In this episode of Scale Up, Darren Strong and Mit Patel sit down with Jonathan Edwards, better known as The Bearded 365 Guy - to unpack how he went from MSP burnout to building a global lead-generating machine.Jonathan shares the raw, behind-the-scenes story of his transformation. After 15 years of running a small MSP and feeling stuck, he reignited a forgotten passion for video, committed to a simple but powerful strategy, and built a channel that now brings in 25+ high-quality inbound leads every month - from all over the world.But this isn’t just about YouTube. It’s about finding focus, building a brand, and creating content that genuinely connects. Jonathan and Darren dive into the mindset, mistakes, and micro-decisions that turned a tech support business into a global growth engine.This one is packed with actionable insights, laughs, and dinosaur hats 🦖Timestamps:Jonathan’s Turning Point – 00:30The 2-Year YouTube Rule – 05:05What MSPs Get Wrong About Video – 10:41From 0 to 25 Monthly Leads – 15:55Hiring an MD from a Beer Tent – 20:32Building a Global Personal Brand – 24:45Creating Content for Humans, Not Techies – 30:01Leads vs. Vanity Metrics – 35:40Props, Personas & Entertainment – 40:00Starting a Channel (Even if You Hate Video) – 44:45The Real Value of MSP Services – 50:10Monetising CoPilot with Strategy – 55:40The Power of Focus in MSP Marketing – 01:01:55Never miss an episode! Subscribe to Scale Up for monthly insights into how MSP leaders are scaling with clarity, culture and clients in mind.Connect with us: ScalableFind out more about Scalable: https://www.scalablemsp.co.uk/ Connect with Darren on LinkedIn:https://www.linkedin.com/in/darren-strong/ Follow Scalable on LinkedIn: https://www.linkedin.com/company/scalable-msp/ Subscribe to Scalable’s YouTube channel:https://www.youtube.com/channel/UCOvzDJxslhks8LbaZQzOb7g Jonathan EdwardsSubscribe to Jonathan (Bearded 365 Guy): https://www.youtube.com/@UCsv09iEutfmPwHGm40og7dg Connect with Jonathan on LinkedIn:https://www.linkedin.com/in/jonathanjedwards/ Find out more about Integral IT:https://www.integral-it.co.uk/ HaloPSAFind out more about HaloPSA:https://halopsa.com/ Follow HaloPSA on LinkedIn: https://www.linkedin.com/showcase/halopsa/ Subscribe to HaloPSA’s YouTube channel:https://www.youtube.com/channel/UCm_FvVJl62V0p6ssWpWrQ5w Mit PatelConnect with Mit on LinkedIn: https://www.linkedin.com/in/mit-patel-7334ba

In this episode of the ScaleUP Podcast, Darren Strong and Mit Patel are joined by Steph Hackney, Channel Marketing Manager at OpenText to explore marketing strategies for MSPs.

Many MSPs rely on word-of-mouth but lack a structured marketing strategy. Steph shares practical insights on developing a plan, defining target audiences, and creating consistent, long-term marketing efforts that drive real business growth.

Key Takeaways:

• Where to start with MSP marketing

• The power of vertical marketing for targeted success

• Budget allocation – balancing online and offline strategies

• How events and networking build trust with potential clients

• Marketing Development Funds (MDF) – how to access vendor-sponsored budgets

• Why consistency matters and how to measure success

Steph also highlights common marketing mistakes, the importance of aligning sales and marketing, and why giving up too soon can hurt growth.

The episode emphasises the importance of having a structured marketing plan, leveraging available resources like MDF, and maintaining consistency. The key message? Marketing isn’t optional for growth - it’s a necessity.

If you’re an MSP looking to scale and improve marketing ROI, this episode is packed with actionable insights.

Timestamps:

1️. Introduction & Common MSP Marketing Mistakes (0:00 - 2:30) Many MSPs hire marketing staff without a clear strategy. Businesses should first define their objectives and align marketing efforts with sales goals.

2️. Effective Marketing Strategies for MSPs (2:31 - 10:00) Successful MSPs focus on regional events, client relationships, and industry-specific marketing to build trust, attract clients, and drive business growth.

3️. Leveraging MDF Funds for Growth (10:01 - 19:00) Marketing Development Funds (MDF) are underutilized. 60% go unspent due to lack of awareness. MSPs should proactively apply and execute campaigns.

4️. Sales & Marketing Alignment for Success (19:01 - 27:00) Marketing and sales must collaborate. Defining client profiles, creating industry-specific messaging, and maintaining communication increases conversion rates and retention.

5️. Measuring Success & Knowing When to Pivot (27:01 - 32:14) Marketing requires patience and consistency. Evaluate effectiveness through revenue growth, client retention, and engagement—pivot if necessary but avoid premature abandonment.

Never miss an episode! Subscribe to our podcast now to get early access to the latest insights and strategies for MSP success.

Connect with us:Scalable• Find out more about Scalable:https://www.scalablemsp.co.uk/• Connect with Darren on LinkedIn:https://www.linkedin.com/in/darren-strong/• Connect with Mit on LinkedIn:https://www.linkedin.com/in/mit-patel-7334ba/• Follow Scalable on LinkedIn:https://www.linkedin.com/company/scalable-msp/• Subscribe to Scalable’s YouTube channel:https://www.youtube.com/channel/UCOvzDJxslhks8LbaZQzOb7g HaloPSA• Find out more about HaloPSA:https://halopsa.com/ • Follow HaloPSA on LinkedIn:https://www.linkedin.com/showcase/halopsa/• Subscribe to HaloPSA’s YouTube channel:https://www.youtube.com/channel/UCm_FvVJl62V0p6ssWpWrQ5w Steph Hackney• Connect with Steph on LinkedIn: https://www.linkedin.com/in/steph-hackney/• Find out more about OpenText:https://www.opentext.com/en-gb

In this podcast, Tracie Orisko from Huntress, Darren from Scalable and Tim from HaloPSA discuss effective sales strategies for MSPs. 

Tracie highlights the importance of community and consistency in sales, emphasising her role in “surprise and delight” for partners and building seamless entry points for MSPs. She recounts her accidental start in the MSP space, transitioning from cold-calling to founding Managed Sales Pros, which grew into a top lead generation engine before integrating with Huntress.

The discussion focuses on overcoming challenges small MSPs face when building a sales engine. Tracie underscores the need for consistency, stating that it takes 90 days to see results from cold outreach. Her advice for small businesses is to start with phone calls, ask open-ended questions, and document findings to identify target markets. The importance of a scalable process and structured follow-ups - combining calls, emails, and digital marketing is emphasised to nurture leads over time.

Tim and Tracie discuss scaling sales teams, with Tracie stressing the value of hiring cultural fits with service-oriented attitudes. She advocates for clear career progression paths, documentation, and mentorship to ensure team growth. Tim shares Halo’s strategy of hiring and promoting internally, prioritising personality over experience.

The podcast concludes with key takeaways: consistency in outreach and marketing, building strong teams through intentional hiring, and fostering a community that drives referrals. 

Timestamps:

• Introduction and Tracie’s Journey (0:00 - 4:00)

Tracie shares her journey into the MSP space, starting with accidental cold-calling and building Managed Sales Pros into a lead generation leader.

• Overcoming Sales Challenges for MSPs (4:01 - 12:00)

Tracie and Darren discuss the need for consistency in outreach, building a prospecting engine, and nurturing leads for long-term success.

• Scaling Sales Teams Effectively (12:01 - 20:00)

The focus shifts to hiring strategies, including finding cultural fits, creating scalable processes, and mentoring teams to support business growth.

• Community and Referral Strategies (20:01 - 28:00)

Tim and Tracie highlight the importance of community-building, leveraging client referrals, and creating intentional networking opportunities to drive trust and sales.

• Key Takeaways and Final Thoughts (28:01 - 36:06)

The speakers emphasise consistency, hiring the right people, and fostering strong community relationships as cornerstones for sustainable growth.

Never miss an episode! Subscribe to our podcast now to get early access to the latest insights and strategies for MSP success.

Connect with us: 

Scalable

Find out more about Scalable: ⁠https://www.scalablemsp.co.uk/⁠

• Connect with Darren on LinkedIn:⁠https://www.linkedin.com/in/darren-strong/⁠

• Follow Scalable on LinkedIn: ⁠https://www.linkedin.com/company/scalable-msp/⁠

• Subscribe to Scalable’s YouTube channel:⁠https://www.youtube.com/channel/UCOvzDJxslhks8LbaZQzOb7g⁠

HaloPSA

• Find out more about HaloPSA:⁠https://halopsa.com/⁠  

• Connect with Tim Bowers on LinkedIn:⁠https://www.linkedin.com/in/halotimbowers/⁠

• Follow HaloPSA on LinkedIn: ⁠https://www.linkedin.com/showcase/halopsa/⁠

• Subscribe to HaloPSA’s YouTube channel:⁠https://www.youtube.com/channel/UCm_FvVJl62V0p6ssWpWrQ5w⁠

Tracie Orisko

• Connect with Tracie on LinkedIn:   ⁠https://www.linkedin.com/in/tracie-orisko/⁠

• Find out more about Huntress:⁠ https://www.huntress.com/⁠

In this episode, Darren Strong, founder of Scalable and Mit Patel, founder, and former owner of London-based MSP, Netstar, sat down with and Morgan Aspinall, Head of Product at HaloPSA, to delve into the hot topic of AI versus automation and how you as an MSP can cut through the fog. 

The podcast explores the evolving role of artificial intelligence (AI) and automation in MSPs, emphasising their distinct capabilities and potential benefits. They highlight how AI, often mistaken for automation, is primarily a sophisticated tool for organising and analysing vast data, like an enhanced search engine. They contrast this with automation, which executes predefined tasks consistently, underscoring the challenges and opportunities in integrating these technologies effectively.

Key discussion points include the tendency of MSPs to adopt new "shiny" tools without fully understanding their application, and the need for a structured evaluation process to ensure tools align with business needs and deliver value. The speakers stress that MSPs should focus first on refining automation, addressing mundane, repetitive tasks, and leveraging AI to enhance contextual understanding and efficiency where automation falls short.

The conversation also addresses AI's potential to transform industries by increasing operational efficiency and reducing mundane workloads, thereby enabling employees to focus on more impactful roles. They caution, however, about data privacy concerns and emphasise the importance of secure and ethical AI usage. MSPs are encouraged to clean and standardise their data to maximise AI's future benefits.

Lastly, the hosts foresee AI's role in improving customer interactions, enabling self-service, and facilitating better SLA management, while maintaining human-centric customer service. They advocate for intentional tool adoption, emphasising that AI is a tool—not a solution—to augment, not replace, human capability.

Timestamps:

0:00 - Introduction to AI and Automation:

3:00 - AI vs. Automation in MSPs

9:00 - Practical Use Cases and Cautionary Insights

18:00 - AI's Impact on MSP Operations

31:04 - Mit talks about his Robot Mop

34:08 - Key Insights and Looking Forward: How AI can add value for MSPs’ customers. 

Never miss an episode! Subscribe to our podcast now to get early access to the latest insights and strategies for MSP success.

Connect with us:

Scalable

• Find out more about Scalable: https://www.scalablemsp.co.uk/

• Connect with Darren on LinkedIn: https://www.linkedin.com/in/darren-strong/

• Follow Scalable on LinkedIn: https://www.linkedin.com/company/scalable-msp/

• Subscribe to Scalable’s YouTube channel: https://www.youtube.com/channel/UCOvzDJxslhks8LbaZQzOb7g

HaloPSA

• Find out more about HaloPSA: https://halopsa.com/

• Connect with Morgan Aspinall on LinkedIn: https://www.linkedin.com/in/morgan-aspinall-314b42153/

• Follow HaloPSA on LinkedIn: https://www.linkedin.com/showcase/halopsa/

• Subscribe to HaloPSA’s YouTube channel: https://www.youtube.com/channel/UCm_FvVJl62V0p6ssWpWrQ5w

Mit Patel

• Connect with Mit on LinkedIn: https://www.linkedin.com/in/mit-patel-7334ba

In this episode, Darren Strong, founder of Scalable and Mit Patel, founder, and former owner of London-based MSP, Netstar, sat down with Tim Barton-Wines, Chief Commercial Officer at Halo Service Solutions, to deep dive into the unique journey of transforming technical MSP founders into effective sales leaders. Many MSPs start as tech experts with a passion for IT solutions but lack the commercial drive to sell effectively. Our guests share insights on transitioning from a technical focus to a sales mindset, breaking down each step from finding prospects to securing loyal clients .

Drawing from years of experience, Mit, Darren and Tim discuss how MSPs can bridge the gap between technical knowledge and client communication, especially when sales doesn’t come naturally. They highlight the importance of intentional growth, understanding customer needs, and building rapport, likening successful sales to a doctor-patient relationship—where expertise fosters trust and confidence.

Learn how to implement a structured sales process, use effective follow-ups, and make use of data-driven tools to track leads and maintain momentum. Whether you're an MSP looking to grow or a technical founder navigating the challenges of sales, this episode offers practical advice and actionable tips for enhancing customer acquisition, driving revenue, and ensuring long-term success.

0:00 - Introduction to Sales for MSPs: The challenge of shifting a technical MSP toward a sales-focused approach. Common scaling hurdles for small MSPs. Moving from “break/fix” work to a standardised service model. 

06:00 - Sales Process & Lead Generation: Lead generation techniques, comparing effective and ineffective sales processes. Digital marketing and consistent follow-up are key themes, with persistence seen as essential for generating leads. 

30:00 - Structuring the Sales Cycle: Managing the sales cycle, from the first contact to closing. Using CRM systems, scheduling tools, and regular follow-ups help keep prospects engaged and moving forward. 

54:00 - Final Takeaways: The importance of refining current sales processes before adding new tactics and focussing on building strong sales foundations, gradually improving existing strategies. 

Never miss an episode! Subscribe to our podcast now to get early access to the latest insights and strategies for MSP success.

Connect with us: 

Scalable

 • Find out more about Scalable: https://www.scalablemsp.co.uk/

• Connect with Darren on LinkedIn:https://www.linkedin.com/in/darren-strong/

• Follow Scalable on LinkedIn: https://www.linkedin.com/company/scalable-msp/

• Subscribe to Scalable’s YouTube channel:https://www.youtube.com/channel/UCOvzDJxslhks8LbaZQzOb7g

HaloPSA

• Find out more about HaloPSA: https://halopsa.com/  

• Connect with Tim Barton-Wines on LinkedIn: https://www.linkedin.com/in/tim-barton-wines

• Follow HaloPSA on LinkedIn: https://www.linkedin.com/showcase/halopsa/

• Subscribe to HaloPSA’s YouTube channel: https://www.youtube.com/channel/UCm_FvVJl62V0p6ssWpWrQ5w

Mit Patel

 • Connect with Mit on LinkedIn: https://www.linkedin.com/in/mit-patel-7334ba

In this episode, Darren Strong, founder of Scalable and Mit Patel, founder, and former owner of London-based MSP, Netstar, sat down with and Paul Hamilton, CEO of Halo, to delve into the hot topic of mergers and acquisitions (M&A) in the managed service provider (MSP) market. With many MSPs considering selling their businesses, Paul shares his unconventional approach of focusing on long-term growth rather than selling. His philosophy revolves around creating lasting success by retaining full ownership and avoiding the pressure of short-term financial gains from M&A. Paul emphasises the importance of long-term thinking, explaining that Halo’s DNA is built on efficient, frugal operations, and fostering a culture of trust, leadership, and internal promotions.

Throughout the episode, Paul details Halo’s strategic decision to avoid selling for at least ten years, a move that contrasts with the prevailing industry mindset. He explains how Halo has built its success through organic growth, maintaining high profit margins, and building a team of "mini CEOs" who take ownership and leadership within the company. This strategy has enabled him to maintain work-life balance while driving Halo’s impressive 100% year-over-year growth for seven consecutive years.

The conversation also touches on the broader implications for MSPs considering their next steps. Paul suggests that instead of selling, MSPs should focus on empowering their teams, developing leaders, and delegating responsibilities. By doing so, MSP owners can avoid burnout and continue to grow their businesses sustainably. The episode concludes with key takeaways about the power of team culture, trust, and long-term vision in driving business success, with Paul’s final thoughts on how empowering people is central to his leadership philosophy.

Timestamps:

00:00 Long-Term Investment in People and Culture. Paul advocates for long-term investment in people and culture, creating a sustainable business model that doesn't rely on selling as a success metric.

15:55 Strategic Focus and Leadership. In 2017, Paul realised Halo needed strategic focus and brought in leaders for different product lines. He emphasises the importance of trust, delegation, and fostering a positive, collaborative work environment for growth.

27:41 Maintaining Purpose and Joy. Paul notes that many MSP owners lose passion and feel pressured to sell but often regret it, as money doesn’t bring lasting fulfilment. He emphasises maintaining purpose and joy through strong leadership delegation and a positive work culture.

41:21 Advantages of Internal Ownership. Paul trusts his team, delegating fully to foster growth. Halo's advantages over private equity-owned companies are: strong internal culture, fast decision-making, long-term customer focus. Success comes from having the right people and enjoying the journey. 

51:42 Team Mentality and Startup Mindset. Paul emphasises unity, trust, and delegation, fostering a strong team mentality. He values a startup mindset, investing in employees, and ensuring everyone feels part of the company's mission as it grows.

Never miss an episode! Subscribe to our podcast now to get early access to the latest insights and strategies for MSP success.

Connect with us: 

Scalable

Find out more about Scalable: ⁠https://www.scalablemsp.co.uk/⁠

Connect with Darren on LinkedIn: ⁠https://www.linkedin.com/in/darren-strong/⁠

Follow Scalable on LinkedIn: ⁠https://www.linkedin.com/company/scalable-msp/⁠

Subscribe to Scalable’s YouTube channel:⁠ https://www.youtube.com/channel/UCOvzDJxslhks8LbaZQzOb7g⁠

HaloPSA

• Find out more about HaloPSA: https://halopsa.com/  

• Connect with Paul Hamilton on LinkedIn: https://www.linkedin.com/in/paul-hamilton-halo/

• Follow HaloPSA on LinkedIn: https://www.linkedin.com/showcase/halopsa/

• Subscribe to HaloPSA’s YouTube channel: https://www.youtube.com/channel/UCm_FvVJl62V0p6ssWpWrQ5w

• Connect with Mit on LinkedIn: https://www.linkedin.com/in/mit-patel-7334ba

In this episode, Darren Strong, founder of Scalable, and Morgan Aspinall, Product Manager of HaloPSA, are joined by Mit Patel, founder, and former owner of London-based MSP, Netstar. The lively discussion focusses on the strategic use of data to drive business performance in Managed Service Providers.

The conversation explores the importance of setting clear, long-term business objectives and utilising key performance indicators to monitor progress effectively. They emphasise the need for streamlined data dashboards that enhance decision-making capabilities across the organisation, stressing that KPIs should be manageable in number and tailored to individual and departmental roles to ensure meaningful impact.

The episode provides insights into best practices for MSPs, such as how to avoid "KPI chaos" by limiting the number of metrics and ensuring they are actionable and relevant to the specific functions within the company. The discussion also covers how MSPs can improve operational efficiency and profitability by adopting a data-driven approach that aligns team efforts with broader business goals. Practical advice is offered on maintaining operational maturity while growing revenue and profitability, and the significance of understanding the 'why' behind the data to foster team engagement and effectiveness.

Timestamps:

Never miss an episode! Subscribe to our podcast now to get early access to the latest insights and strategies for MSP success.

Helpful Links:

Employee Retention 101: How to Build a Loyal MSP Business - https://www.scalablemsp.co.uk/employee-retention-101-how-to-build-a-loyal-msp-business/

Employee Retention Handbook - https://www.scalablemsp.co.uk/employee-retention-handbook-form-submission/

Connect with us:

Scalable

HaloPSA

Mit Patel

In this episode, Darren Strong, the Founder of Scalable sits down with Morgan Aspinall, the Product Manager of HaloPSA to explore the crucial role of culture in Managed Service Providers and how it directly impacts profitability.

Darren shares how a positive culture that prioritises people can lead to happier clients and a more successful business. The right culture attracts the right customers, and passionate employees deliver exceptional service, boosting overall profitability.

Morgan and Darren discuss the importance of being clear about your culture and values, hiring people who fit, and providing a robust onboarding process that goes beyond technical skills. They emphasise the need to define clear values and integrate them into every decision-making process to ensure everyone in the team is aligned and working towards the same goals.

They address the importance of proactive hiring and development, and how planning ahead and investing in training and mentoring can develop internal talent and promote from within.

Morgan and Darren highlight how spending time with your team, understanding their needs, and providing support is key. By delegating effectively, leaders can focus on strategic growth rather than getting bogged down in daily firefighting.

Timestamps:

Never miss an episode! Subscribe to our podcast now to get early access to the latest insights and strategies for MSP success.

Helpful Links:

Employee Retention 101: How to Build a Loyal MSP Business - https://www.scalablemsp.co.uk/employee-retention-101-how-to-build-a-loyal-msp-business/

Employee Retention Handbook - https://www.scalablemsp.co.uk/employee-retention-handbook-form-submission/

Connect with us:

In this episode, recorded at Halo House, Darren Strong, the Founder of Scalable sits down with Morgan Aspinall, the Product Manager of HaloPSA. They are joined by their guest, Mit Patel, founder, and former owner of London-based MSP, Netstar.

Mit founded Netstar in 2002 at the age of 20, and successfully grew the business to become an industry leading MSP with a 60 strong team. Netstar experienced impressive growth, averaging around 25% Year on Year, for a 19-year period.

Following his successful exit of Netstar in 2021, Mit has remained actively engaged in the MSP community. He is an active Investor, Speaker, and Non-Executive Director and Advisor within the MSP space.

A forward-thinker, with a proven track record, Mit has achieved his successes as a result of powerful self-motivation. In this episode, Mit shares insights from his journey, highlighting the challenges and lessons learned along the way. He delves into the common hurdles MSPs face in revenue growth and stresses the importance of intentionality and strategic planning. Mit emphasises the need for aligning decisions with long-term growth objectives and advises against reactive or stagnant approaches.

The conversation shifts to defining revenue targets and growth percentages, with Mit advocating for a backward planning approach. He outlines practical steps for revenue growth, focusing on leveraging existing client relationships and exploring new service offerings. The discussion extends to client selection strategies, effective lead generation, and structuring a sales team for effective revenue generation.

Mit shares his views on building and structuring a sales team, emphasising the transition from technical roles to sales-focused roles and the importance of attitude and aptitude. The conversation also explores the importance of delegating responsibilities and creating a structured sales process.

The episode focuses on data-driven sales management, emphasising the importance of tracking key performance indicators (KPIs) and accurate forecasting. Mit, Morgan and Darren discuss the significance of leading indicators in predicting sales success and fostering accountability.

0:00 Mit Patel's Journey and Challenges

Never miss an episode! Subscribe to our podcast now to get early access to the latest insights and strategies for MSP success.

Connect with us:

In the first episode, Darren Strong, the Founder of Scalable sits down with Tim Bowers, the CEO of HaloPSA, to explore the crucial topic of profitability and how to effectively track it within your business.

Darren stresses the importance of intentional planning,

Tim offers a unique take on profitability, highlighting the

Throughout this podcast, Darren and Tim explore practical strategies for increasing profitability, from optimising technology stacks to fostering a culture of efficiency and accountability. They highlight the importance of data-driven decision-making as well as celebrating success within your business.

0:00 Intro