The MSP Sales Podcast Episode 5 - Transactional to Transformational Opportunities (w/ Guest: Kevin Clune)
Dec 2, 2024
Kevin Clune, founder of MSP Growth Hacks and MSP community builder, shares practical growth tactics. He talks about shifting from transactional work to long-term partnerships. He explores building referral networks, embedding in client industries, and co-creating content to expand influence.
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Reinvent Services To Capture Odd Opportunities
- Iterate your product and pricing model to fit new verticals instead of rejecting imperfect-fit opportunities.
- Kevin's coworking model moved to flat fees, rotating on‑site support and pared-down services to make low‑value customers profitable.
No Code And Automation Will Reshape MSP Value
- The MSP industry is evolving toward no‑code/low‑code and automation, which will shift what clients pay for.
- Brian expects MSP value to move from tool provisioning to bespoke automations and workflow integrations.
Reverse Industry Objections By Clarifying Needs
- When a prospect says 'we need someone who knows our industry' clarify what they actually mean.
- Ask them to define required vendor, client and compliance knowledge, then address those exact prongs.
