[158] Sales, Remote Working and Automation: Powerful Advice for Modern MSPs

[158] Sales, Remote Working and Automation: Powerful Advice for Modern MSPs

In this interview, Richard Tubb speaks to Arlin Sorensen, VP of Ecosystem Evangelism at ConnectWise. He’s been involved in the industry for almost 40 years. In that time, he started HTG peer groups, now IT Nation Evolve.

He had a VAR MSP for 27 years, which he sold in 2012, and recently sold his ag-tech business which focuses on delivering precision technology to farmers. Arlin is passionate about supporting MSPs to grow and scale their business.

Arlin shares his journey in the MSP space, his current role at ConnectWise and how the company is different from others. He and Richard discuss challenges that MSPs face, how things have changed post-covid and how to adapt to remote working.

Richard asks Arlin how MSPs can get more comfortable with sales and how Bob Burg’s book ‘The Go Giver’ changed his own attitude to selling. They also dig into the impact of AI and automation on customer experience and running a business.

They discuss peer groups, MMAs, personal influences and the future of the MSP industry. Arlin also shares his biggest piece of advice that listeners should act on right now.

Mentioned in This Episode


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[Travelogue] IT Nation Connect Europe 2025

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[176] Why Now is the Time to Join GTIA and Grow the MSP Community

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In this episode, Richard Tubb is joined by MJ Shoer. MJ is the Chief Community Officer of the newly-formed GTIA, previously part of the non-profit CompTIA. A former IT director and MSP owner, MJ did a...

23 Helmi 202557min

[175] Valuable Insights From Bridging The MSP And Vendor Divide

[175] Valuable Insights From Bridging The MSP And Vendor Divide

In this episode of TubbTalk, Richard Tubb is joined by Andy O'Neil. Having started out in roles within various MSPs, he then went to work for Autotask. Today, he’s leading the managed services functio...

9 Helmi 20251h 28min

[174] Insights From One of the UK's Most Innovative MSPs

[174] Insights From One of the UK's Most Innovative MSPs

In this episode, Richard Tubb speaks to Chris Pottrell. He’s the managing director of Nebula IT, an MSP with a strong focus on cybersecurity. Their comprehensive set of services make them an innovativ...

19 Tammi 20251h 8min

[173]StreamOne: Transforming Cloud Management for MSP Success and Growth

[173]StreamOne: Transforming Cloud Management for MSP Success and Growth

In this episode, Richard Tubb speaks to Sergio Farache, the EVP of strategy and global technology business at TD SYNNEX. In this interview, he talks specifically about StreamOne®. A cloud management p...

12 Tammi 202556min

[172] Richard in The Hotseat: Advice on Business, Wellbeing and Growth

[172] Richard in The Hotseat: Advice on Business, Wellbeing and Growth

In this unique TubbTalk episode, Richard Tubb becomes the guest! He was interviewed on The Remarkable People Show, broadcast earlier this year (2024). It’s hosted by Polly Brennan and Maggie Martin on...

29 Joulu 202440min

[171] Rob Rae: How to Break Barriers and Build MSP Ecosystems

[171] Rob Rae: How to Break Barriers and Build MSP Ecosystems

In this interview, Richard Tubb speaks to Rob Rae, Corporate Vice President of Community and Ecosystems for Pax8. They're a cloud marketplace for future-focused managed service providers (MSP). After ...

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