tolerated. Their mission is to deliver secure, proactive IT environments that reduce risk, meet strict...
How MSPs close the cloud migration security gap
When a client migrates to Microsoft 365 or Google Workspace, the instinct is to declare victory once emails are flowing, files are accessible, and users are productive again. The project feels complete. Except it isn’t, because security didn’t make the...
Worldwide IT services spending to increase in 2026
The market research firm Gartner is forecasting that global IT services revenue will increase 9 percent in 2026, reaching $1.87 trillion, up from $1.71 trillion in 2025. Overall, Gartner predicts worldwide IT spending will climb to $6.31 trillion in 2026—an...
Sales & Marketing
The AI opportunity in account management for MSPs
MSPs have already survived one identity crisis. The shift from break-fix to recurring services was not a gentle transition for most people. It required changing how you priced, staffed, sold, and thought about your relationship with clients. Innovators and early...
How sales assessments help MSPs avoid costly hiring mistakes
Resumes and interviews rarely tell the full story. Candidates can present themselves well, but that does not mean they can prospect, reach decision-makers, or sell value. Too often that gap shows up in MSP environments after you’ve gone through the...
Does LinkedIn still work to generate leads for MSPs? Or is it just spam?
Back in 2017, LinkedIn felt like a hidden playground for marketers. Few MSPs used it to generate leads, and even fewer did it well. I had this vision: I was going to become the person who helped MSPs get leads...
Security
Cybersecurity Threat Advisory: MOVEit authentication bypass vulnerability
A vulnerability has been identified involving a critical authentication bypass in Progress MOVEit Automation, a widely used managed file transfer and automation platform. This flaw allows unauthenticated attackers to bypass authentication mechanisms and gain unauthorized access to MOVEit Automation environments....
The compliance trap: checking boxes isn’t the same as being secure
When businesses pass a SOC 2 audit, complete a HIPAA assessment, or earn a Cyber Essentials certification, there’s often a sense of relief—the work is done. In reality, that moment is where risk often begins. “Compliance frameworks establish a baseline,”...
Cybersecurity Threat Advisory: Blue Hammer zero-day
A researcher leaked a zero‑day vulnerability dubbed “BlueHammer” to protest Microsoft’s handling of the private disclosure process. Although the published code contains implementation bugs, attackers with local access can still use it to compromise affected systems. Read this Cybersecurity Threat...
Better Business
MSPs will need to revisit pricing models in the age of AI
Managed service providers (MSPs) have, with mixed success, been trying to nudge more customers toward value-based pricing models that are designed to benefit both parties. Rather than billing by the hour or charging a flat rate, the goal is to...
Understanding ego states to build stronger buyer relationships
Back in the late 1950s, Eric Berne introduced a model that suggests each of us operates from three ego states: Parent, Adult, and Child (PAC). These ego states surface in different situations and are influenced by how others present their...
New billings for managed enterprise services increase despite challenges
Demand for managed services appears to be on the upswing once again, though signs are emerging that certain segments are coming under sustained pressure. A quarterly Information Services Group (ISG) Index tracking new bookings exceeding $5 million in value shows...
Tech Insight
Pioneers in Tech: Why you should know Ida Rhodes
The Jewish calendar has been closely tied to mathematics for centuries—but it wasn’t until 1977 that Hebrew dates could be calculated by a computer program. The breakthrough was the work of retired human “computer” Ida Rhodes, born Hadassah Itzkowitz in...
Tech Time Warp: First prosecution under the Computer Fraud and Abuse Act
Does the punishment fit the crime? Let’s dive into this week’s Tech Time Warp to find out. Insiders from the nascent cybersecurity industry debated this question after the May 4, 1990, sentencing of Robert Tappan Morris, the first individual prosecuted...
Tech Time Warp: Apple II Forever launches a tech mainstay—the Apple Event
The simply named “Apple Events” are a cultural touchpoint, instantly recognizable to even Android users. These product launches have taken on an identity of their own, a legacy worth revisiting in this Tech Time Warp. They even catapulted the black...
