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 squeezing growing MSPs
• How OpenFrame hosts open-source tools as one platform, with AI agents Mingo (for techs) and Fae (for end users)
• Why moving AI from suggestions to real ticket reduction is a business process decision
• What a three-person MSP should expect when AI starts closing tickets
• How to start testing AI by building with tools like Claude Code, and why brokering AI projects for clients may be the future of the MSP

Links:
Flamingo: https://www.flamingo.run
OpenFrame: https://www.flamingo.run/openframe
OpenMSP community and vendor directory: https://www.openmsp.ai
Michael Assraf on LinkedIn: https://www.linkedin.com/in/michaelassraf/
MSP Unplugged: https://www.mspunplugged.com

This episode is brought to you by Flamingo, makers of OpenFrame: one platform instead of eight tabs, with AI assistants Mingo and Fae that actually fix things with your approval. $1 per device per month. Try it free for 14 days, no card needed, at https://flamingo.run

Chapters:
00:00 Intro and welcome
03:34 Michael Assraf's path to the MSP space
05:57 Tool sprawl and the vendor tax
08:06 From technician to business owner with AI
13:22 AI roll-ups and the margin squeeze
15:22 Open source, OpenFrame, Mingo and Fae
19:13 Moving AI from suggestions to ticket reduction
22:41 What a three-person MSP should expect
27:17 Rapid fire: AI myths, vibe coding, and AI projects

More episodes: https://www.mspunplugged.com/episodes/
Vendors, partner with us: https://www.mspunplugged.com/sponsor-with-us/
MSP Unplugged is the weekly podcast for growing MSP owners, under $1M with 10 or fewer techs.

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:

• Why spending your first 30, 60, or 90 days on product learning instead of execution can slow you down
• How to plan without overplanning, and why perfectionism is a mask for procrastination
• Why profit is the heartbeat of your business and how cash flow makes or breaks you
• How Rick and Nancy are using AI this year, from research and admin help to an AI digital twin that checks processes against agreements
• Why getting more out of your existing client relationships beats always chasing new leads
• How to unplug, take time off, and build a business that does not own you

Hosts: Paco Lebron, Rick Smith, Nancy Henriquez

More episodes: https://mspunplugged.com/episodes/
Vendors, partner with us: https://mspunplugged.com/sponsor-with-us/
MSP Unplugged is the weekly podcast for growing MSP owners, under $1M with 10 or fewer techs.

🎙️ 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 actually changes for small MSPs (and what it doesn't)

How to clean up a messy vendor stack without blowing up delivery

Leadership and culture moves that help a small team adopt new
services

How marketplace, partnerships, and product expansion can drive growth without a huge sales org

Practical first steps for MSPs who feel behind on AI and strategy

👉 Resources & Links:

Pax8: https://www.pax8.com
Ryan Walsh: https://www.linkedin.com/in/ryanmwalsh1/
MSP Unplugged: https://www.mspunplugged.com

What's one thing in your stack you'd rip out tomorrow if you could? Drop it in the comments.

🔥 Like, subscribe, and hit the bell for weekly real-talk MSP strategy.
#MSP #Pax8 #RyanWalsh #AI #MSPStrategy #SmallMSP #MIP #Channel #MSPUnplugged

🎙️ 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
How to package, price, and deliver awareness as recurring revenue
Practical first steps for MSPs under $3M with small teams

Timestamps:

00:00 - Intro & Welcome Nihil Morjaria

[Add actual timestamps here]
👉 Resources & Links:

usecure: https://www.usecure.io
MSP Unplugged: https://www.mspunplugged.com

If your clients keep clicking phishing emails — or you want a security service that's actually manageable — this episode is for you. Drop your biggest human-risk challenge in the comments.
🔥 Like, subscribe, and hit the bell for weekly MSP growth and security conversations.
#MSP #Cybersecurity #HumanRiskManagement #usecure #SecurityAwareness #Phishing #SmallMSP #MSPUnplugged

🎙️ 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-service false-positive release and plain-English explanations reduce tickets
How a lean MSP can add stronger email security without extra analysts

👉 Resources & Links:

Cambrient AI: https://www.cambrient.ai
MSP Unplugged: https://www.mspunplugged.com
Armaan Chakrabarti Linkedin: https://www.linkedin.com/in/armaan-chakrabarti-1659201b6/

If email tickets are eating your day, this one is worth the watch. What's your current email security stack? Tell us in the comments.

🔥 Like, subscribe, and hit the bell for more real-talk MSP security and operations content.
#MSP #EmailSecurity #Phishing #BEC #AI #Cambrient #SmallMSP #Cybersecurity #MSPUnplugged

🎙️ 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 to improve service delivery and team efficiency
Strategies for handling scaling challenges without losing quality
Advice on turning operational friction into competitive advantages

Timestamps:
00:00 - Intro & Welcome Ryan McGill
[Add actual timestamps here]
👉 Resources & Links:

Connect with Ryan McGill on LinkedIn: https://www.linkedin.com/in/ryan-mcgill-30927b31/
MSP Unplugged Community: https://www.mspunplugged.com

What's one operational challenge your MSP is facing right now? Drop it in the comments!

🔥 Like, subscribe, and hit the bell for more real-talk MSP growth and operations content every week.
#MSP #MSPOperations #SmallMSP #MSPGrowth #RyanMcGill #ManagedServices #MSPUnplugged

Purchase your tickets at https://techconunplugged.com

🎙️ 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 traditional technical QBRs are no longer enough — and how to run business outcome QBRs that drive real value
Practical marketing and conversation frameworks that help you penetrate accounts deeper and become a trusted advisor
Actionable tips for small MSPs (Less than $3M revenue, Less than 20 employees) to implement outcome-focused reviews without adding overhead

Timestamps:

👉 Resources & Links:

ScalePad: https://www.scalepad.com
Connect with Luis Giraldo on LinkedIn: https://www.linkedin.com/in/luisgiraldo/
MSP Unplugged Community: https://www.mspunplugged.com

Purchase your tickets to TechCon Unplugged at https://techconunplugged.com

If your QBRs feel like checkbox exercises, this episode will change how you approach client meetings forever. Drop your biggest QBR challenge in the comments!

🔥 Like, subscribe, and hit the bell for more MSP growth strategies.
#MSP #QBR #BusinessOutcomes #CustomerSuccess #ScalePad #MSPRetention #SmallMSP #MSPMarketing #LuisGiraldo

🎙️ 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, this conversation offers actionable revival strategies tailored for small teams.
What You'll Learn:

* Proven methods for reviving struggling MSPs — from diagnosis to full turnaround

* Marketing help that actually works for lean MSPs: positioning, lead generation, and differentiation

* Operational and leadership shifts that reignite growth without burning out your team

*The role of strong vendor partnerships (like Pax8) in recovery and scaling
*
Mindset and community tactics that prevent future struggles

👉 Resources & Links:

Connect with Cynthia Schreiner on LinkedIn: https://www.linkedin.com/in/cynthia-schreiner/

Pax8 for MSPs: https://www.pax8.com

MSP Unplugged Community: https://www.mspunplugged.com

What's one marketing or revival challenge your MSP is facing right now? Share in the comments!

🔥 Like, subscribe, and hit the bell for more real-talk MSP revival stories and growth strategies.

Buy your tickets for TechCon Unplugged! https://www.techconunplugged.com

#MSP #RevivingMSP #MSPMarketing #BusinessTurnaround #Pax8 #SmallMSP #MSPGrowth #MSPUnplugged #CynthiaSchreiner