Are MSPs facing an existential crisis? In this episode, your host John Rice sits down with Rob Gundling, the forward-thinking President of Cloud 9 Computing Group, to explore the seismic shifts in the IT services landscape. Rob shares his journey from a Commodore 64 hobbyist to a leader in IT solutions, highlighting the crucial transition from reactive "trunk-slammers" to proactive strategic partners.

Rob provides a candid look at the biggest challenges facing managed service providers today. He shares the story of a harrowing ransomware attack that completely reshaped his company's approach to cybersecurity, making it a non-negotiable standard for every client. He also explains why the "minimum stakes" for businesses have been raised and how MSPs that fail to embrace AI and automation are in danger of being left behind. This episode is a must-listen for any MSP leader looking to transform their business from a simple help desk into an invaluable operational consultant.

Episode Highlights:

• 01:00 - The Journey to Cloud 9: Rob discusses the evolution of his business from basic site visits to a full-service MSP focused on operational consulting.

• 02:30 - The Shifting IT Landscape: He shares his perspective on why cloud technology is misunderstood and how cybersecurity has become a mandatory "table stakes" for every business, regardless of size.

• 04:00 - The Next Frontier of Automation: Rob reveals his belief that MSPs and SMBs who ignore the power of AI are already years behind the curve.

• 05:00 - A Pivotal Ransomware Experience: He recounts a formative attack from a Chinese ransomware group and how it forced his company to adopt a proactive, "prepare for an attack" mindset.

• 08:00 - A Tough Business Lesson: Rob shares a powerful story about making security non-negotiable for clients and the surprising outcome of that decision.

• 11:00 - The Process-First Approach: He explains why the buzz around AI is great for business, as it drives crucial conversations about streamlining business processes, which is where the real ROI is found.

• 13:00 - Pricing for Partnership: Rob breaks down his company's pricing strategy, explaining why they've moved away from hourly compensation to a model that encourages a true partnership with their clients.

• 16:00 - The Secret to Hiring: He reveals how his team uses personality and cognitive aptitude tests to screen potential employees and find the right "team players," not just brilliant individuals.

• 21:00 - A Look Ahead: Rob offers his final thoughts on where he sees the MSP industry heading, emphasizing that a focus on business process consulting is the key to surviving and thriving.

Episode Tags/Keywords:

• Managed Services Provider (MSP)

• IT Services

• Cybersecurity

• Business Consulting

• Ransomware

• IT Operations

• AI and Automation

• Business Growth

• Leadership

• Hiring and Retention

• Process Improvement

• Cloud Computing

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