Episode: Capturing the AI Opportunity

AI is no longer a future trend - it’s actively reshaping how MSPs deliver, price, and scale their services.

In this episode of Zencast, Greg Sharp sits down with Dustin Puryear, Founder of Giant Rocketship, to explore how MSPs can move beyond hype and start practically capturing the AI opportunity.

Rather than focusing on tools alone, the conversation dives into where AI actually delivers value - from readiness assessments and compliance, to workflow automation and managed workloads. Greg and Dustin share real-world examples, commercial strategies, and practical starting points MSPs can use today.

In this episode, we cover:

Key takeaway:

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In this episode of the On Par Podcast, Greg Sharp speaks with James Davis, Chief Strategy Officer at TSP Advisory, about the realities of the modern MSP.

James shares why the industry must move beyond rigid, one-size-fits-all service models and embrace a portfolio approach: hourly, retainers, fixed projects, and recurring revenue. He warns against relying on handshake agreements and outdated contracts, explains how contract maturity can reset client relationships, and challenges MSPs not to copy the market — because the “average” MSP isn’t doing well.

It’s a candid, practical conversation about billing, risk, growth, and how to build a sustainable MSP business in 2025 and beyond.

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In Episode 13 of the On Par Podcast, Greg Sharp sits down with Georg Dauterman, CEO of Valiant Technologies, to talk about what it really takes to build and grow a niche MSP.

You’ll hear:

If you’re an MSP owner or leader, this conversation is packed with insights you can apply immediately.

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Greg Sharp chats with Luke Fong, CEO of Lateral Plains, about the hard lessons behind growing an MSP — from ditching pricing-first conversations to saying no to the wrong clients.

They cover:

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In this episode of The On Par Podcast, Greg chats with James Bergl (Bluebird) about something every founder-led MSP runs into eventually — how to move beyond doing all the sales yourself.

From rookie sales hires that don’t work out to what “good” actually looks like, James unpacks where MSPs go wrong (and how to get it right the first time).

They cover everything from comp plans and lead flow to onboarding, cadence, and that one painful truth: time kills all deals.

If you’re thinking about growing your sales team — or trying to recover from a bad hire — this one’s for you.

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In this episode of The On Par Podcast, Greg Sharp sits down with Adam Ross — CEO and Co-Founder of CloudOlive — to unpack what really works in MSP sales today.

From the power of founder-led selling to filtering time-wasters with one simple question, this episode is packed with practical strategies MSPs can apply immediately to grow revenue, shorten sales cycles, and win better-fit clients.

💬 Topics covered:

Why “How have you tried to solve this already?” is the ultimate qualifying question

How to uncover patterns in your last 5 deals (and double down on them)

When to walk away from a bad-fit opportunity

The importance of fast follow-up and professional proposals

What real traction looks like — and how to systemize it

Bonus: How billing clarity and contract speed build long-term trust

Whether you're a founder still leading sales or scaling a team — this one’s a must-listen.

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In this episode, Greg Sharp (ZenContract) chats with MSP sales expert Pete Eldon about how to move beyond founder-led chaos and start building a real sales engine.

They cover:

Straight-talking advice for MSPs ready to grow.

In this episode, Greg Sharp sits down with Ross Sardi, CEO of First Focus, to unpack what really drives successful MSP acquisitions. From cultural fit and clean financials to customer retention and contract hygiene—Ross shares hard-earned lessons on how to integrate businesses without losing what made them valuable in the first place. Whether you're looking to buy, sell, or just get your house in order, this is a must-listen for any MSP thinking about M&A.

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In this episode, Adam Ross, co-founder of CloudOlive, and Greg Sharp, founder of ZenContract, dive into the challenges Managed Service Providers (MSPs) face under Microsoft's New Commerce Experience (NCE). They explore key strategies to combat revenue leakage and boost profitability by integrating billing and contract management solutions.

Key Discussion Points:

Join Adam and Greg as they share insights on navigating these industry shifts and leveraging automation to drive growth.

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In this episode, Greg sits down with Shaun Witherden from Datto/ Kaseya to discuss the state of the market in the MSP sector. They delve into topics such as the importance of cybersecurity offerings, operational efficiency, pricing strategies, and the benefits of peer groups in the industry. Shaun shares insights from his experience at PowerNet and Kaseya, highlighting the evolution of MSPs and the tools available to drive growth and profitability.

Tune in to gain valuable insights into the world of MSPs and learn how to navigate the challenges and opportunities in the industry. Don't miss out on this engaging conversation between two industry experts!

This podcast is hosted by ZenCast.fm