The MSP Sales Podcast Episode 28 - Profitable Packaging: Fueling Predictable Growth (w/ Guest: Brian Hoppe)
Nov 24, 2025
Brian Hoppe, a former MSP owner turned strategic advisor and revenue coach, guides MSPs on pricing, packaging, and financial clarity. He discusses how clear packaging stops discounting and stalls, why knowing your margins and EBITDA matters before scaling, and how predictable pricing creates a confident, sellable business.
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Three Moves That Tripled An MSP
- Brian Hoppe credits three moves for scaling his MSP: joining an MSP peer group, adopting EOS, and getting executive coaches.
- Those changes helped triple headcount from ~15 to ~45 in 3–4 years and set up a successful exit.
Profit Ranges For MSPs
- The average MSP nets roughly 10% profit while best-in-class MSPs approach ~22% adjusted EBITDA.
- Service Leadership data shows top-quartile MSPs earn about 2.3x the median EBITDA, so size alone doesn't determine profitability.
Underpricing Looks Like Operational Chaos
- Topline underpricing often masquerades as operational problems; low prices create variable-cost strain as each new client increases staffing needs.
- Raising price is often the fastest remedy versus endless efficiency hunts.
