Guest Introduction
Jay McBain is one of the most influential analysts in the IT channel and a leading voice on where the managed services industry is headed. As a former Forrester and Canalys analyst, Jay has spent decades studying the technology cycles that reshape partner ecosystems. His perspective carries weight because he does not just report on trends; he defines the frameworks that channel leaders use to make strategic bets. When Jay says the industry is entering a new era, MSP owners pay attention.
What We Cover
What Does the Shift from Cybersecurity to AI-Driven Managed Services Look Like?
Jay explains how the MSP industry is transitioning from a growth phase driven primarily by cybersecurity to one driven by AI. Cybersecurity is not going away, but it is becoming table stakes. The next wave of differentiation and revenue growth will come from MSPs that can deliver AI-powered services, consulting, and automation to their clients. Jay maps out what this transition looks like in practice.
Why Jay McBain Calls This the Start of a New 20-Year Technology Cycle
Jay frames the current moment as the beginning of a generational shift, comparable to the rise of cloud computing or the internet itself. MSPs that position themselves correctly at the start of this cycle will compound their advantages for decades. Those that wait for the market to force the change will find themselves playing catch-up against competitors who moved early.
How Should MSPs Rethink Their Business Model for the AI Era?
The next generation of successful MSPs will look different from today's model. Jay describes a future where MSPs combine consulting, automation, and outcome-based delivery into a fundamentally new offering. The shift is away from selling hours and tickets and toward selling measurable business outcomes. MSPs that start experimenting with this model now will be best positioned when the broader market catches up.
What Happens to MSPs That Wait Too Long to Adapt?
Jay is direct about the consequences of inaction. MSPs that treat AI as a future consideration rather than a present priority risk becoming irrelevant as the market evolves around them. The window for strategic positioning is open now, but it will not stay open indefinitely. Jay shares examples from previous technology cycles to illustrate how quickly the market can leave laggards behind.
Why This Matters for MSPs
This episode is a strategic wake-up call for every MSP owner. The decisions you make in the next 12 to 24 months about your service model, your technology investments, and your team's capabilities will determine your trajectory for years to come. As the industry shifts toward AI-driven delivery, the fundamentals still matter: strong contracts, clear legal protection, and operational maturity. The MSPs that layer AI on top of a solid foundation will lead the next era of managed services.
About the Show
Talk Tech with Rob Scott is a podcast series from Monjur where CEO Rob Scott sits down with MSP industry leaders to explore the strategies, tools, and trends shaping managed services. New episodes are published regularly on YouTube. Subscribe to stay ahead of what is next in the MSP channel.
