Tune in to listen to MSP guru, Greg Sharp, chatting with industry legends from all over the globe asking them about their swings & misses, tips & predictions.
A must listen for anyone in the MSP industry.
On Par Podcast - Episode 15 - Capturing the AI Opportunity
Episode: Capturing the AI Opportunity
Host: Greg Sharp, ZenContract
Guest: Dustin Puryear, Founder - Giant Rocketship
AI is no longer a future trend - it’s actively reshaping how MSPs deliver, price, and scale their services.
In this episode of Zencast, Greg Sharp sits down with Dustin Puryear, Founder of Giant Rocketship, to explore how MSPs can move beyond hype and start practically capturing the AI opportunity.
Rather than focusing on tools alone, the conversation dives into where AI actually delivers value - from readiness assessments and compliance, to workflow automation and managed workloads. Greg and Dustin share real-world examples, commercial strategies, and practical starting points MSPs can use today.
In this episode, we cover:
Why AI readiness assessments are a logical starting point for MSPs
How MSPs can monetise AI beyond simply reselling tools
The growing importance of AI compliance, data security, and governance
How embedding AI into workflows and service delivery unlocks real value
Why MSPs are shifting from managing workstations to workloads
How to use internal automation as a blueprint for customer offerings
Where the biggest commercial opportunities exist for MSPs right now
Key takeaway:
AI becomes truly valuable when it’s delivered as a managed service, not a standalone tool. The MSPs that win will be the ones who package intelligence, compliance, and automation into clear, repeatable offerings.
This podcast is hosted by ZenCast.fm (https://wwww.zencast.fm)
9 Sept 2025
On Par Podcast - Episode 14 - From MRR to Contracts that Protect
In this episode of the On Par Podcast, Greg Sharp speaks with James Davis, Chief Strategy Officer at TSP Advisory, about the realities of the modern MSP.
James shares why the industry must move beyond rigid, one-size-fits-all service models and embrace a portfolio approach: hourly, retainers, fixed projects, and recurring revenue. He warns against relying on handshake agreements and outdated contracts, explains how contract maturity can reset client relationships, and challenges MSPs not to copy the market — because the “average” MSP isn’t doing well.
It’s a candid, practical conversation about billing, risk, growth, and how to build a sustainable MSP business in 2025 and beyond.
This podcast is hosted by ZenCast.fm (https://wwww.zencast.fm)
12 Aug 2025
On Par Podcast - Episode 13 - The Valiant Way with Georg Dauterman
In Episode 13 of the On Par Podcast, Greg Sharp sits down with Georg Dauterman, CEO of Valiant Technologies, to talk about what it really takes to build and grow a niche MSP.
You’ll hear:
Why “How’s business?” is the wrong question (and what to ask instead)
How creative agencies go from “it just works” to needing enterprise-level IT
The power of retention over chasing every new client
Saying no to bad-fit customers to protect culture and profitability
If you’re an MSP owner or leader, this conversation is packed with insights you can apply immediately.
This podcast is hosted by ZenCast.fm (https://wwww.zencast.fm)
21 Jul 2025
On Par Podcast - Episode 12 - The MSP Sales Shift Luke Fong
Greg Sharp chats with Luke Fong, CEO of Lateral Plains, about the hard lessons behind growing an MSP — from ditching pricing-first conversations to saying no to the wrong clients.
They cover:
✔ Rebuilding the sales process
✔ Why fit matters more than "yes"
✔ Using local events to drive real revenue
✔ Setting expectations early
✔ AI vs automation (and what actually works)
This podcast is hosted by ZenCast.fm (https://wwww.zencast.fm)
10 Jul 2025
On Par Podcast - Episode 11 - From From Founder-Led to Scalable Sales with James Bergl
In this episode of The On Par Podcast, Greg chats with James Bergl (Bluebird) about something every founder-led MSP runs into eventually — how to move beyond doing all the sales yourself.
From rookie sales hires that don’t work out to what “good” actually looks like, James unpacks where MSPs go wrong (and how to get it right the first time).
They cover everything from comp plans and lead flow to onboarding, cadence, and that one painful truth: time kills all deals.
If you’re thinking about growing your sales team — or trying to recover from a bad hire — this one’s for you.
This podcast is hosted by ZenCast.fm (https://wwww.zencast.fm)
16 Jun 2025
On Par Podcast - Episode 10 - From Conversations to Close: MSP Sales with Adam Ross
Adam Ross, CEO of CloudOlive, discusses effective MSP sales strategies with Greg Sharp, including qualifying questions and uncovering patterns in deals, in this interview.
29 May 2025
On Par Podcast: Episode 9 - Everything You Wish You Knew Before Selling IT Services w/ Pete Eldon
Greg Sharp interviews Pete Eldon, an MSP sales expert, about transitioning from chaotic founder-led sales to a structured sales engine, offering advice for MSPs aiming for growth.
8 May 2025
On Par Podcast - Episode 8 - Inside the M&A Playbook with First Focus
In this episode, Greg Sharp sits down with Ross Sardi, CEO of First Focus, to unpack what really drives successful MSP acquisitions. From cultural fit and clean financials to customer retention and contract hygiene—Ross shares hard-earned lessons on how to integrate businesses without losing what made them valuable in the first place. Whether you're looking to buy, sell, or just get your house in order, this is a must-listen for any MSP thinking about M&A.
This podcast is hosted by ZenCast.fm (https://wwww.zencast.fm)
4 Feb 2025
Microsoft NCE in 2025 with ZenContract and CloudOlive
In this episode, Adam Ross, co-founder of CloudOlive, and Greg Sharp, founder of ZenContract, dive into the challenges Managed Service Providers (MSPs) face under Microsoft's New Commerce Experience (NCE). They explore key strategies to combat revenue leakage and boost profitability by integrating billing and contract management solutions.
Key Discussion Points:
🔹 The NCE Impact on MSPs – How Microsoft's changes are affecting revenue streams and operational workflows.
🔹 Managing Billing More Effectively – How CloudOlive helps MSPs automate and optimize their billing processes.
🔹 Contract Management Best Practices – Why having a structured framework like ZenContract is essential for compliance, renewals, and profitability.
🔹 The Power of Software Integration – How combining the right tools helps MSPs prevent revenue leakage and scale more efficiently.
Join Adam and Greg as they share insights on navigating these industry shifts and leveraging automation to drive growth.
This podcast is hosted by ZenCast.fm (https://wwww.zencast.fm)
8 Jul 2024
ON PAR: An MSP Industry Leaders' Podcast EPISODE 6 with Shaun Witherden from Datto/ Kaseya
In this episode, Greg sits down with Shaun Witherden from Datto/ Kaseya to discuss the state of the market in the MSP sector. They delve into topics such as the importance of cybersecurity offerings, operational efficiency, pricing strategies, and the benefits of peer groups in the industry. Shaun shares insights from his experience at PowerNet and Kaseya, highlighting the evolution of MSPs and the tools available to drive growth and profitability.
Tune in to gain valuable insights into the world of MSPs and learn how to navigate the challenges and opportunities in the industry. Don't miss out on this engaging conversation between two industry experts!
This podcast is hosted by ZenCast.fm (https://wwww.zencast.fm)
24 Jun 2024
ON PAR: An MSP Industry Leaders' Podcast EPISODE 5 with Dustin Puryear from Giant Rocketship
Join Greg Sharp of ZenContract and Dustin Puryear from Giant Rocketship as they discuss the impact of automation on business efficiency and innovation. Learn about practical strategies, emerging trends, and the future of automation technology. Perfect for MSPs looking to stay informed on the latest developments in tech.
This podcast is hosted by ZenCast.fm (https://wwww.zencast.fm)
11 Oct 2022
ON PAR: An MSP Industry Leaders' Podcast EPISODE 4 with Pete Eldon
Sharpie catches up with Pete Eldon to talk owning an MSP, tool bloat & the importance of integration, UCaaS and the future.
This podcast is hosted by ZenCast.fm (https://wwww.zencast.fm)
1 Jun 2022
ON PAR: An MSP Industry Leaders Podcast: Episode 3 with Jamie Warner
In this episode, two MSP founders - Sharpie who founded Base2, and Jamie Warner of eNerds - share their war stories and success secrets about how to scale an MSP. They also cover how they created vendors out of technology they built within their MSPs; ZenContract and Invarosoft.
A must listen for anyone in the MSP industry.
7 Mar 2022
ON PAR: An MSP Industry Leaders Podcast: Episode 2 with Rob Rae
In this episode, Sharpie talks to Rob Rae about everything from MSP wins and industry shake ups, how to lead remote teams, & why red wine and Baileys isn't a great combination.
A must listen for anyone in the MSP industry.
16 Feb 2022
ON PAR: An MSP Industry Leaders Podcast: Episode 1 with James Bergl
In this episode, Sharpie catches up with former Regional VP of Datto & current MSP man of mystery, James Bergl.
Topics discussed:
Best MSP wins you've seen?
What are the metrics we should measure ourselves by?
Leadership styles
How to hire good people, and
What technology can really advance an MSP.
This podcast is hosted by ZenCast.fm (https://wwww.zencast.fm)
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