Transcript van MSP Global 2026: in gesprek met Dwayne Golden
So I'm here with Duane, Duane from Kaseya. Good to meet you. Hey. Pleasure to be here, man. It's nice to be on the show. Yeah. You're from Kaseya having a booth here. What are you doing here? Yeah. So I'm the VP of revenue expansion for Europe. Right now, I'm mostly working in the Dock and Nordic regions looking at expanding in a major way, working with MSPs, having some fun here. Well, expanding your revenue or the MSPs are revenue? We should be doing both because we don't expand any revenue if the MSPs can't make any money. So we're doing both. True. True. And and what's the message you're giving the MSPs? Man, I think the message right now is, like, what are we doing to differentiate ourselves in 2026? So many people are talking about AI, but what are we doing uniquely to position ourselves as an MSP with these small to medium sized businesses? I think Kaseya has a really interesting story, but even beyond Kaseya, I think we're at a really unique time in history right now for MSPs. You are. You are. And you're talking about platform, I guess. Yeah. Yeah. Yeah. We've got an entire platform on with Kaseya AI native. One of the things that I'm really excited about is the things we're doing within our automated ticketing solution. I think that's really exciting for MSPs, but I'm also interested in how MSPs are going out and selling these AI services and what they're doing to position themselves. Well, not enough. Not enough. I would agree. Well, I think they're not doing enough for the customer to use AI. I mean, everybody's using AI in the MSP industry just, you know, to speed up things, to save FTEs, you know, make sure that things run smoothly. But what do they do for the... For their end customers? That's the question. I I would agree. I think one of the things we've gotta really do as MSP, if I were an MSP today, I would get very industry specific, very market specific. That's the only way to to bring about any real, I think, progress as an AI service. We've gotta specialize for dentists. Right? What do dentists need from an AI standpoint? We gotta specialize for legal, for accounting, etcetera. I think when we go too broad from an AI services standpoint, you can only get an inch deep. Yeah. So vertical based. Correct. Vertical based. Otherwise, you can't really get very deep in understanding the customer base. I guess MSPs need to change. Right? They need to be more of a consultant than a a system engineer. Because I mean, the system engineering will be done by AI. Right? I couldn't agree more. I believe in selling like a doctor. Right? Like when you go to a doctor, if you go in there with knee pain, they don't just offer you a pill and say, hey, go to the pharmacy, pick up pain medication, and then we're gonna schedule you for surgery in two weeks. First, they ask you, what brings you in today? Really? How long have you been dealing with this pain? I think, as an MSP, if we sell from a consultative standpoint, we ask these questions and we can figure out what sort of AI service we can tailor. But it begins with asking the right questions rather than prescribing before we know anything. Don't talk about product, talk about people. Right? Boom. We sell outcomes, baby. Yeah. There you are. Well, good to meet you. We probably see each other tonight. We'll have some drinks, have some beers. Let's do it, man. I love it. Alright, man. Cheers. Thank you so much. Thank you, my brother.
