In this episode of Harvest, we sit down with Paul Green, founder of MSP Marketing Edge and host of one of the most respected podcasts in the MSP space.

We dive into the often-overlooked opportunity of generating more business from your existing client base. Paul shares a practical framework he calls the “Satisfaction Triangle,” including the importance of using a profit matrix, running strategic reviews (not just QBRs), and building long-term technology roadmaps.

You’ll also hear his hot takes on:

🌱 Why most MSPs don’t market well (and what to do about it)

🌱 The danger of relying on inertia loyalty

🌱 How to sell more to your clients without pushing them

🌱 The real value of face-to-face time (Fix-it Fridays, anyone?)

🌱 Why Reddit might not be the best place to get your marketing advice

This one’s packed with actionable advice and bold perspectives for MSPs looking to grow from the inside out.

🎧 Listen, take notes, and let us know what resonated with you. Happy Harvesting!

Chapters:

00:00:00 Introduction & Misconceptions

00:02:12 Retention & Inertia Loyalty

00:07:04 The Satisfaction Triangle: Profit Matrix, Strategic Reviews & Tech Roadmaps

00:19:20 Fix-It Friday & Personal Check-Ins

00:23:26 Industry “Manure” & Pass the Pitchfork

00:29:33 Wrap-Up & Yell from the Barn

00:30:54 Outro

🔔 SUBSCRIBE TO THE HARVEST CHANNEL: https://www.youtube.com/@Harvest-MSP-Sales-Show

CONNECT WITH HARVEST ON SOCIAL MEDIA 👇🏾

LinkedIn: https://www.linkedin.com/company/harvest-the-msp-sales-show

CONNECT WITH PAUL GREEN ON SOCIAL MEDIA 👇🏾

LinkedIn: https://www.linkedin.com/in/paul-green-msp-marketing/

If you found this conversation valuable or even "just" entertaining, don't forget to like, subscribe, and hit that notification bell for more videos on MSPs, marketing, sales, and operations.

Watch now and get inspired! 🎥🔗

#MSPGrowth #TechBusiness #BusinessStrategy #Profitability #CustomerSuccess #ManagedServices #HarvestPodcast #MSP #MarketingStrategy

In this episode of Harvest, we sit down with Paul Green, founder of MSP Marketing Edge and host of one of the most respected podcasts in the MSP space.

We dive into the often-overlooked opportunity of generating more business from your existing client base. Paul shares a practical framework he calls the “Satisfaction Triangle,” including the importance of using a profit matrix, running strategic reviews (not just QBRs), and building long-term technology roadmaps.

This one’s packed with actionable advice and bold perspectives for MSPs looking to grow from the inside out.

🎧 Listen, take notes, and let us know what resonated with you. Happy Harvesting!

In this episode of Harvest, we welcome Brian Gillette to explore practical methods for improving your revenue, from tracking tickets per user (TPU) to handling hardware refreshes before they cause chaos. We also talk about maintaining your team’s focus, avoiding vendor interference, and using consistent, empathetic conversations to build sustainable trust with your clients.

Some key takeaways:

• A workable formula for using TPU as a health metric

• Helpful scripts for empathetic (yet profitable) account management

• Pro tips on running QBRs to find opportunities inside your existing client base

• The hidden danger of letting vendors overshadow your own brand

• Why hardware replacements should be proactive, not reactive

Listen to discover how real conversations and thoughtful service choices can drive better outcomes for you and your clients. We hope you enjoy this episode with Brian. Don’t forget to subscribe to our channel and share it with anyone you think could benefit from this conversation. Happy harvesting!

Chapters

00:00:00 Introduction

00:03:15 Empathetic Sales Approach

00:06:57 Building Multi-Level Client Relationships

00:19:50 Financial Benefits of Customer Care

00:20:17 Real-Life Success Stories

00:25:47 Proactive Hardware Management

00:31:02 The Role of AI in MSP Sales

🔔 Subscribe for more MSP growth strategies!

✅ SUBSCRIBE TO THE HARVEST CHANNEL: https://www.youtube.com/@Harvest-MSP-Sales-Show

CONNECT WITH HARVEST ON SOCIAL MEDIA 👇🏾

LinkedIn: https://www.linkedin.com/company/harvest-the-msp-sales-show

CONNECT WITH BRIAN GILLETTE ON SOCIAL MEDIA 👇🏾

LinkedIn: https://www.linkedin.com/in/brian-gillette/

#MSPGrowth #TechBusiness #BusinessStrategy #Profitability #CustomerSuccess #ManagedServices #HarvestPodcast #IT

In this episode of Harvest, we welcome Brian Gillette to explore practical methods for improving your revenue, from tracking tickets per user (TPU) to handling hardware refreshes before they cause chaos. We also talk about maintaining your team’s focus, avoiding vendor interference, and using consistent, empathetic conversations to build sustainable trust with your clients.

Listen to discover how real conversations and thoughtful service choices can drive better outcomes for you and your clients. We hope you enjoy this episode with Brian. Don’t forget to subscribe to our channel and share it with anyone you think could benefit from this conversation. Happy harvesting!

In this episode, we talk with Maria Armstrong about practical ways you can make more money from your existing MSP clients. Maria gets into the specifics of clearly defining what you actually sell, spotting gaps in your offerings, and figuring out what your team can realistically deliver. We cover hands-on methods for segmenting your clients, assessing who's profitable, and using an opportunities board effectively. Maria also shares simple steps to review and update your pricing structure, and she challenges the common belief that growth only comes from getting new customers, showing why good account management can be just as effective.

Key Takeaways:

• Clearly define what you sell to your clients.

• MSPs must adopt a sales mindset, even if they don't see themselves as salespeople.

• Client segmentation helps tailor services to specific needs.

• Sales processes should be tracked and optimized regularly.

• Account management can drive growth just as effectively as new customer acquisition.

• Collaboration within the MSP community is essential for success.

Chapters

00:00:00 - Introduction to Harvest

00:02:23 - Defining and Analyzing Your Offerings

00:04:56 - Segmenting Clients for Better Sales

00:12:52 - Improving Sales Processes

00:20:35 - Industry Myths and Future Insights

00:23:29 - Outro

🔔 Subscribe for more MSP growth strategies!

✅ SUBSCRIBE TO THE HARVEST CHANNEL: https://www.youtube.com/@Harvest-MSP-Sales-Show

CONNECT WITH HARVEST ON SOCIAL MEDIA 👇🏾

LinkedIn: https://www.linkedin.com/company/harvest-the-msp-sales-show

CONNECT WITH MARIA ARMSTRONG ON SOCIAL MEDIA 👇🏾

LinkedIn: https://www.linkedin.com/in/maria-armstrong/

If you found this conversation helpful or entertaining, don't forget to like, subscribe, and hit that notification bell for more videos on MSPs, marketing, sales, and operations.

Watch now and get inspired! 🎥🔗

#MSPGrowth #TechBusiness #BusinessStrategy #Profitability #CustomerSuccess #ManagedServices #HarvestPodcast

In this episode, we talk with Maria Armstrong about practical ways you can make more money from your existing MSP clients.

Maria gets into the specifics of clearly defining what you actually sell, spotting gaps in your offerings, and figuring out what your team can realistically deliver. We cover hands-on methods for segmenting your clients, assessing who's profitable, and using an opportunities board effectively.

Maria also shares simple steps to review and update your pricing structure, and she challenges the common belief that growth only comes from getting new customers, showing why good account management can be just as effective.

Juan Fernandez grew his MSP from zero to $20 million in just six years by flipping the traditional approach – starting with profit metrics and working backwards.

He shares tactical advice on setting revenue thresholds before hiring, identifying operational gaps in client businesses, streamlining service portfolios to prevent staff chaos, asking sales questions that highlight your strengths, and maintaining margins without discounting.

In this episode you'll learn practical strategies to build profitability into every client relationship from day one.

🚜 In this episode of Harvest, sales expert Yuri van der Sluis joins James Steel to share practical, no-BS strategies for turning clients into loyal advocates—without the hard sell.

Yuri reveals how asking business-first questions, rather than just pushing tech solutions, can deepen client relationships. He also explains why building a real sense of community is the ultimate differentiator in a crowded market. From hosting meaningful events to strengthening vendor partnerships, this episode is packed with actionable insights to help MSPs escape the commoditization trap and create a brand clients won’t want to leave.

Stop competing on price—start fostering loyalty. Watch now and harvest long-term growth!

Key Takeaways:

- Customer intimacy drives loyalty.

- Community Sets You Apart

- Find Your Niche – Commonalities build stronger connections.

- Keep Clients Engaged – Small events & peer networking work.

- Help Vendors Help You – Share insights, strengthen partnerships.

Whether you're planting new ideas or nurturing existing clients, this episode is packed with practical insights.

🎧 Tune in and let's get growing!

YouTube Video Chapters Outline:

00:00 "Sales Growth Insights with Special Guest"

05:50 Refining Client Fit in Tech

06:59 Targeting Finance Clients for MSP Growth

12:02 Client Networking Through Shared Challenges

14:20 Building Connections Beyond Technology

17:26 "Questionable Industry Advice for MSPs"

21:49 Enhancing MSP-Vendor Collaboration

24:21 "Sales Hookup: Global B2B Networking Platform"

✅ SUBSCRIBE TO THE HARVEST CHANNEL: https://www.youtube.com/@Harvest-MSP-Sales-Show

CONNECT WITH HARVEST ON SOCIAL MEDIA 👇🏾

LinkedIn: https://www.linkedin.com/company/harvest-the-msp-sales-show

CONNECT WITH YURI VAN DER SLUIS ON SOCIAL MEDIA 👇🏾

IG : https://www.instagram.com/yurisluis/

LinkedIn: https://www.linkedin.com/in/yurivandersluis/

X: https://x.com/yurivds

If you found this conversation helpful or entertaining, don't forget to like, subscribe, and hit that notification bell for more videos on MSPs, marketing, sales, and operations.

Watch now and get inspired! 🎥🔗

#MSP #CommunityBuilding #CustomerLoyalty #SalesTips #TechIndustry #YurivanderSluis #JamesSteel #HarvestSalesShow

Ever feel like your MSP offerings are being lost in a sea of sameness? You're not alone.

In this episode of Harvest, discover how to stand out by cultivating a sense of community that boosts customer loyalty.

Yuri van der Sluis, an expert in sales without the hard sell, shares tactical insights into building genuine connections and why customer intimacy might just be the missing link in your growth strategy.

Learn how to sow the seeds of customer loyalty and reap the rewards.

Don't just harvest more – make your field thrive!

Tune in and start differentiating your MSP today.

🚜 In this episode of HARVEST, we dig into the growth journey of StartTech with the insightful Ian Groves. As StartTech's Managing Director, Ian has been the architect behind their impressive 24% year-on-year growth, transforming the business from a traditional IT firm into a thriving MSP over the past four years. With awards such as the MSP Titan of the Industry Award and recognition among Britain’s 50 Best Managed IT Companies, Ian knows his oats, as we'd say down on the farm.

In this conversation, Ian shares practical, ground-level advice on turning MSP challenges into fertile opportunities. He speaks candidly about being a tech at heart, his shift from hands-on technician to strategic leader, and the importance of standardising services to scale efficiently.

If you're looking to streamline offerings and boost profitability, Ian’s insights into trimming the excess and focusing on core services are not to be missed!

Tune in for a no-nonsense chat and get ready to harvest some actionable wisdom to cultivate your own success in the MSP field.

Key Takeaways:

- The plateau in business growth and the need for change.

- Realisation of undercharging clients and the lack of structure.

- Honest conversations with clients about price changes and service improvements.

- Implementation of AI to streamline service desk operations and billing processes.

- Whether you're planting new ideas or nurturing existing clients, this episode is packed with practical insights.

🎧 Tune in and let's get growing!

YouTube Video Chapters Outline:

00:00 Homegrown Talent, Unfulfilled Gamble

05:20 "Tech Tribe Catalyst: A Perfect Storm"

06:33 Team Alignment Through Open Dialogue

11:20 Trust and Risks in Business Dependency

13:43 Selective Client Engagement Strategy

18:18 Exclusive Managed Service Commitment

20:57 AI Enhances Service Desk Efficiency

24:16 Balancing Growth and Quality

25:59 "The Client Isn't Always Right"

✅ SUBSCRIBE TO THE HARVEST CHANNEL: https://www.youtube.com/@Harvest-MSP-Sales-Show

CONNECT WITH HARVEST ON SOCIAL MEDIA 👇🏾

LinkedIn: https://www.linkedin.com/company/harvest-the-msp-sales-show

CONNECT WITH IAN GROVES ON SOCIAL MEDIA 👇🏾

IG : https://www.instagram.com/starttechmsp/

LinkedIn: https://www.linkedin.com/company/start-technology/

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

If you found this conversation helpful or entertaining, don't forget to like, subscribe, and hit that notification bell for more videos on MSPs, marketing, sales, and operations.

Watch now and get inspired! 🎥🔗

#MSPGrowth #MSPSuccess #EfficiencyInMSP #ClientTrust #MSPbusiness #StartupTech #OperationalExcellence #CyberSecurity #HarvestPodcast