A Microsoft-first MSP at nearly $12M. 25 years in the industry. A clear bet on AI, Copilot, and modernization.

Most MSPs are still trying to figure out where AI fits. Nabil believes the opportunity is already here. Brian Hoppe sits down with Nabil Aitoumeziane, president of FSI Strategy, to unpack what it means to build a Microsoft-first MSP, modernize clients for the AI era, and move beyond the old model of tools, tickets, and reactive support.

This is a conversation about process, people, delegation, trust, and why MSPs need to start having bigger business conversations with their clients.

In this episode:

- Why FSI chose to become a Microsoft-first MSP

- How Nabil thinks about modernization, security, and AI readiness

- Why process becomes non-negotiable as an MSP grows

- How to delegate without losing visibility or control

- Why MSP owners need to find what they are uniquely good at

- How AI and Copilot are changing internal operations and client strategy

- Why AI agents may become a new managed service opportunity

- The importance of going back to basics with customer relationships

If you’re thinking about how AI changes the role of the MSP, this conversation is a helpful look at where the market is heading and how to prepare for it. If you want to go deeper on the levers behind growth and valuation, you can get the Value Creation Blueprint here:

https://brianhoppe.com/blueprint/

Key Moments

1:07 – Nabil Aitoumeziane joins the show

1:49 – FSI Strategy’s Microsoft-first MSP model

3:22 – Growing FSI to nearly $12M

4:30 – Becoming a Microsoft managed service provider

5:27 – Building modernization into client contracts

6:23 – The biggest leadership lessons Nabil has learned

8:01 – Learning to delegate as the business grows

11:46 – Building leaders internally

13:10 – Finding what you are truly good at as a leader

15:33 – Discipline, peer groups, and asking for help

17:43 – Focusing on Microsoft relationships and customer growth

18:22 – Why MSPs need to be more selective with tools

21:27 – Finding your zone of genius

25:00 – The mistake of doing the same thing over and over

28:40 – Going back to basics with customer service

32:40 – Pushing decision-making down into the organization

36:36 – How AI is helping FSI improve process

41:13 – How FSI uses Copilot internally

42:58 – Why MSPs need to implement AI internally first

44:09 – Data governance, security, and Copilot readiness

46:27 – How MSPs can monetize AI

47:02 – Why AI agents could become a managed service

49:09 – Building and supporting agents for clients

55:36 – Why clients will look elsewhere if MSPs ignore AI

56:39 – AI as a business conversation, not a technical one

58:04 – MSPs becoming strategic consultants

1:01:57 – Nabil’s biggest leadership mistake

1:04:31 – Lightning round

1:09:13 – The book that shaped Nabil’s thinking

Connect

Brian Hoppe

https://brianhoppe.com/

https://www.linkedin.com/in/brianhoppe

Nabil Aitoumeziane

https://www.fsistrategies.com/

https://www.linkedin.com/in/nabilaitoumeziane/