Harvest! The MSP Sales Show

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 wor...

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 pr...

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 c...

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...

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 exper...

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 (h...

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...

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 rul...

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 relatio...

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 ep...

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...

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 W...

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 n...

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...

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...

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 cov...

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 pri...

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...

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 simplifyi...

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 block...

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 a...

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 pro...

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 metric...

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 be...

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...