MSP Unplugged
MSP Unplugged is the weekly podcast for growing MSP owners running shops under $1M with 10 or fewer techs. Each week, our hosts sit down with MSP owners, operators, and the vendors who serve them for real, unfiltered conversations about what's actually working: growing revenue and landing better clients, cybersecurity, AI and automation, sales and marketing, and leading a team without burning out. Watch on YouTube or listen wherever you get podcasts.
4th Quarter Living: Clients and Pricing | MSP Unplugged
In part 2 of our 4th Quarter Living series, Paco Lebron, Rick Smith, and Nancy Henriquez get into the clients you keep and the prices you charge. After last week's inventory of the year, they talk about how to rank your book of business, why the client who pays you the most is not always your most profitable, and how to plan an annual increase without surprising people you signed mid-year.
Rick walks through his September ranking and October increase letters. Nancy goes a layer deeper than margin, values, and the clients who keep you up at night...
From Security Tools to Security Outcomes | Dor Eisner, Guardz
Dor Eisner is back on MSP Unplugged. Paco Lebron welcomes back returning guest Dor Eisner, Co-founder and CEO of Guardz, to talk about why growing MSPs don't have a security tool problem, they have an operational one.
Dor has spent about 25 years in cybersecurity. Before Guardz, his previous company built a threat intelligence and dark web monitoring platform, where he watched "attack as a service" take off. Guardz launched about three and a half years ago to give MSPs a unified, automated way to protect the businesses they serve. He and Paco cover:
- Why...
4th Quarter Living: Score the Year, Set Up the Next | MSP Unplugged
Before you plan 2027, score 2026. In the first chapter of our 4th Quarter Living series, Paco Lebron welcomes Rick Smith and Nancy Henriquez as co-hosts for the rest of 2026 and into 2027. Together they take inventory of the year: the wins, the plays they would not run again, how AI changed the way they work, and how each of them plans to unplug before the new year.
Nancy shares what she is learning from her first acquisition, Rick talks about starting a new company from scratch, and Paco opens up about standardizing systems across an MSP roll-up. They cover:<...
Cutting the Vendor Tax with OpenFrame | Michael Assraf, Flamingo
In this episode of MSP Unplugged, Paco Lebron talks with Michael Assraf, Founder and CEO of Flamingo, about tool sprawl, the vendor tax, and how an open-source foundation plus AI agents can change the economics for growing MSPs.
Michael has spent 20 years in tech, mostly in startups. At his previous company, Vicarius, a vulnerability remediation platform, most of the traction came from MSPs, and he saw them keep adding tools and losing margin. He and Paco cover:
Why tool sprawl and add-on pricing keep eating into MSP margins How AI-driven roll-ups and rising tool prices are...From MSP to MIP: Pax8's Ryan Walsh on AI and Staying Relevant
🎙️ In this episode of MSP Unplugged, we sit down with Ryan Walsh, Channel Chief and Chief Strategy Officer at Pax8, to talk about where small MSPs actually go next.
Ryan has spent years helping partners clean up messy stacks, scale through the marketplace, and rethink what "managed services" even means as AI changes client expectations. This conversation is built for owners running lean shops — under $3M and under 20 employees — who need a practical path, not a enterprise slide deck.
What You'll Learn:
Why Pax8 frames the shift from MSP to Managed Infrastructure Provider (MIP)
What AI...
Why Annual Security Training Fails — and How usecure Helps MSPs Fix Human Risk
🎙️ In this episode of MSP Unplugged, we sit down with Nihil Morjaria, Chief Revenue Officer at usecure, to talk about human risk management — the biggest gap in most small MSP security stacks.
usecure helps MSPs automate security awareness training, phishing simulations, dark web monitoring, and policy management so lean teams can reduce client risk and sell a measurable security service without adding headcount.
What You'll Learn:
Why traditional annual training no longer works
How MSPs can automate human risk management across clients
Using Human Risk Reports as a sales and prospecting tool
AI Email Security for MSPs: How Cambrient Cuts "Is This Safe?" Tickets Without MX Changes
🎙️ In this episode of MSP Unplugged, we talk with Cambrient AI about a different approach to email security: agentic AI that investigates every message instead of just scoring or filtering it.
Cambrient was built for MSPs — multi-tenant, fast to deploy (no MX record changes), and designed to cut the "is this email safe?" ticket load that eats small-team margins.
What You'll Learn:
Why signature-based email tools still miss modern phishing and BEC
How AI agents inspect links, redirects, attachments, and intent
Why 5-minute, no-MX deployment matters for MSPs managing many tenants
How self-se...
Ryan McGill on Scaling MSP Operations & Turning Challenges into Growth
🎙️ In this episode of MSP Unplugged, we sit down with Ryan McGill to discuss his journey and practical strategies for running and scaling a successful managed services business.
Ryan shares real-world insights on improving operations, streamlining delivery, and helping small MSP teams overcome common challenges. Whether you're looking to tighten processes, boost efficiency, or prepare for growth, this conversation delivers actionable takeaways tailored for MSPs under $3M in revenue and with lean teams.
What You'll Learn:
Ryan's background and path in the MSP industry
Key operational lessons for small and growing MSPs
Practical ways...
Business Outcome Conversations: The Next Phase of MSP Customer Penetration with Luis Giraldo
🎙️ In this episode of MSP Unplugged, Luis Giraldo, Chief Evangelist at ScalePad, shares his journey and powerful strategies for turning around struggling MSPs — with a special focus on QBRs (Quarterly Business Reviews) and why business outcome conversations are the next evolution in customer penetration.
Luis explains how moving beyond technical check-ins to real business discussions can dramatically improve retention, expansion, and client relationships — especially for small MSP teams.
What You'll Learn:
Luis's path from MSP owner to helping hundreds of providers scale
How to turn around a struggling MSP with better client engagement
Why tradi...
MSP Revival Guide: Marketing Help, Leadership & Growth with Cynthia Schreiner (Pax8)
🎙️ In this powerful episode of MSP Unplugged, Cynthia Schreiner — Senior Manager of Channel Engagement at Pax8 — joins us to discuss her journey and proven strategies for reviving struggling MSPs.
Drawing from her hands-on experience as a former MSP Business Administrator and her current role empowering partners at Pax8, Cynthia dives deep into the real challenges of turning around underperforming businesses. She shares practical marketing tactics, operational pivots, community-building approaches, and leadership insights that help MSP owners break out of stagnation and drive sustainable growth.
If your MSP is struggling with client acquisition, visibility, retention, or overall momentum...
From Struggling Business to Thriving MSP in Salt Lake City – Ed Lukacs of 2Fifteen Tech
🎙️ In this honest and inspiring episode of MSP Unplugged, we sit down with Ed Lukacs, CEO of 2Fifteen Tech in Salt Lake City, Utah.
Ed opens up about his real journey building and turning around a struggling managed service provider. From early challenges and tough pivots to creating a thriving MSP that specializes in supporting creative agencies, PR firms, Apple-centric environments, and Google Workspace — this conversation is packed with practical lessons for any MSP owner feeling stuck.
If you're running a small MSP (under $3M revenue, less than 20 employees) and looking for motivation + actionable strategies to rese...
Stop Getting Breached: Matt Lee Shares MSP Cybersecurity Strategies for Under $3M Shops
🎙️ In this must-watch episode of MSP Unplugged, we welcome Matt Lee — Senior Director of Security and Compliance at Pax8, CISSP, CCSP, CFR, PNPT, and a leading voice in MSP cybersecurity.
Matt has spent years raising the security bar for small and mid-sized MSPs. In this conversation, he breaks down practical, actionable strategies tailored for lean teams (under $3M revenue and Less 20 employees) who want to deliver strong cybersecurity without overwhelming overhead.
Whether you're struggling with incident response planning, compliance, tool sprawl, or staying ahead of evolving threats, this episode delivers real-world insights from someone who truly u...
Stop Alert Fatigue: Blumira's Approach to MSP Cybersecurity in 2026
🎙️ In this episode of MSP Unplugged, we sit down with Greg Saenz from Blumira — a leading security operations platform built specifically for busy IT teams and MSPs.
If you're running a small MSP (under $3M revenue and fewer than 20 employees), you know security is a massive opportunity — but also a huge headache. Blumira makes enterprise-grade SIEM, XDR, threat detection, and response simple, fast to deploy, and profitable for small teams.
Learn how to add managed security services without hiring a full SOC, reduce alert fatigue, protect clients from ransomware, and grow your margins with a platform...
MSP Leadership Lessons from Nancy Henriquez – Head of Community at MSP Unplugged
🎙️ In this powerful episode of MSP Unplugged, we sit down with Nancy Henriquez – two-time MSP founder, award-winning industry leader, business coach, author of "Break-Fix to Breakthrough," and the new Head of Community at MSP Unplugged.
Nancy shares her battle-tested insights on moving from reactive chaos to strategic growth, building high-performing teams, client onboarding that sticks, sales & marketing systems that actually work for small MSPs, and what it really takes to scale under $3M revenue without losing your sanity or culture.
Whether you're a solo operator, running a 5-15 person shop, or feeling stuck at the $1-3M pla...
The MSPaaS Revolution: Michael Amiri Reveals How MSPs Can Scale Smarter
Michael Amiri joins MSP Unplugged to break down the emerging model of MSP-as-a-Service (MSPaaS) — a game-changing approach that's helping MSPs scale faster, reduce operational overhead, and deliver better outcomes to clients.
In this episode, Michael shares:
What MSP-as-a-Service really means and why it's gaining traction in 2026 How MSPaaS differs from traditional managed services models The biggest benefits and challenges of adopting an MSP-as-a-Service delivery model How MSPs can leverage platforms and partnerships to operate more efficiently Practical insights on transitioning your MSP toward this modern service model What the future holds for MSPs who embrace MSPaaS vs...From Startup to MSP 501: Antwine Jackson on Scaling Enitech Solutions
Antwine Jackson, Founder & President of Enitech Solutions, joins MSP Unplugged to share his powerful journey from the early startup days to building a recognized, multi-office managed services provider in North Carolina.
In this episode, Antwine opens up about:
The real challenges of the first 1–3 years — cash flow, finding clients, and building credibility Key pivots that helped him move from break-fix to a thriving managed services model How he scaled Enitech Solutions to multiple locations (Raleigh + Charlotte) and earned MSP 501 recognition Leadership lessons, team building, and what separates "surviving mode" from "scaling mode" Advice for MSP owners curr...How to Scale an MSP with Partners: Derrick Wlodarz (FireLogic) Returns
Derrick Wlodarz, Founder & President of FireLogic, returns to MSP Unplugged for a deep dive into long-term MSP growth and the power of strategic partnerships.
In this returning guest episode, Derrick shares:
What's changed at FireLogic since his last appearance
How he's scaled the business over 15+ years from startup to a respected Chicago-area MSP
The evolution of his approach to vendor and technology partners
How to choose, manage, and get real value from partnerships (without partner sprawl)
Lessons learned about scaling sustainably while building strong strategic alliances
Advice for MSP owners looking...
Simplifying Cybersecurity for MSPs: Joe Sykora (CEO of Coro) on Tool Sprawl and AI in 2026
Joe Sykora, CEO of Coro Cybersecurity, joins MSP Unplugged to discuss how MSPs can simplify their security stack, reduce tool sprawl, and deliver better protection to small and mid-sized businesses.
In this episode, Joe shares:
Why traditional multi-tool cybersecurity approaches are failing most MSPs How Coro's all-in-one, single-agent platform is changing the game for lean MSP teams The role of automation and AI in reducing alert fatigue What a truly MSP-friendly cybersecurity solution looks like in 2026 Practical advice on turning cybersecurity from a cost center into a profitable growth driver Insights from his extensive channel experience...From Corporate IT Director to MSP Owner: Ron Cervantes on Building C Solutions IT
Ron Cervantes, Founder and President of C Solutions IT in Orlando, Florida, joins MSP Unplugged to share his journey from corporate IT Director (managing IT for one of the largest transportation companies in the U.S.) to building and scaling a successful managed services provider.
In this episode, Ron opens up about:
Transitioning from enterprise IT to running his own MSP The early struggles and key pivots that helped him grow C Solutions IT Lessons learned serving small and mid-sized businesses in the Orlando market Building a strong team and delivering high-touch IT support + cybersecurity What...Google Gold for MSPs: Nate Freedman on Reviews, Local SEO & Lead Generation in 2026
Nate Freedman of MSP Sites and TechPro Marketing joins MSP Unplugged to share battle-tested Google strategies that are actually generating leads for MSPs right now.
In this episode, we break down how to turn Google into a predictable client acquisition engine — from turning Google Reviews into your #1 sales tool to optimizing your Google Business Profile, dominating local search, and adapting to AI-driven changes that are reshaping how prospects find MSPs in 2026.
We cover:
Why crossing 100 Google Reviews can boost your visitor-to-booked-call conversion by 40%+ The biggest mistakes MSPs make with Google tools that kill momentum Qu...From Chicago to Peoria: Pierre Anyansi on Proactive IT, Security & Building a Local MSP
Pierre Anyansi of Any IT Support sits down with us to talk about his journey from network security engineering to founding a boutique IT company focused on proactive support, secure remote solutions, and helping small businesses grow through technology. We explore the "farming technology" philosophy, balancing home and business clients, turning education into prevention, and fortifying your own operations while supporting others. A raw, relatable conversation full of real-world lessons for MSP owners and IT pros working with smaller or regional clients.
Tune in every Week. You can catch us Video podcast on Youtube.com/M...
Rick Smith Unplugged: Pivots, Hard Calls & the 2026 MSP Game Plan
Co-host Rick Smith drops in for a reflective deep dive: Recent pivots that reshaped his MSP (and why some changes hurt before they helped), key lessons from the past year, and his no-BS predictions/advice for MSPs finishing Q1 strong and crushing the back half of 2026. If you're debating a big shift in your business—pricing, tools, culture, or strategy—this one's loaded with actionable takeaways from the trenches.
Tune in weekly on https://youtube.com/mspunplugged for more actionable MSP advice. Like, subscribe, and hit notifications! Also available on your favorite podcast app.
Don't forg...
Should Your MSP Start a Podcast The Storytelling Advantage
Podcasting is not about being famous. It is about being relevant.
In this episode, Jose Torres of Dimelo Media and I talk about how storytelling helps MSPs build trust, create community, and stay top of mind.
If you have ever wondered whether your MSP should start a podcast or how to do it the right way, this episode is for you.
Secure Your Own House First: Degly Mendez on MSP Cyber Education
In this insightful episode of MSP Unplugged, host Paco Lebron welcomes Degly Mendez, CEO of Avanzar IT Systems (South Pasadena, CA) and Vice Chair of the GTIA ISAO Advisory Group. Degly shares his journey into MSP leadership, his focus on cybersecurity for small/mid-sized businesses, and practical ways to make education a real defensive layer.
Key takeaways include:
Building ongoing cybersecurity awareness for non-tech-savvy SMB clients (beyond one-offs like "Be Cyber Aware" sessions) — challenges, retention tips, and scaling methods (webinars, tools, gamified scenarios) Metrics and stories showing when education truly reduces incidents "Secure your own house fi...MSP Leadership Strifes: Marcial Velez on Culture, Burnout & Growth
In this powerful episode of MSP Unplugged, host Paco Lebron welcomes back Marcial Velez, Founder & CEO of Xperteks—a nationally recognized NYC-based MSP honored on CRN's MSP 500 list multiple years running.
Marcial opens up about the real "strifes" of leadership:
Building and evolving Xperteks from startup to award-winning firm—what unexpected changes and make-or-break moments tested him most Avoiding founder burnout through rituals, boundaries, and staying sane during crises Intentionally shaping team culture in a high-pressure IT world (remote/hybrid challenges, motivation, loyalty) — one change that transformed morale Scaling without losing the family feel: navigating growth tensio...Making IT Boring: Boutique MSP Lessons w/ Sean Inman of Inman Technology Solutions
In this episode of MSP Unplugged, host Paco Lebron sits down with Sean Inman, CISSP, Founder & CEO of Inman Technologies in Fort Worth, TX. Sean shares his journey from enterprise information security to launching his own MSP in 2018, driven by frustrations with corporate IT and a passion for serving small to mid-sized businesses.
Key highlights:
Classic Replay: The LinkedIn Advantage – Unlock MSP Leads with LinkedIn
Flashback Tuesday: Fan-Favorite Edition! Kicking off the week with one of our all-time most requested episodes — the LinkedIn masterclass that MSP owners and pros keep circling back to for serious business wins.
In this evergreen episode of MSP Unplugged, we revisit our powerhouse conversation with Richard Bliss, founder of BlissPoint Consulting and a leading voice in LinkedIn branding and social selling. Richard delivers straight-to-the-point, actionable tactics to turn LinkedIn into a true business development powerhouse — far beyond just a digital resume. We break down how MSPs can establish real authority, spark authentic prospect conversations, and convert engagement into...
Sell a Copier! with Chris Cool
In this episode of MSP Unplugged, host Paco Lebron sits down with Chris Cool, Founder and CEO of Cool Technology Group Inc., a Houston/Texas-based managed IT services provider specializing in cybersecurity, cloud solutions, remote/on-site support, and more for small to medium businesses.
Chris shares his inspiring journey—from his days as a University of Colorado student-athlete spending more time in the mountains than in class, to diving into the copier and telecom industry in Dallas in the early 2000s. He climbed the ranks quickly, starting as an Account Executive at Intermedia Communications and rising to Se...
Back in the Studio: MSP Updates, Big Changes & Lessons Learned
Paco's back in the studio after a packed stretch — welcome to the first episode of MSP Unplugged's return!
Catch up on the latest:
Quick tips & tricks: Affordable branded backups with Aaron's Auto Glass Fabs (just $66!), seamless data migration via SQLBackupAndFTP, and troubleshooting ControlOne VPN/DNS issues. Big updates at ProdigyTeks: Ditching bundled Microsoft costs (saving thousands!), shifting from flat IG tiers to flexible Service Desk, NOC, and SOC offerings — now with built-in legal protections if clients opt out of security. Real talk from the last 6 months managing a roll-up: Everyone faces the same resource chal...New Year Catch-Up: Jeff Halash Returns After 4 Years!
Join us live right before we ring the new year as we reconnect with Jeff Halash, former host of the Computer Repair Podcast and MSP Unplugged. After four years away, Jeff shares what he's been up to, his thoughts on the MSP industry today, and insights from his journey. Don't miss this nostalgic and informative conversation for tech enthusiasts and MSP pros alike!
MSP Unplugged
https://mspunplugged.com/
Paco Lebron from ProdigyTeks:Powered by MSP Owners Group
Email: [email protected]
John Dubinsky formerly of th...
UniFi Ubiquiti: One Year Later – Lessons Learned & Pro Tips
In this Christmas Eve Edition, We discuss our Network Upgrade Insights at ProdigyTeks! Join us as our very own John Dubinsky joins the podcast to discuss our journey from our previous network provider to UniFi network equipment. We'll cover practical tips, smart tricks, and key lessons learned while adopting the new UniFi stack. Perfect for MSPs and IT pros looking to streamline their network game!
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MSP Unplugged
https://mspunplugged.com/
Paco Lebron from ProdigyTeks:Powered by MSP Owners Group
Larry Meador and Cavelo: Elevating MSP Channel Success with Cybersecurity Innovation
Discover how industry veteran Larry Meador, Cavelo's new Channel Chief, is transforming the MSP channel. Cavelo empowers Managed Service Providers with a unified Attack Surface Management and Data Security Posture Management platform—offering automated data discovery, classification, vulnerability management, and compliance-ready solutions. Built for MSPs and MSSPs, Cavelo helps partners reduce cyber risk, streamline operations, and deliver scalable, data-first security services that boost profitability and client trust.
Full Video Podcast Link: https://youtu.be/D6xFmrlUXDY
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MSP Unplugged
https://mspunplugged.com/
P...
Justin Gilliam's Journey Into the MSP World | Bacheler Technologies Story
Justin Gilliam of Bacheler Technologies shares his journey into the MSP space. From early challenges to building a thriving business. Tune in to hear how he carved his path and what's next for his MSP adventure.
Full Video Podcast Link: https://youtu.be/j9LGAnUc5UU
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MSP Unplugged
https://mspunplugged.com/
Paco Lebron from ProdigyTeks
Email: [email protected]
Rick Smith from Renactus Technology
Email: [email protected]
Corey L Kirkend...
How XCtium Climbed to #9 on MSP 501: Russ Reeder's Vision for the Future
📍"XTIUM's CEO Russ Reeder shares his vision for scaling the company both organically and through strategic mergers and acquisitions. Discover how AI is shaping their future and the journey that propelled them to rank #9 on the prestigious MSP 501 list. Recorded live at the MSP Summit in Orlando. 🔗 Learn more about the summit: MSP Summit 2025 Overview: https://themspsummit.com/
Full Video Podcast Link: https://youtu.be/kiAnh5nqiYM
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MSP Unplugged
https://mspunplugged.com/
Paco Lebron from ProdigyTeks
Email: paco@mspunplug...
Xperteks Big Reveal: Marcial Velez Drops New Innovations at MSP Summit
Marcial Velez from Xperteks shares inspiring stories and unveils innovative solution live from the MSP Summit.
📍 Recorded live at the MSP Summit in Orlando.
🔗 Learn more about the summit: MSP Summit 2025 Overview: https://themspsummit.com/
Full Video Podcast Link: https://youtu.be/kR2sn_A3hIg
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MSP Unplugged
https://mspunplugged.com/
Paco Lebron from ProdigyTeks
Email: [email protected]
Rick Smith from Renactus Technology
Email: [email protected]
Corey L Kirk...
Inside the MSP Summit: Kelly Danziger on Informa's Vision for the Channel & MSP Summit
In this exclusive interview, Kelly Danziger—General Manager and VP of Channel at Informa Tech—shares her journey into the tech space and the strategic direction Informa is taking to elevate the Channel Partners Expo and MSP Summit.
🎙️ Topics Covered: Kelly's path to leadership in the channel space How Informa is shaping the future of MSPs through innovation and collaboration
Highlights from the MSP Summit 2025, including AI, platform strategy, and cybersecurity
The importance of open platforms and integration for MSP success Insights from top industry leaders and what's next for the channel community
<...
EP 281 Securing the Stack with Todyl
In this live episode of MSP Unplugged, we catch up with Ken Patterson from Todyl, recorded on-site at PAX8 Beyond. Ken shares how Todyl is helping MSPs simplify and strengthen their security stack through an all-in-one platform approach—empowering providers to deliver enterprise-grade protection with ease and efficiency.
Full Video Podcast Link: https://youtu.be/ECzLuUeyAw4
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MSP Unplugged
https://mspunplugged.com/
Paco Lebron from ProdigyTeks
Email: [email protected]
Rick Smith from Renactus Technology
Email: ...
EP 284 Get Your Stuff Together with Better Tracker
In this episode of MSP Unplugged, we sit down with Kevin Lancaster from Channel Program to explore a game-changing new tool designed to streamline operations for MSPs — Better Tracker. If you've ever felt overwhelmed by vendor chaos, missed follow-ups, or scattered data, this episode is your wake-up call.
Kevin breaks down why traditional tracking systems aren't cutting it anymore and how Better Tracker was built specifically with MSP pain points in mind. From simplifying your vendor stack to reclaiming your time, this conversation delivers actionable insight on taking back control. If you're ready to "get your s#!t...
EP 283 Summer Recap & What's Next for MSP Unplugged
We're back in the studio! After a summer packed with live recordings, travel, and behind-the-scenes hustle, we're kicking things off with a full recap episode.
In this laid-back session, we catch you up on everything we've been working on—both personally and professionally. From summer takeaways to future goals, hear what's on deck for MSP Unplugged, upcoming events, content plans, and what to expect from the podcast as we roll into the rest of the year.
Whether you've been with us all summer or are just tuning back in, this is your chance to get re...
EP 282 Putting MSPs First – GTIA's New Era
In this episode of MSP Unplugged, we sit down with Dan Wensley, CEO of GTIA, to unpack the powerful transformation of the Global Technology Industry Association. Dan shares how GTIA is shifting from certification-focused roots to becoming a purpose-built, community-first nonprofit dedicated to helping MSPs, vendors, and IT professionals thrive.
We dive into GTIA's new mission, explore its four foundational pillars—People, Resources, Community, and Advancement—and get a first look at how this reinvention is setting a bold new course for the channel. If you're an MSP looking for community, support, and a seat at the tabl...
