Starting an MSP? You’re not alone. In this second part of our MSP launch series, Justin Esgar and Eric Anthony dive deep into the real-world steps every new IT service provider needs to take—from deciding what to sell, how to price it, and how to get your first (and next) customer.

We go beyond tech stacks and look at services that actually meet client needs, including essential help desk offerings, baseline security, and how to handle things like password managers, SOCs, and tiered offerings. We also talk strategy on avoiding the trap of bronze-silver-gold packages and why your pricing needs to account for future hires—not just your current costs.

Then we hit the streets (literally) and explain how to grow your MSP business without spending big on ads. You’ll get practical grassroots tips for customer acquisition, outreach, and why every MSP should leverage personal networks, local directories, and online communities to gain traction fast.

Whether you’re solo or scaling, this episode is your tactical guide to building a successful, profitable MSP from the ground up.

🔧 For those who missed Part 1 — go back and listen first!

In this episode of the All Things MSP Podcast, hosts Justin Esgar and Eric Anthony dive deep into what it takes to start an MSP in today’s market—especially if you're entering the industry as a new provider, solo founder, or franchisee.

From real conversations with aspiring MSPs to insights on market saturation, tech stack essentials (or lack thereof), and whether freedom or fortune should be your driver—this episode is loaded with practical, relatable advice for those navigating the early stages of their managed services journey.

Key takeaways include:
- Why new MSPs are popping up in 2025
- The pros and cons of MSP franchises
- Starting lean: What tools you really need (hint: not many)
- Freedom vs. Fortune: Defining your business goals early

Real stories from MSP founders making it work today

Whether you're just launching your MSP, pivoting after a layoff, or debating whether to niche down, this conversation will help you avoid overwhelm, focus your growth, and understand the true business side of managed services.

🔔 Subscribe, comment, and join the discussion in the All Things MSP Facebook Group where over 6,500 IT pros gather to grow and learn together.

Tired of clients who want premium IT services on a bargain basement budget? In this episode of the All Things MSP podcast, Justin Esgar and Eric Anthony dive into a fiery discussion about "cheap clients"—how to spot them, why they're dangerous to your MSP business, and when it's time to walk away. Using real-world examples (including a viral Facebook group post), they break down the risks of cutting corners on email security, shared inboxes, and outdated hosting strategies. They also share strategic tips for qualifying prospects and how to transition toward value-based services that protect your margins—and your sanity. If you’ve ever had a client balk at $15/month for a business email, this episode is a must-listen.

Your MSP website might be driving prospects away—and you don't even know it. In this episode, Justin and Eric unleash some tough love as they dive deep into the most common (and damaging) website mistakes made by managed IT service providers. From outdated copyrights and broken graphics to mobile nightmares and confusing jargon, this episode is a wake-up call to MSPs still living in 2015 online.

Whether you're too busy fighting client fires or just haven’t looked at your own homepage in years, you’ll get actionable insights that can immediately improve your site’s effectiveness—and your bottom line. They talk mobile optimization, CTAs above the fold, avoiding “white teeth” stock photos, and why your SSL cert could be a trust-breaker.

No fluff. No agency sales pitch. Just real advice from two MSP pros who’ve seen it all. Want your site reviewed live? DM Eric after the show.

In this episode of the All Things MSP podcast, Justin Esgar and Eric Anthony take you behind the scenes of PAX8 Beyond 2025 with a brutally honest debrief. From hilarious Snoop Dogg cameos to booth buzzword bingo, the duo dives deep into the event’s highlights—and lowlights.

They break down the vendor obsession with AI, discuss how “agentic AI” may (or may not) help MSPs, and share a powerful team-building insight from a culture session that rocked Justin’s team. You’ll also hear actionable thoughts on leveraging vendors for professional services, MSP scaling without blowing up your margins, and how to cut through tech jargon to find real value.

If you're an IT services provider, this episode is your unfiltered recap of one of the industry’s biggest events—minus the fluff.

What happens when your MSP signs a client who turns around and accuses you of being the hacker? In this candid episode of the All Things MSP Podcast, Justin and Eric welcome Jackson Pavelka of Devout Consulting to share a cautionary tale every IT service provider needs to hear. From empathy-driven service to getting caught in a whirlwind of paranoia and fear, Jackson opens up about the painful lesson of when—and how—to walk away from a client.

We dive into:
The dangers of ignoring red flags
Setting clear client boundaries and contracts
Balancing compassion with business protection
Why not every client can be saved

Whether you're a solo tech or run a growing MSP, this episode delivers real-world insights into managing difficult clients and preserving your mental and business health.

In this episode of the All Things MSP Podcast, hosts Justin Esgar and Eric Anthony dig deep into one of the most overlooked yet powerful strategies in the managed IT services world: customer experience.

From onboarding to offboarding, proactive communication to personalized gestures, Justin and Eric share real-world examples that reveal how small efforts can drive massive client loyalty. Whether it’s using a splash screen during onboarding, remembering a client’s birthday, or sending a personalized baby gift, this episode illustrates why experience is more than just a buzzword—it’s a business growth engine.

You’ll hear practical insights on building experience playbooks, aligning internal teams with client personas, and setting expectations clearly from day one. Plus, learn why even simple gestures can outshine complex tech stacks in the eyes of your clients.

If you’re an MSP owner, operator, or team member who wants to stand out in a crowded field without breaking the bank, this episode is your cheat code.

📌 Don’t just survive—thrive by designing an unforgettable customer journey.

Sponsors:
Gozynta https://atmsp.link/gozynta
Helpt https://atmsp.link/helpt

In Episode 114 of the All Things MSP podcast, hosts Justin Esgar and Eric Anthony unpack the untapped potential of IT industry conferences—whether you’re attending or organizing. With no guests this time, it's all insider talk between two veterans of the MSP and Apple consultant world.

They share real stories from events like PAX8 Beyond, ChannelPro, and ACEs, and explain why more MSPs should consider running their own small conferences or client-focused events. They dive into why niche positioning—like being Mac-focused—can turn an average industry event into a client acquisition goldmine. Justin also reflects on the pros and cons of the nonprofit summit they hosted and lessons learned from building communities.

Whether you're an MSP looking to boost your network, gain leads, or just learn something new, this episode delivers the strategic insights you didn’t know you needed. Perfect for owners, tech leads, and anyone tired of the same vendor pitches.

You’ll Learn:

Why the hallway track is more valuable than sessions

How to pitch at events without being a vendor

Tips for running your first local client event

The surprising reason you should attend non-Apple focused conferences

How ACEs became a referral and acquisition engine

Sponsors
EasyDMARC - https://atmsp.link/easydmarc
Compliance Scorecard - https://atmsp.link/compliancescorecard

In Episode 113 of the All Things MSP podcast, Justin Esgar and Eric Anthony dive deep into one of the most underrated growth strategies in managed IT services: client retention. With real-world anecdotes, humor, and practical tactics, they explore what it takes to build unbreakable client relationships, how to upsell without sounding like a salesperson, and why being proactive in your client’s business isn’t optional—it’s essential.
From pricing psychology to compliance-as-a-service to printer vendors becoming your biggest threat, this episode is packed with examples any MSP can act on today. Whether you’re a solo operator or running a growing team, you’ll leave with actionable ways to increase profits, reduce churn, and stay indispensable to your clients.
Highlights:How to use client data and empathy for retention
Secrets to selling more services without cold outreach
Real examples of bundling and upselling without pushback
The compliance and AI opportunities MSPs are missing
Printer companies are stealing your clients—here’s how to stop it


🎧 Listen now and learn how to turn every client into a long-term, high-value relationship.

What does it take to go from field tech to owning the entire MSP? In this episode of the All Things MSP Podcast, we sit down with John Snyder, CEO of Net Friends, to unpack one of the rarest and most inspiring journeys in the IT services industry. With over 25 years in the trenches, John shares the real story—no fluff—of how he transformed from a tech with no laptop to the leader of a 40-person MSP.Discover why asking for ownership almost never works—and how John made it happen anyway. Learn how he navigated a leadership vacuum, defended the service arm of his company, and used the EOS framework to create accountability and growth. You’ll also hear about the crucial role mentorship (or the lack of it) played, the impact of team loyalty, and the power of patience when building a leadership legacy.If you’re a tech dreaming of more, a manager stuck in the middle, or an owner planning your exit, this episode delivers hard-won insights from someone who’s walked the entire path.

Sponsors:
Nodeware - https://atmsp.link/nodeware
Helpt - https://atmsp.link/helpt