The $10 Million MSP Podcast dives into the real stories of MSP leaders who have gone beyond 10 million. How they built teams, created systems and turned their businesses into valuable wealth-building assets. Join Brian Hoppe, Strategic Coach to MSPs, as he sits down with leaders of $10M+ MSPs to unpack the inflection points that matter – From the personal stories of MSP leaders to key fundamentals like culture, operational maturity and driving profitability. This isn’t another MSP podcast about tools and tech. On The $10 Million MSP Podcast you’ll find behind the scenes conversations with leaders that have built thriving MSPs – their biggest wins, their toughest lessons and practical advice that you can use now. If you’re an MSP owner who knows that growth starts from within, that mindset, leadership and strategy, align to create both wealth and meaning, then this show is for you. New episodes are released every other week!
The $10 Million MSP Podcast
Claim This Podcastby Brian Hoppe Coaching
Podcast Overview
The $10 Million MSP Podcast dives into the real stories of MSP leaders who have gone beyond 10 million. How they built teams, created systems and turned their businesses into valuable wealth-building assets. Join Brian Hoppe, Strategic Coach to MSPs, as he sits down with leaders of $10M+ MSPs to unpack the inflection points that matter – From the personal stories of MSP leaders to key fundamentals like culture, operational maturity and driving profitability. This isn’t another MSP podcast about tools and tech. On The $10 Million MSP Podcast you’ll find behind the scenes conversations with leaders that have built thriving MSPs – their biggest wins, their toughest lessons and practical advice that you can use now. If you’re an MSP owner who knows that growth starts from within, that mindset, leadership and strategy, align to create both wealth and meaning, then this show is for you. New episodes are released every other week!
Language
🇺🇲
Publishing Since
12/19/2025
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Recent Episodes
August 10, 2026
$2M to $20M: Building a Sales Engine That Scales w/ Brian Strong
<p>Can your MSP scale without you? Take the free MSP Maturity Assessment. brianhoppe.com/assessment</p><p></p><p>Most MSPs do not have a sales problem because they hired the wrong personality. They have a sales problem because they never built a system.</p><p></p><p>Brian Hoppe sits down with Brian Strong, CEO of TenHats and former founder of Vendor Registry, to break down the sales process behind growing an MSP from roughly $2 million to nearly $20 million in five years.</p><p></p><p>Brian explains why marketing cannot close deals on its own, how outside sales helped the company move upmarket, and why owner-led sales eventually limits growth. The conversation also explores the center of influence strategy responsible for much of Brian’s success.</p><p></p><p>He shares how to find the right relationships, stay top of mind, and generate stronger opportunities without relying on endless cold outreach.</p><p></p><p>In this episode:</p><p></p><p>- How TenHats grew from roughly $2 million to nearly $20 million</p><p>- Why MSPs need a sales system that does not depend on the owner</p><p>- How outside sales helped the company move upmarket</p><p>- Why centers of influence drive most of Brian’s prospecting - How to build valuable COI relationships through existing clients</p><p>- The leadership shift required to become a true CEO</p><p></p><p>If you’re an MSP owner trying to build a repeatable sales engine, move beyond owner-led growth, or generate better opportunities through strategic relationships, this is the conversation.</p><p></p><p>Key Moments</p><p></p><p>0:00 - Welcome to The $10 Million MSP</p><p>1:07 - Meet Brian Strong</p><p>2:23 - What MSP owners get wrong about sales</p><p>6:25 - Selling more than $100,000 in new MRR</p><p>10:38 - From SaaS founder back to the MSP industry</p><p>14:47 - Growing an MSP from $2 million to nearly $20 million</p><p>18:48 - Moving beyond owner-led sales</p><p>23:37 - Building an upmarket sales team</p><p>29:21 - Centers of influence as a growth strategy</p><p>36:44 - Building and managing COI relationships</p><p>45:40 - Starting with existing clients</p><p>49:31 - Asking for referrals the right way</p><p>53:10 - Why COI strategies fail</p><p>58:12 - Should sales or operations come first?</p><p>1:00:32 - Brian’s biggest leadership lessons</p><p>1:04:14 - Rapid-fire questions</p><p>1:09:10 - Where to connect with Brian Strong</p><p></p><p>Connect</p><p></p><p>Brian Hoppe:</p><p></p><p>https://brianhoppe.com/</p><p>https://www.linkedin.com/in/brianhoppe/</p><p></p><p>Brian Strong:</p><p></p><p>https://tenhats.com/</p><p>https://www.linkedin.com/in/brian-strong/</p>
July 27, 2026
The $14M MSP Lesson: Stop Waiting to Feel Ready w/ Billy Adams
<p>Can your MSP scale without you?</p><p>Take the free MSP Maturity Assessment.</p><p>brianhoppe.com/assessment</p><p></p><p>Organic growth becomes much more predictable when sales stops depending on the owner and starts operating like a system.</p><p>Brian Hoppe sits down with Billy Adams, president of ACS, to unpack how he helped grow the family-owned MSP from roughly $3.5 million to nearly $14 million in revenue without acquisitions, private equity, or outside investors.</p><p>Billy breaks down the sales engine behind that growth, including how ACS built a team of SDRs and BDRs, created clear activity targets, developed talent internally, and generated enough pipeline to recover after unexpectedly losing $150,000 in monthly recurring revenue.</p><p>The conversation also explores ACS’s move into managed AI. Billy explains why MSPs need to help clients establish AI governance before chasing automation, how ACS is turning that guidance into recurring revenue, and why every AI initiative should begin with a valuable business outcome.</p><p>Billy also shares his plans to keep ACS independent, potentially transition the company to a third generation, and continue building toward $30 million while protecting the culture and relationships that made the business successful.</p><p></p><p><strong>In this episode:</strong></p><ul><li>How ACS grew from $3.5 million to nearly $14 million without M&A</li><li>Why MSPs need a repeatable sales engine instead of one salesperson</li><li>How ACS generates 8 to 10 new sales appointments each week</li><li>Why peer groups and EOS became critical to Billy’s growth</li><li>How AI governance can become a new managed service</li><li>Why AI projects should begin with business outcomes, not tools</li><li>How Billy is thinking about independence and family succession</li><li>What leading with emotion taught Billy about people and leadership</li></ul><br/><p></p><p>If you’re an MSP owner trying to create predictable organic growth, move beyond owner-led sales, or find a practical way to bring AI services to your clients, this is the conversation.</p><p></p><p><strong>Key Moments</strong></p><p></p><p>0:00 - Introduction</p><p>1:06 - Meet Billy Adams</p><p>2:00 - What MSP owners misunderstand about organic growth</p><p>5:35 - Growing ACS from $3.5M to nearly $14M</p><p>7:07 - Replacing $150K in lost monthly recurring revenue</p><p>11:35 - Building a repeatable MSP sales engine</p><p>18:00 - Investing in salespeople and developing talent internally</p><p>23:00 - The activity and metrics behind the pipeline</p><p>25:29 - EOS, leadership layers, and the fractional integrator</p><p>29:51 - Building an AI practice inside an MSP</p><p>32:28 - AI security, governance, and acceptable-use policies</p><p>38:24 - Connecting AI to meaningful business outcomes</p><p>41:00 - Turning managed AI into recurring revenue</p><p>49:50 - Staying independent and planning the future of ACS</p><p>55:09 - Billy’s biggest leadership mistakes</p><p>58:23 - Rapid-fire questions and closing thoughts</p><p>1:02:15 - Where to connect with Billy</p><p></p><p><strong>Connect</strong></p><p></p><p>Brian Hoppe:</p><p></p><p><u><a href="https://brianhoppe.com/" rel="noopener noreferrer" target="_blank">https://brianhoppe.com/</a></u></p><p></p><p>https://www.linkedin.com/in/brianhoppe/</p><p></p><p>Billy Adams:</p><p></p><p><u><a href="https://acs.com/?utm_source=chatgpt.com" rel="noopener noreferrer" target="_blank">https://acs.com/</a></u></p><p></p><p><u><a href="https://www.linkedin.com/in/williamadamsjr/" rel="noopener noreferrer" target="_blank">https://www.linkedin.com/in/williamadamsjr/</a></u></p><p></p><p></p><p></p><p></p>
July 13, 2026
The $27m MSP Playbook for Scaling Past $10M w/ Willis Cantey
<p>Can your MSP scale without you? Take the free MSP Maturity Assessment.</p><p>brianhoppe.com/assessment</p><p>The people who help you get to one stage of growth are not always the people who can help you scale to the next one.</p><p>As MSPs grow, the business changes. The owner can’t be the hero. The best tech can’t be the only person clients call. And the team cannot keep relying on individual effort instead of process, structure, and leadership.</p><p>Brian Hoppe sits down with Willis Cantey, founder of Cantey Tech, to unpack how he grew a two-person IT support company into a roughly $27 million MSP with around 120 employees.</p><p>This conversation gets into the real work of scaling an MSP, from getting out into the community and building trust, to hiring salespeople, investing in management before the payoff shows up, and moving away from the “Superman cape” model that keeps small MSPs stuck.</p><p>Willis also shares what he has learned through acquisitions, organic growth, leadership development, vertical focus, private equity, and the hard people decisions that come with building a more mature company.</p><p></p><p>In this episode:</p><p>- Why MSP owners need to get out from behind the desk to grow</p><p>- How Cantey Tech scaled through relationships, sales, and referrals</p><p>- Why investing in management can shrink margins before it improves the business</p><p>- How to move beyond the “hero tech” model and build a process-driven company</p><p>- Why holding onto the wrong people too long can cost clients, culture, and growth</p><p>- What Willis learned from acquisitions, integration, and protecting culture</p><p>- How to develop leaders without forcing great techs into management roles</p><p></p><p>If you’re an MSP owner trying to grow beyond founder-led chaos, build a stronger leadership team, and create a company that can scale without depending on superheroes, this is the conversation.</p><p></p><p>Key Moments</p><p>0:00 - Introduction</p><p>1:07 - Meet Willis Cantey</p><p>1:29 - Growing from $5M to $10M</p><p>3:23 - Buying and building Cantey Tech</p><p>8:33 - Scaling to $27M and 120 employees</p><p>11:25 - Investing in management before the payoff</p><p>19:42 - Moving beyond the “Superman cape” model</p><p>24:22 - The cost of holding onto the wrong people</p><p>27:30 - Decisions that created disproportionate growth</p><p>30:39 - Vertical focus, markets, and specialization</p><p>39:43 - Acquisitions, culture, and integration</p><p>45:14 - Organic growth and sales strategy</p><p>48:01 - Developing leaders inside the company</p><p>58:03 - The role of the CEO at scale</p><p>1:01:52 - Willis’ biggest leadership mistake</p><p>1:03:31 - Rapid-fire questions and closing thoughts</p><p>1:06:16 - Where to connect with Willis</p><p></p><p>Connect</p><p></p><p>Brian Hoppe:</p><p>https://brianhoppe.com/</p><p>https://www.linkedin.com/in/brianhoppe/</p><p></p><p>Willis Cantey:</p><p>https://canteytech.com/</p><p>https://www.linkedin.com/in/williscantey/</p>
18 total episodes available
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