RedCircle VERIFY_TOKEN_544cf41f-8c11-4557-80db-90cc17046235 -- Rendered At Thu, 04 Jun 2026 07:20:02 +0000 Harvest! The MSP Sales Show https://redcircle.com/shows/harvest-the-msp-sales-show en-GB All rights reserved. James Steel Harvest is the go-to podcast for MSPs looking to grow revenue the smart way—by focusing on their current customer base. Hosted by James Steel, each episode features actionable advice, success stories, and proven strategies to help Managed Service Providers increase profits without chasing new clients. No fluff, just results. 544cf41f-8c11-4557-80db-90cc17046235 Most MSPs are busy chasing new clients, but the smartest ones focus on the goldmine they already own. Hosted by James Steel, Harvest delivers no-fluff, actionable advice to help Managed Service Providers grow profitable revenue from their current customer base. Tune in for expert insights, success stories, and field-tested strategies to maximize your MSP’s potential.

]]> episodic yes James Steel harvestmspshow@gmail.com no full #31 Rutger Katz: Why AI Won't Fix Your MSP #31 Rutger Katz: Why AI Won't Fix Your MSP James Steel Most MSPs are being sold AI. Rutger Katz thinks they're being sold the wrong thing first.


In this episode, James Steel talks to the RevOps consultant and former Capgemini data and AI specialist about what actually needs to be in place before AI delivers any value, and what the competitive landscape looks like for MSPs who skip the boring work.


What you'll learn:

→ Why AI makes bad data worse, not better (and what to fix first)

→ How to document a sales process when none exists (the ride-along method) 

→ Where revenue disappears in the sales-to-delivery handover, and how to stop it 

→ How to apply theory of constraints to find your real bottleneck 

→ What a "digital brain twin" is and how to build one using Obsidian and Claude 

→ Why the fractional AI operations role is the next big hire for growing MSPs 

→ The competitive threat that's two years away, and why it matters now

_______

Rutger Katz is a Revenue Operations consultant and founder of Neon Triforce.


With a background in neuroscience and 14 years spanning Capgemini, enterprise technology adoption, and AI implementation, he now works fractionally with smaller organisations to build the data and process foundations that make AI genuinely useful. 


Connect with Rutger on LinkedIn here: https://www.linkedin.com/in/rutgerkatz/

_______


About Harvest!


Harvest! The MSP Sales Show is the podcast for MSPs who want to grow smarter from the clients they already have. New episodes weekly, hosted by James Steel and sponsored by Salesbuildr — the quotation and proposal platform for MSPs.


Chapters 

00:00 Introduction 

02:30 What is Revenue Operations, and why it's not just the CRM guy 

07:00 Rutger's background: neuroscience, Capgemini, social robots 

14:00 Why AI fails without the right data and process foundations 

21:00 How to document a process when none exists 

26:00 The handover problem, where MSP revenue leaks 

29:00 Theory of constraints and finding the real bottleneck 

34:00 When AI finally enters the picture 

38:00 Building a digital brain twin with Obsidian and Claude 

42:00 The competitive threat, and the fractional AI role 

45:00 Industry Manure: stop buying AI tools 

48:00 Pass the Pitchfork 

50:00 Yell from the barn: Rutger's work and where to find him


Links 

🔗 Rutger Katz on LinkedIn: linkedin.com/in/rutkatz 

🌐 Neon Triforce: neontriforce.com 

📊 Salesbuildr (sponsor): salesbuildr.com 

🎙️ Subscribe to Harvest!: salesbuildr.com/podcast


Tags MSP, managed services, revenue operations, RevOps, AI strategy, AI readiness, lean management, theory of constraints, process improvement, MSP sales, MSP growth, IT channel, Harvest podcast, Rutger Katz, Neon Triforce, Salesbuildr, James Steel, sales process, business operations, AI tools

]]> <p>Most MSPs are being sold AI. Rutger Katz thinks they&#39;re being sold the wrong thing first.</p><p><br></p><p>In this episode, James Steel talks to the RevOps consultant and former Capgemini data and AI specialist about what actually needs to be in place before AI delivers any value, and what the competitive landscape looks like for MSPs who skip the boring work.</p><p><br></p><p>What you&#39;ll learn:</p><p>→ Why AI makes bad data worse, not better (and what to fix first)</p><p>→ How to document a sales process when none exists (the ride-along method) </p><p>→ Where revenue disappears in the sales-to-delivery handover, and how to stop it </p><p>→ How to apply theory of constraints to find your real bottleneck </p><p>→ What a &#34;digital brain twin&#34; is and how to build one using Obsidian and Claude </p><p>→ Why the fractional AI operations role is the next big hire for growing MSPs </p><p>→ The competitive threat that&#39;s two years away, and why it matters now</p><p>_______</p><p>Rutger Katz is a Revenue Operations consultant and founder of Neon Triforce.</p><p><br></p><p>With a background in neuroscience and 14 years spanning Capgemini, enterprise technology adoption, and AI implementation, he now works fractionally with smaller organisations to build the data and process foundations that make AI genuinely useful. </p><p><br></p><p>Connect with Rutger on LinkedIn here: https://www.linkedin.com/in/rutgerkatz/</p><p>_______</p><p><br></p><p>About Harvest!</p><p><br></p><p>Harvest! The MSP Sales Show is the podcast for MSPs who want to grow smarter from the clients they already have. New episodes weekly, hosted by James Steel and sponsored by Salesbuildr — the quotation and proposal platform for MSPs.</p><p><br></p><p>Chapters </p><p>00:00 Introduction </p><p>02:30 What is Revenue Operations, and why it&#39;s not just the CRM guy </p><p>07:00 Rutger&#39;s background: neuroscience, Capgemini, social robots </p><p>14:00 Why AI fails without the right data and process foundations </p><p>21:00 How to document a process when none exists </p><p>26:00 The handover problem, where MSP revenue leaks </p><p>29:00 Theory of constraints and finding the real bottleneck </p><p>34:00 When AI finally enters the picture </p><p>38:00 Building a digital brain twin with Obsidian and Claude </p><p>42:00 The competitive threat, and the fractional AI role </p><p>45:00 Industry Manure: stop buying AI tools </p><p>48:00 Pass the Pitchfork </p><p>50:00 Yell from the barn: Rutger&#39;s work and where to find him</p><p><br></p><p>Links </p><p>🔗 Rutger Katz on LinkedIn: linkedin.com/in/rutkatz </p><p>🌐 Neon Triforce: neontriforce.com </p><p>📊 Salesbuildr (sponsor): salesbuildr.com </p><p>🎙️ Subscribe to Harvest!: salesbuildr.com/podcast</p><p><br></p><p>Tags MSP, managed services, revenue operations, RevOps, AI strategy, AI readiness, lean management, theory of constraints, process improvement, MSP sales, MSP growth, IT channel, Harvest podcast, Rutger Katz, Neon Triforce, Salesbuildr, James Steel, sales process, business operations, AI tools</p> a12dbdbc-a89c-4aa0-aa59-ec81fd680259 https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/54198999-637e-4715-9980-c33b99b7a49f Tue, 12 May 2026 08:09:34 +0000 2335 no full #30 Peter Kujawa: The Data Doesn't Lie - What 20 Years of MSP Benchmarking Actually Shows #30 Peter Kujawa: The Data Doesn't Lie - What 20 Years of MSP Benchmarking Actually Shows James Steel In this episode, we sit down with Peter Kujawa, VP of Service Leadership at ConnectWise, to explore why so many MSPs are unknowingly losing money on the clients they've had the longest, and what the data says about fixing it.

Peter brings 21 years of MSP benchmarking experience through Service Leadership Inc., tracking financial and operational performance across hundreds of managed service providers worldwide every quarter.

In this conversation, recorded live at IT Nation Connect Europe in London, he shares what separates the most profitable MSPs from the rest, and why the gap almost always comes down to pricing, not technology.

If you run or lead a Managed Service Provider and want to understand what the benchmarking data actually shows about growing revenue from your existing customer base, this episode is essential listening.

⸻

What you'll learn in this episode:

• Why pricing is the number one gap between high- and low-performing MSPs

• How to analyse profitability per customer, not just in aggregate

• Why the land-and-expand strategy works less than 20% of the time

• How to attract strategic buyers and filter out price-point buyers

• The 15-customer rule for adding new products without breaking your service factory

• Why nobody has cracked AI recurring revenue for MSPs yet, and what to focus on instead

⸻

Peter Kujawa is VP of Service Leadership at ConnectWise, leading the benchmarking and peer group division that has tracked MSP profitability across 10 business models worldwide for 21 consecutive years. Before joining ConnectWise, Peter ran his own MSP for 11 years — not as a technician, but as a turnaround CEO with a background in sales leadership and law.

Find Peter on LinkedIn: https://www.linkedin.com/in/peterkujawa

⸻

Harvest is a podcast for growing MSPs and IT service providers who want practical strategies to improve their business without relying solely on net-new customers. Each episode features conversations with industry leaders, founders, and operators sharing real-world insights from inside the managed services industry.

⸻

👍 If you enjoyed this episode, like, subscribe, and share with other MSP leaders.

🌽 More from Harvest: Subscribe for regular episodes on growing revenue from your existing MSP customers.

🎧 Full episode + extras: https://www.salesbuildr.com/podcast

🔗 Follow Harvest on LinkedIn: https://www.linkedin.com/company/harvest-the-msp-sales-show/

Sponsored by Salesbuildr — automated, systemised quoting and proposals for Halo, ConnectWise and Autotask: https://www.salesbuildr.com

]]> <p>In this episode, we sit down with Peter Kujawa, VP of Service Leadership at ConnectWise, to explore why so many MSPs are unknowingly losing money on the clients they&#39;ve had the longest, and what the data says about fixing it.</p><p>Peter brings 21 years of MSP benchmarking experience through Service Leadership Inc., tracking financial and operational performance across hundreds of managed service providers worldwide every quarter.</p><p>In this conversation, recorded live at IT Nation Connect Europe in London, he shares what separates the most profitable MSPs from the rest, and why the gap almost always comes down to pricing, not technology.</p><p>If you run or lead a Managed Service Provider and want to understand what the benchmarking data actually shows about growing revenue from your existing customer base, this episode is essential listening.</p><p>⸻</p><p>What you&#39;ll learn in this episode:</p><p>• Why pricing is the number one gap between high- and low-performing MSPs</p><p>• How to analyse profitability per customer, not just in aggregate</p><p>• Why the land-and-expand strategy works less than 20% of the time</p><p>• How to attract strategic buyers and filter out price-point buyers</p><p>• The 15-customer rule for adding new products without breaking your service factory</p><p>• Why nobody has cracked AI recurring revenue for MSPs yet, and what to focus on instead</p><p>⸻</p><p>Peter Kujawa is VP of Service Leadership at ConnectWise, leading the benchmarking and peer group division that has tracked MSP profitability across 10 business models worldwide for 21 consecutive years. Before joining ConnectWise, Peter ran his own MSP for 11 years — not as a technician, but as a turnaround CEO with a background in sales leadership and law.</p><p>Find Peter on LinkedIn: https://www.linkedin.com/in/peterkujawa</p><p>⸻</p><p>Harvest is a podcast for growing MSPs and IT service providers who want practical strategies to improve their business without relying solely on net-new customers. Each episode features conversations with industry leaders, founders, and operators sharing real-world insights from inside the managed services industry.</p><p>⸻</p><p>👍 If you enjoyed this episode, like, subscribe, and share with other MSP leaders.</p><p>🌽 More from Harvest: Subscribe for regular episodes on growing revenue from your existing MSP customers.</p><p>🎧 Full episode + extras: https://www.salesbuildr.com/podcast</p><p>🔗 Follow Harvest on LinkedIn: https://www.linkedin.com/company/harvest-the-msp-sales-show/</p><p>Sponsored by Salesbuildr — automated, systemised quoting and proposals for Halo, ConnectWise and Autotask: https://www.salesbuildr.com</p> ae94a56c-877d-4e20-a365-5c74fe86b7ad https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/efd44e14-ab7a-4deb-876e-60fe1b5cc9e9 Tue, 14 Apr 2026 04:00:03 +0000 2984 no full #29 Dan Wensley on the Future of MSPs: Change Is the Only Constant #29 Dan Wensley on the Future of MSPs: Change Is the Only Constant James Steel In this episode of Harvest, we sit down with Dan Wensley, CEO of the Global Technology Industry Association, to explore how MSPs can grow and stay relevant in an industry defined by constant change.

Dan brings over 30 years of experience working at the forefront of major technology shifts, from the early days of the internet and RMM platforms to cloud computing and today’s AI revolution.

In this conversation, he shares the lessons he’s learned from scaling technology companies and working alongside thousands of managed service providers around the world.

Together, we discuss how MSP leaders can build stronger teams, adapt to rapid technological change, and create real value for their clients beyond simply delivering IT support.

If you run or lead a Managed Service Provider (MSP) and want to stay ahead of the next wave of industry disruption, this episode is packed with insights.

⸻

What you’ll learn in this episode

 • Why change is the only constant in the MSP industry

 • How successful MSPs scale teams and leadership

 • Why good employees rarely fail — systems and leadership do

 • The role of community and peer groups in MSP growth

 • How AI is changing the pace of technology adoption

 • Why MSPs must shift from IT provider to business growth partner

⸻

Dan Wensley is the CEO of the Global Technology Industry Association and a long-time leader in the managed services ecosystem.

Over the past three decades, he has helped build and scale multiple technology companies and played a key role in shaping the global MSP community.

Find Dan on LinkedIn:  / danwensleyceogtia  

And make sure you follow GTIA as well:  / gtiaofficial  

⸻

Harvest is a podcast for growing MSPs and IT service providers who want practical strategies to improve their business without relying solely on net-new customers.

Each episode features conversations with industry leaders, founders, and operators sharing real-world insights from inside the managed services industry.

⸻


👍 If you enjoyed this episode, like, subscribe, and share with other MSP leaders.


🌽 More from Harvest:

Subscribe for regular episodes on growing revenue from your existing MSP customers.


🎧 Full episode + extras:

https://www.salesbuildr.com/podcast


🐦 Follow Harvest on LinkedIn:  / harvest-the-msp-sales-show  


Sponsored by Salesbuildr - automated, systemised quoting and proposals for Halo, Connectwise and Autotask: https://www.salesbuildr.com

]]> <p>In this episode of Harvest, we sit down with Dan Wensley, CEO of the Global Technology Industry Association, to explore how MSPs can grow and stay relevant in an industry defined by constant change.</p><p>Dan brings over 30 years of experience working at the forefront of major technology shifts, from the early days of the internet and RMM platforms to cloud computing and today’s AI revolution.</p><p>In this conversation, he shares the lessons he’s learned from scaling technology companies and working alongside thousands of managed service providers around the world.</p><p>Together, we discuss how MSP leaders can build stronger teams, adapt to rapid technological change, and create real value for their clients beyond simply delivering IT support.</p><p>If you run or lead a Managed Service Provider (MSP) and want to stay ahead of the next wave of industry disruption, this episode is packed with insights.</p><p>⸻</p><p>What you’ll learn in this episode</p><p> • Why change is the only constant in the MSP industry</p><p> • How successful MSPs scale teams and leadership</p><p> • Why good employees rarely fail — systems and leadership do</p><p> • The role of community and peer groups in MSP growth</p><p> • How AI is changing the pace of technology adoption</p><p> • Why MSPs must shift from IT provider to business growth partner</p><p>⸻</p><p>Dan Wensley is the CEO of the Global Technology Industry Association and a long-time leader in the managed services ecosystem.</p><p>Over the past three decades, he has helped build and scale multiple technology companies and played a key role in shaping the global MSP community.</p><p>Find Dan on LinkedIn:  / danwensleyceogtia  </p><p>And make sure you follow GTIA as well:  / gtiaofficial  </p><p>⸻</p><p>Harvest is a podcast for growing MSPs and IT service providers who want practical strategies to improve their business without relying solely on net-new customers.</p><p>Each episode features conversations with industry leaders, founders, and operators sharing real-world insights from inside the managed services industry.</p><p>⸻</p><p><br></p><p>👍 If you enjoyed this episode, like, subscribe, and share with other MSP leaders.</p><p><br></p><p>🌽 More from Harvest:</p><p>Subscribe for regular episodes on growing revenue from your existing MSP customers.</p><p><br></p><p>🎧 Full episode + extras:</p><p>https://www.salesbuildr.com/podcast</p><p><br></p><p>🐦 Follow Harvest on LinkedIn:  / harvest-the-msp-sales-show  </p><p><br></p><p>Sponsored by Salesbuildr - automated, systemised quoting and proposals for Halo, Connectwise and Autotask: https://www.salesbuildr.com</p> 58930100-2f1c-4a22-866c-c32678927772 https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/3ec44892-6690-459a-b440-c8db33c3018c Tue, 17 Mar 2026 05:00:10 +0000 2378 no full #28 Perry Ashby: Why Are You Still Chasing New Clients When Your Best Revenue is Already Here? #28 Perry Ashby: Why Are You Still Chasing New Clients When Your Best Revenue is Already Here? James Steel Perry Ashby from Urban Network has been running MSPs since 2003, and he's learned the hard way that the best growth doesn't come from chasing new logos—it comes from talking to the clients you already have.


In this episode, Perry breaks down:

• Why account management beats net-new sales every time

• The two types of conversations every MSP should have with clients (and who should have them)

• How to identify white space without drowning in spreadsheets

• Project scoping mistakes that kill profitability (and how to fix them)

• Why "super busy" doesn't mean profitable

• When to fire a client (and why it might be the best thing for your team)


Perry doesn't hold back on what's working, what's not, and the "11 Arif people" ruining our industry with peacocking BS.


Find Perry on LinkedIn: https://www.linkedin.com/in/perryashby/

And check out his company page here: https://www.urbannetwork.co.uk


🌽 More from Harvest:

Subscribe for regular episodes on growing revenue from your existing MSP customers.


🎧 Full episode + extras:

https://www.salesbuildr.com/podcast


🐦 Follow Harvest on LinkedIn:

  / harvest-the-msp-sales-show  


Sponsored by Salesbuildr - automated, systemised quoting and proposals for Halo, Connectwise and Autotask: https://www.salesbuildr.com

]]> <p>Perry Ashby from Urban Network has been running MSPs since 2003, and he&#39;s learned the hard way that the best growth doesn&#39;t come from chasing new logos—it comes from talking to the clients you already have.</p><p><br></p><p>In this episode, Perry breaks down:</p><p>• Why account management beats net-new sales every time</p><p>• The two types of conversations every MSP should have with clients (and who should have them)</p><p>• How to identify white space without drowning in spreadsheets</p><p>• Project scoping mistakes that kill profitability (and how to fix them)</p><p>• Why &#34;super busy&#34; doesn&#39;t mean profitable</p><p>• When to fire a client (and why it might be the best thing for your team)</p><p><br></p><p>Perry doesn&#39;t hold back on what&#39;s working, what&#39;s not, and the &#34;11 Arif people&#34; ruining our industry with peacocking BS.</p><p><br></p><p>Find Perry on LinkedIn: https://www.linkedin.com/in/perryashby/</p><p>And check out his company page here: https://www.urbannetwork.co.uk</p><p><br></p><p>🌽 More from Harvest:</p><p>Subscribe for regular episodes on growing revenue from your existing MSP customers.</p><p><br></p><p>🎧 Full episode + extras:</p><p>https://www.salesbuildr.com/podcast</p><p><br></p><p>🐦 Follow Harvest on LinkedIn:</p><p>  / harvest-the-msp-sales-show  </p><p><br></p><p>Sponsored by Salesbuildr - automated, systemised quoting and proposals for Halo, Connectwise and Autotask: https://www.salesbuildr.com</p> 0baad5bd-0fd1-4b6d-9950-c753abb48d03 https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/3f5641bf-ba78-47fb-b6c5-d11d6c1f7815 Tue, 17 Feb 2026 13:30:37 +0000 3073 no full #27 Paul Lloyd: Why "I'm Not a Salesperson" Is Killing Your MSP Growth #27 Paul Lloyd: Why "I'm Not a Salesperson" Is Killing Your MSP Growth James Steel In this episode Paul Lloyd from Sellerly challenges the biggest lie MSP owners tell themselves: "I don't want to be pushy."

In this episode, we talk about why the "work on your business, not in it" advice doesn't work for UK MSPs, why constantly planning your exit stops you building anything worth selling, and why lead generation isn't nearly as complicated as the experts want you to believe.

Paul spent 30 years in tech sales and management, working for a founder who built a £2.5 billion business. That founder had helicopters and yachts. What he didn't have was Friday afternoons off.

If you're stuck between £1M and £5M revenue and can't figure out why nothing's moving, this episode explains it.

Key topics:

  • Why the sales mindset problem is holding you back
  • The relationship paradox in MSP sales
  • Why "we're all set" doesn't mean never
  • Lead gen tactics that actually work
  • The hard truth about growth requiring hard work


Find Paul: LinkedIn (Paul Lloyd)

]]> <p>In this episode Paul Lloyd from Sellerly challenges the biggest lie MSP owners tell themselves: &#34;I don&#39;t want to be pushy.&#34;</p><p>In this episode, we talk about why the &#34;work on your business, not in it&#34; advice doesn&#39;t work for UK MSPs, why constantly planning your exit stops you building anything worth selling, and why lead generation isn&#39;t nearly as complicated as the experts want you to believe.</p><p>Paul spent 30 years in tech sales and management, working for a founder who built a £2.5 billion business. That founder had helicopters and yachts. What he didn&#39;t have was Friday afternoons off.</p><p>If you&#39;re stuck between £1M and £5M revenue and can&#39;t figure out why nothing&#39;s moving, this episode explains it.</p><p><strong>Key topics:</strong></p><ul><li>Why the sales mindset problem is holding you back</li><li>The relationship paradox in MSP sales</li><li>Why &#34;we&#39;re all set&#34; doesn&#39;t mean never</li><li>Lead gen tactics that actually work</li><li>The hard truth about growth requiring hard work</li></ul><p><br></p><p>Find Paul: LinkedIn (Paul Lloyd)</p> c42db55f-3145-40cc-b64a-4198765bb265 https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/022d2b0e-8103-4caa-8eba-ed21fa35e68b Wed, 14 Jan 2026 18:21:13 +0000 2590 no full #26 Why your first MSP sales hire fails (and how to measure what actually matters) #26 Why your first MSP sales hire fails (and how to measure what actually matters) James Steel Most MSP owners get their first sales hire completely wrong. They focus on revenue from day one, measure the wrong things, and wonder why it falls apart.

Alan Lloyd from Accelerate Consulting spent years building sales teams in the MSP space. In this episode, he explains why your instincts about sales hiring are probably backwards - and what actually works.

We cover the real metrics that matter (hint: it's not dials or monthly revenue), why the first 90 days should never be about hitting targets, and how to spot whether someone's coachable before you hire them.

If you're thinking about bringing on your first salesperson, or your current sales team isn't performing, this one's for you.

Key takeaways:

  • Why measuring output is almost useless
  • The one metric that actually predicts success
  • How to onboard without the "here's a laptop, off you pop" approach
  • When to know if you've made a hiring mistake


Guest: Alan Lloyd, Accelerate Consulting

Connect with Alan: https://www.linkedin.com/in/alanlloydonline/


Timestamps:

00:00 - Intro

01:15 - The "angry man" misconception

02:45 - Why MSPs struggle to hire salespeople

05:20 - Looking for experience vs coachability

09:30 - How to identify coachability in interviews

12:15 - Setting up your first hire for success

15:40 - Week one: orientation and foundations

18:25 - The "so what?" test for value propositions

22:10 - Why you should never measure dials

25:35 - Pipeline over output: what to actually track

29:45 - The sensitivity analysis you must do first

33:20 - When to know you've made a bad hire

36:50 - Industry Manure: what's dead on LinkedIn?

39:15 - Pass the Pitchfork: why MSPs can't find customers

41:30 - Yell from the Barn: Accelerate Consulting


More from Harvest:

Subscribe for regular episodes on growing revenue from your existing MSP customers.

]]> <p>Most MSP owners get their first sales hire completely wrong. They focus on revenue from day one, measure the wrong things, and wonder why it falls apart.</p><p>Alan Lloyd from Accelerate Consulting spent years building sales teams in the MSP space. In this episode, he explains why your instincts about sales hiring are probably backwards - and what actually works.</p><p>We cover the real metrics that matter (hint: it&#39;s not dials or monthly revenue), why the first 90 days should never be about hitting targets, and how to spot whether someone&#39;s coachable before you hire them.</p><p>If you&#39;re thinking about bringing on your first salesperson, or your current sales team isn&#39;t performing, this one&#39;s for you.</p><p><strong>Key takeaways:</strong></p><ul><li>Why measuring output is almost useless</li><li>The one metric that actually predicts success</li><li>How to onboard without the &#34;here&#39;s a laptop, off you pop&#34; approach</li><li>When to know if you&#39;ve made a hiring mistake</li></ul><p><br></p><p>Guest: Alan Lloyd, Accelerate Consulting</p><p>Connect with Alan: https://www.linkedin.com/in/alanlloydonline/</p><p><br></p><p>Timestamps:</p><p>00:00 - Intro</p><p>01:15 - The &#34;angry man&#34; misconception</p><p>02:45 - Why MSPs struggle to hire salespeople</p><p>05:20 - Looking for experience vs coachability</p><p>09:30 - How to identify coachability in interviews</p><p>12:15 - Setting up your first hire for success</p><p>15:40 - Week one: orientation and foundations</p><p>18:25 - The &#34;so what?&#34; test for value propositions</p><p>22:10 - Why you should never measure dials</p><p>25:35 - Pipeline over output: what to actually track</p><p>29:45 - The sensitivity analysis you must do first</p><p>33:20 - When to know you&#39;ve made a bad hire</p><p>36:50 - Industry Manure: what&#39;s dead on LinkedIn?</p><p>39:15 - Pass the Pitchfork: why MSPs can&#39;t find customers</p><p>41:30 - Yell from the Barn: Accelerate Consulting</p><p><br></p><p>More from Harvest:</p><p>Subscribe for regular episodes on growing revenue from your existing MSP customers.</p> 36a6867d-e565-4343-8478-20d14616c7d3 https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/cc94df50-e8b2-40fa-a5fc-109d4671c1d8 Thu, 04 Dec 2025 15:40:24 +0000 2574 no full #25 Jennifer Bleam: Partner for AI Don't Build - How MSPs Monetize Without Becoming Developers #25 Jennifer Bleam: Partner for AI Don't Build - How MSPs Monetize Without Becoming Developers 3 5 James Steel Most MSPs don't know their clients' businesses. Jennifer Bleam reveals why 5 minutes with AI beats years of relationship building - and why you should partner for AI services, not build them.

Jennifer's site: https://mspsalesrevolution.com

TIMESTAMPS:

00:00 - Introduction

02:30 - The research gap killing credibility

06:00 - AI prompts for industry expertise

11:00 - Partner vs build for AI

16:30 - Sales process that works

21:00 - Never email proposals

27:30 - Budget qualification

32:00 - The easy button lie

Jennifer Bleam - Sales Sherpa, MSP Sales Revolution. Author of "Simplified Cybersecurity Sales For MSPs". Has coached 2,000+ MSPs.

This episode is sponsored by Salesbuildr - helping MSPs automate and systemise the quotation and proposal process. https://www.salesbuildr.com

💬 Do you actually know what your clients' businesses do? Comment below.

]]> <p>Most MSPs don&#39;t know their clients&#39; businesses. Jennifer Bleam reveals why 5 minutes with AI beats years of relationship building - and why you should partner for AI services, not build them.</p><p>Jennifer&#39;s site: https://mspsalesrevolution.com</p><p>TIMESTAMPS:</p><p>00:00 - Introduction</p><p>02:30 - The research gap killing credibility</p><p>06:00 - AI prompts for industry expertise</p><p>11:00 - Partner vs build for AI</p><p>16:30 - Sales process that works</p><p>21:00 - Never email proposals</p><p>27:30 - Budget qualification</p><p>32:00 - The easy button lie</p><p>Jennifer Bleam - Sales Sherpa, MSP Sales Revolution. Author of &#34;Simplified Cybersecurity Sales For MSPs&#34;. Has coached 2,000+ MSPs.</p><p>This episode is sponsored by Salesbuildr - helping MSPs automate and systemise the quotation and proposal process. https://www.salesbuildr.com</p><p>💬 Do you actually know what your clients&#39; businesses do? Comment below.</p> 16760a34-6cd6-4281-ba62-511c466d5998 https://www.salesbuildr.com/podcast Wed, 29 Oct 2025 05:00:58 +0000 2605 no full #24 Harold Mann: Put Yourself First - The Counter-Intuitive MSP Growth Method #24 Harold Mann: Put Yourself First - The Counter-Intuitive MSP Growth Method James Steel Are you burning out from trying to please everyone while your MSP slowly kills your personal life? What if putting yourself first actually made you better at serving clients?

00:00 Introduction and misconceptions about Harold

02:30 The lazy person's guide to MSP efficiency

06:00 Why fancy proposals kill your close rate

11:00 34 years without hiring a single salesperson

16:30 The 10% client rule that prevents business death

22:00 "I don't like this" - the 4 words that scale MSPs

27:30 Why selfishness is the key to MSP success

32:00 Building sustainable business through boundaries

In this episode, Harold Mann reveals how strategic selfishness built his bulletproof MSP over 34 years. His contrarian approach puts operational excellence and personal well-being first - leading to better client outcomes and sustainable growth.

We cover:

  • Why being "extremely lazy" drives better business decisions
  • The mortality event that taught him the 10% client concentration rule
  • How one-page proposals actually improved his close rates
  • Why "I don't like this" became his team's most powerful tool
  • The restaurant analogy for premium MSP positioning
  • Why selfishness prevents burnout and improves service delivery

👤 Guest: Harold Mann, CEO of Mann Consulting, San Francisco-based MSP specializing in Mac environments with global co-managed IT partnerships

👇 Do you struggle with putting boundaries in your MSP business? Share how you balance client demands with self-care in the comments!

]]> <p>Are you burning out from trying to please everyone while your MSP slowly kills your personal life? What if putting yourself first actually made you better at serving clients?</p><p>00:00 Introduction and misconceptions about Harold</p><p>02:30 The lazy person&#39;s guide to MSP efficiency</p><p>06:00 Why fancy proposals kill your close rate</p><p>11:00 34 years without hiring a single salesperson</p><p>16:30 The 10% client rule that prevents business death</p><p>22:00 &#34;I don&#39;t like this&#34; - the 4 words that scale MSPs</p><p>27:30 Why selfishness is the key to MSP success</p><p>32:00 Building sustainable business through boundaries</p><p>In this episode, Harold Mann reveals how strategic selfishness built his bulletproof MSP over 34 years. His contrarian approach puts operational excellence and personal well-being first - leading to better client outcomes and sustainable growth.</p><p>We cover:</p><ul><li>Why being &#34;extremely lazy&#34; drives better business decisions</li><li>The mortality event that taught him the 10% client concentration rule</li><li>How one-page proposals actually improved his close rates</li><li>Why &#34;I don&#39;t like this&#34; became his team&#39;s most powerful tool</li><li>The restaurant analogy for premium MSP positioning</li><li>Why selfishness prevents burnout and improves service delivery</li></ul><p> </p><p>👤 Guest: Harold Mann, CEO of Mann Consulting, San Francisco-based MSP specializing in Mac environments with global co-managed IT partnerships</p><p>👇 Do you struggle with putting boundaries in your MSP business? Share how you balance client demands with self-care in the comments!</p> 8d701a83-ffcd-4209-b69d-aca6b4922bb1 https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/165e5757-9310-412e-8025-b83ac2d6b68a Tue, 19 Aug 2025 03:33:28 +0000 3309 no full #23 Barbara Paluszkiewicz: We Grow But We Don't Upsell: 30-Year MSP's Simple Success Strategy #23 Barbara Paluszkiewicz: We Grow But We Don't Upsell: 30-Year MSP's Simple Success Strategy James Steel Are you struggling to grow your MSP revenue without feeling like you're constantly selling to your existing clients?

00:00 The richest opportunities in your existing clients

05:30 Right-sizing clients from the start

11:00 The power of structured technology reviews

16:30 Avoiding costly accounting mistakes

22:00 Client communication strategies that work

27:30 Building sustainable client relationships

In this episode, Barbara Paluszkiewicz, CEO of CDN Technologies, reveals how to grow revenue from existing clients without aggressive upselling tactics. With 30 years of MSP experience, Barbara shares practical wisdom on packaging services properly from day one.

We cover:

• Why charging for assessments sets the right client expectations

• How to structure your fundamental package to ensure profitability

• The biggest financial mistake MSPs make (and how to avoid it)

• Effective communication strategies that clients appreciate

• How to handle technology reviews that naturally lead to additional revenue


👤 Guest: Barbara Paluszkiewicz, CEO of CDN Technologies

👇 How do you grow revenue from existing clients without feeling salesy? Share your thoughts in the comments!

]]> <p>Are you struggling to grow your MSP revenue without feeling like you&#39;re constantly selling to your existing clients?</p><p>00:00 The richest opportunities in your existing clients</p><p>05:30 Right-sizing clients from the start</p><p>11:00 The power of structured technology reviews</p><p>16:30 Avoiding costly accounting mistakes</p><p>22:00 Client communication strategies that work</p><p>27:30 Building sustainable client relationships</p><p>In this episode, Barbara Paluszkiewicz, CEO of CDN Technologies, reveals how to grow revenue from existing clients without aggressive upselling tactics. With 30 years of MSP experience, Barbara shares practical wisdom on packaging services properly from day one.</p><p>We cover:</p><p>• Why charging for assessments sets the right client expectations</p><p>• How to structure your fundamental package to ensure profitability</p><p>• The biggest financial mistake MSPs make (and how to avoid it)</p><p>• Effective communication strategies that clients appreciate</p><p>• How to handle technology reviews that naturally lead to additional revenue</p><p><br></p><p>👤 Guest: Barbara Paluszkiewicz, CEO of CDN Technologies</p><p>👇 How do you grow revenue from existing clients without feeling salesy? Share your thoughts in the comments!</p> 20a03e2c-71cf-486c-a1df-0c5fcfbe0bd9 https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/aba23fb1-bd29-4d8a-9fae-f9e2c461fcaf Tue, 05 Aug 2025 04:00:18 +0000 1973 no full #22 Warwick Brown: Account Management Secrets for MSP Growth #22 Warwick Brown: Account Management Secrets for MSP Growth James Steel Are your MSP account managers just maintaining clients instead of growing your most valuable revenue opportunities?


00:00 The overlooked value of account management

05:30 Setting up account managers for success

11:00 First steps for new account managers

16:30 Building strategic customer relationships

22:00 Creating account growth opportunities

27:30 Account management as a growth engine


In this episode, Warwick Brown shares proven account management strategies that help MSPs grow profitable revenue from existing clients. Learn why client retention deserves as much celebration as new sales and how to transform your account management into a true growth engine.


We cover:

• Why account management is the true growth engine for MSPs

• How to properly structure and empower your account management team

• First-day strategies for new account managers to build credibility

• Tactical approaches to segment and prioritize your client base

• How Warwick renewed a $12M account that was ready to leave


👤 Guest: Warwick Brown, Account Management Expert


👇 How are you currently handling account management in your MSP? Share your approach in the comments!

]]> <p>Are your MSP account managers just maintaining clients instead of growing your most valuable revenue opportunities?</p><p><br></p><p>00:00 The overlooked value of account management</p><p>05:30 Setting up account managers for success</p><p>11:00 First steps for new account managers</p><p>16:30 Building strategic customer relationships</p><p>22:00 Creating account growth opportunities</p><p>27:30 Account management as a growth engine</p><p><br></p><p>In this episode, Warwick Brown shares proven account management strategies that help MSPs grow profitable revenue from existing clients. Learn why client retention deserves as much celebration as new sales and how to transform your account management into a true growth engine.</p><p><br></p><p>We cover:</p><p>• Why account management is the true growth engine for MSPs</p><p>• How to properly structure and empower your account management team</p><p>• First-day strategies for new account managers to build credibility</p><p>• Tactical approaches to segment and prioritize your client base</p><p>• How Warwick renewed a $12M account that was ready to leave</p><p><br></p><p>👤 Guest: Warwick Brown, Account Management Expert</p><p><br></p><p>👇 How are you currently handling account management in your MSP? Share your approach in the comments!</p> d142f543-40a6-4097-8c39-5e3dbfc19a4b https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/2847b074-2635-4822-9d62-1ad4ca03c695 Tue, 29 Jul 2025 04:00:35 +0000 2673 no full #21 Dave Sutton: Anti-Stack Approach Removes Vendor-Centric Selling #21 Dave Sutton: Anti-Stack Approach Removes Vendor-Centric Selling 1 3 James Steel Are you afraid to proactively contact your existing clients because they might complain? You're missing out on your biggest revenue opportunities!

00:00 The confidence gap in client communication

05:30 Designing effective QBRs that clients want

11:00 Tracking client intent and engagement data

16:30 Anti-stack approach to selling solutions

22:00 False confidence from selling to referrals

27:30 Consistent communication drives more revenue

In this episode, Dave Sutton from Wingman Agency reveals why most MSPs fail to extract value from existing customers and how to overcome the fear of client conversations. Dave brings nearly 10 years of MSP sales experience with concrete strategies for generating more revenue from your current client base.

We cover:

• Why confidence is the #1 missing ingredient in client relationships

• How to structure QBRs that clients actually want to attend

• Why spending $15K on new client acquisition is wasteful

• The dangerous false confidence that comes from referral-only sales

• Why the traditional vendor stack model is limiting your growth


👤 Guest: Dave Sutton, Founder of Wingman Agency

👇 What's your biggest challenge with existing client revenue? Share your thoughts in the comments!

]]> <p>Are you afraid to proactively contact your existing clients because they might complain? You&#39;re missing out on your biggest revenue opportunities!</p><p>00:00 The confidence gap in client communication</p><p>05:30 Designing effective QBRs that clients want</p><p>11:00 Tracking client intent and engagement data</p><p>16:30 Anti-stack approach to selling solutions</p><p>22:00 False confidence from selling to referrals</p><p>27:30 Consistent communication drives more revenue</p><p>In this episode, Dave Sutton from Wingman Agency reveals why most MSPs fail to extract value from existing customers and how to overcome the fear of client conversations. Dave brings nearly 10 years of MSP sales experience with concrete strategies for generating more revenue from your current client base.</p><p><strong>We cover:</strong></p><p>• Why confidence is the #1 missing ingredient in client relationships</p><p>• How to structure QBRs that clients actually want to attend</p><p>• Why spending $15K on new client acquisition is wasteful</p><p>• The dangerous false confidence that comes from referral-only sales</p><p>• Why the traditional vendor stack model is limiting your growth</p><p><br></p><p>👤 Guest: Dave Sutton, Founder of Wingman Agency</p><p>👇 What&#39;s your biggest challenge with existing client revenue? Share your thoughts in the comments!</p> 77ac5892-2516-48bc-b1d0-a5f0eb834331 https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/cd3907b1-6463-49c6-a0db-3ee20a973d5a Tue, 08 Jul 2025 04:00:12 +0000 2791 no full #20 Harrison Baron: Pay Exorbitant Money For Referrals #20 Harrison Baron: Pay Exorbitant Money For Referrals James Steel Are you offering pathetic $100 referral incentives and wondering why your clients never send you leads?

In this episode, Harrison Baron reveals why most MSP referral programs fail and how to create offers so compelling your clients feel silly saying no. Learn how to leverage your existing client relationships to predictably generate high-quality leads.

00:00 Introduction and misconceptions

05:30 Why most MSP referral programs fail

11:00 Creating irresistible referral offers

16:30 Using LinkedIn for targeted lead generation

22:00 Concrete strategies that convert connections

27:30 Implementation and measuring success

We cover:

• Why $100 referral incentives are insulting to your best clients

• How to research LinkedIn connections for targeted introductions

• The exact framework for making irresistible referral offers

• Why most MSPs are afraid to invest properly in referrals

• How to leverage 7-20 year client relationships for consistent leads

👤 Guest: Harrison Baron, Founder of Growth Generators and MSP Peer Group Leader

👇 What's your most successful referral strategy? Share your wins (or frustrations) in the comments below

]]> <p>Are you offering pathetic $100 referral incentives and wondering why your clients never send you leads?</p><p>In this episode, Harrison Baron reveals why most MSP referral programs fail and how to create offers so compelling your clients feel silly saying no. Learn how to leverage your existing client relationships to predictably generate high-quality leads.</p><p>00:00 Introduction and misconceptions</p><p>05:30 Why most MSP referral programs fail</p><p>11:00 Creating irresistible referral offers</p><p>16:30 Using LinkedIn for targeted lead generation</p><p>22:00 Concrete strategies that convert connections</p><p>27:30 Implementation and measuring success</p><p><strong>We cover:</strong></p><p>• Why $100 referral incentives are insulting to your best clients</p><p>• How to research LinkedIn connections for targeted introductions</p><p>• The exact framework for making irresistible referral offers</p><p>• Why most MSPs are afraid to invest properly in referrals</p><p>• How to leverage 7-20 year client relationships for consistent leads</p><p>👤 Guest: Harrison Baron, Founder of Growth Generators and MSP Peer Group Leader</p><p>👇 What&#39;s your most successful referral strategy? Share your wins (or frustrations) in the comments below</p> a0fde09f-5f78-4182-bd05-39d5cc1f000e https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/1bf7f787-7e67-4fd2-b165-2066718400f5 Tue, 01 Jul 2025 04:00:20 +0000 2070 no full #19 Darren Strong: "Why Most MSPs Waste 60 Hours A Week Going Nowhere" #19 Darren Strong: "Why Most MSPs Waste 60 Hours A Week Going Nowhere" 9 2 James Steel Are you spending 60+ hours every week trying to improve your MSP but seeing no real progress? Are you constantly buying new tools that never deliver the promised results?

In this episode, Darren Strong, CEO of Scalable, reveals why most MSPs fail to grow despite working harder than ever. He shares insights on why systems - not shiny tools - are the key to sustainable growth.

We cover:

• Why MSPs need to focus on systems instead of constantly buying new tools

• How to build frameworks specific to your MSP's size and goals

• Why thinking your MSP is unique might be holding you back

• The common pattern of broken promises to family due to business demands

• How peer groups helped Darren realize most MSPs face identical problems

👤 Guest: Darren Strong, CEO of Scalable

👇 What systems have you implemented that actually made a difference in your MSP? Share your experience in the comments!

]]> <p><strong>Are you spending 60+ hours every week trying to improve your MSP but seeing no real progress? Are you constantly buying new tools that never deliver the promised results? </strong></p><p>In this episode, Darren Strong, CEO of Scalable, reveals why most MSPs fail to grow despite working harder than ever. He shares insights on why systems - not shiny tools - are the key to sustainable growth.</p><p>We cover:</p><p>• Why MSPs need to focus on systems instead of constantly buying new tools</p><p>• How to build frameworks specific to your MSP&#39;s size and goals</p><p>• Why thinking your MSP is unique might be holding you back</p><p>• The common pattern of broken promises to family due to business demands</p><p>• How peer groups helped Darren realize most MSPs face identical problems</p><p>👤 Guest: Darren Strong, CEO of Scalable</p><p>👇 What systems have you implemented that actually made a difference in your MSP? Share your experience in the comments!</p> 10851a9e-7f31-410d-8318-9eb48e59eaac https://www.salesbuildr.com/podcast Tue, 24 Jun 2025 04:00:22 +0000 2420 no full #18 Brian Doyle: Why Check-In Calls Are Killing Your MSP Profits #18 Brian Doyle: Why Check-In Calls Are Killing Your MSP Profits 8 2 James Steel Are your account managers making pointless check-in calls that waste everyone's time and generate zero revenue?

In this episode, Brian Doyle (from VCIO Toolbox and MSP Business School) discusses how MSPs are wasting their account managers and missing huge revenue opportunities with existing clients. He shares proven frameworks to transform account management from basic relationship maintenance into a powerful revenue generation engine.

We cover:

- Why it's easier to get revenue from existing customers than finding new ones

- The dangerous 'check-in call' habit that wastes customer time and kills opportunities

- Brian's 'Thirds Rule' for structuring effective account management conversations

- How to implement gap analysis to discover hidden revenue potential

- Making every customer touchpoint meaningful and productive

👤 Guest: Brian Doyle, VCIO Toolbox and MSP Business School

]]> <p><strong>Are your account managers making pointless check-in calls that waste everyone&#39;s time and generate zero revenue?</strong></p><p>In this episode, Brian Doyle (from VCIO Toolbox and MSP Business School) discusses how MSPs are wasting their account managers and missing huge revenue opportunities with existing clients. He shares proven frameworks to transform account management from basic relationship maintenance into a powerful revenue generation engine.</p><p><strong>We cover:</strong></p><p>- Why it&#39;s easier to get revenue from existing customers than finding new ones</p><p>- The dangerous &#39;check-in call&#39; habit that wastes customer time and kills opportunities</p><p>- Brian&#39;s &#39;Thirds Rule&#39; for structuring effective account management conversations</p><p>- How to implement gap analysis to discover hidden revenue potential</p><p>- Making every customer touchpoint meaningful and productive</p><p>👤 Guest: Brian Doyle, VCIO Toolbox and MSP Business School</p> ac398796-362e-44b4-8a94-75108c31861d https://www.salesbuildr.com/podcast Tue, 17 Jun 2025 04:00:00 +0000 1994 no full #17 Tim Thomson: Why a Million Dollar Company Isn't Built on $10 Tasks #17 Tim Thomson: Why a Million Dollar Company Isn't Built on $10 Tasks 7 2 James Steel Are you an MSP owner trapped in 70-80 hour work weeks with no way out?

In this episode, Tim Thomson (MSP Advisor with 25 years of experience) discusses how MSP owners can buy back their time through effective delegation and prioritization. He shares practical strategies to break through revenue plateaus and focus on business growth.

We cover:

• How to conduct a time-energy audit to identify tasks you shouldn't be doing

• Why MSP owners get stuck at the "pain line" ($750K-$1M revenue)

• The mindset shift from working IN your business to ON your business

• Why "a million dollar company isn't built on $10 tasks"

• Practical delegation strategies to reclaim your time

👤 Guest: Tim Thomson, MSP Advisor with 25 years in the MSP space

👇 Got thoughts or questions about buying back time as an MSP owner? Drop them in the comments!

]]> <p><strong>Are you an MSP owner trapped in 70-80 hour work weeks with no way out?</strong></p><p>In this episode, Tim Thomson (MSP Advisor with 25 years of experience) discusses how MSP owners can buy back their time through effective delegation and prioritization. He shares practical strategies to break through revenue plateaus and focus on business growth.</p><p>We cover:</p><p>• How to conduct a time-energy audit to identify tasks you shouldn&#39;t be doing</p><p>• Why MSP owners get stuck at the &#34;pain line&#34; ($750K-$1M revenue)</p><p>• The mindset shift from working IN your business to ON your business</p><p>• Why &#34;a million dollar company isn&#39;t built on $10 tasks&#34;</p><p>• Practical delegation strategies to reclaim your time</p><p>👤 Guest: Tim Thomson, MSP Advisor with 25 years in the MSP space</p><p>👇 Got thoughts or questions about buying back time as an MSP owner? Drop them in the comments!</p> b29784cc-3f67-49d3-8573-083f22dcc932 https://www.salesbuildr.com/podcast Tue, 10 Jun 2025 04:00:00 +0000 2116 no full #16 Mike Parfitt: Why Client Size Doesn't Matter (And What Actually Does) #16 Mike Parfitt: Why Client Size Doesn't Matter (And What Actually Does) James Steel Are you ignoring your biggest growth opportunity hiding in plain sight?

In this episode, Mike Parfitt (Founder of Team MetaLogic) breaks down how he transformed his business by focusing on harvesting value from existing clients instead of constantly chasing new ones—and how you can do the same.

Mike shares tactical approaches to identify your ideal clients and maximize their lifetime value.

We cover:

• How to define your perfect client (hint: it's not about their size or revenue)

• Why operational dependence on technology is the key indicator for growth potential

• The "cleaning house" strategy that transformed MetaLogic's business model

• How to position your services to create mutual growth with clients

• Practical ways to maximize value from your existing customer base

👤 Guest: Mike Parfitt, Founder of Team MetaLogic

🌐 TeamMetaLogic.com

]]> <p>Are you ignoring your biggest growth opportunity hiding in plain sight?</p><p>In this episode, Mike Parfitt (Founder of Team MetaLogic) breaks down how he transformed his business by focusing on harvesting value from existing clients instead of constantly chasing new ones—and how you can do the same. </p><p>Mike shares tactical approaches to identify your ideal clients and maximize their lifetime value.</p><p><strong>We cover:</strong></p><p>• How to define your perfect client (hint: it&#39;s not about their size or revenue)</p><p>• Why operational dependence on technology is the key indicator for growth potential</p><p>• The &#34;cleaning house&#34; strategy that transformed MetaLogic&#39;s business model</p><p>• How to position your services to create mutual growth with clients</p><p>• Practical ways to maximize value from your existing customer base</p><p>👤 Guest: Mike Parfitt, Founder of Team MetaLogic</p><p>🌐 TeamMetaLogic.com</p> 326b04fc-182d-4243-84a4-c6ec5feef495 https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/04d294d6-d75c-4b80-9922-f9feb9c82c7a Tue, 03 Jun 2025 04:00:00 +0000 2574 no full #15 Joe Rojas: Double Your MRR Without a Single New Customer #15 Joe Rojas: Double Your MRR Without a Single New Customer James Steel Is your MSP leaving money on the table?

In this episode, Joe Rojas (StartGrowManage) breaks down how one MSP added $30K in MRR without signing a single new client—and how you can do the same. From strategic business reviews to bold pricing moves and niche-driven growth, this is a tactical, no-fluff conversation built for MSP leaders ready to think and act like CEOs.

We cover:

  • How to right-size pricing with minimal client churn
  • The game plan for powerful strategic business reviews
  • Mapping your product matrix to unlock hidden revenue
  • Why niching beats being a generalist, every time
  • Smart ways to bring AI into your MSP—without becoming a tech expert


👤 Guest: Joe Rojas, Co-Founder of StartGrowManage

🌐 https://startgrowmanage.com

🔗 https://linkedinjoe.com

]]> <p><strong>Is your MSP leaving money on the table?</strong></p><p>In this episode, Joe Rojas (StartGrowManage) breaks down how one MSP added $30K in MRR <em>without</em> signing a single new client—and how you can do the same. From strategic business reviews to bold pricing moves and niche-driven growth, this is a tactical, no-fluff conversation built for MSP leaders ready to think and act like CEOs.</p><p>We cover:</p><ul><li>How to right-size pricing with minimal client churn</li><li>The game plan for powerful strategic business reviews</li><li>Mapping your product matrix to unlock hidden revenue</li><li>Why niching beats being a generalist, every time</li><li>Smart ways to bring AI into your MSP—without becoming a tech expert</li></ul><p><br></p><p>👤 <strong>Guest:</strong> Joe Rojas, Co-Founder of StartGrowManage</p><p> 🌐 <a href="https://startgrowmanage.com" rel="nofollow">https://startgrowmanage.com</a></p><p> 🔗 <a href="https://linkedinjoe.com" rel="nofollow">https://linkedinjoe.com</a></p> e79f81a7-96ac-4e5d-9c6f-021e5fcbdb79 https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/7665a8f4-be2d-4d52-8d77-b3a4d7d491ed Tue, 27 May 2025 04:00:00 +0000 2013 no full #13 Graham Stead: The $18M Upsell Strategy for MSPs #13 Graham Stead: The $18M Upsell Strategy for MSPs James Steel You don’t need more leads—you need better habits. In this episode, Graham Stead shares how he helped grow CMI to £18M in revenue by building a repeatable sales engine focused on existing clients.

From white space reviews to stakeholder mapping and sales rhythm, this is a tactical deep-dive for MSPs who want predictable growth without relying on marketing miracles.

🎙️ In this episode:

• What “white space” really means for MSPs

• How to audit your clients for upsell opportunities

• Building sales time discipline

• Mapping stakeholder influence to reduce churn

• Why discounts are often lazy—and what to do instead



]]> <p><span>You don’t need more leads—you need better habits. In this episode, Graham Stead shares how he helped grow CMI to £18M in revenue by building a repeatable sales engine focused on existing clients.</span></p><p><span>From white space reviews to stakeholder mapping and sales rhythm, this is a tactical deep-dive for MSPs who want predictable growth without relying on marketing miracles.</span></p><p><span>🎙️ In this episode:</span></p><p><span> • What “white space” really means for MSPs</span></p><p><span> • How to audit your clients for upsell opportunities</span></p><p><span> • Building sales time discipline</span></p><p><span> • Mapping stakeholder influence to reduce churn</span></p><p><span> • Why discounts are often lazy—and what to do instead</span></p><p><br></p><p><br></p> 57d36bf1-bd81-44df-8b62-988d63346c83 https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/5e49cafd-8f20-425a-ac60-741bcac595bd Tue, 20 May 2025 04:00:00 +0000 1883 no full #13 Amy luby: The Turnaround Playbook: Lessons from a $33M Collapse #13 Amy luby: The Turnaround Playbook: Lessons from a $33M Collapse 3 2 James Steel Guest: Amy Luby, Chief Channel Evangelist

What if your MSP’s biggest risk isn’t lack of revenue—but what lies underneath it?

In this episode of Harvest, James Steel is joined by channel veteran Amy Luby to explore the hard realities of client churn, misaligned services, and how one MSP lost over $20M in revenue before turning it around. From rebuilding trust with frustrated customers to simplifying over-engineered service offerings, Amy brings no-nonsense advice from the field.

You’ll hear:

  • The first signs things are going wrong (before it shows up in your P&L)
  • How to realign services that aren’t solving real client pain
  • Why MSPs should ditch “best practices” and double down on curiosity
  • How culture—not tools—is your biggest differentiator

This one is all about what happens after the spreadsheet says everything’s fine—but your gut knows otherwise.

Links & Resources:

Amy Luby on LinkedIn: linkedin.com/in/amyluby

More episodes at: salesbuildr.com/harvest

]]> <p><strong>Guest: Amy Luby, Chief Channel Evangelist</strong></p><p>What if your MSP’s biggest risk isn’t lack of revenue—but what lies underneath it?</p><p>In this episode of <em>Harvest</em>, James Steel is joined by channel veteran <strong>Amy Luby</strong> to explore the hard realities of client churn, misaligned services, and how one MSP lost over $20M in revenue before turning it around. From rebuilding trust with frustrated customers to simplifying over-engineered service offerings, Amy brings no-nonsense advice from the field.</p><p>You’ll hear:</p><ul><li>The first signs things are going wrong (before it shows up in your P&amp;L)</li><li>How to realign services that aren’t solving real client pain</li><li>Why MSPs should ditch “best practices” and double down on curiosity</li><li>How culture—not tools—is your biggest differentiator</li></ul><p>This one is all about what happens after the spreadsheet says everything’s fine—but your gut knows otherwise.</p><p><strong>Links &amp; Resources:</strong></p><p> Amy Luby on LinkedIn: <a href="https://linkedin.com/in/amyluby" rel="nofollow">linkedin.com/in/amyluby</a></p><p> More episodes at: salesbuildr.com/harvest</p> 2384a62b-1a1e-4f5e-90da-139b8d3b29ab https://www.salesbuildr.com/harvest-msp-sales-show Tue, 13 May 2025 04:00:00 +0000 1922 no full #12 John Humphrey: Heat Maps & Hunches – Unlocking Hidden MSP Revenue #12 John Humphrey: Heat Maps & Hunches – Unlocking Hidden MSP Revenue 2 2 James Steel Are you still chasing cold leads while leaving existing client revenue on the table?

In this episode of Harvest, James sits down with John Humphrey — former MSP CEO turned AI strategist — to unpack a sharp, practical method for growing revenue from within your current accounts. He calls it Heat Maps & Hunches.

You’ll learn how to map relationships that actually drive sales, spot silent blockers inside your client orgs, and equip your delivery team to surface real opportunities. John also shares how AI tools like Perplexity and Copilot can transform the way you prep for meetings and deepen trust across the board.

If you’re ready to become the advisor your clients actually rely on — this one’s for you.

Guest: John Humphrey

Full episode page: https://www.salesbuildr.com/harvest-msp-sales-show

Brought to you by: Salesbuildr — the quotation and proposal tool for MSPs.

If you enjoyed the episode, consider leaving a review. Thanks for listening.

]]> <p>Are you still chasing cold leads while leaving existing client revenue on the table?</p><p>In this episode of <em>Harvest</em>, James sits down with John Humphrey — former MSP CEO turned AI strategist — to unpack a sharp, practical method for growing revenue from within your current accounts. He calls it <em>Heat Maps &amp; Hunches</em>.</p><p>You’ll learn how to map relationships that actually drive sales, spot silent blockers inside your client orgs, and equip your delivery team to surface real opportunities. John also shares how AI tools like Perplexity and Copilot can transform the way you prep for meetings and deepen trust across the board.</p><p>If you’re ready to become the advisor your clients actually rely on — this one’s for you.</p><p><strong>Guest:</strong> John Humphrey</p><p><strong>Full episode page:</strong> <a href="https://www.salesbuildr.com/harvest-msp-sales-show" rel="nofollow">https://www.salesbuildr.com/harvest-msp-sales-show</a></p><p><strong>Brought to you by:</strong> Salesbuildr — the quotation and proposal tool for MSPs.</p><p>If you enjoyed the episode, consider leaving a review. Thanks for listening.</p> f256f886-cadd-42ac-8a59-e7c6f3c11ee9 https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/0b774104-6b0f-439c-ac1d-96c1f16d81d0 Tue, 06 May 2025 12:05:40 +0000 2082 no full #11 Hanneke Vogels: From PowerPoint to Proactive: Fixing the MSP Sales Conversation #11 Hanneke Vogels: From PowerPoint to Proactive: Fixing the MSP Sales Conversation 2 James Steel Are you still leading with features instead of fixing what actually matters to your clients?

In this episode of Harvest, James sits down with Hanneke Vogels — author of Sales Tech and strategic sales advisor — to explore how you can reframe your sales conversations, lead with context, and structure meetings that actually convert.

You’ll hear how to prep faster using GPTs, use CRM alerts to stay ahead of client needs, and stop hiding your value behind 30-slide decks.

If you’re ready to sound less like a vendor and more like a business advisor — this one’s for you.

Guest: Hanneke Vogels

Full episode page: https://www.salesbuildr.com/harvest-msp-sales-show

Brought to you by: Salesbuildr — the quotation and proposal tool for MSPs.

If you enjoyed the episode, consider leaving a review. Thanks for listening.

]]> <p>Are you still leading with features instead of fixing what actually matters to your clients?</p><p>In this episode of <em>Harvest</em>, James sits down with Hanneke Vogels — author of <em>Sales Tech</em> and strategic sales advisor — to explore how you can reframe your sales conversations, lead with context, and structure meetings that actually convert.</p><p>You’ll hear how to prep faster using GPTs, use CRM alerts to stay ahead of client needs, and stop hiding your value behind 30-slide decks.</p><p>If you’re ready to sound less like a vendor and more like a business advisor — this one’s for you.</p><p><strong>Guest:</strong> Hanneke Vogels</p><p><strong>Full episode page:</strong> <a href="https://www.salesbuildr.com/harvest-msp-sales-show" rel="nofollow">https://www.salesbuildr.com/harvest-msp-sales-show</a></p><p><strong>Brought to you by:</strong> Salesbuildr — the quotation and proposal tool for MSPs.</p><p>If you enjoyed the episode, consider leaving a review. Thanks for listening.</p> 873c0a27-4626-4ab4-b68e-c5f2b985a06e https://www.salesbuildr.com/harvest-msp-sales-show Tue, 29 Apr 2025 04:00:00 +0000 1625 no full Season 1's Best Pickings - Part 2 Season 1's Best Pickings - Part 2 James Steel We’re taking a breather between Seasons 1 and 2, so here’s another highlights reel packed with insights from our incredible MSP and sales experts. In this clip, you’ll hear from guests like Maria Armstrong (Pax8 Academy), Paul Green (MSP Marketing Edge), Brian Gillette (Feel-Good MSP), Juan Fernandez (SuperOps), and James Davis (TSP Advisory).

 

They discuss everything from building a flexible product portfolio (beyond just a “stack”) to having genuine, empathetic client conversations and focusing on profit from day one.

 

Grab a notepad—you’ll pick up practical tips on streamlining your sales process, keeping customers happy, and driving real growth through stronger relationships with the clients you already have.

 

If you’re ready to take your MSP to the next level, you won’t want to miss these highlights! Enjoy and stay tuned for Season 2.

 

🔔 SUBSCRIBE TO THE HARVEST CHANNEL: https://www.youtube.com/@Harvest-MSP-Sales-Show

 

CONNECT WITH HARVEST ON SOCIAL MEDIA 👇🏾

LinkedIn: https://www.linkedin.com/company/harvest-the-msp-sales-show

 

If you found this episode valuable or even entertaining, don't forget to like, subscribe, and hit that notification bell for more videos on MSPs, marketing, sales, and operations.

 

Watch now and get inspired! 🎥🔗

 

#MSPGrowth #TechBusiness #BusinessStrategy #Profitability #CustomerSuccess #ManagedServices #HarvestPodcast #MSP #MarketingStrategy #BusinessGrowth

]]> <p>We’re taking a breather between Seasons 1 and 2, so here’s another highlights reel packed with insights from our incredible MSP and sales experts. In this clip, you’ll hear from guests like Maria Armstrong (Pax8 Academy), Paul Green (MSP Marketing Edge), Brian Gillette (Feel-Good MSP), Juan Fernandez (SuperOps), and James Davis (TSP Advisory).</p><p> </p><p>They discuss everything from building a flexible product portfolio (beyond just a “stack”) to having genuine, empathetic client conversations and focusing on profit from day one.</p><p> </p><p>Grab a notepad—you’ll pick up practical tips on streamlining your sales process, keeping customers happy, and driving real growth through stronger relationships with the clients you already have.</p><p> </p><p>If you’re ready to take your MSP to the next level, you won’t want to miss these highlights! Enjoy and stay tuned for Season 2.</p><p> </p><p>🔔 SUBSCRIBE TO THE HARVEST CHANNEL: https://www.youtube.com/@Harvest-MSP-Sales-Show</p><p> </p><p>CONNECT WITH HARVEST ON SOCIAL MEDIA 👇🏾</p><p>LinkedIn: https://www.linkedin.com/company/harvest-the-msp-sales-show</p><p> </p><p>If you found this episode valuable or even entertaining, don&#39;t forget to like, subscribe, and hit that notification bell for more videos on MSPs, marketing, sales, and operations.</p><p> </p><p>Watch now and get inspired! 🎥🔗</p><p> </p><p>#MSPGrowth #TechBusiness #BusinessStrategy #Profitability #CustomerSuccess #ManagedServices #HarvestPodcast #MSP #MarketingStrategy #BusinessGrowth</p> 3fd0b141-f357-45d5-b4b5-b6b84418a022 https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/b512a3ba-d090-4102-89ad-700cfa5ab1c7 Tue, 15 Apr 2025 04:00:00 +0000 1237 no full Season 1's Best Pickings: Part 1 Season 1's Best Pickings: Part 1 James Steel Welcome to this very special edition of Harvest! In this episode, we’re revisiting a collection of our early conversations featuring top MSP experts and sales leaders—like Nigel Moore (The Tech Tribe), Dan Scott (IT Nation), Jeffrey Newton (MSP Insider), Ian Grow (Start Tech), and Yuri van der Sluis (SalesHookup).

From strategies to build stronger client communities and identify overlooked metrics, to streamlined sales processes and unwavering confidence in your service offerings, these highlights offer practical wisdom you can apply to your MSP right now. No theory, no fluff—just actionable steps to help you grow your business.

If any of these insights spark your interest, be sure to check out the full episodes for deeper dives and even more tips. Let’s get harvesting and unlock the potential within your current customers!

]]> <p>Welcome to this very special edition of <em>Harvest</em>! In this episode, we’re revisiting a collection of our early conversations featuring top MSP experts and sales leaders—like Nigel Moore (The Tech Tribe), Dan Scott (IT Nation), Jeffrey Newton (MSP Insider), Ian Grow (Start Tech), and Yuri van der Sluis (SalesHookup).</p><p>From strategies to build stronger client communities and identify overlooked metrics, to streamlined sales processes and unwavering confidence in your service offerings, these highlights offer practical wisdom you can apply to your MSP right now. No theory, no fluff—just actionable steps to help you grow your business.</p><p>If any of these insights spark your interest, be sure to check out the full episodes for deeper dives and even more tips. Let’s get harvesting and unlock the potential within your current customers!</p> a8c782dd-0620-456d-aaa1-b7d215f961c4 https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/c19c80a9-285b-4521-9c27-65a705e95a5c Tue, 08 Apr 2025 04:00:00 +0000 1231 no full #10 James Davis: Why Clients Need Portfolios, Not Products #10 James Davis: Why Clients Need Portfolios, Not Products 10 1 James Steel In this episode of Harvest, we are joined by James Davis, Chief Strategy Officer at TSP Advisory. With years of experience in the MSP space, James shares invaluable insights into what sets successful MSPs apart and how businesses can transform to thrive in today’s competitive landscape.

 

From defining your company’s identity to building a flexible portfolio, James talks about how MSPs can move beyond generic service offerings to truly meet client needs. He highlights the importance of understanding your client's business, evolving past the traditional service model, and the immense potential in building consultative relationships.

 

Whether you're an MSP looking to differentiate your business or simply interested in how the industry is evolving, this conversation is packed with practical advice and fresh perspectives.

]]> <p>In this episode of Harvest, we are joined by James Davis, Chief Strategy Officer at TSP Advisory. With years of experience in the MSP space, James shares invaluable insights into what sets successful MSPs apart and how businesses can transform to thrive in today’s competitive landscape.</p><p> </p><p>From defining your company’s identity to building a flexible portfolio, James talks about how MSPs can move beyond generic service offerings to truly meet client needs. He highlights the importance of understanding your client&#39;s business, evolving past the traditional service model, and the immense potential in building consultative relationships.</p><p> </p><p>Whether you&#39;re an MSP looking to differentiate your business or simply interested in how the industry is evolving, this conversation is packed with practical advice and fresh perspectives.</p> 25338435-9721-465e-90ed-4e930c5e90e9 https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/e861ca0d-69d9-46dd-a01e-444a98346d8b Tue, 01 Apr 2025 04:00:00 +0000 2232 no full #9 Paul Green: Are Your Clients Only With You Because They're Lazy? #9 Paul Green: Are Your Clients Only With You Because They're Lazy? 9 1 James Steel In this episode of Harvest, we sit down with Paul Green, founder of MSP Marketing Edge and host of one of the most respected podcasts in the MSP space.


We dive into the often-overlooked opportunity of generating more business from your existing client base. Paul shares a practical framework he calls the “Satisfaction Triangle,” including the importance of using a profit matrix, running strategic reviews (not just QBRs), and building long-term technology roadmaps.


This one’s packed with actionable advice and bold perspectives for MSPs looking to grow from the inside out.


🎧 Listen, take notes, and let us know what resonated with you. Happy Harvesting!

]]> <p>In this episode of Harvest, we sit down with Paul Green, founder of MSP Marketing Edge and host of one of the most respected podcasts in the MSP space.</p><p><br></p><p>We dive into the often-overlooked opportunity of generating more business from your existing client base. Paul shares a practical framework he calls the “Satisfaction Triangle,” including the importance of using a <em>profit matrix</em>, running strategic reviews (not just QBRs), and building long-term technology roadmaps.</p><p><br></p><p>This one’s packed with actionable advice and bold perspectives for MSPs looking to grow from the inside out.</p><p><br></p><p>🎧 Listen, take notes, and let us know what resonated with you. Happy Harvesting!</p> 3778b9aa-b921-4bc7-ab26-bc0daeb2194b https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/1f41d931-6daf-4c5c-9854-d141f09f0f7f Tue, 25 Mar 2025 05:00:00 +0000 2324 no full #8 Brian Gillette: The Untapped Metric For Hidden Revenue #8 Brian Gillette: The Untapped Metric For Hidden Revenue James Steel In this episode of Harvest, we welcome Brian Gillette to explore practical methods for improving your revenue, from tracking tickets per user (TPU) to handling hardware refreshes before they cause chaos. We also talk about maintaining your team’s focus, avoiding vendor interference, and using consistent, empathetic conversations to build sustainable trust with your clients.


Listen to discover how real conversations and thoughtful service choices can drive better outcomes for you and your clients. We hope you enjoy this episode with Brian. Don’t forget to subscribe to our channel and share it with anyone you think could benefit from this conversation. Happy harvesting!

]]> <p>In this episode of Harvest, we welcome Brian Gillette to explore practical methods for improving your revenue, from tracking tickets per user (TPU) to handling hardware refreshes before they cause chaos. We also talk about maintaining your team’s focus, avoiding vendor interference, and using consistent, empathetic conversations to build sustainable trust with your clients.</p><p><br></p><p>Listen to discover how real conversations and thoughtful service choices can drive better outcomes for you and your clients. We hope you enjoy this episode with Brian. Don’t forget to subscribe to our channel and share it with anyone you think could benefit from this conversation. Happy harvesting!</p> 6829397d-98dd-4267-9655-7bf87b452128 https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/5af663ed-842d-4daf-b343-2049825d4e7c Tue, 18 Mar 2025 05:00:00 +0000 2156 no full #7 Maria Armstrong: Getting More Profit From Your Portfolio #7 Maria Armstrong: Getting More Profit From Your Portfolio 7 1 James Steel In this episode, we talk with Maria Armstrong about practical ways you can make more money from your existing MSP clients.

Maria gets into the specifics of clearly defining what you actually sell, spotting gaps in your offerings, and figuring out what your team can realistically deliver. We cover hands-on methods for segmenting your clients, assessing who's profitable, and using an opportunities board effectively.

Maria also shares simple steps to review and update your pricing structure, and she challenges the common belief that growth only comes from getting new customers, showing why good account management can be just as effective.

]]> <p>In this episode, we talk with Maria Armstrong about practical ways you can make more money from your existing MSP clients.</p><p>Maria gets into the specifics of clearly defining what you actually sell, spotting gaps in your offerings, and figuring out what your team can realistically deliver. We cover hands-on methods for segmenting your clients, assessing who&#39;s profitable, and using an opportunities board effectively.</p><p>Maria also shares simple steps to review and update your pricing structure, and she challenges the common belief that growth only comes from getting new customers, showing why good account management can be just as effective.</p> 633cc092-74a0-48d9-a09b-13cf9f0e9b1d https://redcircle.com/shows/544cf41f-8c11-4557-80db-90cc17046235/episodes/97c4fb10-9fd9-4b83-a8f4-2ea582e86321 Tue, 11 Mar 2025 05:00:00 +0000 1471 no full #6 Juan Fernandez: Your Questions Are Horrible #6 Juan Fernandez: Your Questions Are Horrible 6 1 James Steel Juan Fernandez grew his MSP from zero to $20 million in just six years by flipping the traditional approach – starting with profit metrics and working backwards.

He shares tactical advice on setting revenue thresholds before hiring, identifying operational gaps in client businesses, streamlining service portfolios to prevent staff chaos, asking sales questions that highlight your strengths, and maintaining margins without discounting.

In this episode you'll learn practical strategies to build profitability into every client relationship from day one.

]]> <p>Juan Fernandez grew his MSP from zero to $20 million in just six years by flipping the traditional approach – starting with profit metrics and working backwards. </p><p>He shares tactical advice on setting revenue thresholds before hiring, identifying operational gaps in client businesses, streamlining service portfolios to prevent staff chaos, asking sales questions that highlight your strengths, and maintaining margins without discounting. </p><p>In this episode you&#39;ll learn practical strategies to build profitability into every client relationship from day one.</p> c3a4569a-e57c-4a64-9068-a6f38ea7953e https://www.salesbuildr.com/harvest-msp-sales-show Tue, 04 Mar 2025 05:00:00 +0000 1814 no full #5 Yuri van der Sluis: Good Service Alone is No Longer Enough #5 Yuri van der Sluis: Good Service Alone is No Longer Enough 5 1 James Steel Ever feel like your MSP offerings are being lost in a sea of sameness? You're not alone. In this episode of Harvest, discover how to stand out by cultivating a sense of community that boosts customer loyalty. Yuri van der Sluis, an expert in sales without the hard sell, shares tactical insights into building genuine connections and why customer intimacy might just be the missing link in your growth strategy. Learn how to sow the seeds of customer loyalty and reap the rewards. Don't just harvest more – make your field thrive! Tune in and start differentiating your MSP today. Ever feel like your MSP offerings are being lost in a sea of sameness? You're not alone.

In this episode of Harvest, discover how to stand out by cultivating a sense of community that boosts customer loyalty.

Yuri van der Sluis, an expert in sales without the hard sell, shares tactical insights into building genuine connections and why customer intimacy might just be the missing link in your growth strategy.

Learn how to sow the seeds of customer loyalty and reap the rewards.

Don't just harvest more – make your field thrive!

Tune in and start differentiating your MSP today.

]]> <p>Ever feel like your MSP offerings are being lost in a sea of sameness? You&#39;re not alone. </p><p>In this episode of Harvest, discover how to stand out by cultivating a sense of community that boosts customer loyalty. </p><p>Yuri van der Sluis, an expert in sales without the hard sell, shares tactical insights into building genuine connections and why customer intimacy might just be the missing link in your growth strategy. </p><p>Learn how to sow the seeds of customer loyalty and reap the rewards. </p><p>Don&#39;t just harvest more – make your field thrive! </p><p>Tune in and start differentiating your MSP today.</p> 4a794290-74b0-4ec1-89c7-b468155a12c9 https://youtube.com/@harvest-msp-sales-show?si=-LPWbVhzEoKTCZ-8 Tue, 25 Feb 2025 05:00:00 +0000 1863 no full #4: Ian Groves: The Customer Isn’t Always Right #4: Ian Groves: The Customer Isn’t Always Right 4 1 James Steel Busting the Myths of MSP Growth: Ever feel like you're giving IT services away? Dive in with us as Ian Groves shares his journey from plateaued IT company to thriving MSP success. Discover actionable MSP sales strategies, build stronger client relationships, and learn the art of setting profitable pricing models. Ian touches the importance of consistent service offerings and why standing your ground on pricing pays off. Whether you're hunting for upselling techniques or fixing customer retention woes, this episode is ripe with insights. Hit subscribe and harvest the secrets to sustainable growth! Busting the Myths of MSP Growth: Ever feel like you're giving IT services away?

Dive in with us as Ian Groves shares his journey from plateaued IT company to thriving MSP success. Discover actionable MSP sales strategies, build stronger client relationships, and learn the art of setting profitable pricing models.

Ian touches on the importance of consistent service offerings and why standing your ground on pricing pays off.

Whether you're hunting for upselling techniques or fixing customer retention woes, this episode is ripe with insights.

Hit subscribe and harvest the secrets to sustainable growth!

]]> <p>Busting the Myths of MSP Growth: Ever feel like you&#39;re giving IT services away? </p><p>Dive in with us as Ian Groves shares his journey from plateaued IT company to thriving MSP success. Discover actionable MSP sales strategies, build stronger client relationships, and learn the art of setting profitable pricing models. </p><p>Ian touches on the importance of consistent service offerings and why standing your ground on pricing pays off. </p><p>Whether you&#39;re hunting for upselling techniques or fixing customer retention woes, this episode is ripe with insights. </p><p>Hit subscribe and harvest the secrets to sustainable growth!</p> 50b72adc-1ab3-4903-8a08-969e128723e6 https://youtube.com/@harvest-msp-sales-show?si=qVgY_IO7h0bk_Gt3 Tue, 18 Feb 2025 11:26:15 +0000 2171 no full #3: Dan Scott - The most successful MSP’s have a plan #3: Dan Scott - The most successful MSP’s have a plan 3 1 James Steel While most MSPs chase new clients, the smartest ones know that the best opportunities lie within their existing customers. In this episode, James Steel chats with Dan Scott, Director of IT Nation Community in Europe, about price increases, hidden revenue, and empowering teams beyond sales. Tune in now and start maximising your MSP’s profitability! #MSPGrowth #RevenueBoost #PricingStrategy #HarvestPodcast While most MSPs chase new clients, the smartest ones know that the best opportunities lie within their existing customers. In this episode, James Steel chats with Dan Scott, Director of IT Nation Community in Europe, about price increases, hidden revenue, and empowering teams beyond sales.

Tune in now and start maximising your MSP’s profitability!

#MSPGrowth #RevenueBoost #PricingStrategy #HarvestPodcast

]]> <p><span>While most MSPs chase new clients, the smartest ones know that </span><strong>the best opportunities lie within their existing customers</strong><span>. In this episode, </span><strong>James Steel</strong><span> chats with </span><strong>Dan Scott</strong><span>, Director of IT Nation Community in Europe, about </span><strong>price increases, hidden revenue, and empowering teams beyond sales</strong><span>.</span></p><p><span>Tune in now and start </span><strong>maximising your MSP’s profitability</strong><span>!</span></p><p><span>#MSPGrowth #RevenueBoost #PricingStrategy #HarvestPodcast</span></p> 8ec114e2-853f-4c39-9c70-d08fd07626bc https://www.youtube.com/@Harvest-MSP-Sales-Show Tue, 11 Feb 2025 05:00:00 +0000 2207 no full #2: No theory, No fluff - Simplify, Engage, and Grow Your MSP with Jeffrey Newton #2: No theory, No fluff - Simplify, Engage, and Grow Your MSP with Jeffrey Newton 2 1 James Steel Ready to harvest more from your existing MSP clients? Dive into this episode of Harvest as Jeffrey Newton and James Steel reveal how to transform your sales team into a revenue-generating machine. Learn practical upselling techniques and strategies to enhance customer retention without unnecessary complexity. Jeffrey Newton, who grew recurring revenue by over $3 million in just 28 months, shares insights on simplifying processes and focusing on what truly matters. Tune in now and start turning your current client base into a goldmine. Don’t forget to follow and share your thoughts on Harvest! Ready to harvest more from your existing MSP clients? Dive into this episode of Harvest as Jeffrey Newton and James Steel reveal how to transform your sales team into a revenue-generating machine. Learn practical upselling techniques and strategies to enhance customer retention without unnecessary complexity.

Jeffrey Newton, who grew recurring revenue by over $3 million in just 28 months, shares insights on simplifying processes and focusing on what truly matters.

Tune in now and start turning your current client base into a goldmine.

Don’t forget to follow and share your thoughts on Harvest!

]]> <p><span>Ready to harvest more from your existing MSP clients? Dive into this episode of Harvest as Jeffrey Newton and James Steel reveal how to transform your sales team into a revenue-generating machine. Learn practical upselling techniques and strategies to enhance customer retention without unnecessary complexity.</span></p><p><span>Jeffrey Newton, who grew recurring revenue by over $3 million in just 28 months, shares insights on simplifying processes and focusing on what truly matters. </span></p><p><span>Tune in now and start turning your current client base into a goldmine. </span></p><p><span>Don’t forget to follow and share your thoughts on Harvest!</span></p> 54cd42e0-11e0-46db-8e46-422457781264 https://youtube.com/@harvest-msp-sales-show?si=qkIbSo72cFJafjma Tue, 04 Feb 2025 05:00:00 +0000 2241 no full #1: Why Most MSPs Miss 50% of Client Opportunities With Nigel Moore #1: Why Most MSPs Miss 50% of Client Opportunities With Nigel Moore 1 1 James Steel We chat with Nigel Moore from The Tech Tribe, who shares his journey of building a successful MSP and helping thousands of others. Discover why your best opportunities lie with existing clients using a client service matrix—color-code your clients to identify services and growth potential. Learn to shift Tech Business Reviews (TBRs) from jargon to genuine discussions about client pain points, fostering strong relationships and uncovering new project opportunities. Nigel also tackles the myth of "one-size-fits-all" MSP service plans, emphasizing the need for tailored solutions. Packed with practical insights, this episode is perfect for nurturing existing relationships and planting new ideas! We chat with Nigel Moore from The Tech Tribe, who shares his journey of building a successful MSP and helping thousands of others.

Discover why your best opportunities lie with existing clients using a client service matrix—color-code your clients to identify services and growth potential.

Learn to shift Tech Business Reviews (TBRs) from jargon to genuine discussions about client pain points, fostering strong relationships and uncovering new project opportunities.

Nigel also tackles the myth of "one-size-fits-all" MSP service plans, emphasizing the need for tailored solutions.

Packed with practical insights, this episode is perfect for nurturing existing relationships and planting new ideas!

]]> <p>We chat with Nigel Moore from The Tech Tribe, who shares his journey of building a successful MSP and helping thousands of others.</p><p>Discover why your best opportunities lie with existing clients using a client service matrix—color-code your clients to identify services and growth potential.</p><p>Learn to shift Tech Business Reviews (TBRs) from jargon to genuine discussions about client pain points, fostering strong relationships and uncovering new project opportunities.</p><p>Nigel also tackles the myth of &#34;one-size-fits-all&#34; MSP service plans, emphasizing the need for tailored solutions.</p><p>Packed with practical insights, this episode is perfect for nurturing existing relationships and planting new ideas!</p> 22798513-b936-486e-909c-b5f72a2d19d8 https://salesbuildr.webflow.io/episode/stop-chasing-new-fields-growing-revenue-in-your-own-backyard Tue, 28 Jan 2025 04:55:00 +0000 2023 no