The MSP Sales Podcast

Episode 40 - Why Most MSPs Get Compliance Completely Wrong (w/Guest: Tim Golden)

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).
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Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.comBrian'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

Episode 39 - Is SaaS Replacing the Traditional MSP? (w/Guest: Omar Armenteros)

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.
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Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.comBrian'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

Episode 38 - Relax, Focus, Succeed: Karl Palachuk's Journey in Managed Services

In this episode, Brian Gillette speaks with Karl Palachuk, a prolific author and two-time MSP business owner, about his journey in the managed services industry. With over 25 books under his belt, Karl delves into his philosophy on success, focusing on relaxation, focus, and sustainable growth.
Karl also reflects on his battle with health challenges and how they influenced his approach to business and life. He shares how he transformed from focusing solely on hard work to understanding the importance of balance and focus. The discussion moves into the evolving managed services landscape and why MSPs must adapt to stay relevant.
In this episode, you’ll learn:
How relaxation and focus lead to success
Why work-life balance isn’t a myth, but a necessary pursuit for MSP owners
The shift in managed services towards solving bigger business problems
Insights from Karl's success in building and selling MSPs
Tune in to gain valuable advice on balancing business growth, personal health, and staying ahead in the fast-paced MSP world.
 
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Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.comBrian'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

Episode 37 - Your MSP Will Only Grow as Fast as You Do, Here’s Why (w/Guest: Paul Vedder)

What does personal growth have to do with business success? A lot! Join Brian Gillette and Paul Vedder, CEO of VXIT, as they dive into how overcoming personal challenges fueled his professional achievements. In this raw, honest conversation, Paul shares the pivotal moments when shifting his mindset and committing to physical fitness reshaped not only his life but his MSP business.
Paul opens up about his journey - from battling addiction to becoming a marathon runner - and how these personal victories directly translated into business triumphs at VXIT. Learn how small daily habits and a commitment to self-improvement are the key to sustainable business growth.
In this episode, you’ll learn:
The personal habits that lead to professional success
How your health can supercharge your business
Why overcoming personal limitations is essential
How to build a thriving business with the right mindset
Don’t miss this inspiring conversation about the power of personal growth in business success.
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Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.comBrian'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

BONUS Episode - A New Sales System for 6-Figure MSPs

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
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Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.comBrian'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

Episode 36 - The 3 Things Every MSP Needs to Grow (w/Guest: Tim Conkle)

Most MSPs don’t fail because of technology.
They stall because the fundamentals of growth aren’t in place.
In Episode 36 of The MSP Sales Podcast, Brian Gillette is joined by Tim Conkle to break down the three foundational elements every MSP needs if they want to scale beyond survival mode.
This conversation dives into what separates MSPs that plateau from those that build real momentum - and why many owners focus on tactics before these core pieces are actually in place.
In this episode, you’ll hear:
 → The 3 foundational ingredients every growing MSP needs → Why leadership maturity determines the ceiling of your business → Why sales and marketing discipline matters more than tools
If your MSP feels stuck, overwhelmed, or inconsistent in growth, this episode explains what needs to change first.
 
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Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.comBrian'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

Episode 35 - From MSP Operator to Visionary CEO (w/Guest: Shawn Freeman)

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.
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Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.comRecent 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

Episode 34 - Not All Good Advice Is Good For You

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.
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Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.comRecent 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
 

Episode 33 - The Webinar Framework: Build a 24/7 Lead Gen Machine (w/ Guest: Scott Millar)

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.
 
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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/hJKoFxgLearn 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 
 

Episode 32 - From Survival to Scale: An MSP Growth Story (w/Guests: John Snyder & Neelesh Patel)

In Episode 32 of The MSP Sales Podcast, Brian Gillette is joined by John Snyder (CEO) and Neelesh Patel (President) of Net Friends for a candid, behind-the-scenes look at what it really takes to build a successful MSP - the wins, the mistakes, and the decisions that shaped where they are today.
This isn’t a polished success story. It’s an honest conversation about growth through constraint, learning the hard way, and how a strong partnership became a competitive advantage instead of a liability. John and Neelesh share how they navigated leadership challenges, clarified roles, and built trust as the company scaled.
Along the way, they dig into how Net Friends thinks about marketing, differentiation, and experimentation. This episode is packed with insights MSP owners can actually apply.
In this episode, you’ll hear: ➡️ How a strong CEO–President partnership accelerates growth ➡️ The mistakes they made early - and what they’d do differently ➡️ Why clarity of roles matters more as MSPs scale ➡️ Creative marketing and AI ideas 
If you’re an MSP who wants to learn from people who’ve lived it - this episode offers a look at what sustainable success requires.
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Have you heard the news about Brian's new book? "How To Sell a Sh*tload of Managed Services (without selling your soul)"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/hJKoFxgLearn 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