No Asshole Policy for MSP Clients (975)
This episode is all about reinventing your MSP around security, value, and culture. Ian Dunstan explains how Cobalt rebuilt its offering into a single, top‑tier managed services package with zero trust, ThreatLocker, and strong cyber resilience baked in, then backed it up with EOS, clear core values, and a strict “no asshole” policy for clients. If you’re looking for practical ideas on pricing, packaging, compliance, and making IT a growth driver instead of a chore, this conversation is your blueprint.
Uncle Marv's IT Business Podcast (Real Talk for IT Pros & MSPs) · Ian Dunstan
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Show Notes
Live from Zero Trust World 2026, I sit down with Cobalt’s own Ian Dunstan to unpack how he transformed a small break‑fix shop into a security‑first MSP that clients happily pay more for. We talk zero trust, ThreatLocker, managed services, and why drawing a hard line on culture and client behavior might be the most powerful business decision you make this year.
Why listen
- Hear how Ian “ripped up” his IT business and rebuilt a modern MSP offering from the ground up.
- Learn how to move legacy clients onto a security‑driven stack with Kaseya, Datto, Microsoft 365, EDR, and MDR.
- Get practical ideas for packaging services into one top‑tier managed services plan instead of bronze/silver/gold.
- Understand how ThreatLocker fits into a Zero Trust strategy and how to roll it out without losing your mind.
- Hear real‑world perspective on the UK Cyber Security Resilience Bill, Cyber Essentials, and what rising compliance expectations mean for MSPs.
- Steal Ian’s “no asshole policy” and “pain per pound” concept to protect your team and profits from toxic clients.
Mentioned in the Show
- Two Locks and a Cox (rugby podcast): https://open.spotify.com/show/2-locks-and-a-cox (best match; verify)
- Talking Tech Beyond the Buzzwords: https://cobalt.so/news/talking-tech-beyond-the-buzzwords (landing from Cobalt)
- EOS – Entrepreneurial Operating System: https://www.eosworldwide.com
- Zero trust security: https://www.cisa.gov/zero-trust-maturity-model
Guests
- Ian Dunstan — Cobalt Business IT and Comms | https://cobalt.so | https://www.linkedin.com/in/ian-dunstan-107bb36
Shout-outs
- Sarah Cox, Two Locks and a Cox (rugby podcast co‑host): https://podcasts.apple.com/us/podcast/two-locks-and-a-cox-from-devons-radio-exe/id1693283493|
- Ben Lee, Two Locks and a Cox (rugby podcast co‑host, retired Premiership rugby player): https://podcasts.apple.com/us/podcast/two-locks-and-a-cox-from-devons-radio-exe/id1693283493|
- Chris Thomas, Cobalt Business IT and Comms / Talking Tech Beyond the Buzzwords: https://cobalt.so|
Companies / Vendors Mentioned
- Kaseya | https://www.kaseya.com
- Datto (a Kaseya company) | https://www.datto.com
- Cyber Essentials | https://www.ncsc.gov.uk/cyberessentials/overview|
- Cyber Essentials Plus | https://www.ncsc.gov.uk/cyberessentials/overview|
- Solicitors Regulation Authority (SRA) | https://www.sra.org.uk
- Financial Conduct Authority (FCA) | https://www.fca.org.uk
- Cyber Security Resilience Bill (UK) | https://www.gov.uk/government/collections/cyber-security-and-resilience-bill
- EOS – Entrepreneurial Operating System | https://www.eosworldwide.com
=== SPONSORS:
- Livestream Partner, ThreatLocker: https://www.itbusinesspodcast.com/threatlocker
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- 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
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