Tate Talks: Navigating the New Wave of Managed Services with Dan Wensley

In the final episode of 2025, Chris Tate sits down with a titan of the MSP channel, Dan Wensley, the CEO of GTIA (Global Technology Industry Association).

With a career spanning nearly 30 years, Dan shares his unique perspective on the evolution of the industry—from the early days of internet adoption and value-added reselling to the birth of the modern Managed Service Provider.

The conversation dives deep into the power of collaboration and community. Dan reflects on how even the fiercest competitors in the early RMM and PSA space worked together to "carry the torch" for the managed services business model. They also discuss the transition of CompTIA into GTIA, emphasizing its role as the industry’s only fully agnostic, non-profit trade association dedicated to unbiased research and peer-to-peer education.

As we look toward 2026, Dan warns that the pace of change—driven largely by AI and cybersecurity—is accelerating faster than anything we’ve seen before. His primary advice for MSPs? Don’t go it alone. Stay close to your community to avoid "missing the turn," and never lose sight of the customer relationship, which remains the ultimate differentiator.

Connect with Dan on LinkedIn here or check out the GTIA website here

Music - https://www.purple-planet.com

In this episode of Tate Talks, I speak with Mark Williams, owner of Pensar IT, about his incredible journey in the IT industry, the evolution of his MSP, and his unique personal life lessons, including a refreshing love for cold-water sea swimming..

• Current Read (Business): Unreasonable Hospitality: The Remarkable Power of Giving People More Than They Expect by Will Guidara.

• All-Time Best Business Book: How to Win Friends and Influence People by Dale Carnegie.

  
  

• Connect with Mark on LinkedIn ⁠⁠⁠here⁠ or check out the Pensar website here

  Music - https://www.purple-planet.com

  
  

This episode of Tate Talks features Chris Tate in conversation with Tim Rookes, founder of TrueMSP and now part of the leadership team at Truly SMB. Tim provides a deep dive into his extensive career in the IT industry, the evolution of the Managed Service Provider (MSP) model, and his company's innovative approach to helping Small to Midsize Businesses (SMBs) adopt Artificial Intelligence (AI).

Connect with Tim on LinkedIn here or check out their website hereMusic - https://www.purple-planet.com