Your Buyers Changed. Did Your Sales Strategy?

Your Buyers Changed. Did Your Sales Strategy?

The MSP sales process has changed—but has your sales strategy? Today's buyers aren't waiting for a sales call to start their research. They're reading reviews, listening to podcasts, exploring LinkedIn, using AI search tools, and building trust long before they ever contact an MSP. In this episode of the[STACK], Dan Tomaszewski sits down with Pete Busam, CEO of Equilibrium Consulting, to discuss how the modern buyer journey has evolved, why traditional sales funnels no longer tell the whole story, and what MSPs can do to improve their visibility, credibility, and growth in today's digital-first world.

How MSPs Can Start Selling AI Today

Pax8 Beyond wasn't just another industry conference—it was a glimpse into the future of managed services. In this episode of the[STACK], Dan Tomaszewski sits down with Chance Weaver, Global VP of AI Adoption at Pax8, to unpack the event's biggest AI announcements and what they mean for MSPs. From the Managed Intelligence Provider (MIP) framework to new Managed Intelligence Services, they discuss how providers can start leading AI conversations, deliver meaningful business outcomes, and build the next generation of managed services.

What Comes After Managed Services?

The managed services industry is changing faster than ever. As AI, automation, governance, and business intelligence reshape the way organizations operate, MSPs are being challenged to think beyond traditional IT support. In this episode of the[STACK], Dan Tomaszewski sits down with Brian Doyle of vCIOToolbox to discuss the evolution from Managed Service Provider to Managed Intelligence Provider (MIP), why advisory services are becoming essential, and how MSPs can position themselves as strategic business partners instead of just technology providers.

Should Anyone Be Allowed to Call Themselves an MSP?

For years, anyone could call themselves an MSP. But as the industry continues to mature, is it time for that to change? Recorded live at Pax8 Beyond 2026, Dan sits down with Cole Knuth of Texas A&M and MJ Shoer of GTIA to discuss the Consortium for Responsible IT Services, the push toward industry standards, and why defining what it means to be an MSP has never been more important. From self-regulation and government involvement to the future of MIPs and industry accreditation, this conversation explores one of the biggest shifts the managed services industry has seen in years.

Why Attackers Don't Need Malware Anymore

Cybercriminals no longer need to break into networks—they simply log in. In this episode of the[STACK], Dan Tomaszewski welcomes Ben Eakin from Kzero to discuss the evolution of identity security and why authentication is becoming the frontline of cybersecurity. Learn how MSPs can combat phishing, credential theft, and identity-based attacks while improving usability through passwordless authentication, MFA, SSO, and simplified security workflows.