Getting paid
Payment terms, termination fees, and what to do when a client stops paying.
Podcast How Profit First Turns Average MSPs into Best-in-Class Businesses
Bill Blaser from MSP Growth Solutions delivers a data-driven playbook for turning average MSPs into best-in-class operations. His approach starts with the "Profit First" methodology: take profit before expenses, price correctly for your market, and track gross margin by service line. Bill explains how right-sizing staffing, eliminating wasteful growth spending, and improving cash flow create the foundation for sustainable, profitable growth. The conversation also tackles sales strategy for founder-led MSPs. Bill recommends selling in targeted verticals with a repeatable process before investing in dedicated sales hires. His core message is that small revenue lifts, when paired with disciplined cost management, can drive outsized profit gains. For MSPs stuck on the revenue treadmill, this episode provides a clear path to profitability without requiring more top-line growth.
Podcast How As-a-Service Models Are Transforming Marketing and Legal
Rob Scott sits down with Rish Bhandari of Content Beta to explore how the "as-a-service" business model is reshaping both marketing and legal industries. Rish explains how Content Beta's approach to content creation mirrors the same principles that make Monjur's contract intelligence model work: predictability, focus, and recurring revenue. Both companies are proving that specialized, subscription-based services deliver better outcomes than traditional project-based engagements. The conversation digs into why the as-a-service model drives sustainable growth for service businesses across industries. From content production to contract management, the pattern is the same: clients want reliable, ongoing support from specialists rather than one-off projects from generalists. For MSPs evaluating their own service delivery, this episode provides a compelling framework for thinking about how to package and sell their expertise.
Podcast Profitability, Value, and AI in the Age of Managed Services
Gary Pica, one of the most respected voices in the MSP industry, joins Rob Scott to talk about what actually drives MSP success. Gary makes the case that profitability, clearly defined value, and operational maturity are the real competitive advantages, not shiny new technology or AI hype. He explains how MSPs can embrace AI without losing focus on the fundamentals that keep the lights on and clients happy. The conversation digs into why legal protection and well-structured contracts are an overlooked part of operational maturity. Gary argues that MSPs entering the AI age need to strengthen their foundations first: know your numbers, protect your business legally, and then layer in AI where it creates real leverage. This episode is essential listening for any MSP owner who wants to grow without building on a shaky foundation.
Podcast Kaseya Innovations and Channel Trends Shaping MSP Growth
Rob Scott sits down with Kevin Sequeira, GM of PSA at Kaseya, and Matt Solomon from Channel Program to explore the latest innovations driving the managed services industry forward. Kevin breaks down Kaseya's newest tools, including the Kaseya Quote Manager (KQM), new AI capabilities baked into their platform, and the broader IT Complete vision that aims to give MSPs a unified technology stack. Matt Solomon rounds out the conversation with a look at emerging trends across the IT channel as 2024 wraps up and the industry sets its sights on 2025. From evolving partner ecosystems to new go-to-market strategies, this episode gives MSPs a clear picture of where the channel is headed and how to position their businesses for what comes next.
Podcast The Pitch is Right: Elevator Pitches & Tech Taboo with Monjur, HighGround, and Cavelo | Episode 5
Three 2024 Pitchet competition contestants join a game-show format episode to sharpen their pitches. Rob Scott (Monjur), Mark Clam (HighGround), and Alex Cahas (Cavelo) each deliver 60-second elevator pitches, play Tech Taboo describing their products without key terms, and close with a Two Truths and a Lie round. The format keeps things light while surfacing real product detail. Rob traces Monjur's origin to a 2022 problem: hundreds of MSP clients with no mechanism to keep their customer contracts updated. He notes Monjur hit one million dollars in recurring revenue within 20 months, now serves over 350 MSPs, and adds roughly 30 new logos per month. The episode doubles as a practical look at how MSP-focused vendors communicate complex value propositions quickly.
Podcast MSP Contract Negotiations Series, Termination Clauses
MSPs have agreements with everyone; customers, vendors, partners. The managed services agreement with customers, perhaps, is the most important. Regardless of the type of MSP you are, the types of services, or your customers, the contracts you use will likely be negotiated. The terms you negotiate with customers matter, and sometimes there are ways you [ ]
Podcast Death of Pay as You Go?
MSPs are facing increased pressure by some vendors who are requiring minimum recurring revenue levels in order to add new services, such as security. What will this mean for your MSP practice? We will discuss on today’s episode.