The MSP Sales Podcast
The MSP Sales Podcast digs into the philosophy, strategy, sales training, and techniques that allow a managed service provider to meet their maximum sales potential. For managed service providers who want to scale, we’ll discuss the critical systems that must be in place for every MSP to succeed. We’ll be joined by industry specialists in the IT industry to offer their expert insights. Hosted by Brian Gillette, his own unique and proven empathy-driven sales philosophy has helped generate millions of dollars in revenue for IT providers who deliver managed services including network security, backup, monitoring, compliance, and more.
Episodes
If you are like me you hate talking about insurance.
You do not like the checkboxes. You do not like the technicalities. You certainly do not like the liability.
For a long time it felt like cyber insurance providers were just looking to make the MSP the scapegoat.
But the market has matured.
In Episode 43 of The MSP Sales Podcast Brian sits down with Andy Runyan from UKON Insurance to break down the real relationship between MSPs,...
Most MSPs think cold email stopped working.
The reality?
Most outbound campaigns fail before anyone even reads the message.
In this episode, Brian Kelly breaks down why deliverability has become the real bottleneck in MSP marketing, and why most providers are still approaching outbound the wrong way.
Brian shares how he applied a technical, engineering mindset to sales and built systems focused on one core principle:
“The best way ...
How would you start an MSP in 2026?
Most would copy what’s already been done. Same services. Same pricing. Same positioning. That’s the problem.
In this solo episode, Brian Gillette breaks down exactly how he’d go from $0 to $1M ARR today - without reinventing the tech, but completely rethinking how it’s packaged and sold. → The 3 core offers I’d build: MSP, AI as a Service, and vCSO → How to sell outcomes (time, growth, prod...
Most MSPs get compliance completely wrong.
They treat it like a product. They overcomplicate it. Or they try to charge a premium for something they can’t clearly define.
In this episode, Tim Golden (Founder and CEO of Compliance Scorecard) breaks down what compliance actually is - and how MSPs should be using it.
→ Why compliance is a process, not a tool → How to position yourself as a facilitator, not just a fixer → The simple f...
In this episode, Brian Gillette talks with Omar Armenteros, CEO and founder of Virtuworks, about the future of managed services and how SaaS is changing the game. With over 30 years in the industry, Omar shares how his company shifted from traditional break-fix models to software-driven solutions that scale and automate to meet today’s demands.
They discuss how this change is reshaping the way MSPs operate, why automation is esse...
In this episode, Brian Gillette speaks with Karl Palachuk, a prolific author and two-time MSP business owner, about his journey in the managed services industry. With over 25 books under his belt, Karl delves into his philosophy on success, focusing on relaxation, focus, and sustainable growth.
Karl also reflects on his battle with health challenges and how they influenced his approach to business and life. He shares how he transfo...
What does personal growth have to do with business success? A lot! Join Brian Gillette and Paul Vedder, CEO of VXIT, as they dive into how overcoming personal challenges fueled his professional achievements. In this raw, honest conversation, Paul shares the pivotal moments when shifting his mindset and committing to physical fitness reshaped not only his life but his MSP business.
Paul opens up about his journey - from battling add...
This is a bonus episode - and a different one.
If you’re here for a standard interview or tactical breakdown, feel free to skip this one. We’ll be back with a regular episode next week.
But if you’re an MSP owner who’s been following the podcast and thinking, “This makes sense, but I’m not ready for a full coaching program yet” - this is for you.
In this episode, Brian introduces MSP Sales Foundations - a new, self-serve membership...
Most MSPs don’t fail because of technology.
They stall because the fundamentals of growth aren’t in place.
In Episode 36 of The MSP Sales Podcast, Brian Gillette is joined by Tim Conkle to break down the three foundational elements every MSP needs if they want to scale beyond survival mode.
This conversation dives into what separates MSPs that plateau from those that build real momentum - and why many owners focus on tactics before...
Most MSP owners don’t struggle because they lack technical skill. They struggle because they’re stuck operating instead of leading.
In Episode 35 of The MSP Sales Podcast, Brian sits down with serial entrepreneur and MSP growth strategist Shawn Freeman to unpack what it really takes to transition from hands-on operator to visionary CEO.
This isn’t theory. It’s about building scalable systems, integrating AI intentionally, and shif...
In Episode 34 of The MSP Sales Podcast, Brian Gillette breaks down a hard truth. Most MSP owners learn the expensive way: not all “good advice” is good for you - at least not yet.
Some advice is universal. Some is contextual. And some is only true in a specific sequence, after certain prerequisites have been put into place.
In this episode, you’ll learn: → The 3 types of advice (and how to spot the difference) → Why “proven tacti...
Word-of-mouth is the lifeblood of the MSP, but it is notoriously difficult to scale. In this episode, Brian Gillette sits down with Scott Millar (IT Rockstars), author of Virtually Irresistible, to discuss why webinars are the ultimate bridge between technical expertise and scalable relationship building.
Many MSP owners avoid webinars due to "tech anxiety" or a fear of public speaking, but Scott reframes the process as a repeata...
In Episode 32 of The MSP Sales Podcast, Brian Gillette is joined by John Snyder (CEO) and Neelesh Patel (President) of Net Friends for a candid, behind-the-scenes look at what it really takes to build a successful MSP - the wins, the mistakes, and the decisions that shaped where they are today.
This isn’t a polished success story. It’s an honest conversation about growth through constraint, learning the hard way, and how a strong p...
In Episode 31 of The MSP Sales Podcast, Brian Gillette is joined by Chris Day (CEO at ScalePad) for a no-nonsense conversation about the shift every MSP leader must make to move from reactive survival mode to intentional leadership.
Too many MSPs remain dependent on the owner. Every decision, escalation, and bottleneck runs through one person. Chris breaks down why this happens, how it silently limits momentum, and what it actually...
In Episode 30 of The MSP Sales Podcast, Brian Gillette sits down with Jim Spignardo, Director of Cloud Strategy & AI Enablement at ProArch, for a practical conversation about what it actually takes to build a modern MSP today.
With over 25 years in IT across networking, cloud, cybersecurity, and consulting, Jim brings a grounded perspective on how MSPs must evolve beyond tools and tech stacks. Together, they explore how cloud m...
In Episode 29 of The MSP Sales Podcast, Brian Gillette sits down with Dor Eisner (CEO & Co-Founder of Guardz) for a grounded, myth-busting conversation about selling cybersecurity in an AI-shaped world.
Too many MSPs feel pressured to become “cyber experts” overnight while many clients think cybersecurity is either too technical or too expensive to take seriously. Dor explains why both sides are looking at the problem the wrong...
In Episode 28 of The MSP Sales Podcast, Brian Gillette sits down with Brian Hoppe (Strategic Advisor and Revenue Coach to MSPs) to unpack why pricing, packaging, and financial clarity shape the entire sales experience. Not through pressure, scripts, or gimmicks - but through alignment, transparency, and knowing your numbers.
Together, they break down how the right packaging eliminates discounting, creates confidence in the sales pr...
In Episode 27 of The MSP Sales Podcast, Brian Gillette kicks off the new Lead Generation Series- a focused, no-nonsense deep dive into what actually works for MSPs looking to build a reliable pipeline.
Don’t waste time on the gimmicks, shortcuts, and “one weird trick” advice floating around out there. This episode breaks down the fundamentals of consistent outbound lead generation - how to use calls, emails, and events in a repeata...
What do you do after you’ve reached the top? You’ve achieved the dream - built the business, and made the exit. The pressure’s gone, and the question becomes - what now? In Episode 26 of The MSP Sales Podcast, Brian Gillette sits down with Colin Knox (Founder of Gradient MSP, Passportal, & MSPCentric) for a conversation that gets down to the realities of entrepreneurship — what drives us, what drains us, and what’s waiting on ...
Too many MSPs are still waiting for someone else to grow their business for them. In Episode 25 of The MSP Sales Podcast, Brian Gillette sits down with Johnathan “Skofi” Schofield, founder of FindMyITPartner.com, to unpack why so many MSPs feel stuck when it comes to growth. They break down why 77% of MSPs still rely on referrals, and what MPSs can do to start building trust on purpose instead of waiting for it to happen. They dig...
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