『The MSP Zone』のカバーアート

The MSP Zone

The MSP Zone

著者： Charles Weaver
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Weekly discussion of news, events, and topics of interest to the global managed services professional community. The series will have the latest and most relevant discussions in managed services and cloud computing, featuring special guests and notable figures in the profession.Charles Weaver
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  • The MSP Risk Is Not Where You Think It Is

    The MSP Risk Is Not Where You Think It Is
    2026/10/20
    Using the ConnectWise Cloud Backup shutdown as a case study, Charles Weaver examines a recurring issue for MSPs: they may be held accountable for risks in systems they do not directly control. He considers what this means for MSPs, vendors, and customers as security requirements and oversight continue to increase. The discussion focuses on how MSPs should respond when a supplier’s access is misused, why customers expect answers from the MSP, and how responsibility should be addressed when operational control is shared. The episode is relevant to MSPs that manage backup, EDR, password management, and other integrated services. It presents a framework for assessing vendor-related risk through questions such as: Where does risk begin when a supplier is compromised? Who is responsible when the MSP does not control the underlying system? When does operational efficiency create concentration risk? What information and support should vendors provide to MSP partners? How should contracts, liability, and evidence be managed across the service chain? Charles also outlines five tests MSPs can use to evaluate their technology stack: the control test, concentration test, substitutability test, contract test, and failure test. These tests help determine whether vendor relationships support resilience and clarify how an MSP would respond to a service failure. The episode also considers supplier access, industry consolidation, and the operational impact of relying on a limited number of platforms. It is intended for MSP owners, security leaders, and others responsible for managing customer risk and vendor relationships.
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    43 分
  • MSPs Don’t Have a Sales Problem - They Have a Profitability Problem

    MSPs Don’t Have a Sales Problem - They Have a Profitability Problem
    2026/10/05
    Most MSPs do not have a sales problem - they have a profitability problem. Charles Weaver lays out why growing top-line revenue can quietly destroy margin, and what to do before your business scales itself into a cliff. He breaks down the hidden cost of accepting more responsibility without charging for it, why modern clients now expect security, compliance, reporting, executive advice, and AI guidance, and how those demands reshape the real economics of managed services. If your pricing model still revolves around seats and devices, this conversation will challenge you to rethink what you're actually selling. You'll discover: Why revenue growth can mask rising delivery costs, service obligations, and risk How the client expectation gap turns every "small ask" into unpaid work Why security and compliance are not just tool markups, but ongoing services How AI creates a rare opportunity to reset pricing and redefine scope Why per-user pricing is only a starting point, not a real risk model Charles also explains why mature MSPs need to move toward risk-based pricing, how to quantify complexity and accountability, and why annual price reassessment is no longer optional. He makes the case that if a service creates liability, expertise, or ongoing support, it should be in your service catalog and priced accordingly. This is essential listening for MSP owners, operators, and leaders who want growth that actually improves the bottom line - not just the revenue chart. If you've ever wondered why a "great" client is quietly eroding profitability, this episode gives you the framework to find out.
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    40 分
  • Why MSPs Are the Best Answer to the CISO Gap

    Why MSPs Are the Best Answer to the CISO Gap
    2026/09/29
    MSPs are no longer just managing technology. They are well positioned to close the CISO gap for small and mid-sized businesses. The underlying problem is not a lack of tools, but a lack of security leadership. MSPs already have the trust, visibility, and operational context needed to help clients turn technical findings into business decisions. In this episode, Charles explains why many organizations remain exposed, why adding more products will not solve the problem, and how MSPs can define a practical security leadership role. You’ll learn: Why the CISO gap is a leadership problem, not a product problem How MSPs can translate technical exposure into business risk What a partial CISO operating model looks like in practice Why cyber insurance, compliance, and legal obligations all depend on the same leadership layer How to set boundaries, define authority, and protect both the MSP and the customer in writing Charles also explains the guardrails that matter: contract language, risk allocation, and the distinction between recommending corrective action and accepting a customer’s risk. Using examples such as cyber insurance questionnaires, MFA gaps, backups, encryption, and EDR, he shows how MSPs can frame security issues in terms business owners understand. MSPs that remain focused only on tickets and tools risk becoming less relevant while the client’s underlying exposure goes unresolved. Those that develop a credible security leadership capability become more valuable to every client they serve.
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    30 分
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