Welcome to the newly rebranded Get More MSP Leads podcast.

In this episode, Laura Johns introduces Lydia Walker, TBG's new COO and a 20-year MSP and telecom operator who has sat in the same seat many of you are in right now.

Laura was not looking for another marketing expert. She was looking for someone who understands how to run an MSP. Someone who knows where growth breaks. Someone who loves fixing broken things.

Together, they break down:

• The Visionary and Integrator dynamic and why it matters for MSP growth • How operational gaps quietly sabotage your lead generation • Laura's "hole in the boat" metaphor and what it reveals about scaling • Why MSPs flail when they do not truly know who they are • What this leadership shift means for TBG clients and their results

Most agencies hire more marketers. TBG hired an operator who has been the client.

If you care about predictable growth, strong systems, and lead generation your operations can actually support, this episode connects the dots.

Because getting more MSP leads is not just about marketing. It is about building a business that can handle the growth. The Business Growers: https://www.instagram.com/thebizgrowers/ _________________________________________________________ About The Business Growers: Many Managed Services Providers and IT companies struggle to grow because they are constantly putting out fires and don't have the bandwidth to focus on the marketing strategy and execution required to scale the business. At The Business Growers, we believe you shouldn't have to hire a full-time marketing team to compete in the marketplace. We work exclusively with MSPs and IT companies, serving as their tech marketing dream team and offering a proven framework for revenue growth. Visit us at https://thebusinessgrowers.com

Join us on this episode of Get More MSP Leads (formerly the Know, Grow, Scale podcast) as Laura Johns sits down with Aaron Garcia, former MSP COO turned EOS Implementer, to talk about what it really takes to scale an MSP without burning out.

With over 17 years in the MSP space, Aaron has lived the late nights, the ticket overload, the people challenges, and the constant pressure that founders face. After helping grow his MSP from $2.5M to $11.5M in revenue and expanding the team to 55 employees, he made a bold move to help other MSPs break through the ceilings holding them back.

In this episode, we unpack:

• The most common frustrations MSP leaders face, including lack of control, people challenges, stalled growth, and profit plateaus

• Why many founders unknowingly become the bottleneck in their own business

• What "right person, right seat" actually means and how it transforms team performance

• Real examples of how implementing EOS reduced chaos, improved accountability, and accelerated growth

• How to create clarity and alignment around vision so your entire team rows in the same direction

• Why vulnerability and willingness to change are non-negotiables for scaling

If you are an MSP owner feeling stuck, overwhelmed, or unsure how to get to the next level, this conversation offers both practical tools and honest insight from someone who has been in your seat.

Aaron also shares where to start, including the foundational EOS books Get a Grip and Traction, and how MSP leaders can book a complimentary 90-minute session to evaluate the strength of their business across six key components.

This episode is a must-listen for MSP founders who want to grow revenue, increase profitability, build accountability, and finally take a vacation without their laptop.

00:00 Introduction and Aaron's MSP background 03:05 Discovering EOS and the turning point 06:13 Common struggles MSP leaders face 09:01 The six key components of a strong business 11:49 Aligning vision and leadership teams 17:26 Real growth stories and people decisions 20:49 Accountability, freedom, and founder mindset 23:31 Where to connect and next steps

Subscribe to the Get More MSP Leads (formerly the Know, Grow, Scale) podcast for more insights designed specifically to help MSPs grow smarter and scale stronger. _________________________________________________________ The Business Growers: https://www.instagram.com/thebizgrowers/ _________________________________________________________ About The Business Growers: Many Managed Services Providers and IT companies struggle to grow because they are constantly putting out fires and don't have the bandwidth to focus on the marketing strategy and execution required to scale the business. At The Business Growers, we believe you shouldn't have to hire a full-time marketing team to compete in the marketplace. We work exclusively with MSPs and IT companies, serving as their tech marketing dream team and offering a proven framework for revenue growth. Visit us at https://thebusinessgrowers.com

In this episode of the Know Grow Scale podcast, Laura Johns, founder and CEO of the Business Growers, discusses the importance of MSPs mastering a vertical or niche to transform their pipeline and improve sales conversions. She touches on the common fears MSPs have about limiting themselves and provides practical steps for successfully specializing in a vertical. Laura explains key elements required for this strategy, such as niche-specific websites, case studies, video testimonials, email marketing, and more. By following these steps, MSPs can position themselves as experts, build trust, shorten sales cycles, and increase lead quality. Laura also hints at the timeline for gaining momentum and when to consider adding another vertical.

00:00 Welcome to the Know Grow Scale Podcast

00:16 The Power of Niching for MSPs

01:18 What Does Mastering a Vertical Mean?

02:54 Why MSPs Struggle to Pick a Niche

04:49 Building the Right Pieces to Master a Vertical

09:05 Case Study: Medical Vertical

10:18 When to Add a Second Vertical

11:40 Conclusion and Next Steps The Business Growers: https://www.instagram.com/thebizgrowers/ _________________________________________________________ About The Business Growers: Many Managed Services Providers and IT companies struggle to grow because they are constantly putting out fires and don't have the bandwidth to focus on the marketing strategy and execution required to scale the business. At The Business Growers, we believe you shouldn't have to hire a full-time marketing team to compete in the marketplace. We work exclusively with MSPs and IT companies, serving as their tech marketing dream team and offering a proven framework for revenue growth. Visit us at https://thebusinessgrowers.com

Join us in this episode of the Know, Grow, Scale podcast as Laura Johns sits down with Matt Lane, President of Managed Services at Scipio Technologies. Discover the journey behind their rebranding, the strategic mergers and acquisitions, and how they consolidated multiple entities under the new name Scipio Technologies. Learn about their approach to managed services, security, and the emerging role of AI in improving efficiency. Celebrate their recognition on the MSP 501 list and explore how their commitment to community and innovation has fueled their growth. Perfect insights for MSP leaders looking to scale their business. 00:00 Introduction and Guest Welcome 00:26 Rebranding Journey of Scipio Technologies 01:18 Challenges and Reasons for Rebranding 02:18 Impact of Rebranding on Clients and Internal Processes 05:05 Recognition and Awards 07:21 Product Offerings and Unique Services 11:48 Future Opportunities and Security Focus 13:22 Adopting AI and Emerging Technologies 14:13 Understanding AI Capabilities and Responsibilities 14:26 AI in National Strategy 15:00 Security Awareness and AI Policies 15:57 Real-World AI Applications 17:50 Creating a GPT Board for Business Solutions 18:54 Growth Strategies for MSPs 23:22 Community Involvement and Nonprofit Work 25:57 Final Thoughts and Future Plans The Business Growers: https://www.instagram.com/thebizgrowers/ _________________________________________________________ About The Business Growers: Many Managed Services Providers and IT companies struggle to grow because they are constantly putting out fires and don't have the bandwidth to focus on the marketing strategy and execution required to scale the business. At The Business Growers, we believe you shouldn't have to hire a full-time marketing team to compete in the marketplace. We work exclusively with MSPs and IT companies, serving as their tech marketing dream team and offering a proven framework for revenue growth. Visit us at https://thebusinessgrowers.com

In this episode of the Know Grow Scale podcast, Laura Johns, founder and CEO of The Business Growers, interviews Matt Yesbeck of MSPX about innovative solutions for MSP growth. Matt introduces MSPX, the first unified marketplace for buying and selling managed services contracts, and shares the company's origin story and unique value propositions, including its Client Compass portfolio optimizer tool. The discussion also delves into the platform's subscription model, the process of identifying contracts for divestiture, and the potential for accelerated revenue through their marketplace. Tune in to learn how MSPX can help your MSP streamline operations and grow more effectively.

00:00 Welcome to the Know Grow Scale Podcast

00:25 Introducing Matt and MSPX

00:38 The Birth of MSPX

02:19 Challenges and Solutions in the MSP Industry

04:18 How MSPX Marketplace Works

06:06 Identifying and Divesting Bad Clients

09:12 Client Compass: Optimizing Your Portfolio

12:59 Subscription Plans and Success Stories

16:07 How to Get Started with MSPX

16:42 Conclusion and Final Thoughts _________________________________________________________ The Business Growers: https://www.instagram.com/thebizgrowers/ _________________________________________________________

About The Business Growers: Many Managed Services Providers and IT companies struggle to grow because they are constantly putting out fires and don't have the bandwidth to focus on the marketing strategy and execution required to scale the business. At The Business Growers, we believe you shouldn't have to hire a full-time marketing team to compete in the marketplace. We work exclusively with MSPs and IT companies, serving as their tech marketing dream team and offering a proven framework for revenue growth. Visit us at https://thebusinessgrowers.com

In this episode, Laura Johns sits down with Gadalia O'Bryan, founder and CEO of Dapple Security, an early-stage cybersecurity startup reshaping how businesses log in securely. With a bold mission to eliminate passwords and a channel-first model that empowers MSPs, Gadalia is leading the charge toward more human-centered digital security.

Laura and Gadalia explore her unique journey from mathematician and NSA cryptographer to tech founder, sharing insights on what it takes to innovate in cybersecurity, lead authentically, and build strong networks of mentors and peers. Gadalia also opens up about diversity in cybersecurity, how Dapple's biometric authentication model is changing the game, and why relationships—not products—fuel lasting business growth.

Whether you're an MSP leader, startup founder, or cybersecurity enthusiast, this conversation offers practical wisdom and inspiration on scaling securely in a people-first way. To learn more about Dapple Security, visit: https://dapplesecurity.com. _________________________________________________________ Follow The Business Growers: https://www.instagram.com/thebizgrowers/ About The Business Growers: Many Managed Services Providers and IT companies struggle to grow because they are constantly putting out fires and don't have the bandwidth to focus on the marketing strategy and execution required to scale the business. At The Business Growers, we believe you shouldn't have to hire a full-time marketing team to compete in the marketplace. We work exclusively with MSPs and IT companies, serving as their tech marketing dream team and offering a proven framework for revenue growth. Visit us at https://thebusinessgrowers.com

In this episode, Laura Johns sits down with father and son team Sam and Mikey Levine from National Communications Group (NCG) to unpack how they've built one of the most trusted telecom solutions practices by staying ahead of technology shifts and forging strong partnerships, especially with AT&T.

From the early days of frame relay to today's SD-WAN, cloud voice, and 5G evolution, NCG's story shows what it really takes to scale faster and smarter in telecom and IT. Sam and Mikey talk about vendor consolidation, master agreements, and vertical specialization (in industries like finance and banking) can simplify operations and cut downtime across multi-site clients.

For MSP owners and IT leaders, this conversation is a great listen if you want to learn how to turn carrier relationships into a growth engine, leveraging modernization, AI, and IoT for the next phase of operational efficiency.

Key Takeaways:

• Evolve with technology to stay competitive and win accounts.
• Use MSP partnerships as a scalable sales channel.
• Standardize vendor relationships to cut downtime and improve margins.
• Build trust through transparency and follow-through.
• Prioritize operational systems to handle revenue growth without chaos.
• Stay ready for what's next: SD-WAN maturity, 5G expansion, AI insights, and IoT optimization.

In this episode of the Know Grow Scale podcast, Laura Johns talks with Jill Munsterman, President of IParigon, a woman‑owned VoIP and Unified Communications provider that's changing the rules in telecom.

Jill has been in telecommunications for 20 years. She's built IParigon around three pillars: reliability, clear support, and flexibility—no long‑term contracts. If you work in MSPs, telecom, or voice, or you're leading a communications business, Jill brings real, usable advice on how to stay competitive and keep customers longer in this space. What You'll Learn from Jill

• Why letting customers leave any time changes how you build support
• How leadership (especially female leadership) can shape culture in a male‑dominated space without needing to be "loud"
• How to show value through honest relationships, not overpromises
• How to evaluate your current telecom provider contracts and see when support is costing more than you think

You can learn more about how IParigon serves businesses across the Midwest with contract-free voice solutions at iparigon.com. ____________________________________________________ About The Business Growers Many Managed Services Providers and IT companies struggle to grow because they are constantly putting out fires and don't have the bandwidth to focus on the marketing strategy and execution required to scale the business. At The Business Growers, we believe you shouldn't have to hire a full-time marketing team to compete in the marketplace. We work exclusively with MSPs and IT companies, serving as their tech marketing dream team and offering a proven framework for revenue growth. Visit us at https://thebusinessgrowers.com/

Laura Johns attended ScaleCon 2025 in New Orleans, and it did not disappoint. Between the energy of the city and the insights from MSP sales and marketing leaders, she came away with five practical takeaways that every MSP can learn from.

In this episode, Laura shares what stood out most from the event and how MSPs can apply these lessons to strengthen their marketing, improve client relationships, and grow with purpose.

You'll hear about:

1. Why local search still matters most

2. The importance of building and nurturing your own list

3. How to align your message with each stage of the buyer's journey

4. Why focusing on client experience leads to growth

5. How consistent, layered strategies outperform one-time tactics

If you're an MSP owner, marketer, or sales leader, these insights will help you focus on what really drives lasting growth.

🎧 Listen for a simple, practical recap of what's working for MSPs right now. ____________________________________________________ About The Business Growers Many Managed Services Providers and IT companies struggle to grow because they are constantly putting out fires and don't have the bandwidth to focus on the marketing strategy and execution required to scale the business. At The Business Growers, we believe you shouldn't have to hire a full-time marketing team to compete in the marketplace. We work exclusively with MSPs and IT companies, serving as their tech marketing dream team and offering a proven framework for revenue growth. Visit us at https://thebusinessgrowers.com/

What does it take to grow a cybersecurity firm that big companies actually trust?

In this episode, Laura Johns talks with Kyle Hillman, CRO at Open Security, an offensive cybersecurity company led by a team of former military operators. They've moved from subcontracting on pentests to directly serving some of the biggest names in tech and finance.

Kyle breaks down what's working, what's broken, and how they're building a business that doesn't just talk about resilience, but they actually help clients prove it.

If you're leading growth, sales, or strategy inside a cybersecurity firm or MSP, this is a real-world view of what it looks like to scale without outside funding, vendor fluff, or shortcuts. What you'll get from this conversation:

• What enterprise clients actually care about in a security partner
• How Open Security is tackling tool sprawl and vendor overload
• Entrepreneurship lessons from Kyle on how to build a tech business
• How deepfakes, fake resumes, and insider threats are changing red team work
• Hard lessons from building a go-to-market motion without VC backing

Subscribe for more MSP sales and marketing strategies. Hear more from Open Security.

____________________________________________________ About The Business Growers Many Managed Services Providers and IT companies struggle to grow because they are constantly putting out fires and don't have the bandwidth to focus on the marketing strategy and execution required to scale the business. At The Business Growers, we believe you shouldn't have to hire a full-time marketing team to compete in the marketplace. We work exclusively with MSPs and IT companies, serving as their tech marketing dream team and offering a proven framework for revenue growth. Visit us at https://thebusinessgrowers.com/