#934 ChannelCon 2026: Roberto Elizondo - 💻 What 30 Years in Tech Teaches You

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What happens when clients adopt artificial intelligence faster than their technology providers can secure it?

Roberto Elizondo has operated Trinet International since 1992, watching the technology industry evolve from hand-built computers and break-fix support to managed services, cybersecurity, and AI. In this conversation with Joey Pinz, Roberto shares the decisions, missed opportunities, and hard-earned lessons that shaped more than three decades as an MSP owner.

Roberto explains why he hesitated to adopt recurring revenue—even when he had managed-service contracts drafted in the 1990s—and what finally made the model click. He also reveals why he once considered marketing a waste of money and how aging clients forced him to reconsider business growth and continuity.

The conversation turns to one of today’s biggest MSP challenges: clients installing AI tools, entering private company information, and trusting answers without asking the right questions. Roberto discusses the responsibility MSPs face when customers demand innovation without fully understanding the risks.

Top three highlights

• 🤖 Why uncontrolled AI adoption has become Roberto’s biggest client-security concern
• 🔄 How an Ingram Micro Cloud Summit changed his view of recurring revenue
• 📣 Why losing and aging clients completely changed his opinion of marketing

#MSP #ArtificialIntelligence #Cybersecurity #ManagedServices #Entrepreneurship #BusinessGrowth #JoeyPinzPodcast

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