Technology continues to reshape the MSP industry, changing both what customers need and where providers can deliver the most value. Dave Meister of Check Point has experienced that evolution firsthand, from telephony and networking to managed infrastructure, cybersecurity and now AI.
In his conversation with Joey Pinz, Meister shared several lessons for MSPs navigating those shifts while continuing to build sustainable businesses.
1. Recognize Where Technology Is Becoming Commoditized
Meister has watched once-profitable areas of technology become increasingly commoditized. He pointed to telephony, internet connectivity and infrastructure as examples. Businesses increasingly expect connectivity, while SaaS and cloud platforms have changed traditional infrastructure requirements.
For MSPs, that makes it important to recognize where value is moving. As established technologies mature, new customer challenges can create opportunities for MSPs willing to evolve their services and expertise.
2. Start Cybersecurity Decisions With the Outcome
Meister cautioned against making cybersecurity a “tick box exercise.” Instead of simply selecting a cybersecurity platform, MSPs should first identify the outcome they need to achieve and the risks they need to address.
AI makes that especially relevant. Meister discussed concerns including shadow AI, prompt injection and confidential information being entered into AI tools. As MSPs help customers adopt AI, they also need to think about how that usage will be secured.
From there, MSPs can evaluate which vendors address those needs while fitting the way they operate and deliver services.
3. Consider How Technology Affects Efficiency
A strong technology solution still needs to be manageable. Meister emphasized the importance of considering how much technician time is required to deploy and maintain a product.
He shared an example of an MSP managing roughly 8,000 users that was spending about 300 hours per month managing email security across two products. That kind of administrative burden can affect both technicians and profitability.
For MSPs, evaluating technology therefore goes beyond security capabilities. Ease of deployment, ongoing management and the ability to demonstrate value to customers can all influence whether a solution makes business sense.
4. Build Growth Through Consistent Effort
Meister also emphasized discipline and the value of small, repeatable actions. In his view, the work performed consistently today is what produces results months later.
He applies that philosophy to both his career and business growth. Rather than relying on occasional major efforts, Meister focuses on daily, weekly and monthly activities that build momentum over time.
That mindset can apply directly to MSPs. Technology will continue changing, but consistently learning, improving operations and responding to customer needs can help MSPs evolve with it.
What This Means for MSPs
Meister’s experience shows just how quickly the technology landscape can shift. Telephony and infrastructure gave way to cloud services, cybersecurity became increasingly critical, and AI is now creating another set of opportunities and risks.
For MSPs, evolving does not mean chasing every new technology. It means recognizing where customer needs are moving, focusing on meaningful outcomes, operating efficiently and consistently doing the work required to grow.