Episodes

  • MSP Billing, Margins And Growth (EP 1004)

    MSP Billing, Margins And Growth (EP 1004)
    May 8 2026

    I brought Colin back on because he’s one of the few people in our space who’s actually lived it all: tech, MSP owner, and now multiple vendor exits. We walk through how the “simple” stuff like billing reconciliation quietly drains profit from MSPs, with the average million‑dollar shop leaving a shocking amount of money on the table because they aren’t tracking seats, renewals, or vendor price hikes closely enough. Colin breaks down how Gradient’s Managed Billing Reconciliation works in practice and why treating billing like MDR for your finances can free up weeks of internal time while actually improving client trust instead of hurting it.

    From there, we shift into marketing, which is still the number one challenge I hear from MSPs that want to grow but hate content creation. Colin explains how MSP Studio started as free, canned marketing kits and evolved into MSP Studio Plus: an AI‑driven platform that creates fully branded, non‑cookie‑cutter social content and even runs in an “autopilot” mode so you just review and approve. We talk honestly about agency pricing, the rise of AI, why smaller MSPs can’t always justify $1,500–$2,500 per month on social media retainers, and what “good enough” looks like if you’re under $1M and trying to move up without losing your mind.

    Chapters

    • 01:10 Introduction to MSP Insights
    • 02:12 Billing Challenges for MSPs
    • 05:50 Price Adjustments and Customer Communication
    • 10:37 Revenue Opportunities in Software Migration
    • 11:19 Introduction to Managed Billing Reconciliation (MBR)
    • 15:04 Overview of Gradient's Pricing Structure
    • 16:30 Marketing Strategies for MSPs
    • 19:54 Launch of MSP Studio Plus
    • 22:52 AI-Driven Content Creation
    • 25:26 The Importance of Marketing Visibility
    • 35:29 Common Misconceptions Among MSPs
    • 40:28 Navigating MSP Growth Strategies
    • 45:19 Closing Thoughts and Future Prospects

    === GUEST: Colin Knox, Gradient MSP

    • Website: https://www.meetgradient.com
    • LinkedIn: https://www.linkedin.com/in/realityknox

    === COMPANIES / VENDORS / PRODUCTS / BOOKS

    • Passportal: https://www.passportal.com
    • N-able: https://www.n-able.com
    • Kaseya: https://www.kaseya.com
    • ConnectWise: https://www.connectwise.com
    • MSPCFO https://www.mspcfo.com

    === SPONSORS:

    • Livestream Partner, ThreatLocker: https://www.itbusinesspodcast.com/threatlocker
    • Technology Partner, NetAlly: https://www.itbusinesspodcast.com/netally/
    • Technology Partner: Bvoip: https://www.itbusinesspodcast.com/bvoip
    • Travel Partner: TruGrid: https://www.itbusinesspodcast.com/trugrid
    • Digital Partner, Designer Ready: http://itbusinesspodcast.com/designerready

    === SHOW MUSIC:

    • Item Title: Upbeat & Fun Sports Rock Logo
    • Item URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UET
    • Author Username: AlexanderRufire
    • Item License Code: 7X9F52DNML

    === Connect with Uncle Marv

    🌐 Website: https://www.itbusinesspodcast.com/
    🎙 Host: Marvin Bee
    🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ
    ☕ Support the show: https://ko-fi.com/itbusinesspodcast

    If you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.
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    47 mins
  • MSP Marketing for Real Growth (EP 1003)

    MSP Marketing for Real Growth (EP 1003)
    May 8 2026
    Laura walks me through her “Know, Grow, Scale” framework and how most MSPs are trying to jump straight to lead gen while their business is still “root bound” at the foundation level. We talk about diagnostics, digital health, differentiation, and why your website, offers, and content have to actually say something meaningful before you ever expect your marketing to convert. We also get into mindset: the difference between a 500K MSP and a 5M+ MSP, and what it really means to be “growth ready” as an owner. Laura shares some spicy takes on overhyped Google Ads, what “AI searchable” really means for MSPs, why you should talk about pricing, and how to move forward if you’ve already been burned by a marketing agency. Chapters 00:00 MSP Marketing for Real Growth: Month kickoff01:00 Why I brought Laura Johns on to talk real MSP growth02:30 Laura’s journey from telecom and MSPs to The Business Growers05:20 What actually makes this MSP marketing approach different07:50 The “health score” and the Know–Grow–Scale framework11:20 Why “set it and forget it” marketing fails most MSPs13:20 Cold calling myths and the 3–5% ready‑to‑buy reality14:35 Who this works for: from 500K MSPs to 25M providers17:10 2x vs 10x mindset: how serious are you about growth?19:40 Spicy take: why Google Ads won’t save a broken strategy22:30 What being “AI searchable” really looks like for MSPs23:50 Talking price, filtering bad leads, and better-fit clients26:30 Burned by a previous marketing agency? How to reset29:10 Competition, geography, and why differentiation wins36:00 Doing what works in your market vs staying stuck38:00 Laura’s final advice: get a real diagnostic before you scale Guest: Laura Johns, The Business Growers Website – https://thebusinessgrowers.comLinkedIn – https://www.linkedin.com/in/laurapickardjohnsGet More MSP Leads (podcast): https://open.spotify.com/show/1Awr19JiyZz3UBJxXlPNg7 Shout-outs Lydia Walker,: https://www.linkedin.com/in/lydiaawalker Companies / Vendors / Products / Books Get More MSP Leads (podcast): https://open.spotify.com/show/1Awr19JiyZz3UBJxXlPNg7Endless Customers (Marcus Sheridan): https://amzn.to/42WJbvGThey Ask, You Answer (Marcus Sheridan): https://amzn.to/4dw7ExZ10X Is Easier Than 2X (Dan Sullivan): https://amzn.to/42ixXBA === SPONSORS: Livestream Partner, ThreatLocker: https://www.itbusinesspodcast.com/threatlockerTechnology Partner, NetAlly: https://www.itbusinesspodcast.com/netally/Technology Partner: Bvoip: https://www.itbusinesspodcast.com/bvoipTravel Partner: TruGrid: https://www.itbusinesspodcast.com/trugridDigital Partner, Designer Ready: http://itbusinesspodcast.com/designerready === SHOW MUSIC: Item Title: Upbeat & Fun Sports Rock Logo Item URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UETAuthor Username: AlexanderRufire Item License Code: 7X9F52DNML === Connect with Uncle Marv🌐 Website: https://www.itbusinesspodcast.com/🎙 Host: Marvin Bee🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ☕ Support the show: https://ko-fi.com/itbusinesspodcastIf you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.
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    41 mins
  • Money, Marketing And MSP Growth 2026 (EP 1002)

    Money, Marketing And MSP Growth 2026 (EP 1002)
    May 7 2026
    Chapters 01:08 Welcome to the IT Business Podcast05:47 Cloud Hosting Exploration19:41 Upcoming Conferences and Events20:53 Acronis Event Announcement23:43 Rant Warning: Caution Ahead27:47 Family and Business Challenges33:44 Vendor Relationships and Fairness39:40 Navigating Vendor Changes43:40 Industry Dynamics and Perspectives52:16 Conclusion and Future Content This one starts with a straightforward need: move a single line‑of‑business app into the cloud without spinning up a quarter‑rack, buying hardware, and babysitting it in a data center. I share how I landed on VULTR for this client, what the initial sales experience looked like, how fast I was able to spin up a Windows Server, and why the simplicity of their model was a breath of fresh air compared to my previous AWS journey. I also touch on Nerdio as a possible front‑end to AWS for those who want the power without the pain. From there, we zoom out into the bigger picture: evaluating SLIDE against Datto, why I sent the SLIDE appliance back even though the tech worked, and what aggressive sales, disappearing commissions, and shifting partner programs are doing to MSPs who are trying to run a stable business on a budget. I talk candidly about losing 150 endpoints, keeping the doors open, supporting family, and still planning for 30 years in business while vendors like AppRiver quietly change how they pay partners. We wrap with what Money Marketing and Growth Month will cover, a preview of the ACES Mac conference, and a few Florida Man stories to keep it all human. Acronis Event The Pivotal Point of IT: https://go.acronis.com/itbusinesspodcast Florida Man Florida Man Arrested for Plucking the Chicken at Chick-Fil-A Drive Thru: https://linkly.link/2iQiuFlorida Man Arrested at Walmart for Banana Trick: https://linkly.link/2iQioSecret Service Agent Arrested on Charges of Indecent Exposure: https://linkly.link/2iQiy Shout-outs Tom Wyant: https://www.linkedin.com/in/thomaswyant/Chris Flusche: https://www.linkedin.com/in/chris-flusche-b391037b/Dave Scott, Scott Growth Strategies: https://www.linkedin.com/in/davescottTim Fitzpatrick, Rialto Marketing: LinkedIn: https://www.linkedin.com/in/timpfitzpatrickLisa Shorr, Shorr Success: https://www.linkedin.com/in/lisashorr/Colin Knox, Gradient: https://www.linkedin.com/in/realityknox/Laura Johns, The Business Growers: https://www.linkedin.com/in/laurapickardjohns/Nate Friedman, Tech Pro Marketing: https://www.linkedin.com/in/natefreedman/Chris Wiser: https://www.linkedin.com/in/cwiser/Robin Robins: https://www.linkedin.com/in/robinrobins/Justin Esgar: https://www.linkedin.com/in/justinesgar/ ACES Conference: https://acesconf.com/ Companies / Vendors / Products Mentioned MSP Unplugged Facebook group: https://www.facebook.com/groups/mspunpluggedSynology: https://www.synology.comNerdio: https://getnerdio.comVULTR: https://www.vultr.comSLIDE: https://slide.tech/Datto: https://www.datto.comKaseya: https://www.kaseya.comAppRiver: https://cybersecurity.opentext.com/legacy/appriver === SPONSORS: Livestream Partner, ThreatLocker: https://www.itbusinesspodcast.com/threatlockerTechnology Partner, NetAlly: https://www.itbusinesspodcast.com/netally/Technology Partner: Bvoip: https://www.itbusinesspodcast.com/bvoipTravel Partner: TruGrid: https://www.itbusinesspodcast.com/trugridDigital Partner, Designer Ready: http://itbusinesspodcast.com/designerready === SHOW MUSIC: Item Title: Upbeat & Fun Sports Rock LogoItem URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UETAuthor Username: AlexanderRufireItem License Code: 7X9F52DNML === Connect with Uncle Marv🌐 Website: https://www.itbusinesspodcast.com/🎙 Host: Marvin Bee🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ☕ Support the show: https://ko-fi.com/itbusinesspodcastIf you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.
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    53 mins
  • Turn Buildings Into ISP Profit (EP 1001)

    Turn Buildings Into ISP Profit (EP 1001)
    Apr 30 2026
    Most of us have helped clients “call the carrier” or work with a master agent to bring in a circuit, grab a small commission, and move on. Brian flips that script and shows how MSPs can own the relationship by bringing a bulk fiber circuit into the building, carving it up, and billing each tenant under our own brand—while still leveraging master agents and existing carrier relationships. Instead of letting AT&T, Comcast, or Verizon lock in a 10-year deal and toss a small one-time check to the landlord, this model puts the monthly recurring revenue in the MSP’s column and turns the property owner into a real partner. Chapters 01:06 Welcome to the IT Business Podcast02:37 Embracing Mistakes in IT14:34 Sponsored by ThreatLocker15:41 Introducing Brian Higgins17:13 From MSP to ISP20:19 Understanding the Business Model24:47 The Value of Fiber Connections47:27 Tenant Agreements and Cash Flow51:42 The Journey to ISP Services58:34 Closing Thoughts and Florida Man Story Guest: Brian Higgins, Aditum Connect Website: https://aditumconnect.comLinkedIn: https://www.linkedin.com/in/brianwhiggins/ Acronis Event The Pivotal Point of IT: https://go.acronis.com/itbusinesspodcast Florida Man Man, 68, known for portraying Santa accused of trying to meet 13-year-old for sex: sheriff: https://linkly.link/2i8Qq Companies / Vendors / Products Mentioned Acronis: https://www.acronis.comMicrosoft 365 (M365): https://www.microsoft.com/microsoft-365Barracuda: https://www.barracuda.comMX Toolbox: https://mxtoolbox.comintoDNS: https://intodns.comMail Tester: https://www.mail-tester.comUbiquiti: https://ui.comSonicWall: https://www.sonicwall.com === SPONSORS: Livestream Partner, ThreatLocker: https://www.itbusinesspodcast.com/threatlockerTechnology Partner, NetAlly: https://www.itbusinesspodcast.com/netally/Technology Partner: Bvoip: https://www.itbusinesspodcast.com/bvoipTravel Partner: TruGrid: https://www.itbusinesspodcast.com/trugridDigital Partner, Designer Ready: http://itbusinesspodcast.com/designerready === SHOW MUSIC: Item Title: Upbeat & Fun Sports Rock LogoItem URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UETAuthor Username: AlexanderRufireItem License Code: 7X9F52DNML === Connect with Uncle Marv🌐 Website: https://www.itbusinesspodcast.com/🎙 Host: Marvin Bee🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ☕ Support the show: https://ko-fi.com/itbusinesspodcastIf you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.
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    1 hr and 1 min
  • Podnutz Pro Reunion And Legacy (EP 1000)

    Podnutz Pro Reunion And Legacy (EP 1000)
    Apr 27 2026
    If you’ve ever wondered what it takes to keep a show going for a thousand episodes while still running tickets, projects, and staff, this one pulls back the curtain. I talk with Matt Rainey, Lalo Nuñez, Martin Obando, and Dawn Sizer about how Podnutz Pro started as a way to teach desktop techs the server side of the house, and how that spirit of “learn out loud” carried into the IT Business Podcast. We revisit the early days of computer repair, WRT54G routers, Windows Server 2003, and A+‑era hardware, then fast‑forward to today’s world of Azure, SharePoint, co‑managed IT, and remote teams spread across the country. Hear unfiltered stories from the original Podnutz Pro crew about why the show was created and how it helped techs move from desktops to servers and networking.Get real talk on burnout, closing or leaving your MSP, and transitioning into roles at other providers while still staying close to the work. Chapters 02:10 Welcome to Episode 100004:07 Reunion of the Original Hosts05:52 Life Updates from the Hosts07:34 The State of IT Today11:48 A Surprise Guest Joins14:24 Reflections on PodNuts Days16:41 The Evolution of IT Knowledge21:06 Challenges in Today's Tech27:59 Mentorship and Learning in IT29:59 The Importance of Troubleshooting41:37 Celebrating a Milestone49:01 Automation in Everyday Life52:31 The Future of IT Networking1:14:24 The Cloud vs. On-Premise Debate1:19:17 Closing Thoughts from the Hosts1:26:56 Special Acknowledgments and Thanks1:32:11 Farewell and Future Plans Guests Matt Rainey: https://www.itbusinesspodcast.com/guests/matt-rainey/Martin Obando: https://www.linkedin.com/in/mobando/Lalo Nunez: https://www.linkedin.com/in/geraldonunez/Dawn Sizer, Third Element Consulting: https://www.3rdelementconsulting.com Shout-outs Eric Anthony, All Things MSP: https://www.linkedin.com/in/esanthony/Tom Wyatt: https://www.linkedin.com/in/thomaswyant/Diana Giles: https://www.linkedin.com/in/dianagiles/Tom Bull: https://www.linkedin.com/in/tworivercomputer/ Companies / Vendors / Products Mentioned Podnutz (network / show): https://podnutz.comAll Things MSP: https://allthingsmsp.comFluke LinkIQ Duo (Fluke Networks): https://amzn.to/4t1T3ihHome Gadget Geeks (podcast): https://theaverageguy.tv === SPONSORS: Livestream Partner, ThreatLocker: https://www.itbusinesspodcast.com/threatlockerTechnology Partner, NetAlly: https://www.itbusinesspodcast.com/netally/Technology Partner: Bvoip: https://www.itbusinesspodcast.com/bvoipTravel Partner: TruGrid: https://www.itbusinesspodcast.com/trugridDigital Partner, Designer Ready: http://itbusinesspodcast.com/designerready === SHOW MUSIC: Item Title: Upbeat & Fun Sports Rock Logo Item URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UETAuthor Username: AlexanderRufire Item License Code: 7X9F52DNML === Connect with Uncle Marv🌐 Website: https://www.itbusinesspodcast.com/🎙 Host: Marvin Bee🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ☕ Support the show: https://ko-fi.com/itbusinesspodcastIf you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.
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    1 hr and 33 mins
  • Understanding Copilot For MSPs (EP 999)

    Understanding Copilot For MSPs (EP 999)
    Apr 24 2026
    This conversation with Brian Weiss starts with Copilot, but it quickly becomes an honest look at how unprepared most of us are for AI inside client environments. I talk about being just like my customers—dabbling in random AI tools—while Brian lays out what it actually takes to make Copilot useful: modern workplace, SharePoint/OneDrive, sane file structures, and real governance instead of “S: drive chaos.” We also get into the reality that Copilot isn’t just “another ChatGPT,” it’s an ecosystem of role-based copilots that only work as well as the data and structure we give them. We dig into Purview (including the fact that many of us already have basic capabilities in Business Premium and never turned them on), sensitivity labels, DLP, and why chain of custody should be every MSP’s go-to phrase with law firms and other regulated clients. Brian also shares how his team is going Microsoft‑first with Dynamics, Business Central, and custom agents so AI can sit on top of their PSA, finance, and security data instead of being yet another disconnected tool. It’s a real-world, practical roadmap for MSPs trying to move from “AI curiosity” to actual AI strategy. Chapters: 01:39 AI: The New Frontier03:39 Copilot Adoption Challenges05:46 Data Governance and AI08:08 Document Management Dilemmas09:35 The Leadership Gap12:17 Understanding AI Readiness14:14 Training and Adoption Failures18:30 Security and Leadership Expectations23:04 Client AI Implementation Strategies25:06 Exploring Copilot Variants27:36 The Role of AI in Security34:02 Managing Data Sensitivity37:28 The Strategic Advisor's Role44:49 Upcoming AI Panel Discussion49:09 Closing Thoughts and Episode 1000 Preview Guest: Brian Weiss, ITECH Solutions: Website: https://www.itech-solutions.comLinkedIn: https://www.linkedin.com/in/brianjweiss Shout-outs: Carolyn Healey, (Copilot / AI strategist, independent): –https://www.linkedin.com/in/carolynhealeyBob Coppedge, Simplex-IT: https://www.linkedin.com/in/rlcoppedge/Pinar Ormeci: https://www.linkedin.com/in/pinarormeci/ Companies / Vendors / Products Mentioned: TekStack: https://www.tekstack.com/Pax8: https://www.pax8.comLexful: https://www.lexful.comChannelPro Network: https://www.channelpronetwork.com MSSP Alert: https://www.msspalert.com ChatGPT (OpenAI): https://chatgpt.com Claude (Anthropic Claude): https://claude.ai === SPONSORS: Livestream Partner, ThreatLocker: https://www.itbusinesspodcast.com/threatlockerTechnology Partner, NetAlly: https://www.itbusinesspodcast.com/netally/Technology Partner: Bvoip: https://www.itbusinesspodcast.com/bvoipTravel Partner: TruGrid: https://www.itbusinesspodcast.com/trugridDigital Partner, Designer Ready: http://itbusinesspodcast.com/designerready === SHOW MUSIC: Item Title: Upbeat & Fun Sports Rock Logo Item URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UETAuthor Username: AlexanderRufire Item License Code: 7X9F52DNML === Connect with Uncle Marv🌐 Website: https://www.itbusinesspodcast.com/🎙 Host: Marvin Bee🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ☕ Support the show: https://ko-fi.com/itbusinesspodcastIf you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.
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    50 mins
  • Stop Losing Money On Clients (EP 998)

    Stop Losing Money On Clients (EP 998)
    Apr 23 2026
    I sat down with Larry Cobrin, founder and CEO of MSPCFO, to unpack how MSPs can turn messy PSA data into a clear picture of which clients are actually profitable and which ones are quietly draining the business. Larry broke down the idea of treating clients like a portfolio, normalizing profitability with contribution per hour, and using that lens to decide whether to improve, protect, or let go of certain accounts. We also talked about how this ties directly into EBITDA and exit planning, especially as more private equity money flows into the MSP space and buyers expect real, reliable reporting instead of gut feel. I shared my own story about firing my largest client when the time and revenue just didn’t line up, and we connected that experience back to the numbers Larry sees every day inside MSPCFO. From there we shifted into AI, the risks of “DIY analytics,” and why confident answers from dirty PSA data can be more dangerous than having no data at all. Florida Man Working as a Ransomware Deploys Ransomware and Extorts U.S. Victims https://linkly.link/2hlAQ Chapters 00:30 Welcome to the IT Business Podcast00:59 Beyond the Buzzwords04:53 Shout Outs and Announcements06:38 Introducing Larry Coburn08:24 Understanding Client Profitability12:57 Contribution Per Hour Explained17:09 Internet Issues and Client Stories23:38 Florida Man Story27:30 Returning to Larry Coburn34:53 The Value of Client Portfolios38:23 AI and MSP Profitability43:35 Larry's Journey to MSP CFO50:24 Upcoming Events and Appearances53:29 Closing Thoughts and Thanks Guest: Larry Cobrin, MSPCFO Website: https://www.mspcfo.comLinkedIn: https://www.linkedin.com/in/larry-cobrin/ Shout-out Jason Miller: https://www.linkedin.com/in/jason-miller-32a03530/Kyle Kenyon: https://www.linkedin.com/in/kkenyonprotechguy/Tom Wyant: https://www.linkedin.com/in/thomaswyant/Mike Smith, Mike Tech Show: https://www.linkedin.com/in/smithmh/Martin Obando: https://www.linkedin.com/in/mobando/Amy Babinchak: https://www.linkedin.com/in/amybabinchak/ Companies / Vendors / Products Mentioned MSP Unplugged: https://www.facebook.com/groups/mspunpluggedNerdio: https://getnerdio.comVultr: https://www.vultr.comMike Tech Show: https://mikenation.net/ === SPONSORS: Livestream Partner, ThreatLocker: https://www.itbusinesspodcast.com/threatlockerTechnology Partner, NetAlly: https://www.itbusinesspodcast.com/netally/Technology Partner: Bvoip: https://www.itbusinesspodcast.com/bvoipTravel Partner: TruGrid: https://www.itbusinesspodcast.com/trugridDigital Partner, Designer Ready: http://itbusinesspodcast.com/designerready === SHOW MUSIC: Item Title: Upbeat & Fun Sports Rock Logo Item URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UETAuthor Username: AlexanderRufire Item License Code: 7X9F52DNML === Connect with Uncle Marv🌐 Website: https://www.itbusinesspodcast.com/🎙 Host: Marvin Bee🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ☕ Support the show: https://ko-fi.com/itbusinesspodcastIf you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.
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    55 mins
  • 20 Questions For Selling An MSP (EP997)

    20 Questions For Selling An MSP (EP997)
    Apr 22 2026
    Too many of us spend decades building our MSP, missing vacations and pulling all-nighters, only to “decide” to sell when a random LOI hits the inbox. Amy Babinchak has spent years helping owners sell their MSPs through Sell My MSP, and she joins me to walk through the real-world questions, red flags, and blind spots that determine whether you shut it down or cash it out. We talk about planning three to five years ahead, getting your financials and contracts clean, modernizing your stack, and why recurring revenue and profit percentage matter more than that one big whale client you’re so proud of. We also get into the emotional side nobody warns you about: what it feels like to hand over the business you built for 20-plus years, how to think about life after the sale, and why treating your MSP like a resume can change the way buyers see your value. Amy shares how private equity looks at EBITDA and tools, why most deals are still MSP-to-MSP, and how to turn your company into the best-run, least-scary option on a buyer’s list. Chapters 00:29 Introduction to MSP Selling04:14 Understanding the MSP Market05:56 The Value of Consulting07:09 The Role of Private Equity09:17 MSP-to-MSP Transactions13:08 Buyer Considerations15:02 The Importance of Planning17:55 Key Factors in Business Valuation19:54 Understanding EBITDA23:29 Importance of Documentation24:06 Preparing for Sale26:12 Identifying Red Flags29:07 Client Concentration Risks34:38 Personal Guarantees and Liabilities39:39 Emotional Aspects of Selling40:55 Closing Thoughts on MSP Value Guest: Amy Babinchak, Sell My MSP / Third Tier: Website: https://www.thirdtier.net/LinkedIn: https://www.linkedin.com/in/amybabinchak/ Book: 20 Questions Every Owner Asks Before Selling Their MSP Purchase from Amazon: https://amzn.to/3QTqOVDPurchase direct from publisher. https://linkly.link/2hhTQ Shout-outs Rayanne Bucchianico: https://www.linkedin.com/in/rayanneabcsolutionsfl/ Companies / Vendors / Products Mentioned Tech Data: https://www.techdata.comPax8: https://www.pax8.comKaseya: https://www.kaseya.comConnectWise: https://www.connectwise.com === SPONSORS: Livestream Partner, ThreatLocker: https://www.itbusinesspodcast.com/threatlockerTechnology Partner, NetAlly: https://www.itbusinesspodcast.com/netally/Technology Partner: Bvoip: https://www.itbusinesspodcast.com/bvoipTravel Partner: TruGrid: https://www.itbusinesspodcast.com/trugridDigital Partner, Designer Ready: http://itbusinesspodcast.com/designerready === SHOW MUSIC: Item Title: Upbeat & Fun Sports Rock Logo Item URL: https://elements.envato.com/upbeat-fun-sports-rock-logo-CSR3UETAuthor Username: AlexanderRufire Item License Code: 7X9F52DNML === Connect with Uncle Marv🌐 Website: https://www.itbusinesspodcast.com/🎙 Host: Marvin Bee🛒 Uncle Marv’s Amazon Store (gear & tools I recommend): https://amzn.to/3EiyKoZ☕ Support the show: https://ko-fi.com/itbusinesspodcastIf you found value in this episode, share it with another MSP, IT provider, or tech entrepreneur. Your support helps keep practical, no-nonsense IT business conversations coming every week.
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    42 mins