In this episode, Head Nerd Stefanie Hammond sits down with N-able Growth Strategist David Tapiero to unpack the real-world challenges MSPs face today—from tool sprawl and outdated backup strategies to rising costs and low margins. You’ll discover how adopting a cloud-first solution like Cove can help MSPs streamline operations, boost profitability, and build cyber resilience.

Key Topics Covered:

• Tool Sprawl & Standardisation: Why too many tools are hurting MSP efficiency—and how Cove simplifies the stack.
• Outdated Backup Strategies: The risks of legacy systems in today’s threat landscape.
• Cove’s Unified Platform: Backup for servers, workstations, Microsoft 365—and soon Google Workspace—from a single console.
• Cyber Resilience by Design: Immutable cloud storage, rapid recovery, and automated testing.
• Growth Barriers: Tackling time constraints, rising costs, and margin pressure.
• Practical Growth Strategies:
  • Transitioning to SaaS-based pricing
  • Reviewing customer costing
  • Automating low-value tasks
  • Monetising existing infrastructure
• Mindset Shift: Repurposing on-prem hardware for DRaaS and internal ops.
• Security Evolution: Moving from breach prevention to rapid recovery and continuity.

Whether you're an MSP looking to scale or a Channel Reseller aiming to improve service delivery, this episode is packed with actionable insights to help you rethink your growth strategy and future-proof your business.

For even more, register for the upcoming webinar: Rethink Backup or Get Left Behind (live on 10 September with an encore performance on 11 November). Register here

Disclaimer: This podcast provides educational information about issues that may be relevant to information technology service providers. Nothing in the podcast should be construed as any recommendation or endorsement by N-able, or as legal or any other advice. The views expressed by guests are their own and their appearance on the podcast does not imply an endorsement of them or any entity they represent. Views and opinions expressed by N-able employees are those of the employees and do not necessarily reflect the view of N-able or its officers and directors. The podcast may also contain forward-looking statements regarding future product plans, functionality, or development efforts that should not be interpreted as a commitment from N-able related to any deliverables or timeframe. All content is based on information available at the time of recording, and N-able has no obligation to update any forward-looking statements. https://www.n-able.com

In this insightful episode, we dive deep into the real-world challenges and opportunities facing MSPs working with Microsoft 365 and related Microsoft technologies. N-able Head Nerd Joe Ferla is joined by Ben Lee, the latest to the Head Nerd team who is a seasoned Microsoft consultant with decades of experience in unified communications, Teams, Intune, and Microsoft Co-pilot. During the conversation Joe and Ben discuss the challenges MSPs and SMEs face when implement Microsoft’s powerful but often complex ecosystem.

They tackle everything from the lack of guidance around tool usage, to common pitfalls like “just turning it on” without user education, and how MSPs can differentiate by focusing on enablement, training, and policy standardization. The conversation also explores Microsoft's scalability gaps, third-party tool integration, and the game-changing implications of Co-pilot and AI for productivity.

This is a must-listen for MSPs, IT leaders, and tech consultants looking to enhance their Microsoft 365 strategies and drive better client outcomes.

Key Topics Covered

• The MSP opportunity: Beyond just licensing and activation
• Microsoft 365 productivity confusion (Tasks, Loop, OneNote, etc.)
• Teams as an underutilized collaboration hub
• Copilot: Microsoft’s AI gamechanger and its adoption challenges
• Scaling management with Intune, Entra, Azure Arc, and third-party tools
• Balancing security with end-user usability
• Persona-based user policy deployment
• Future of M365 Business Premium and data protection
• The importance of adoption strategies and ongoing education

Disclaimer: This podcast provides educational information about issues that may be relevant to information technology service providers. Nothing in the podcast should be construed as any recommendation or endorsement by N-able, or as legal or any other advice. The views expressed by guests are their own and their appearance on the podcast does not imply an endorsement of them or any entity they represent. Views and opinions expressed by N-able employees are those of the employees and do not necessarily reflect the view of N-able or its officers and directors. The podcast may also contain forward-looking statements regarding future product plans, functionality, or development efforts that should not be interpreted as a commitment from N-able related to any deliverables or timeframe. All content is based on information available at the time of recording, and N-able has no obligation to update any forward-looking statements. https://www.n-able.com

N-able Head Nerd Joe Ferla sits down with Stefanie Hammond, Head Sales & Marketing Nerd, to explore how MSPs can reposition, price, and bundle their services in the cloud era—without leaning on tech jargon. This episode is a sales masterclass for MSPs navigating the shifting SaaS and cybersecurity landscape.

In this episode…

In the first episode of N-able’s Cloud Podcast Series, Joe Ferla kicks things off by addressing a common challenge MSPs face—not with the tech itself, but with how to sell it. To explore this further, he brings in Stefanie Hammond, N-able's Head Sales and Marketing Nerd, to unpack how MSPs can rethink their sales strategies as cloud adoption and end-user awareness skyrocket.

Drawing from insights gathered at recent Empower events and real-world MSP conversations, Joe and Stefanie dive deep into how cloud migration is disrupting traditional pricing and bundling models. Stefanie emphasizes that MSPs should stop selling based on features or products and instead focus on outcomes—namely, productivity and peace of mind through cybersecurity.

From bundling strategies and per-user pricing to the evolving buyer psychology in a semi-educated tech market, this episode delivers tactical, experience-driven advice. Joe also underscores the importance of value-based selling, automation, executive business reviews, and adapting sales approaches in a rapidly changing industry.

Whether you're a veteran MSP or just beginning your cloud transition, this conversation is packed with actionable insights to help you differentiate in a crowded market.

Key Topics Covered

• The shift in MSP sales strategy from selling tech to selling outcomes
• Why cloud adoption is disrupting traditional pricing and packaging models
• The case for per-user pricing vs. per-device pricing
• How increased user awareness is changing the sales conversation
• Operational efficiency and automation as revenue multipliers
• Importance of Executive Business Reviews (EBRs) in client retention
• Risk acceptance and how to price for cloud-related security gaps
• Why value-based selling outperforms product-based selling
• Stefanie’s book club and continuous sales education for MSPs

Disclaimer: This podcast provides educational information about issues that may be relevant to information technology service providers. Nothing in the podcast should be construed as any recommendation or endorsement by N-able, or as legal or any other advice. The views expressed by guests are their own and their appearance on the podcast does not imply an endorsement of them or any entity they represent. Views and opinions expressed by N-able employees are those of the employees and do not necessarily reflect the view of N-able or its officers and directors. The podcast may also contain forward-looking statements regarding future product plans, functionality, or development efforts that should not be interpreted as a commitment from N-able related to any deliverables or timeframe. All content is based on information available at the time of recording, and N-able has no obligation to update any forward-looking statements. https://www.n-able.com