Cracking the Code: How Startups Can Win with MSP Partnerships | The Pair Program Ep57

How do startups break into the market without a massive sales force? And what do Managed Service Providers (MSPs) really look for in vendor solutions, beyond the sales pitch? In this episode, Tim Winkler and Mike Gruen sit down with Brian Luckey (CIO at Integris) and Ian Y. Garrett (CEO & co-founder of Phalanx) to explore the high-stakes world of vendor-MSP relationships. They dive into how cybersecurity startups can leverage MSP partnerships to scale, the biggest pain points MSPs face, and what separates a winning product from one that never gets traction.

Key Topics Discussed:

• Why Managed Service Provider (MSP) partnerships can be a startup’s secret weapon
• The must-have features MSPs demand from vendors
• How automation and AI are reshaping cybersecurity
• The biggest mistakes vendors make when pitching MSPs
• What the future holds for MSP services and security

About Brian Luckey: Brian Luckey is a transformational leader with 20+ years in IT, operations, and service delivery, Brian specializes in scaling businesses, optimizing performance, and driving innovation. As CIO at Integris, he enhances IT infrastructure, customer experience, and revenue growth for businesses of all sizes. With two MBAs and a Ph.D. in Management Information Systems, he blends strategic vision with hands-on expertise to implement cutting-edge technologies, streamline processes, and foster high-performing teams.

About Ian Y. Garrett: As CEO and co-founder of Phalanx, Ian is revolutionizing secure file sharing for startups and SMBs. A former US Army Cyber officer and defense sector data scientist, he has firsthand experience tackling cybersecurity challenges at scale. Combining his operational expertise with Ph.D.-level research in AI and cybersecurity, Ian is building automation-driven solutions that eliminate human error and simplify data protection in an increasingly complex digital world.

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