PODCAST | Beyond the Horizon: MSPs at a Crossroads: Growth, Cybersecurity, and the Road Ahead

In this episode of the Beyond the Horizon Podcast, Pete Roythorne is joined by N‑able’s Sales and Marketing Head Nerd Stefanie Hammond to explore some of the key challenges MSPs are facing today, how these differ across company sizes, and what strategies are proving most effective for growth.

Stefanie brings valuable insight into how operational maturity impacts everything from sales and staffing to go-to-market strategies and cybersecurity offerings. The episode dives deep into how small, medium, and large MSPs are adapting — and what could be holding some back.

For anyone wanting to learn more about the difference between co-partnering and co-managing, check out the recent Beyond the Horizon podcast featuring David Weeks – Evolving MSP Go-to-Market Strategies

Key Topics Covered

• Top Business Challenges:
  • New customer acquisition
  • Upskilling staff and staffing shortages
  • Customer infrastructure security
  • Budget constraints and pricing pressures
• Growth Mindset vs. Lifestyle MSPs:
  • The strategic divide among smaller MSPs
  • The risk of stagnation without cybersecurity offerings
• Revenue Bands Breakdown:
  • How MSP challenges vary by size (sub-$5M, $6–10M, $10M+)
  • Why smaller MSPs often struggle with marketing and sales
  • How medium and larger MSPs are structuring for scale
• Go-To-Market Models:
  • Traditional, co-managed, and co-partnering explained
  • Why larger MSPs are embracing partnerships
  • The medium MSP push toward co-managed service models
• Cybersecurity Trends:
  • Strong growth in managed BDR, endpoint security, and network security
  • MDR’s adoption gap among smaller MSPs
  • Why cybersecurity must become a standard offering
• The Role of Vendors:
  • How Enable supports MSPs with education, resources, and peer groups
  • Stefanie’s take on the “rising tide” philosophy in the channel
• Peer Groups as a Growth Accelerator:
  • Why peer learning is a must-have for ambitious MSPs
  • Formal vs. informal groups — and how to start

Quote of the Episode: “You don’t become medium or large unless you were small at some point. Growth is intentional — and that starts with recognizing your challenges.” – Stefanie Hammond

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N‑able also produces Now That’s It: Stories of MSP Success. This Podcast explores stories of how leading MSPs and other Channel leaders built their businesses, and how they overcame the challenges they faced to get to where they are today. Inspiring, educational, and often heartfelt this is a must for anyone looking to build their own business. You can listen to Now That’s It on your favourite streaming service or watch it on YouTube.

Disclaimer: This podcast provides educational information about issues that may be relevant to information technology service providers. Nothing in the podcast should be construed as any recommendation or endorsement by N‑able, or as legal or any other advice. The views expressed by guests are their own and their appearance on the podcast does not imply an endorsement of them or any entity they represent. Views and opinions expressed by N‑able employees are those of the employees and do not necessarily reflect the view of N‑able or its officers and directors. The podcast may also contain forward-looking statements regarding future product plans, functionality, or development efforts that should not be interpreted as a commitment from N‑able related to any deliverables or timeframe. All content is based on information available at the time of recording, and N‑able has no obligation to update any forward-looking statements.