Advertise on podcast: Tate Talks - The MSP Podcast

Register for ChannelCon EMEA ⁠Here⁠ and use code TATETALKS26 for totally free entry... In this episode of Tate Talks, Chris sits down with Hollie Whittles MBE - co-founder and director of Purple Frog Data (a data analytics and AI consultancy marking its 20th anniversary this year) and Power BI Sentinel (a Power BI governance SaaS with clients across the UK and US). Hollie is also Vice Chair of GTIA's UK & Ireland Executive Council and National Policy Skills Champion at the Federation of Small Businesses, advising the UK government on tech skills, apprenticeships and T-levels — work that contributed to her MBE for services to women in business. They cover a lot of ground: the recruitment and skills gap MSPs keep running into, why the stereotypes that keep people (and especially women) out of tech careers start as early as primary school, and the shift in the UK's work experience model away from rigid two-week blocks and towards flexible placements via the Careers and Enterprise Company. On AI, Hollie is direct: deploying AI agents on top of messy, ungoverned data isn't transformation, it's a governance failure. Her advice for MSPs planning for 2027 — get the people, the skills and the data foundations right before the next platform purchase. They also get into the hybrid vs. remote work debate and its outsized impact on people starting their careers, plus a lighter detour into stadium shows with symphony orchestras, Star Trek, and the one true answer to "what's your favourite Star Wars film." Guest: Hollie Whittles MBE - LinkedIn Purple Frog Systems Power BI Sentinel Music by purple-planet.com

Register for ChannelCon EMEA Here and use code TATETALKS26 for totally free entry... Chris catches up with Nick Wolf, VP of Sales at Hook Security, for a wide-ranging conversation on security awareness training, the AI-driven evolution of phishing, and what MSPs need to know heading into 2027. Nick's career has tracked the MSP channel almost from the start — from joining Datto as a teenage intern (employee #16) and rising to become the company's #1 sales rep, to roles at Skout Cybersecurity (acquired by Barracuda Networks) and Cork (cyber warranty/insurance, founded by Datto's Austin McCord), and now leading sales at Hook Security. In this episode: Why the user — not the software — is usually the weakest link, and what that means for how MSPs should be building their security stack How Hook Security's live-action training content, micro-learnings, and "Campaign of the Month" autopilot model work for MSPs, including per-user pricing and a price-lock guarantee Why classic "spot the typos" phishing training doesn't hold up anymore now that AI is writing the phishing emails too The AI shift Nick's hearing about most from MSPs — and why he doesn't think AI replaces MSPs, but will change how clients buy from them A shoutout to fellow Series 13 guest Jimmy Hatzel of Hatz AI Nick's tip for MSP owners: don't be afraid to delegate and build out your team as you scale A detour into all 50 states, national parks, Disney World, and the best food to eat in every state you visit Connect with Nick Wolf : Website LinkedIn Music by purple-planet.com

Jimmy Hatzell is back on Tate Talks. Jimmy is the founder of Hatz AI, an AI company that helps MSPs build an AI-as-a-service business. He was in Skout Cybersecurity's early team, stayed through its acquisition by Barracuda, and has since worked with CyberQP. Last time Jimmy was on, Hatz AI was an early-stage idea. Now it's a full company. Chris and Jimmy cover: Why Jimmy is betting on MSPs to close the AI gap for small and medium-sized businesses, and why it feels like the early days of cybersecurityThe "security, spend and scope" framework, and why an AI policy of "no one's allowed to use AI" isn't a real policyHow an AI code review tool ran up a $5,000 bill in 24 hoursWhy the MSP owner, not a new hire, should start the AI practice with the first two or three clientsWhy AI is a "show, don't tell" technology, and how fast it's changing month to monthWhat's new at Hatz AI: importing customers from your PSA, AI agents that research each client, shadow AI scans, and ready-made decks and one-pagers for first conversationsHow Jimmy uses AI at home, AI in education, and why he's optimistic about AI in medicineLife in New York City and his weekend runs in Central Park with his daughter Connect with Jimmy on LinkedIn or visit Hatz AI Sponsor: enhanced.io Music by purple-planet.com

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 here Music - https://www.purple-planet.com Key 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 here Music - 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 here Music - 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 here It’s a Numbers Game podcast https://mspfinanceteam.com/blog/ IT & Motorsport YouTube channel https://www.youtube.com/@itandmotorsport Karting MSP Meetup https://www.eventbrite.co.uk/e/the-msp-finance-team-karting-meetup-2026-tickets-1982350254976?aff=oddtdtcreator BTCC 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 Wensley In 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 here Music - 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 here Music - 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. Gerber Book: The IT Business Owner's Survival Guide by Richard Tubb Book: Business Networking for Geeks by Richard Tubb Non-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