Harvest! The MSP Sales Show
Claim This Podcastby James Steel
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Podcast Overview
<p>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.</p>
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Publishing Since
1/28/2025
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Recent Episodes
May 12, 2026
#31 Rutger Katz: Why AI Won't Fix Your MSP
<p>Most MSPs are being sold AI. Rutger Katz thinks they'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'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 "digital brain twin" 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'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's not just the CRM guy </p><p>07:00 Rutger'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'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>
April 14, 2026
#30 Peter Kujawa: The Data Doesn't Lie - What 20 Years of MSP Benchmarking Actually Shows
<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'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'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>
March 17, 2026
#29 Dan Wensley on the Future of MSPs: Change Is the Only Constant
<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>
34 total episodes available
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- What is Harvest! The MSP Sales Show?
<p>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.</p> - How often does this podcast release new episodes?
This podcast updates daily.
- Where can I listen to this podcast?
This podcast is available on 7 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
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Information about guest appearances is not available.
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