Getting Sales Out of the Owner's Head: What to Build First, and in What Order
In most MSPs, sales runs through the owner. That's not a failure, it's the right starting point.
The problem is what comes next. Growth stalls at whatever the owner has time for, and the pressure to hire builds before anyone's clear on what they'd actually be hiring for.
We're heard from MSP owners and sales leaders on what they built first, what they'd do differently, and what has to be in place before anything moves off the owner's plate.
16 Sept 2026
Mind the Margin: The Financial Metrics That Decide Where Your MSP Goes Next
Most MSP owners know their revenue off the top of their head. Ask about effective hourly rate or true cost to serve and the room goes quiet. That gap is where profit hides, and in a tight year it separates the businesses that are coping from the ones quietly bleeding.
We get into the numbers that actually run an MSP: which clients are worth keeping, and whether you are building something a buyer would ever want to touch. In this episode, we're talking to MSP leaders who already run their business this way: what they track, what it's changed for them, and what it took to build the discipline.
18 Aug 2026
Running an MSP Across Two Generations
Mark Pace started Sterling IT in 1995. Thirty-one years on, his son Nathan runs the business day to day as General Manager (a role he never planned on) having come to IT from real estate.
In this conversation, recorded live at Catalyst, they talk openly about what generational handover actually looks like inside a working MSP: the fear of letting go when your clients have been with you for 25 years, the arguments over changing a logo or moving an office, and why the friction between old-school experience and new-generation thinking is the thing that makes it work rather than the thing that breaks it.
There's also some practical wisdom on client retention, treating the one-man band like your biggest account, and why partnership beats price every time.
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