Uncle Marv's IT Business Podcast (Real Talk for IT Pros & MSPs)

If you’ve ever stared at NIST, CIS, or SOC 2 requirements and thought, “Where do I even start?”, this episode is for you. Jared Casner from Blacksmith InfoSec joins me to break compliance out of the checkbox trap and show MSPs how to turn security frameworks into real, billable services your clients will actually value. We cover practical steps, real stories, and a simple way to talk about compliance without scaring or confusing your customers. Chapters 00:00 Welcome, conference recap, and setup 00:48 Running into Jared at MSP IT Expo 03:02 Sessions vs. vendor hall and MSP show strategy 06:11 Talking to non‑MSPs and sharpening the value pitch 09:59 Who is Blacksmith InfoSec and what they do 12:13 Frameworks first: NIST CSF, CIS, and mapping to compliance 17:30 Security as a long‑term investment, not a quick fix 24:26 What MSPs should prioritize now: third‑party and supply chain risk 31:41 Monetizing compliance and packaging MSP services 36:26 Turning compliance into projects, shared responsibility with clients Guests Blacksmith InfoSec: https://blacksmithinfosec.com Companies / Vendors / Products Mentioned MSP IT Expo (MSP EXPO / ITEXPO in Fort Lauderdale): https://www.mspexpo.com Omni Hotel (Omni Hotels & Resorts): https://www.omnihotels.com NIST Cybersecurity Framework (NIST CSF): https://www.nist.gov/cyberframework CIS Controls (Center for Internet Security): https://www.cisecurity.org CMMC (Cybersecurity Maturity Model Certification): https://dodcio.defense.gov/CMMC HIPAA (Health Insurance Portability and Accountability Act): https://www.hhs.gov/hipaa FTC Safeguards Rule: https://www.ftc.gov/business-guidance/resources/ftc-safeguards-rule-what-your-business-needs-know Florida Bar: https://www.floridabar.org Axios Breach: https://www.bloomberg.com/news/articles/2026-03-31/axios-software-tool-used-by-millions-compromised-in-hack NPM (Node Package Manager): https://www.npmjs.com Get NIST‑y (podcast by Blacksmith InfoSec): https://blacksmithinfosec.com/nisty EOS (Entrepreneurial Operating System): https://www.eosworldwide.com Pumpkin Plan (business framework): https://pumpkinplan.com === SPONSORS: Livestream Partner, ThreatLocker: https://www.itbusinesspodcast.com/threatlocker Technology Partner, NetAlly: https://www.itbusinesspodcast.com/netally/ Technology Partner: Bvoip: https://www.itbusinesspodcast.com/bvoip Travel Partner: TruGrid: https://www.itbusinesspodcast.com/trugrid Digital Partner, Designer Ready: http://itbusinesspodcast.com/designerready === SHOW MUSIC: Item Title: Upbeat & Fun Sports Rock Logo Item URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET Author Username: AlexanderRufire Item License Code: 7X9F52DNML === Connect with Uncle Marv🌐 Website: https://www.itbusinesspodcast.com/🎙 Host: Marvin Bee🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ☕ Support the show: https://ko-fi.com/itbusinesspodcastIf you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.

If you’ve ever felt stuck between vendor noise, compliance pressure, and clients who only see you as “the computer guy,” this conversation is for you. Jerem and I dig into culture, cybersecurity, AI, and backup design—plus the uncomfortable stuff like staff training and saying no to shiny tools—so you can run a calmer, more profitable MSP. Chapters 00:00 Intro – Live show setup and community update for Jason 04:46 Sponsor Segment – ThreatLocker, NetAlly, OneStream, TruGrid 07:56 Guest Intro – Meet Jerem Morris and Datatek in Mesa, Arizona 10:20 Building Datatek – Referral-only growth and people‑first IT 12:16 From Tech to Business Owner – Early lessons and first hire 14:32 Shifting to Security‑First – Becoming a true technology partner 19:20 Deep Client Relationships – No client‑facing tickets and more QBRs 29:36 Training & AI Guardrails – Staff education, AI policy, and user training 36:21 Backup Strategy – Beyond 3‑2‑1 with Synology and layered recovery 44:12 Tool Stack & Future of AI – Avoiding shiny objects and preparing MSPs for AI Guests: Jerem Morris Datatek Website: https://datatekaz.com LinkedIn: https://www.linkedin.com/in/jeremmorris Shout-outs: Jason Percival, NEPA Geeks: https://www.nepageeks.com Companies / Vendors / Products Mentioned NEPA Geeks: https://www.nepageeks.com Synology: https://www.synology.com Microsoft 365: https://www.microsoft.com/microsoft-365 Microsoft Copilot: https://www.microsoft.com/microsoft-copilot ChatGPT: https://chat.openai.com Arizona Tech Week (Mesa): https://www.aztechweekmesa.com Boeing: https://www.boeing.com Meta (Meta Platforms): https://about.meta.com Netgear: https://www.netgear.com === SPONSORS: Livestream Partner, ThreatLocker: https://www.itbusinesspodcast.com/threatlocker Technology Partner, NetAlly: https://www.itbusinesspodcast.com/netally/ Technology Partner: Bvoip: https://www.itbusinesspodcast.com/bvoip Travel Partner: TruGrid: https://www.itbusinesspodcast.com/trugrid Digital Partner, Designer Ready: http://itbusinesspodcast.com/designerready === SHOW MUSIC: Item Title: Upbeat & Fun Sports Rock Logo Item URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET Author Username: AlexanderRufire Item License Code: 7X9F52DNML === Connect with Uncle Marv🌐 Website: https://www.itbusinesspodcast.com/🎙 Host: Marvin Bee🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ☕ Support the show: https://ko-fi.com/itbusinesspodcastIf you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.

Most MSPs say they’re “relationship‑driven,” but Laura Jeter has turned that into a repeatable sales engine inside a large national managed services organization. In our conversation, she shares real‑world stories from enterprise deals, lessons from working with global vendors, and the exact research‑first habits she expects from her sales team before they ever book a meeting. If you’re tired of being seen as a cost center instead of a strategic IT partner, you’ll want to steal a few pages from her playbook. === Time Stamps 00:24 Meet Laura Jeter from Vector Security Networks 03:10 What Vector Security Networks Does Nationally 06:45 Co‑Managed IT and Partnering with Other MSPs 10:03 Laura’s Journey from Mainframes to MSP Sales 14:40 Why Most MSPs Struggle with Sales 18:00 Selling Outcomes, Not Line‑Item IT Services 21:14 Better Discovery: Questions That Actually Land Deals 24:05 Finding the Right Prospects and Ideal Clients 29:48 Using LinkedIn Sales Navigator and Research in Sales 36:24 Following Clients When They Change Jobs 40:01 Building a Strong Sales Engine Inside an MSP == Guest Laura Jeter, Vector Security Networks (Director of Sales, Managed Network Services): https://www.vectorsecuritynetworks.com === Shout-outs MSP Association of America: https://www.mspassociation.com/ === Companies / Vendors / Products Mentioned LinkedIn Sales Navigator: https://www.linkedin.com/sales ZoomInfo: https://www.zoominfo.com IT Expo: https://www.itexpo.com MSP Expo: https://www.mspexpo.com === SPONSORS: Livestream Partner, ThreatLocker: https://www.itbusinesspodcast.com/threatlocker Technology Partner, NetAlly: https://www.itbusinesspodcast.com/netally/ Technology Partner: Bvoip: https://www.itbusinesspodcast.com/bvoip Travel Partner: TruGrid: https://www.itbusinesspodcast.com/trugrid Digital Partner, Designer Ready: http://itbusinesspodcast.com/designerready === SHOW MUSIC: Item Title: Upbeat & Fun Sports Rock Logo Item URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET Author Username: AlexanderRufire Item License Code: 7X9F52DNML === Connect with Uncle Marv🌐 Website: https://www.itbusinesspodcast.com/🎙 Host: Marvin Bee🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ☕ Support the show: https://ko-fi.com/itbusinesspodcastIf you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.

If you’ve ever had a client’s “other vendor” show up, hit a wall with your security tools, and then blame IT, this episode is for you. I share fresh stories from the field on using ThreatLocker to enforce guardrails, manage AI agents and VPN tools like Tailscale, and keep control of your 365 tenant and endpoints while still letting clients get work done. Then we shift into my recap of Channel Pro Defend and ThreatLocker’s Zero Trust World, talk cyber insurance requirements, hardened RMM and identity controls, and yes—take a fun detour into the best swag, socks, hats, and gear I picked up along the way. Florida Man - ATM “jackpotting” mastermind: https://linkly.link/2eWRW === Chapters 01:37 MB Systems Updates & How ThreatLocker Changes the Security Conversation 11:02 Vendor Pushback, Client Guardrails, and AI/VPN Tools Under Zero Trust 18:23 Why These Conferences: ChannelPro Defend, Zero Trust World, and Travel Load 21:24 Zero Trust as the Default Security Model & From Theory to Execution 24:52 Building Your Stack Around Real Incidents, Labs, and Cyber Hero Training 28:14 ChannelPro Defend: Security, Profitability, and Bourbon Icebreaker Panel 31:16 Networking Wins, Quotes from Griffin IT & Bell Tech, and MSP–Vendor Mix 32:15 Swag Philosophy Shift: Food, Socks, Shirts, Hats, Pens, Tiles, and Mugs 44:48 Studio Plans, Episode 1,000 Milestone, and Supporting the Show 48:59 Florida Man ATM Jackpotting Story & Closing the Episode === Shout-Outs Danny Jenkins, ThreatLocker: https://www.linkedin.com/in/dannyjenkinscyber/ Brian Weiss, iTech Solutions: https://www.linkedin.com/in/brianjweiss/ Reagan Roney, SolvereOne: https://www.linkedin.com/in/reaganroney/ Marissa Maldonado, Proda Technology: https://www.linkedin.com/in/marissamaldonadoproda/ Frank Marino, Forthright Technology Partners: https://www.linkedin.com/in/frankmerino/ Bradley Gross, Attorney: https://www.linkedin.com/in/bradleygross/ Matthew Dwyer, Griffin IT: https://www.linkedin.com/in/matthew-dwyer-bb968b36/ Ali Johnston, BelTech Services: https://www.linkedin.com/in/ali-johnston-a38a27220/ === Companies / Vendors / Products Mentioned Super Whisper: https://superwhisper.com/ Tailscale: https://tailscale.com Microsoft 365 (M365): https://www.microsoft.com/microsoft-365 MSP Channel: https://msp-channel.com Acronis: https://www.acronis.com Channel Pro Defend (Channel Pro Network): https://events.channelpronetwork.com/in-person-events/ Zero Trust World (ThreatLocker event): https://ztw.com/ NinjaOne: https://www.ninjaone.com Zaun: https://zaun.ai Cork / Cork Cyber: https://www.corkinc.com Infima: https://www.infimasec.com Cavelo: https://www.cavelo.com/ Monjur: https://monjur.com/ Kipling Secure: https://kiplingsecure.ai/ Kaseya: https://www.kaseya.com Life360 Tile Tracker: https://amzn.to/3NDYq91 N-able: https://www.n-able.com MSP Process: https://mspprocess.com === SPONSORS: Livestream Partner, ThreatLocker: https://www.itbusinesspodcast.com/threatlocker Technology Partner, NetAlly: https://www.itbusinesspodcast.com/netally/ Technology Partner: Bvoip: https://www.itbusinesspodcast.com/bvoip Travel Partner: TruGrid: https://www.itbusinesspodcast.com/trugrid Digital Partner, Designer Ready: http://itbusinesspodcast.com/designerready === SHOW MUSIC: Item Title: Upbeat & Fun Sports Rock Logo Item URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET Author Username: AlexanderRufire Item License Code: 7X9F52DNML === Connect with Uncle Marv🌐 Website: https://www.itbusinesspodcast.com/🎙 Host: Marvin Bee🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ☕ Support the show: https://ko-fi.com/itbusinesspodcastIf you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.

This one’s a game changer. A single court ruling just made it easier for customers and insurers to come after MSPs after a breach—and harder for you to get out of it. If you haven’t looked at your contracts and security stack lately, now’s the time. === Why Listen Breakdown of the Delaware Supreme Court decision and why it matters How one breach can turn into multi-client litigation Why cyber insurance carriers (like Travelers) are coming after MSPs The shift from “best practices” to legal standards (MFA, encryption, patching) Contract gaps that could expose your business Practical steps to reduce liability today === Companies / Vendors / Products Mentioned Delaware Supreme Court Ruling: https://www.itbusinesspodcast.com/downloads/delaware-travelers-blackbaud/ Travelers (Travelers Insurance): https://www.travelers.com​ Blackbaud: https://www.blackbaud.com​ Delaware Supreme Court: https://courts.delaware.gov​ === Chapters 00:00 Introduction 01:42 What happened in the Blackbaud case 02:33 The big legal shifts MSPs need to know 04:31 Courts are defining ‘commercially reasonable security’ 06:23 Cost and insurance implications 08:30 What MSPs should fix in their contracts 11:26 What MSPs should fix in their security stack 14:08 Bottom line === SPONSORS: Livestream Partner, ThreatLocker: https://www.itbusinesspodcast.com/threatlocker Technology Partner, NetAlly: https://www.itbusinesspodcast.com/netally/ Technology Partner: Bvoip: https://www.itbusinesspodcast.com/bvoip Travel Partner: TruGrid: https://www.itbusinesspodcast.com/trugrid Digital Partner, Designer Ready: http://itbusinesspodcast.com/designerready === SHOW MUSIC: Item Title: Upbeat & Fun Sports Rock Logo Item URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET Author Username: AlexanderRufire Item License Code: 7X9F52DNML === Connect with Uncle Marv🌐 Website: https://www.itbusinesspodcast.com/🎙 Host: Marvin Bee🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ☕ Support the show: https://ko-fi.com/itbusinesspodcastIf you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.