Pitch IT - You Can't Own Your Client's Risk — and Other Truths from Blacksmith InfoSec

Grab a cuppa for this one. Paul sits down with Jared Casner, co-founder of Blacksmith InfoSec, for a PitchIT conversation that quietly pulls the rug out from under a lot of things MSPs tell themselves. It starts with a line that'll stop plenty of MSPs mid-sentence: you can't own your clients' risk — no matter how much you'd like to say "leave it with me, I've got it." From there, Jared unpacks why the tools your clients log into need to be built for them, not for you, and how the smartest MSPs are quietly flipping backwards-looking ticket reviews into forward-looking business conversations that make them impossible to replace. There's also the small matter of how Blacksmith ended up in the channel in the first place — a story where the MSPs were the ones doing the chasing, phoning up practically begging them to come in. What broke to make that happen? You'll want to hear Jared tell it. We get into the real triggers that push clients toward compliance (and why "compliance" might be the wrong word entirely), what happens when you put a button on a page and let humans loose on it, and how listening — properly listening — reshaped their whole product roadmap. And then, as ever, we ask for a track for the Spotify playlist. Let's just say Jared's pick comes with a backstory involving a very unexpected support slot, a homemade remix that refuses to die, and a school drop-off conversation that had two mums talking. We're not spoiling it here. You'll have to press play — and yes, there's video evidence online if you know where to look. If you're weighing up GRC or risk tooling for your stack, or you just want to hear how a couple of self-confessed non-salespeople built something the channel actually chased, this is one to put your feet up for. 🎧 The MSP Vendor Blender — PitchIT series.