In this episode of the GROW Limitless podcast, Marketopia CEO Terry Hedden sits down with Austen Scheer of Falcon Networks, a healthcare-focused MSP that is making a bold shift from word-of-mouth referrals to a structured, scalable sales and marketing strategy. 

Austen shares what it’s like stepping into a 30-year-old MSP with deep roots but slow growth and helping transform it into a modern business built for acceleration. His fresh perspective on sales, marketing, and process shows why mindset can be just as powerful as strategy. 

What you'll learn in this episode: 
• How Falcon Networks shifted from lifestyle pace to growth mindset 
• Why word of mouth alone won’t sustain long-term success 
• How structured sales and marketing unlock new opportunities 
• What it’s like entering the MSP space with a fresh perspective 
• The power of peer groups, digital learning, and strategy alignment 

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

📩 Newsletter: https://marketopia.com/who-we-are/resources/news-blog/ 
🌐 GROW Community: https://marketopia.com/community/ 
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#MSPsales #MSPmarketing #GROWLimitless #Marketopia #ManagedServices #MSPgrowth #SalesStrategy #PeerGroups 

In this episode of the GROW Limitless podcast, Marketopia CEO Terry Hedden sits down with Seann Moreno to unpack his journey from accidental consultant to award-winning MSP owner and, ultimately, a successful exit and leadership role at The 20. 

From early enterprise IT and side-gig consulting to building Data Tech Cafe, Seann shares how he scaled past a single anchor client, rebuilt after losing a major account, leveraged partners for Tier 1 support and marketing, and turned operational excellence into profitability and a life he loves. 

If you are an MSP owner navigating concentration risk, stalled growth, or the grind of support, this conversation is a blueprint for getting back to momentum. 

What you'll learn in this episode: 
• Why over-reliance on one customer can stall or sink growth 
• How outsourcing Tier 1 support frees engineers to focus on profitable projects 
• The role of documentation in scaling, hiring, and quality control 
• How peer groups and a trusted network accelerate hard decisions 
• Turning EBITDA discipline into real exit opportunities 
• Life after the sale: joining The 20, leading teams, and staying mission-driven 

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

📩 Newsletter: https://marketopia.com/who-we-are/resources/news-blog/ 

🌐 GROW Community: https://marketopia.com/community/ 

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Facebook: https://www.facebook.com/growlimitlesspodcast/ 

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#MSPsales #MSPmarketing #GROWLimitless #Marketopia #ManagedServices #MSPgrowth #EBITDA #MSPacquisition 

In this episode of the GROW Limitless podcast, Terry Hedden sits down with Shane Mishler and Wes Ulmer from SD Tech to unpack a 20+ year journey of growth, grit and reinvention.

From home-built PCs and late-night tech jobs to leading a modern MSP with a systems-thinking approach, Shane shares how SD Tech evolved from a passion project into a full-fledged IT services firm. Alongside Wes, the duo dives into how they’ve scaled smart, kept customer experience at the forefront, and built trust in a highly competitive space.

If you’re a founder who's ever juggled full-time work and a dream on the side, or if you're trying to grow without losing your personal touch, this one’s for you. What you'll learn in this episode:

– Why slow growth isn’t always a bad thing

– How to transition from break/fix to full MSP

– Tips for building client trust over time

– How to juggle day jobs and business building

– Why SD Tech puts system design at the heart of its strategy

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

📩 Newsletter: https://marketopia.com/who-we-are/resources/news-blog/

🌐 GROW Community: https://marketopia.com/community/

📱 Follow Marketopia:

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LinkedIn: https://www.linkedin.com/company/marketopia/

#MSPsales #MSPmarketing #GROWLimitless #Marketopia #ManagedServices #MSPgrowth

In this episode of the GROW Limitless podcast, Terry Hedden sits down with Christian Boyer and Michael Nelson, Co-Founders of TurnDial, to unpack how they built a unified communications business by doing the opposite of what most MSPs try: narrowing their focus. After years inside a “Jack of all trades” IT company, Christian and Michael saw a different path. They launched TurnDial with one clear goal: to be the best in VoIP and cloud communications, and to grow through strong partner relationships instead of trying to offer everything to everyone. From trial-and-error marketing to building a referral machine, this episode is packed with practical lessons for MSPs and telecom providers alike. What you'll learn in this episode: – Why going niche can actually lead to more growth – How partner referrals drove 90% of their early wins – What went wrong with outsourced marketing efforts – The role of persistence and networking in scaling – How TurnDial plans to grow smarter (not just bigger) This one’s for every MSP or telecom startup looking to scale without overextending or burning out. Subscribe for more episodes on MSP growth, sales strategy, and real-world wins from the 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   #MSPsales #MSPmarketing #GROWLimitless #Marketopia #ManagedServices #MSPgrowth

What does it take to turn a referral-only MSP into a sales engine? In this episode of the GROW Limitless podcast, Terry Hedden sits down with Arianna Harrelson, Director of Sales at Apollo Networks, to talk about her journey from outsider to MSP sales leader. 

With no background in tech and zero internal sales infrastructure to work with, Arianna rolled up her sleeves, identified the gaps and rebuilt the sales engine from the ground up, pairing Marketopia’s sales training and lead generation support with grit, research and nonstop learning. 

If you’ve ever struggled to make a sales hire work, or you’re wearing too many hats to scale, this episode is a must-watch. 

What you'll learn in this episode: 

• What to do when your sales team keeps failing 

• How to rebuild a sales process from scratch 

• Why non-technical hires can thrive in the MSP world 

• How Marketopia helped fill the sales and marketing gaps 

• Tips for balancing marketing, cold outreach and relationship building 

This one’s for every MSP owner trying to grow without a full-time sales team, and the people brave enough to build one from the ground up. 

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

📩 Newsletter: https://marketopia.com/who-we-are/resources/news-blog/ 

🌐 GROW Community: https://marketopia.com/community/ 

📱 Follow Marketopia: 

Facebook: https://www.facebook.com/MarketopiaMarketing/ 

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LinkedIn: https://www.linkedin.com/company/marketopia/ 

#MSPsales #MSPmarketing #GROWLimitless #Marketopia #ManagedServices #MSPgrowth 

How do you build a business that lasts and a life that matters after it?

In this episode of the GROW Limitless podcast, Terry Hedden sits down with Arlin Sorenson, founder of HTG Peer Groups and VP of Ecosystem Evangelism at ConnectWise, to talk legacy, leadership and life beyond the bottom line. Arlin has been guiding MSPs for decades and his wisdom runs deep; from the early days of running his own IT company and building the industry’s most respected peer group network, to helping business owners plan their exit and find purpose in what comes next. It doesn't matter if you're scaling fast or starting to think about what comes after the exit, this episode delivers valuable insights on MSP growth, community, and living with intention.

What you'll learn in this episode:

– Why peer groups still matter in today’s MSP ecosystem

– The link between legacy, leadership and long-term growth – What most MSPs get wrong about life after exit

– How ConnectWise and HTG changed the game for MSP coaching

– What it really means to build a business on purpose This one’s for every MSP owner who’s thinking bigger than just next quarter’s revenue.

Subscribe for more episodes on MSP AI, partner success, and the future of the channel.

📩 Newsletter: https://marketopia.com/who-we-are/resources/news-blog/

🌐 GROW Community: https://marketopia.com/community/

📱 Follow Marketopia:

Facebook: https://www.facebook.com/MarketopiaMarketing/

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Instagram: https://www.instagram.com/marketopiatgm/ LinkedIn: https://www.linkedin.com/company/marketopia/

#AIforMSPs #AIMSP #MSPAI #ManagedServices #GrowLimitless #Marketopia

In this episode, Terry sits down with Will Daughtrey, founder of Tac 1 Consulting, to explore how he went from the copier industry to launching a thriving consulting firm, and how he closed his first opportunities with a perfect success rate. 

Will shares how understanding your clients’ business, speaking their language, and leveraging AI for MSPs or IT providers can help you stand out in crowded markets. 

Inside This Episode: 

• Will’s journey from healthcare IT to consulting 

• Why knowing your clients’ goals matters more than your tools 

• How LinkedIn and AI transformed his marketing 

• The role of robotic process automation in healthcare 

• What it’s like to partner with Marketopia for growth 

• Tips for building a team and culture that clients trust 

If you’re ready to rethink how you approach sales, marketing, and service delivery—or if you just want inspiration from someone who’s walked the path—this episode is for you. 

Subscribe for more episodes on MSP AI, partner success, and the future of the channel. 

📩 Newsletter: https://marketopia.com/who-we-are/resources/news-blog/ 

🌐 GROW Community: https://marketopia.com/community/ 

📱 Follow Marketopia: 

Facebook: https://www.facebook.com/MarketopiaMarketing/ 

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LinkedIn: https://www.linkedin.com/company/marketopia/ 

#AIforMSPs #AIMSP #MSPAI #ManagedServices #GrowLimitless #Marketopia 

Welcome to Episode 3 of GROW Limitless, hosted by Marketopia CEO Terry Hedden. 

This episode features channel leader Len DiCostanzo, co-founder of Affire and longtime MSP advocate, with decades of experience helping vendors and partners scale smarter. 

Together, Terry and Len unpack why the most successful MSP vendors don’t just push products; they build communities. They share real examples of companies like ConnectWise and Pax8, who invested in education, enablement and thought leadership to create raving fans. 

They also dig into the role of AI for MSPs, the importance of human oversight, and how smart MSPs are already using AI to automate operations, increase profitability and deliver more value to clients. 

Key takeaways: 

• How strong communities drive stickiness and growth 

• Why training and enablement are non-negotiable for scaling your MSP practice 

• How vendors can support partners with real sales and marketing investment 

• What AI MSP leaders are doing to stand out (and why you should too) 

Subscribe for more episodes on MSP AI, partner success, and the future of the channel. 

📩 Newsletter: https://marketopia.com/who-we-are/resources/news-blog/ 

🌐 GROW Community: https://marketopia.com/community/ 

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#AIforMSPs #AIMSP #MSPAI #ManagedServices #GrowLimitless #Marketopia 

MSP AI Opportunities: What Jay McBain Thinks You Should Do Now 

Welcome to Episode 2 of GROW Limitless, hosted by Marketopia CEO Terry Hedden. 

This episode brings in one of the most respected voices in the channel: Jay McBain. Known for his research, forecasts, and no-BS takes on tech trends, Jay joins Terry to talk about what MSPs should be paying attention to right now. 

We look into Iron Man-level agentic AI, expose the 99% of business data still untouched by AI, call out MSPs giving away their best advice for free, and break down why success isn’t about being the biggest — it’s about being better than the guy across the street. 

We dig into the real growth numbers in managed services and cybersecurity, why MSPs are leaving money on the table with AI, and how platform giants like Microsoft and Salesforce are shaping the future of service delivery. 

If you're exploring AI for MSPs, already building your AI MSP stack, or looking to stay competitive as the market shifts, this episode is your blueprint. 

Subscribe for more episodes and stay connected: 

📩 Newsletter: https://marketopia.com/who-we-are/resources/news-blog/ 

🌐 GROW Community: https://marketopia.com/community/ 

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Facebook: https://www.facebook.com/MarketopiaMarketing/ 

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#AIforMSPs #AIMSP #MSPAI #ManagedServices #GrowLimitless #Marketopia 

AI for MSPs: How to Stop Waiting and Start Winning with Gregg Lalle

Welcome to the first episode of Grow Limitless, hosted by Marketopia CEO Terry Hedden. 

This episode dives straight into what MSPs need to hear right now: how AI is changing the game, and what to do about it. Gregg Lalle, former ConnectWise exec and now co-founder of Synthreo, joins Terry to talk about what’s coming fast and what MSPs can do to stay ahead. 

They break down the shift happening in SaaS, how AI for MSPs is already creating new revenue opportunities, and why sticking with the status quo is the most expensive move you can make. 

If you’re an AI MSP looking to scale smarter or just starting to explore MSP AI strategy, this episode gives you a real-world look at how to turn AI from a buzzword into a business advantage.

Subscribe for more episodes and stay connected: 

• 📩 Newsletter: https://marketopia.com/who-we-are/resources/news-blog/ 
• 🌐 GROW Community: https://marketopia.com/community/ 

📱 Follow Marketopia: 

• Facebook: https://www.facebook.com/MarketopiaMarketing/ 
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• LinkedIn: https://www.linkedin.com/company/marketopia/ 

#AIforMSPs #AIMSP #MSPAI #ManagedServices #GrowLimitless #Marketopia