All Things MSP

Justin Esgar and Eric Anthony

Join hosts Justin Esgar and Eric Anthony as they discuss weekly the many facets of the IT services business and have some fun along the way. There will also be a steady flow of guests to provide their unique insights into the topic of the week.

  1. How to Build a Predictable MSP Sales Pipeline with Ryan Renzella | EP147

    4D AGO

    How to Build a Predictable MSP Sales Pipeline with Ryan Renzella | EP147

    In this episode of the All Things MSP podcast, hosts Justin Esgar and Eric Anthony sit down with Ryan Renzella, Director of Business Development at Machado, to tackle one of the most challenging aspects of running a Managed Service Provider: Sales. Specifically, we dive deep into "Top of Funnel" sales motions—the crucial first step in moving from a referral-based business to a predictable, high-growth engine.For many MSP owners, sales can feel like a dirty word. We often rely heavily on word-of-mouth and referrals, which, while valuable, are impossible to scale predictably. Ryan breaks down the mechanics of building a robust sales funnel, explaining why waiting for the phone to ring is a strategy for stagnation. The conversation explores the practical differences between marketing and sales, how to identify your ideal customer profile (ICP), and the specific tactics you can use to initiate conversations with cold prospects.We also discuss the mindset shift required to embrace proactive selling. It’s not about being pushy; it’s about solving problems for businesses that don’t even know you exist yet. Whether you are a one-person shop looking to hire your first sales rep or an established MSP trying to break through a revenue plateau, this episode provides actionable insights to help you fill your pipeline and close more deals.Connect with our Hosts and Guest:Ryan Renzella: https://www.linkedin.com/in/ryan-renzella/Machado: https://gomachado.com/Justin Esgar: https://www.linkedin.com/in/justinesgar/Eric Anthony: https://www.linkedin.com/in/esanthony/Support the All Things MSP Podcast:Facebook Group: https://www.facebook.com/groups/allthingsmspLinkedIn: https://www.linkedin.com/company/allthingsmsp/YouTube: https://www.youtube.com/@AllThingsMSPA Huge Thank You to Our Sponsors:EasyDMARC: https://atmsp.link/easydmarcMovebot: https://atmsp.link/movebotNodeware: https://atmsp.link/nodewareGozynta: https://atmsp.link/gozyntaHelpt: https://atmsp.link/helptCompliance Scorecard: https://atmsp.link/compliancescorecard

    26 min
  2. Inside the Cyber Detective’s Notebook with Adam Pilton | EP 146

    JAN 20

    Inside the Cyber Detective’s Notebook with Adam Pilton | EP 146

    In this episode of the All Things MSP Podcast, hosts Justin Esgar and Eric Anthony sit down with Adam Pilton, Cybersecurity Advisor at Heimdal Security. Adam brings a unique perspective to the channel, having spent 15 years in law enforcement and serving as a Detective Sergeant leading Covert Operations and Cyber Crime teams.Adam shares his journey from investigating physical crimes to hunting digital threats and explains why the biggest gap in cybersecurity isn't technology - it's culture. He breaks down the importance of "people and process" before tools, how to use storytelling to make clients care about security, and why even the best incident response plans often fail when chaos strikes.Plus, Justin and Eric kick things off with a look at the current state of vendor billing and retention, sharing some recent personal frustrations with "renewal season."Connect with Adam Pilton:LinkedIn: https://www.linkedin.com/in/adampiltonHeimdal Security: https://heimdalsecurity.comThe Cyber Detective's Notebook: https://www.linkedin.com/newsletters/the-cyber-detective%E2%80%99s-notebook-7389285479634075648/Connect with the Hosts:Justin Esgar: https://www.linkedin.com/in/justinesgar/Eric Anthony: https://www.linkedin.com/in/esanthony/Support Our Sponsors:EasyDMARC: https://atmsp.link/easydmarcMovebot: https://atmsp.link/movebotNodeware: https://atmsp.link/nodewareHelpt: https://atmsp.link/helptCompliance Scorecard: https://atmsp.link/compliancescorecardGozynta: https://atmsp.link/gozyntaFollow All Things MSP:Facebook Group: https://www.facebook.com/groups/allthingsmspLinkedIn: https://www.linkedin.com/company/allthingsmsp/YouTube: https://www.youtube.com/@AllThingsMSPListen on Apple Podcasts: https://atmsp.link/applepodcastsListen on Spotify: https://atmsp.link/spotify

    34 min
  3. 2026 MSP Resolutions: How to Buy Back Your Time and Scale

    JAN 15

    2026 MSP Resolutions: How to Buy Back Your Time and Scale

    Welcome back to the first episode of 2026! After a holiday break involving virtual doctor visits and family time, hosts Justin Esgar and Eric Anthony are back to kick off the new year. While many people focus on personal resolutions like hitting the gym, this episode dives deep into professional resolutions specifically designed for Managed Service Providers.Justin and Eric explore why the "New Year, New You" mentality often fails by mid-February and how to set actionable goals that actually stick. The conversation centers on the critical shift from working in your business to working on your business. Justin shares his personal resolution to step away from day-to-day operations and Tier 1 tickets to focus on visionary tasks, while Eric discusses the power of "interstitial journaling" to audit time value.Key topics include implementing "Profit First" to secure financial health, the importance of "eating your own dog food" regarding security scores, and the controversial metric of revenue per employee. They also discuss influential concepts from Dan Martell’s Buy Back Your Time and the 10X mindset to help MSP owners differentiate themselves in a commoditized market. Whether you are looking to improve your security posture or increase your bottom line, this episode provides the roadmap for a successful 2026.Connect with the Hosts:Justin Esgar: https://www.linkedin.com/in/justinesgar/Eric Anthony: https://www.linkedin.com/in/esanthony/Connect with All Things/MSP:Facebook Group: https://www.facebook.com/groups/allthingsmspLinkedIn: https://www.linkedin.com/company/allthingsmsp/YouTube: https://www.youtube.com/@AllThingsMSPA Huge Thank You to Our Sponsors:Gozynta: atmsp.link/gozyntaEasyDMARC: atmsp.link/easydmarcNodeware: atmsp.link/nodewareHelpt: atmsp.link/helptCompliance Scorecard: atmsp.link/compliancescorecardMovebot: atmsp.link/movebot

    43 min
  4. Blackpoint Cyber & Pia: Modernizing MSP Security and Operations at IT Nation | EP144

    2025-12-27

    Blackpoint Cyber & Pia: Modernizing MSP Security and Operations at IT Nation | EP144

    In this episode of the All Things MSP podcast, we are coming to you live from the floor of IT Nation Connect. We sit down with two industry leaders to discuss the evolving landscape of managed services, security, and automation.First, Eric Anthony speaks with Mike Estep from Blackpoint Cyber. Mike shares his perspective on why the MSP industry remains a "relationship business" despite the digital-first world we live in. They dive into the importance of face-to-face engagement at events like IT Nation and how Blackpoint Cyber continues to support partners through high-touch MDR services and community involvement.Next, Justin Esgar talks with James Allen from Pia. They explore the transformative power of AI on the help desk. James explains how Pia’s AI automation isn't about replacing technicians, but rather giving them a "mech suit" to crush repetitive tasks like password resets. This allows human talent to focus on high-value projects and complex problem-solving, leading to better job satisfaction and increased profitability for MSPs.Thank you to our amazing sponsors!Gozynta: https://atmsp.link/gozyntaEasyDMARC: https://atmsp.link/easydmarcNodeware: https://atmsp.link/nodewareHelpt: https://atmsp.link/helptCompliance Scorecard: https://atmsp.link/compliancescorecardMovebot: https://atmsp.link/movebotGuest Information:Mike Estep (Blackpoint Cyber): https://www.linkedin.com/in/mestep/ | https://blackpointcyber.comJames Allen (Pia): https://www.linkedin.com/in/jamesallen84/ | https://pia.aiMeet the Hosts:Justin Esgar: https://www.linkedin.com/in/justinesgar/Eric Anthony: https://www.linkedin.com/in/esanthony/Join the All Things MSP Community:Facebook Group: https://www.facebook.com/groups/allthingsmspLinkedIn Page: https://www.linkedin.com/company/allthingsmsp/YouTube Channel: https://www.youtube.com/@AllThingsMSP

    22 min
  5. Pax8 Leaders Talk Managed Intelligence and IT Nation memories with Urvish Badiani & Rob Rae | EP143

    2025-12-18

    Pax8 Leaders Talk Managed Intelligence and IT Nation memories with Urvish Badiani & Rob Rae | EP143

    In this episode of the All Things MSP podcast, recorded live on-site at IT Nation Connect 2025, hosts Justin Esgar and Eric Anthony sit down with two pivotal figures from Pax8 to discuss the evolving landscape of the Managed Service Provider industry.First, we are joined by Urvish Badiani, VP of Sales at Pax8. Urvish dives deep into the Pax8 marketplace, explaining how the platform has evolved beyond a simple storefront into a comprehensive resource for MSPs looking to scale. We discuss the importance of data-driven growth, the new tools available to partners, and how Pax8 is helping MSPs navigate the complexities of modern cloud sales.Then, the conversation shifts to a more nostalgic and community-focused gear with the "man, the myth, the legend," Rob Rae, CVP of Community and Partner Experience at Pax8. Rob reflects on the history of IT Nation, sharing how the event has transformed from a small gathering into the massive community hub it is today. Beyond the business talk, Rob and Eric swap hilarious and relatable travel horror stories that every road warrior in the IT channel will appreciate.Thank You to Our Sponsors We could not do what we do without the support of our incredible sponsors. Please check them out:Gozynta: https://atmsp.link/gozyntaEasyDMARC: https://atmsp.link/easydmarcNodeware: https://atmsp.link/nodewareHelpt: https://atmsp.link/helptCompliance Scorecard: https://atmsp.link/compliancescorecardMovebot: https://atmsp.link/movebotGuest InformationUrvish Badiani (VP of Sales, Pax8): https://www.linkedin.com/in/ubadiani/Rob Rae (CVP of Community and Partner Experience, Pax8): https://www.linkedin.com/in/robtrae/Pax8 Website: https://www.pax8.comHost InformationJustin Esgar: https://www.linkedin.com/in/justinesgar/Eric Anthony: https://www.linkedin.com/in/esanthony/All Things MSP ResourcesFacebook Group: https://www.facebook.com/groups/allthingsmspLinkedIn Page: https://www.linkedin.com/company/allthingsmsp/YouTube Channel: https://www.youtube.com/@AllThingsMSP

    32 min
  6. Moovila & CyberFOX: Autonomy in Projects and Security Ecosystems - IT Nation Connect | EP 142

    2025-12-14

    Moovila & CyberFOX: Autonomy in Projects and Security Ecosystems - IT Nation Connect | EP 142

    In this episode of the All Things MSP podcast, hosts Justin Esgar and Eric Anthony are live on location at IT Nation Connect 2025, bringing you conversations with the movers and shakers of the managed services world. This week features a powerhouse double-header that addresses two of the most critical pillars of a successful MSP: operational efficiency in project management and robust identity security.First up, we dive deep into the world of project delivery with Mike Psenka, CEO of Moovila. For many MSPs, project management is a chaotic juggling act of spreadsheets, manual dispatching, and missed deadlines. Mike challenges this status quo by introducing the concept of the "Perfect Project"—a state where accountability is clear, and schedules are autonomous. He explains how Moovila is leveraging AI and intelligent algorithms to remove the friction from resource allocation, ensuring that the right technician is assigned to the right task at the exact right time. We also discuss their new "Mentor Plus" platform, an in-app learning management system that acts as a virtual coach, helping technicians upskill in real-time. Plus, we get the backstory on Moovila’s fan-favorite bovine branding and how the MSP community helped shape their identity.In the second half of the show, we are joined by industry veteran Adam Slutskin, Co-founder of CyberFOX. Adam shares his perspective on the "spirit of the channel," reflecting on years of growth, acquisition, and the unique camaraderie that defines the MSP ecosystem. The conversation then shifts to the pressing reality of today’s cyber threats. Adam argues that traditional perimeter defense is no longer enough; today, identity is the new perimeter. He breaks down the critical necessity of Privileged Access Management (PAM) and Identity Access Management (IAM), explaining how CyberFOX helps MSPs secure their internal environments and their clients against identity-based attacks. It is a compelling look at why locking down privileged accounts is the next frontier in compliance and security.Whether you are looking to streamline your project backlogs or tighten your security posture, this episode offers the strategic insights you need.Connect with our Guests:Mike Psenka (Moovila)LinkedIn: https://www.linkedin.com/in/mike-psenka-208a97a/Website: https://www.moovila.comAdam Slutskin (CyberFOX)LinkedIn: https://www.linkedin.com/in/adamslutskin/Website: https://www.cyberfox.comConnect with the Hosts:Justin EsgarLinkedIn: https://www.linkedin.com/in/justinesgar/Eric AnthonyLinkedIn: https://www.linkedin.com/in/esanthony/Connect with All Things MSP:Facebook Group: https://www.facebook.com/groups/allthingsmspLinkedIn: https://www.linkedin.com/company/allthingsmsp/YouTube: https://www.youtube.com/@AllThingsMSPA Huge Thank You to Our Sponsors:Gozynta: https://atmsp.link/gozyntaEasyDMARC: https://atmsp.link/easydmarcNodeware: https://atmsp.link/nodewareHelpt: https://atmsp.link/helptCompliance Scorecard: https://atmsp.link/compliancescorecardMovebot: https://atmsp.link/movebot

    30 min
  7. IT Nation Special: Top-Down Cybersecurity Sales & AI as Abundant Interns | EP 141

    2025-12-03

    IT Nation Special: Top-Down Cybersecurity Sales & AI as Abundant Interns | EP 141

    In this special double-feature episode recorded live at IT Nation Connect in Orlando, we dive into two critical strategies for modern MSPs: rethinking how you sell cybersecurity and redefining how you use AI.First, host Justin Esgar sits down with Adam Anderson, CEO of Threat Captain. Adam challenges the traditional "bottom-up" sales approach where MSPs try to convince technical points of contact to buy security. Instead, he advocates for a "top-down" strategy, using financial impact data to build trust with business owners and C-suite leadership. Adam explains how shifting the conversation from "endpoints" to "risk tolerance" can get you a seat at the table and overcome budget objections before they even happen.Next, producer Eric Anthony interviews Mark Ralls, President of Auvik. Mark shares his unique philosophy on Artificial Intelligence, viewing AI not as a replacement for technicians, but as "abundant interns"—capable of infinite work but requiring verification. They discuss Auvik’s new SaaS management capabilities, the challenge of "Shadow GenAI," and how smart alert suppression is reducing noise by up to 75% for partners.Show LinksThreat Captain: https://threatcaptain.com/Adam Anderson on LinkedIn: https://www.linkedin.com/in/adamandersonceo/Auvik: https://www.auvik.com/Mark Ralls on LinkedIn: https://www.linkedin.com/in/rallsmark/Justin Esgar on LinkedIn: https://www.linkedin.com/in/justinesgar/Eric Anthony on LinkedIn: https://www.linkedin.com/in/esanthony/Connect with All Things MSPFacebook Group: https://www.facebook.com/groups/allthingsmspLinkedIn Company Page: https://www.linkedin.com/company/allthingsmsp/YouTube Channel: https://www.youtube.com/@AllThingsMSPThank you to our SponsorGozynta: atmsp.link/gozyntaEasyDMARC: atmsp.link/easydmarcNodeware: atmsp.link/nodewareHelpt: atmsp.link/helptCompliance Scorecard: atmsp.link/compliancescorecardMovebot: atmsp.link/movebot

    24 min
  8. Off Menu: MSP Edition – Building the Ultimate IT Business Meal - Happy Thanksgiving | EP140

    2025-11-27

    Off Menu: MSP Edition – Building the Ultimate IT Business Meal - Happy Thanksgiving | EP140

    Welcome to a very special, slightly hungry, and arguably chaotic episode of the All Things MSP podcast! This week, Justin Esgar and Eric Anthony go solo to bring you a crossover event nobody asked for but everyone needs: Off Menu: MSP Edition.Inspired by the hit podcast with Ed Gamble and James Acaster, your hosts enter the dream restaurant to select their perfect "MSP Meal." But instead of starters and desserts, we are talking about the perfect tech stack and the tools that would make up their fantasy Managed Service Provider.From the "water for the table" (the essential tools you can't live without) to the "main course" (the core service offering), Justin and Eric debate, argue, and laugh their way through building a business from a menu of infinite possibilities. Will they choose a legacy RMM or a cloud-native starter? Is the "dessert" a massive exit or a perfect work-life balance?Grab a snack, pull up a chair at the Dream Restaurant, and join us for this special game show episode.A massive thank you to our premier sponsors who keep this show on the menu:Gozynta: atmsp.link/gozyntaEasyDMARC: atmsp.link/easydmarcNodeware: atmsp.link/nodewareHelpt: atmsp.link/helptCompliance Scorecard: atmsp.link/compliancescorecardMovebot: atmsp.link/movebotConnect with your Hosts:Justin Esgar: LinkedIn | Virtua ComputersEric Anthony: LinkedInJoin the Community:Facebook Group: facebook.com/groups/allthingsmspLinkedIn: linkedin.com/company/allthingsmsp/YouTube: youtube.com/@AllThingsMSP

    38 min
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About

Join hosts Justin Esgar and Eric Anthony as they discuss weekly the many facets of the IT services business and have some fun along the way. There will also be a steady flow of guests to provide their unique insights into the topic of the week.

Information

  • Creator
    Justin Esgar and Eric Anthony
  • Years Active
    2023 - 2026
  • Episodes
    147
  • Rating
    Clean

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