How would you start an MSP in 2026?

Most would copy what’s already been done.

In this solo episode, Brian Gillette breaks down exactly how he’d go from $0 to $1M ARR today - without reinventing the tech, but completely rethinking how it’s packaged and sold.

This isn’t about doing more. It’s about saying the right thing, to the right audience, in the right order.

If I were starting over today - this would be the playbook.

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Most MSPs get compliance completely wrong.

They treat it like a product.

In this episode, Tim Golden (Founder and CEO of Compliance Scorecard) breaks down what compliance actually is - and how MSPs should be using it.

→ Why compliance is a process, not a tool

This isn’t about adding another service.

It’s about changing how you think about value, risk, and your role in the client relationship.

If you’re trying to move upstream, get a seat at the table, and stop being seen as “just IT” - this is the shift.

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In this episode, Brian Gillette talks with Omar Armenteros, CEO and founder of Virtuworks, about the future of managed services and how SaaS is changing the game. With over 30 years in the industry, Omar shares how his company shifted from traditional break-fix models to software-driven solutions that scale and automate to meet today’s demands.

They discuss how this change is reshaping the way MSPs operate, why automation is essential for growth, and how customer expectations are evolving. Omar also explains why the traditional MSP model is fading, making way for a new, software-centric approach to IT services.

In this episode, you’ll learn:

Listen in to hear how the managed services landscape is evolving, and why embracing software might be the key to staying ahead.

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In this episode, Brian Gillette speaks with Karl Palachuk, a prolific author and two-time MSP business owner, about his journey in the managed services industry. With over 25 books under his belt, Karl delves into his philosophy on success, focusing on relaxation, focus, and sustainable growth.

Karl also reflects on his battle with health challenges and how they influenced his approach to business and life. He shares how he transformed from focusing solely on hard work to understanding the importance of balance and focus. The discussion moves into the evolving managed services landscape and why MSPs must adapt to stay relevant.

In this episode, you’ll learn:

Tune in to gain valuable advice on balancing business growth, personal health, and staying ahead in the fast-paced MSP world.

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What does personal growth have to do with business success? A lot! Join Brian Gillette and Paul Vedder, CEO of VXIT, as they dive into how overcoming personal challenges fueled his professional achievements. In this raw, honest conversation, Paul shares the pivotal moments when shifting his mindset and committing to physical fitness reshaped not only his life but his MSP business.

Paul opens up about his journey - from battling addiction to becoming a marathon runner - and how these personal victories directly translated into business triumphs at VXIT. Learn how small daily habits and a commitment to self-improvement are the key to sustainable business growth.

In this episode, you’ll learn:

Don’t miss this inspiring conversation about the power of personal growth in business success.

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This is a bonus episode - and a different one.

If you’re here for a standard interview or tactical breakdown, feel free to skip this one. We’ll be back with a regular episode next week.

But if you’re an MSP owner who’s been following the podcast and thinking, “This makes sense, but I’m not ready for a full coaching program yet” - this is for you.

In this episode, Brian introduces MSP Sales Foundations - a new, self-serve membership designed specifically for six-figure MSPs who want to build a real sales engine without the time or financial commitment of 1:1 coaching.

This is built for MSPs who need to fit sales into a busy schedule - and want a clear, practical system to generate consistent growth.

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Most MSPs don’t fail because of technology.

They stall because the fundamentals of growth aren’t in place.

In Episode 36 of The MSP Sales Podcast, Brian Gillette is joined by Tim Conkle to break down the three foundational elements every MSP needs if they want to scale beyond survival mode.

This conversation dives into what separates MSPs that plateau from those that build real momentum - and why many owners focus on tactics before these core pieces are actually in place.

In this episode, you’ll hear:

 → The 3 foundational ingredients every growing MSP needs

If your MSP feels stuck, overwhelmed, or inconsistent in growth, this episode explains what needs to change first.

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Most MSP owners don’t struggle because they lack technical skill.

In Episode 35 of The MSP Sales Podcast, Brian sits down with serial entrepreneur and MSP growth strategist Shawn Freeman to unpack what it really takes to transition from hands-on operator to visionary CEO.

This isn’t theory. It’s about building scalable systems, integrating AI intentionally, and shifting your leadership identity so the business can grow beyond you.

In this episode, you’ll hear:

→ Why MSP owners stall when they stay in operator mode

If you want to stop being the bottleneck and start building an MSP that scales with intention, this episode lays out the path.

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In Episode 34 of The MSP Sales Podcast, Brian Gillette breaks down a hard truth. Most MSP owners learn the expensive way: not all “good advice” is good for you - at least not yet.

Some advice is universal. Some is contextual. And some is only true in a specific sequence, after certain prerequisites have been put into place.

In this episode, you’ll learn:

If you’ve ever felt like you’re doing everything you’re told and still not seeing results, this episode will help you identify what’s missing: context, stage, and order.

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Word-of-mouth is the lifeblood of the MSP, but it is notoriously difficult to scale. In this episode, Brian Gillette sits down with Scott Millar (IT Rockstars), author of Virtually Irresistible, to discuss why webinars are the ultimate bridge between technical expertise and scalable relationship building.

Many MSP owners avoid webinars due to "tech anxiety" or a fear of public speaking, but Scott reframes the process as a repeatable system rather than a performance. They dive deep into the tactical side of lead generation, explaining why Meta’s machine learning often outperforms LinkedIn for reaching decision-makers at a fraction of the cost.

In this episode, you’ll learn:

This episode provides the structural blueprint to move from accidental 'word-of-mouth' growth to an intentional, scalable inbound system.

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Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", has just been released in audiobook format!

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