PODCAST · business
SMB Community Podcast: Business Advice for Small MSP Owners
by Dave Sobel, Amy Babinchak, Small Biz Thoughts, James Kernan
Running a small MSP means being the CEO, the sales team, the HR department, and the escalation tech — usually in the same afternoon. The SMB Community Podcast is where MSP owners get straight answers on the business side of running an MSP.Every week, Amy Babinchak, and James Kernan — MSP owners and advisors from the Small Biz Thoughts community — take on the questions small MSP owners actually ask: How should I price? When do I hire? Should I give a proposal at the first meeting? What is my MSP worth? No vendor pitches and no theory — practical advice from people who have run, grown, and sold IT businesses.What this MSP podcast covers:• MSP sales and client growth — the MSP sales process, proposals, price objections, referrals, local marketing, and choosing a CRM• MSP pricing and agreements — MSP pricing models, single plan vs. tiers, price increases, managed service contracts, margins, and cash flow• Leading an MSP team — MSP hiring, tech compensation and commissions, accountabil
Episodes
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Should Your MSP Take the Fall If AI Leads to Malware? | MSP agreements
A significant development highlighted is the recent compromise involving ConnectWise Backup, which originated from ConnectWise’s acquisition of SkyKick. The breach stemmed from the compromise of OAuth app credentials within Microsoft 365 tenants, enabling attackers to access and elevate...
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Should MSP Owners Sell Their MSP Themselves or Use a Pro?
The discussion centers on the tradeoffs and risks associated with self-managing the sale of a Managed Service Provider (MSP) business, highlighting a real case in which the absence of professional M&A, legal, and tax advisory led to contract errors, unfavorable terms, and substantial financial...
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MSP Culture: Can You Require Employees to Use Copilot?
The episode addresses the push for mandatory adoption of artificial intelligence (AI) tools among employees in MSP and IT service environments, citing cases where use of products like Microsoft Copilot is being enforced under threat of termination. Contributors emphasize that while AI proficiency...
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MSP Processes: How AI Is Changing Patch Management
The episode scrutinized the operational impact of accelerated patch velocity, largely attributed to AI-driven vulnerability discovery. Microsoft’s patch release cadence has intensified, as evidenced by the increase from 200 patches in June to 900 patches in September. Despite this uptick…
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AI Services: Practical Ways for MSPs to Monetize AI
Public speaking for technical professionals and the development of practical business process automation using AI were identified as areas with tangible operational impacts for MSPs. Structured preparatory practices, such as rehearsals and simulated audiences, were described as beneficial for...
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AI Has Changed MSP Lead Generation Forever: Now What?
Microsoft's Copilot platform has recorded a 33% growth, growing its user base from 20 million to 30 million seats in a three-month period, according to reported company data. Increased adoption is attributed in part to Microsoft's strategy of bundling Copilot licenses with existing products....
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Top 10 Moves to Make Before You Sell Your MSP
The episode centers on operational best practices and core risk factors for MSPs preparing to sell their businesses. The discussion highlights that a business must be able to function independently of its owner, with Amy emphasizing that the most important prerequisite for sale is organizational...
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Lead Generation: How Local MSPs Can Outshine Big Nationals
A primary development addressed is the increasing scrutiny and demands from cyber insurance providers on MSPs and their clients. Amy highlighted a case where an insurer canceled a client policy after the MSP could not produce comprehensive reports and logs verifying device management for all...
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MSP CRM: What Is the Best CRM for Small MSPs?
Merger and acquisition activity within the MSP sector has accelerated, with data cited indicating a 73% year-over-year increase in transactions for 2026 compared to 2025. Jay McBain’s reported statistics also highlight strong international momentum, particularly in EMEA, and a marked 800% rise in...
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MSP Culture: Building a People-Led Learning Organization
Halo PSA has launched a customizable artificial intelligence capability and announced a price reduction for its product, separating its approach from other PSA vendors. According to Amy Babinchak, Halo’s model allows users to build their own AI agents for a range of business processes, including...
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AI Governance: Who Should Set AI Standards for MSPs?
The episode’s primary focus centers on the introduction of China-based Alibaba's new artificial intelligence (AI) model, which is positioned to rival existing US-developed models. This development has triggered concerns within the US federal government regarding the potential superiority of these...
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Is Private Equity a Threat or Opportunity for Small MSPs?
Private equity (PE) acquisition trends in the Managed Service Provider (MSP) sector are targeting smaller firms at increasing rates, with offers now being extended to MSPs in the $1–3 million revenue range. PE activity, once limited to companies exceeding $5 million in annual revenue, is now...
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MSP Sales Process: How to Run a Pre-Sales Assessment
A key focus of the episode is on practical approaches to conducting pre-sales assessments for prospective managed service clients, particularly those with existing MSP relationships and under 100 employees. Hosts discussed that frontline assessment methods often prioritize observational...
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Is It Worth It for Your MSP to Become a Microsoft Partner?
A significant development discussed in the SMB Community Podcast episode highlights the evolving Microsoft Partner Program. Microsoft has updated its partner program at the start of its fiscal year, introducing new opportunities and incentives. Notable changes include the loosening of Agent365...
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When Business Slows Down: Lead Generation for Small MSPs
The episode addressed the heightened challenges MSPs and IT service providers face in client acquisition, with specific reference to a recent Kaseya report indicating that twice as many MSPs describe obtaining new clients as more difficult compared to the previous year. This shift is attributed…
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MSP Contracts: What Missing Agreements Cost You at Sale
The episode prioritizes the operational and exit-planning risks associated with MSPs lacking formal contracts. According to Amy , approximately half of MSP business owners operate without managed service agreements (MSAs), a decision that frequently results in reduced business valuation during…
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Should You Give an MSP Proposal at the First Meeting?
The conversation focused on the practice of providing managed service pricing to customers during an initial meeting. One concept discussed was that MSPs are encountering prospects who increasingly expect immediate, transparent pricing, with many decision-makers opting to make choices after a...
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When Employees Want More Money: Tech Compensation for MSP Owners
The episode’s principal focus is on managing employee compensation requests within MSP operations, specifically addressing scenarios in which employees request significant raises. The discussion highlights the need for MSP leaders to weigh current market rates and organizational financial...
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Should Your MSP Offer a Single Plan or Multiple Options?
A significant regulatory development affecting MSPs was discussed: the US Government ordered the suspension of access to the Fable 5 and Mythos 5 AI models by any foreign national, including those inside and outside the United States, citing national security authorities. As reported in the...
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Is EOS the Right Fit for Small MSPs?
A central discussion in the podcast focused on the applicability of the Entrepreneurial Operating System (EOS) for small Managed Service Providers (MSPs). Divergent perspectives were presented regarding whether the EOS framework is suitable for MSPs with very few staff. The conversation…
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Adapting Your MSP Stack for AI Management and Security
Discussion centered on the evolving role of Artificial Intelligence (AI) in the MSP technology stack, emphasizing the necessity for MSPs to deploy tools that can comprehensively manage AI, particularly concerning security and shadow IT. Multiple participants highlighted the lack of current...
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How AI Disrupts the Per-Seat Model for MSPs
A central development addressed is the projected effect of AI on the per-seat pricing model that underpins many MSP service offerings. According to the discussion, AI could reduce white-collar jobs by 30-50%, leading to fewer user seats for MSPs to support and bill for. This scenario presents...
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AI Governance: How MSPs Can Regain Control of Shadow IT
The most consequential development discussed is the rapid proliferation of Shadow IT in client environments, with emphasis on the unchecked adoption of cloud SaaS applications and artificial intelligence (AI) tools by end users. Speakers noted that this has led to a substantial loss of MSP…
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MSP Agreements: Who Pays When Clients Vibe Code With AI?
Recent reports highlight that Google Chrome and Anthropic’s desktop applications have introduced covert, non-optional downloads onto user devices without explicit notification or opt-out mechanisms. According to referenced analysis, Chrome has been silently installing its Gemini Nano AI model…
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MSP Culture: Low-Cost Ways to Recognize Great Employees
Employee recognition structures and their risk-reduction implications received primary focus in this discussion. Both Amy Babinchak and James Kernan outlined verification-based strategies, such as leveraging Microsoft Teams' Praise app and Bonusly, a peer-to-peer micro-bonus platform, as...
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Tech Compensation: Should Your MSP Pay Techs Commissions?
Compensation models for technical staff in MSPs require careful alignment with business objectives and operational capacity. Both James Kernan and Amy Babinchak emphasized that financial incentives such as commissions or bonuses can be appropriate when technicians are directly responsible for...
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MSP Pricing: How to Respond When Clients Push Back on Price
A central theme of the episode is the challenge of communicating and defending pricing for managed services. Amy Babinchak and James Kernan described frequent client objections regarding cost, focusing on the importance of articulating clear value propositions. They noted that most client...
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MSP Sales Process: How One MSP Grew From $2M to $19M — Brian Strong, TenHats
Managed Service Providers (MSPs) face measurable hurdles when scaling businesses past certain revenue thresholds, particularly the $10 million annual mark. The episode’s primary focus is the operational and sales methodologies implemented by Brian Strong, who reported helping lead an MSP from…
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MSP Valuation: Why Your MSP Is Worth More Without You
NinjaOne’s reported growth and positioning within the MSP software landscape presents a notable development for service providers evaluating vendor ecosystems. According to statements reviewed by Ryan Morris and Dave Sobel, NinjaOne claims an annual recurring revenue (ARR) exceeding $500 million…
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Getting Margins Right: How MSPs Should Mix Revenue Streams
The episode centers on profit margins and service mix strategies for MSPs, emphasizing the importance of maintaining recurring revenue margins above 50%, preferably targeting 65–70% for long-term sustainability. Industry averages indicate recurring revenue margins as low as 35%, which Speaker B…
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MSP Sales Process: Should You Always Say Yes to Clients?
Microsoft’s decision to increase pricing across its Microsoft 365 product suite, excluding Business Premium, is a notable development for MSPs and IT service providers managing client subscriptions and budgets. According to discussion on the SMB Community Podcast, the price hikes range from 8% to...
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Sell Your MSP: Has M&A Activity Picked Up in 2026?
https://www.theinformation.com/articles/iran-war-imperils-300-billion-gulf-ai-spending?utm_campaign=article_email&utm_content=article-16718&utm_medium=email&utm_source=sg The war: The USA has bombed three data centers owned by Amazon. This is the first time I've seen data centers be targets. It...
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MSP Pricing: Proving Your Value When AI Makes Work Invisible
A significant risk area discussed is the challenge of “invisible work” in managed services due to increasing automation and the adoption of artificial intelligence (AI). Customers, according to participants, increasingly lack awareness of the work being performed on their behalf, which raises...
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Lead Generation: How to Become Your Town's Favorite MSP
The most consequential development highlighted in the episode is Anthropic’s refusal to alter its AI contract terms for the US federal government, specifically regarding the prohibition of mass domestic surveillance and the deployment of autonomous lethal robots. Anthropic declined to allow the...
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AI Governance: Getting MSP Clients to Take Data Privacy Seriously
The primary discussion in the episode centers on the increasing risk to data privacy posed by the adoption of artificial intelligence (AI) applications within SMB environments. Panelists highlighted the challenge of educating clients on how AI systems may access, process, and transmit sensitive...
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MSP Sales Process: How to Have Better Business Conversations
This Week's Highlights: 1. Elevating Your Business Conversations Ever feel anxious about those business-focused meetings with customers? You’re not alone! In this episode, Amy Babinchak and James Kernan share their personal experiences—like ice-breakers for introverts, why finding common ground...
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MSP Sales Process: Your Five-Minute Pitch to 100 Decision Makers
In this episode, hosts James Kernan and Amy Babinchak dive into practical insights for MSPs and IT service providers, powered by Small Biz Thoughts. They kick things off by tackling the question of the week: What should you say in front of a crowd of 100 decision makers if you only have five...
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Lead Generation: How MSPs Can Get More From Events — Amy Slater, Innovative Events
In this episode of the SMB Community Podcast, hosted by James Kernan, guest Amy Slater from Innovative Events discusses her transition from the medical field to marketing and events. Amy shares insights on how her company helps MSPs with their marketing, including detailed strategies and…
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AI for Small MSPs: Will AI Replace Your Technicians? — Steve Shattuck, GoTo
Overview: In this episode of the SMB Community Podcast, Amy interviews Steve Shattuck, VP of Global Partner Ecosystem and Business Development at GoTo. Steve shares his extensive background with AI from his tenure at Hewlett Packard Enterprise and discusses the transformative impact AI is having…
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Cash Flow: Can Your MSP Claim R&D Tax Credits? — Justin Maxwell, Big Life Financial
Overview: In this episode of the SMB Community Podcast, our host James Kernan welcomes Justin Maxwell of Big Life Financial to discuss crucial changes in the tax law surrounding R&D tax credits for tech companies. They delve into the history and importance of the R&D tax credits, misconceptions...
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AI for Small MSPs: Where the Growth Opportunities Are — Tim Thomson, Cyber Trends
Overview: Exploring the Future of MSPs: AI, Cybersecurity, and Building Trust In this episode of the SMB Community Podcast, host James Kernan interviews Tim Thomson, founder of Cyber Trends, who shares insights on the future opportunities for Managed Service Providers (MSPs) in 2026. They discuss...
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MSP Leadership: How Much Should You Spend on Team Training?
Overview: In this episode of the SMB Community Podcast, hosts Amy and James discuss their upcoming travel plans and the busy start to 2026. They tackle a key listener question about how much to invest in training for IT teams, emphasizing the importance of continuous education and proposing...
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Small MSPs in 2026: Where the Opportunities Are
Overview: In this episode of the SMB Community Podcast, hosts James and Amy discuss the key challenges and opportunities MSPs (Managed Service Providers) will face in 2026. They emphasize the importance of AI integration, staff training, tool consolidation, and strategic partnerships. They also...
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AI Services: How Small MSPs Can Monetize AI in 2026
Overview: In this episode of the SMB Community Podcast, hosts James Kernan and Amy Babinchak discuss various strategies for IT professionals and MSPs to monetize AI by 2026. The conversation begins with a recount of Amy's experience with extreme weather in Michigan and swiftly transitions into…
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AI Services: The Biggest MSP Opportunity Heading Into 2026
Overview: In this episode of the SMB Community Podcast, hosts James Kernan and Amy Babinchak discuss the top opportunities for Managed Service Providers (MSPs) looking ahead to 2026. They focus on the importance of AI integration, data management, and the need for proper training, as well as...
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MSP Price Increase: Best Practices for Raising Your Rates
Overview: In this episode of the SMB Community Podcast, hosts Amy and James discuss a range of topics from winter weather arriving early to significant layoffs in the tech industry for 2025. They delve into the complexities and best practices of raising prices for MSPs and share insights on...
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MSP KPIs: Which Metrics Should an MSP CEO Track?
Overview: In this episode of the SMB Community Podcast, hosts James and Amy kick off with a weather update from Michigan and Nebraska and discuss the changing nature of fall leaf collection. The conversation then shifts to the MSP question of the week, focusing on the best KPIs and metrics for…
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Is IT Distribution Dead for Small MSPs?
Overview: In this episode of the SMB Community Podcast, hosts Amy and James discuss the evolving landscape of IT distribution and whether it is becoming obsolete. They reminisce about the days when IT professionals relied heavily on specific distributors and how the market shift has changed their...
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MSP Business Plan: Why Annual Planning Should Start in October
Overview: In this episode of the SMB Community Podcast, hosts Amy and James discuss the importance of timely year-end planning for IT professionals, suggesting October as the ideal start time for preparation. They cover effective strategies for developing annual goals, emphasizing the need for a...
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MSP Year-End Planning: How to Finish the Year Strong
Overview: In this episode of the SMB Community Podcast, hosts Amy and James discuss strategies for IT professionals to finish the year on top, including sales tips, inventory reduction, and tax advantages through IRS Tax Code Section 179. They also delve into the feasibility and future of…
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ABOUT THIS SHOW
Running a small MSP means being the CEO, the sales team, the HR department, and the escalation tech — usually in the same afternoon. The SMB Community Podcast is where MSP owners get straight answers on the business side of running an MSP.Every week, Amy Babinchak, and James Kernan — MSP owners and advisors from the Small Biz Thoughts community — take on the questions small MSP owners actually ask: How should I price? When do I hire? Should I give a proposal at the first meeting? What is my MSP worth? No vendor pitches and no theory — practical advice from people who have run, grown, and sold IT businesses.What this MSP podcast covers:• MSP sales and client growth — the MSP sales process, proposals, price objections, referrals, local marketing, and choosing a CRM• MSP pricing and agreements — MSP pricing models, single plan vs. tiers, price increases, managed service contracts, margins, and cash flow• Leading an MSP team — MSP hiring, tech compensation and commissions, accountabil
HOSTED BY
Dave Sobel, Amy Babinchak, Small Biz Thoughts, James Kernan
CATEGORIES
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Frequently Asked Questions
How many episodes does SMB Community Podcast: Business Advice for Small MSP Owners have?
SMB Community Podcast: Business Advice for Small MSP Owners currently has 555 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is SMB Community Podcast: Business Advice for Small MSP Owners about?
Running a small MSP means being the CEO, the sales team, the HR department, and the escalation tech — usually in the same afternoon. The SMB Community Podcast is where MSP owners get straight answers on the business side of running an MSP.Every week, Amy Babinchak, and James Kernan — MSP owners and...
How often does SMB Community Podcast: Business Advice for Small MSP Owners release new episodes?
SMB Community Podcast: Business Advice for Small MSP Owners releases new episodes frequently with a large back catalog of 555 episodes. Check the episode list for recent publication dates.
Where can I listen to SMB Community Podcast: Business Advice for Small MSP Owners?
You can listen to SMB Community Podcast: Business Advice for Small MSP Owners on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts SMB Community Podcast: Business Advice for Small MSP Owners?
SMB Community Podcast: Business Advice for Small MSP Owners is created and hosted by Dave Sobel, Amy Babinchak, Small Biz Thoughts, James Kernan.
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