PCH Technologies CEO Tim Guim On How To Monetize AI

‘It’s time to stop being just IT providers and start being AI strategists. We’re moving from security-first to AI-first. Every MSP has the power to build an AI service practice, and if you don’t, someone else will,’ says PCH Technologies CEO Tim Guim.

As AI reshapes every part of business, one MSP leader shared a practical playbook for delivering AI as a service, starting with internal adoption and expanding to full external rollout.

“We’re talking about a business playbook that MSPs can actually use to monetize AI and become the trusted advisor to their clients,” Tim Guim, CEO of Sewell, N.J.-based PCH Technologies, told MSPs at CRN parent The Channel Company’s 2025 XChange NexGen conference in Houston last week.

“Your clients are already moving to AI,” Guim said, “In the next two years, investment and revenue from AI will triple. This is happening now.”

He said MSPs have a built-in advantage in the race to AI adoption as they already have access to client data, “And your customers are used to recurring revenue models. That’s your unfair advantage.”

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During his talk, he outlined a 90-day roadmap for MSPs to build AI-as-a-service practices, emphasizing internal uses before client rollout.

“You can’t sell what you don’t understand,” he said. “Start by using AI securely inside your business. Then package it, market it and pilot it with a few trusted clients.”

At PCH Technologies, AI has already been embedded across departments from finance to HR to security using startup Hatz AI’s technology. “We’ve been running it internally for over a year. It’s our foundation for delivering secure, private AI solutions to clients.”

New York City-based Hatz AI enables MSPs to build, customize and deploy AI solutions, such as chat tools, automations and analytics.

And Guim (pictured above) is already seeing real-world success with AI. One client, an engineering firm, consolidated several AI engines into one secure platform and “took off like gangbusters.”

“It’s time to stop being just IT providers and start being AI strategists,” he said. “We’re moving from security-first to AI-first. Every MSP has the power to build an AI service practice, and if you don’t, someone else will.”

At Tommy Vaughn’s MSP, he doesn’t offer anything unless it’s as a service, so Guim’s talk resonated with him and made him think of ways he can further tap into offering AI.

“And bringing in something like Hatz AI and building a platform around it so they can handle the heavy lifting, and integrate large language models and other backend tools is brilliant,” Vaughn president of Lynchburg, Va.-based Central Technology Solutions, told CRN. “I’m excited to look into that and hopefully bring that same level of ‘as-a-service’ innovation into our company.”