The MSP Sales Podcast

A playbook for launching an MSP from zero to $1M ARR in today’s market. Breakdown of three core offers: MSP, AI as a Service, and vCISO/GRC as separate revenue lines. Advice on selling outcomes like time and productivity instead of technical features. Positioning tips to reframe services as insurance and target fast-growing 10–50 employee firms with clear use-case pricing.

Most MSPs get compliance completely wrong. They treat it like a product. They overcomplicate it. Or they try to charge a premium for something they can’t clearly define. In this episode, Tim Golden (Founder and CEO of Compliance Scorecard) breaks down what compliance actually is - and how MSPs should be using it. → Why compliance is a process, not a tool → How to position yourself as a facilitator, not just a fixer → The simple framework for delivering compliance without complexity → How compliance uncovers gaps that turn into real revenue This isn’t about adding another service. It’s about changing how you think about value, risk, and your role in the client relationship. If you’re trying to move upstream, get a seat at the table, and stop being seen as “just IT” - this is the shift. Looking for Tim's FTC Safeguards CaaS Facilitation Workflow Document (mentioned in the episode) ? Get it here. It's a practical playbook to help Managed Service Providers (MSPs) guide small and midsize businesses through the legal requirements of the FTC Safeguards Rule (16 CFR 314.4). _____________________________________________________ Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg . . #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen

In this episode, Brian Gillette talks with Omar Armenteros, CEO and founder of Virtuworks, about the future of managed services and how SaaS is changing the game. With over 30 years in the industry, Omar shares how his company shifted from traditional break-fix models to software-driven solutions that scale and automate to meet today’s demands. They discuss how this change is reshaping the way MSPs operate, why automation is essential for growth, and how customer expectations are evolving. Omar also explains why the traditional MSP model is fading, making way for a new, software-centric approach to IT services. In this episode, you’ll learn: How Virtuworks adopted SaaS to improve operations The importance of meeting changing customer expectations in 2026 Why automation is crucial for growing an MSP business How to adapt to the shift from service to software Listen in to hear how the managed services landscape is evolving, and why embracing software might be the key to staying ahead. _____________________________________________________ Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg . . #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen

Karl Palachuk, prolific MSP author and two-time MSP owner, shares his Relax, Focus, Succeed philosophy shaped by health challenges. He talks about recovering from work addiction, designing businesses to support life goals, and why MSPs must move from commoditized services to solving bigger client problems with automation and AI.

Paul Vedder, Co-founder and CEO of VXIT and former in-house IT pro who grew his MSP to multimillion revenue. He talks about how personal transformation and fitness drove leadership and business growth. He explains using video for connection, building repeatable MSP frameworks, EOS and sales scaling, and why focusing on habits, health, and controllables fuels sustainable growth.

This is a bonus episode - and a different one. If you’re here for a standard interview or tactical breakdown, feel free to skip this one. We’ll be back with a regular episode next week. But if you’re an MSP owner who’s been following the podcast and thinking, “This makes sense, but I’m not ready for a full coaching program yet” - this is for you. In this episode, Brian introduces MSP Sales Foundations - a new, self-serve membership designed specifically for six-figure MSPs who want to build a real sales engine without the time or financial commitment of 1:1 coaching. This is built for MSPs who need to fit sales into a busy schedule - and want a clear, practical system to generate consistent growth. Get notified when it's available and an invite to our online launch party: https://go.feelgoodmsp.com/msp-sales-foundations _____________________________________________________ Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", has just been released in audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg . . #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen

Tim Conkle, founder/operator of The 20 and longtime MSP M&A and operations leader, shares how MSPs break past plateaus. Short takes on the three essentials for growth. Talks cover why leadership maturity sets your ceiling. Sales discipline beats flashy tools. Scaling delivery and clear pitches matter more than tech specs.

Most MSP owners don’t struggle because they lack technical skill. They struggle because they’re stuck operating instead of leading. In Episode 35 of The MSP Sales Podcast, Brian sits down with serial entrepreneur and MSP growth strategist Shawn Freeman to unpack what it really takes to transition from hands-on operator to visionary CEO. This isn’t theory. It’s about building scalable systems, integrating AI intentionally, and shifting your leadership identity so the business can grow beyond you. In this episode, you’ll hear: → Why MSP owners stall when they stay in operator mode → How AI and automation should actually be integrated into your firm → The leadership shift required to build something scalable → What resilient, future-ready MSPs are doing differently If you want to stop being the bottleneck and start building an MSP that scales with intention, this episode lays out the path. _____________________________________________________ Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Recent News: Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", has just been released in audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg . . #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen

In Episode 34 of The MSP Sales Podcast, Brian Gillette breaks down a hard truth. Most MSP owners learn the expensive way: not all “good advice” is good for you - at least not yet. Some advice is universal. Some is contextual. And some is only true in a specific sequence, after certain prerequisites have been put into place. In this episode, you’ll learn: → The 3 types of advice (and how to spot the difference) → Why “proven tactics” fail when your MSP is in the wrong stage → How MSPs waste money on PPC, lead gen, and automation too early → Why hiring sales reps before your sales process is repeatable backfires If you’ve ever felt like you’re doing everything you’re told and still not seeing results, this episode will help you identify what’s missing: context, stage, and order. _____________________________________________________ Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Recent News: Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", has just been released in audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg . . #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen  

Word-of-mouth is the lifeblood of the MSP, but it is notoriously difficult to scale. In this episode, Brian Gillette sits down with Scott Millar (IT Rockstars), author of Virtually Irresistible, to discuss why webinars are the ultimate bridge between technical expertise and scalable relationship building. Many MSP owners avoid webinars due to "tech anxiety" or a fear of public speaking, but Scott reframes the process as a repeatable system rather than a performance. They dive deep into the tactical side of lead generation, explaining why Meta’s machine learning often outperforms LinkedIn for reaching decision-makers at a fraction of the cost. In this episode, you’ll learn: Why "dog whistle" copy is the key to attracting your ideal client profile How to overcome camera shyness by acting as a "guest expert"  The technical "minimum viable process": Why audio quality matters most To upcycle one 40-minute webinar into two months of social media authority This episode provides the structural blueprint to move from accidental 'word-of-mouth' growth to an intentional, scalable inbound system.   _____________________________________________________ Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", has just been released in audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com . . #MSP #MSPSales #ManagedServices #ManagedServiceProvider #TechSales #MSPCommunity #ITServices #ManagedIT #CloudServices #ITConsulting #MSPSalesTraining #SalesProcess #BusinessStrategy #BusinessGrowth #MSPMarketing #SalesTraining #LeadGen #Webinars