MSPs are spending nights and weekends using AI to rebuild the tools they already pay for. But what if the real money is sitting in every business in their market instead? In Episode 23 of GROW Limitless, Terry Hedden sits down with David Powell, Chief Revenue Officer at Liongard. David has spent nearly three decades in the IT channel on both sides of the table, with leadership roles at Pax8, ConnectWise, Evo Security, and Prodoscore, plus time inside an MSP. That mix gives him a rare read on where this industry is headed and what MSPs should be doing about it right now. Together, they dig into the difference between automation and autonomy, why clients are tired of alerts and simply want the problem fixed, and why the ecosystem around a tool matters far more than the tool itself. Terry makes the case that this is a land rush and every MSP should be planting flags in as many businesses as they can, while David pushes back on trying to sell something you have not figured out internally. They also get into identity as the next major security gap, the case for role-based access control for AI agents, and the two levers that actually move the needle for owners and investors. Whether you're deciding where AI fits in your service catalog, working out how to have the AI conversation with your clients, or trying to avoid burning months on work that will never pay off, this episode gives you a clear view of where the real opportunity sits. What You'll Learn • Why rebuilding your PSA, RMM, or security stack with AI is the lowest value work an MSP can do • The difference between automation and autonomy, and why clients want problems fixed instead of reported • How MSPs can plant their flag with AI agents now and earn recurring revenue on every deal • Why identity is the biggest security gap as every employee starts running their own agents • The two levers investors care about, and why growth beats efficiency in this moment Subscribe for more conversations with industry leaders, successful MSPs, and technology experts helping IT businesses grow faster, sell more, and build more profitable companies. 📩 Newsletter: https://marketopia.com/who-we-are/resources/news-blog/ 🌐 GROW Community: https://marketopia.com/community/ 📱 Follow Marketopia: Facebook: https://www.facebook.com/growlimitlesspodcast/ X: https://x.com/GROW__Limitless Instagram: https://www.instagram.com/marketopiatgm/ LinkedIn: https://www.linkedin.com/showcase/grow-limitless/

Getting sales appointments has always been one of the biggest challenges for MSPs. But what happens when AI, automation, and proven sales processes come together? In Episode 22 of GROW Limitless, Terry Hedden sits down with Marketopia's Scott Sullivan, the leader behind one of the most successful MSP appointment-setting teams in the industry. Scott has spent more than a decade helping MSPs generate qualified sales appointments through Prospect Engagement Consultants (PECs), proven outbound strategies, and now AI-powered technology. Together, they explore how AI is transforming lead generation without replacing the human element. Instead, AI is helping sales teams work smarter, hold more appointments, improve follow-up, and create more opportunities than ever before. They also discuss what separates successful MSPs from those that struggle with growth, why mindset still matters, and how technology should support people, not replace them. Whether you're struggling to fill your pipeline, improve appointment quality, or prepare your MSP for the future of AI-powered sales, this episode provides practical insights you can apply immediately.

What You'll Learn

• How AI is transforming MSP lead generation and appointment setting

• Why human conversations still outperform automation alone

• The role of Prospect Engagement Consultants in building consistent pipelines

• How MSPs can generate more qualified appointments and close more business

• Why mindset, accountability, and continuous improvement remain critical to long-term success Subscribe for more conversations with industry leaders, successful MSPs, and technology experts helping IT businesses grow faster, sell more, and build more profitable companies.

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AI is not something MSPs can ignore anymore. It is already reshaping how businesses operate, and the MSPs that move early will have a massive advantage. In this episode, Terry Hedden sits down with Paul Doggett from ThinkBridge to break down what AI actually means for MSP growth. This is not theory. It is a real conversation about how MSPs can start winning with AI today. Paul shares why most MSPs are not prepared to sell or deliver AI, and how that gap is creating both risk and opportunity. The conversation focuses on how to bring AI to market without building everything internally, using partnerships, process, and smarter positioning. This episode is about shifting from traditional IT conversations into business outcomes. AI changes the role of the MSP from support provider to growth driver, helping clients automate, scale, and operate more efficiently. What You’ll Learn • Why AI is a once-in-a-lifetime opportunity for MSPs • The biggest gap between AI demand and MSP readiness • How to sell AI without building a full internal team • Why MSP messaging must evolve beyond support and security • The revenue potential behind AI-driven services • How partnerships accelerate speed to market • Why waiting puts your business at risk The next phase of MSP growth is already here. The only question is whether you move now or get left behind. Subscribe for more real MSP growth strategies and leadership insights from operators building scalable businesses. 📩 Newsletter: https://marketopia.com/who-we-are/res... 🌐 GROW Community: https://marketopia.com/community/📱 Follow Marketopia: Facebook: / growlimitlesspodcast X: / marketopiatgm Instagram: / marketopiatgm LinkedIn: / marketopia

AI is the biggest opportunity MSPs have ever seen but most are stuck on one question: how do you sell and deliver it without becoming an AI expert overnight? In this episode of GROW Limitless, Terry Hedden sits down with Clint Parr and Johri Dhanotra from Intuist to break down a new approach to AI in the channel. Instead of forcing MSPs to build everything from scratch, they share how MSPs can sell AI today, fulfill it through partnership, and create massive new revenue streams without adding complexity. You will hear how MSPs can tap into growing demand for AI strategy, automate internal operations, and deliver real business outcomes for clients without hiring large AI teams. From co-selling and fulfillment to agent-based automation and SMB transformation, this episode outlines what it actually takes to win in AI right now. This is not theory. This is a practical path for MSPs to move fast, capture market share, and build scalable, high-margin AI services. What You’ll Learn • Why MSPs are perfectly positioned to lead AI adoption in the SMB market • How to sell AI without building in-house expertise • The role of partnerships in accelerating AI revenue • How AI agents can transform operations and increase profitability • What the shift from seat-based pricing to outcome-based pricing means for MSPs • How to scale recurring revenue with AI across your existing client base If you are trying to figure out where AI fits into your MSP strategy, this episode will give you a clear, actionable direction. Subscribe for more real MSP growth strategies, AI insights, and leadership conversations from operators building what’s next. 📩 Newsletter: https://marketopia.com/who-we-are/resources/news-blog/ 🌐 GROW Community: https://marketopia.com/community/📱 Follow Marketopia: Facebook: https://www.facebook.com/growlimitlesspodcast/ X: https://twitter.com/marketopiatgmInstagram: https://www.instagram.com/marketopiatgm/ LinkedIn: https://www.linkedin.com/company/marketopia/

What if vendors helped fund your growth instead of just selling through you? In this episode of GROW Limitless, Terry Hedden and Andra Hedden break down one of the biggest shifts the IT channel has seen in decades. Marketopia is redefining how MSPs, vendors, and growth partners work together by introducing a new model that aligns incentives, lowers marketing costs, and drives real revenue growth. This is not just another marketing strategy. It is a complete rethinking of distribution, lead generation, and how MSPs scale in the age of AI. You will hear how Channel Growth as a Service is helping vendors reinvest into partner success, while MSPs gain access to marketing, lead generation, and new revenue streams without carrying the full burden alone. The conversation also dives into the massive opportunity AI is creating and why MSPs must evolve quickly or risk falling behind. From new profit streams to ethical responsibility, this episode lays out exactly what it takes to win in the next phase of the channel. If you are an MSP owner, vendor, or growth leader, this is a must-listen. What You’ll Learn • What Channel Growth as a Service means for vendors and MSPs • How to reduce marketing costs while increasing lead generation • Why AI is creating a trillion-dollar opportunity for MSPs • How to unlock new recurring revenue streams without adding overhead • The mindset shift required to survive and scale in today’s market Subscribe for more real MSP growth strategies, leadership insights, and conversations shaping the future of the IT channel. 📩 Newsletter: https://marketopia.com/who-we-are/res... 🌐 GROW Community: https://marketopia.com/community/ 📱 Follow Marketopia: Facebook:   / marketopiamarketing  X:   / marketopiatgm  Instagram:   / marketopiatgm   LinkedIn:   / marketopia  

Selling your MSP is one of the biggest financial decisions you will ever make. The problem is that many owners wait too long to prepare. 

In this episode of GROW Limitless, Terry Hedden sits down with Madhur from Excendio Advisors to discuss what MSP owners can do today to maximize the value of their business before an acquisition, succession event, or ownership transition. 

Whether you plan to exit next year or ten years from now, this conversation breaks down the factors that drive valuation, the mistakes that reduce buyer interest, and the practical steps MSPs can take to become more attractive acquisition targets. 

If you want to build a business that is worth more, easier to sell, and positioned for long-term success, this episode is for you. 

What You'll Learn 
• The key drivers behind MSP valuation and buyer interest 
• Common mistakes that lower company value before a sale 
• How recurring revenue impacts acquisition multiples 
• What buyers look for when evaluating MSPs 
• Why exit planning should start years before a transaction 
• How AI and industry changes are influencing MSP acquisitions 

Subscribe for more real-world MSP growth strategies, leadership insights, and business-building conversations from industry experts. 

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Jason Caras built IT Authorities from the ground up with just $5,000 and a credit card. What followed was a journey of rapid MSP growth, major enterprise wins, hard lessons in leadership, and a powerful comeback story rooted in discipline and resilience. In this episode, Jason shares how he scaled through referrals instead of traditional MSP marketing, built a culture that employees owned and enforced, and navigated the highs and lows of growing a multi-million dollar IT services business. From landing major clients to rebuilding after setbacks, this conversation delivers real insight into what it takes to grow, scale, and sustain an MSP. This is a conversation about mindset, leadership, and building a business that can survive both success and failure. What You’ll Learn • How to scale an MSP using referrals and relationship-driven sales • Why culture must be owned by the team, not just leadership • The role of process and discipline in predictable MSP growth • What happens when you lose control of financials and how to recover • How resilience and mindset shape long-term success Subscribe for more real MSP growth stories and leadership lessons from operators who are building for the long term. 📩 Newsletter: https://marketopia.com/who-we-are/resources/news-blog/ 🌐 GROW Community: https://marketopia.com/community/ 📱 Follow Marketopia: Facebook: https://www.facebook.com/MarketopiaMarketing/X: https://twitter.com/marketopiatgmInstagram: https://www.instagram.com/marketopiatgm/ LinkedIn: https://www.linkedin.com/company/marketopia/

Michelle Ragusa-McBain has spent more than two decades building and rebuilding channel programs inside major organizations and high-growth cybersecurity companies. In this episode, she shares what actually makes a program work long term: listen first, find the weak links, and fix what is keeping partners from producing. Michelle breaks down why product alone rarely wins in competitive markets, how vendors can become easier to do business with, and why onboarding and enablement are where most programs either succeed or fail. She also explains why MDF is often underutilized, how advisory councils should be built to surface real issues, and why partners should stop waiting and start asking vendors for what they need. This conversation is a practical playbook for vendors and channel leaders who want a partner program that does more than look good on paper. What You’ll Learn • How to build a partner program that drives real revenue • Why onboarding and enablement are the fastest path to partner success • What causes MDF programs to underperform and how to improve utilization • How to get honest partner feedback and fix weak links quickly • Why AI will reshape enablement and execution across the channel Subscribe for more episodes on MSP growth, channel leadership, and the systems that turn strategy into execution. 📩 Newsletter: https://marketopia.com/who-we-are/resources/news-blog/ 🌐 GROW Community: https://marketopia.com/community/

In this episode of the GROW Limitless podcast, Marketopia CEO Terry Hedden sits down with Jeff Newton, a true Marketopia legend who achieved the highest close ratio ever recorded by a Marketopia client with a 68% win rate. 

Jeff’s journey spans nearly two decades in the MSP world across technical, leadership, and sales roles. What makes his story unique is not just the numbers, but the discipline, emotional intelligence, and personal responsibility behind them. Jeff breaks down how sales is not magic, luck, or talent alone. It is a system built on commitment, consistency, and doing the work most people avoid. 

This episode dives deep into what separates dreamers from achievers, why most MSPs stall their own growth, and how predictable sales outcomes are created when input and output are treated like an engineering problem. 

What you’ll learn in this episode: 
• How Jeff built a repeatable sales system with a 68% close rate 
• Why most MSPs ignore the “buy later” opportunities that drive long term growth 
• How emotional intelligence changes sales conversations and outcomes 
• Why discipline and commitment matter more than talent 
• How sales growth can outpace operations if leadership is not aligned 
• What it really takes to scale without breaking your business 

If you want to understand what high performance sales actually looks like inside an MSP, this episode is required listening. 

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In this episode of the GROW Limitless podcast, Marketopia CEO Terry Hedden sits down with Ryan Homan, an MSP owner whose journey is equal parts of resilience, evolution, and intentional growth. Ryan shares how his early years as an athlete shaped the competitor and leader he is today, and how that mindset powered his transition from corporate IT to full time MSP owner. 

With 74 percent year-over-year growth and a clear plan for the future, Ryan opens up about the strategic choices, hard pivots, and personal challenges that helped him build a thriving business. From early side hustles and failed starts to developing a real sales process, embracing AI, and shifting his role from technician to business leader, Ryan shows what it really takes to win in today’s MSP landscape. 

What you'll learn in this episode: 
• How Ryan turned early adversity into long term confidence 
• Why athletic discipline translates into business success 
• What changed when he finally committed to sales and stopped relying on stack improvements 
• Real examples of marketing and sales experiments that worked and ones that did not 
• Why AI presents one of the biggest opportunities MSPs will ever see 
• How mindset, accountability, and continuous improvement fueled 74 percent growth 

Subscribe for more episodes on MSP sales, marketing strategy, and real-world growth stories. 

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