Paul Green's MSP Marketing Podcast-logo

Paul Green's MSP Marketing Podcast


This is a show only for Managed Service Providers and IT support companies. It's made in the UK, and is designed for MSPs all over the planet. Every week we have loads of very specific advice, to help you get more new clients, grow valuable MRR, and ultimately increase net profit - isn't that why we're in business? Plus a special guest, some from our world and some from outside.


United Kingdom




This is a show only for Managed Service Providers and IT support companies. It's made in the UK, and is designed for MSPs all over the planet. Every week we have loads of very specific advice, to help you get more new clients, grow valuable MRR, and ultimately increase net profit - isn't that why we're in business? Plus a special guest, some from our world and some from outside.




Episode 231: No-one buys MFA... they buy "sleeping better"

Episode 231 Featured guest: Thank you to Michael Nelson, Co-founder of Scaled, for joining me to talk about why MSP owners should embrace remote working, how he was able to successfully integrate remote staff into his team within his own MSP business, and how he found himself perfectly positioned to help other MSPs do the same. Michael Nelson is a founder of Scaled, a staff-augmentation firm that deploys L2 & L3 Technical Talent for MSPs from South Africa and the owner of a successful & growth-oriented MSP in California He started TLC Tech, a Sacramento based MSP in 2004 serving all types of clients. In 2008 the company made the transition to fully managed services. Averaging 20-30% year over year growth, the company consistently maintains best in class EBITDA. Currently with a staff of 28, the company has transitioned to being a fully remote MSP, with 30% of the staff working remotely from South Africa. After recognizing the benefits and the market need, Michael started Scaled with Jason Knight (also a former MSP owner) to place L2 & L3 techs with MSPs Connect with Michael on LinkedIn: Extra show notes:


Episode 230: How to attach MRR to hardware & project sales

Episode 230 Featured guest: Thank you to Kristi Mitchell, Founder of Marketing Uncomplicated, for joining me to talk about how MSPs can use content marketing to target and attract, nurture and convert their ideal clients. Kristi Mitchell is a Marketing Strategist specializing in helping service-based small business owners who have relied on referrals and word-of-mouth to build their businesses. They know in order to reach more clients with their services, they need to finally think more strategically about their marketing. Kristi brings an MBA, over ten years of corporate marketing experience, and a drive for continual learning to the work she does with her clients. Kristi offers 1:1 strategic consulting, fractional CMO services, workshops, and group implementation support. Connect with Kristi on LinkedIn: Extra show notes:


Episode 229: SPECIAL: Using AI in your MSP's marketing

Episode 229 Featured guest: Kevin Clune is the Founder of MSP Growth Hacks, Co-Founder of Zest, and a Growth Advisor for MSPs. After growing and exiting an MSP business in 2018, he went on to publish his first book “The MSP Growth Funnel” to help others do the same. This spawned his career as a serial entrepreneur and vocal figure in the IT industry, as he continues to deliver valuable research and actionable advice to MSPs of all sizes. Connect with Kevin on LinkedIn: Extra show notes:


Episode 228: Super easy customer case studies for MSPs

Episode 228 Featured guest: Thank you to Joel Klettke, Founder of Case Study Buddy, for joining me to talk about how MSPs can use customer success stories to generate more leads and convert more prospects into clients, and how to repurpose a single case study story into a range of assets to serve different functions across the whole of your sales cycle. Joel Klettke is the Founder of Case Study Buddy, a boutique agency that helps clients like HubSpot and Loom capture, share, and drive ROI from customer stories. He’s also a sought-after conversion copywriter, Dad of three, and proud Canadian. Connect with Joel on LinkedIn: Extra show notes:


Episode 227: MSPs: Get 408 comments on a LinkedIn post

Episode 227 Featured guest: Thank you to Fractional CTO & CPO Mark Herschberg, for joining me to talk about his experience of being on the receiving end of spammy, untargeted ‘cold’ marketing, and for offering alternatives to MSPs to engage with their leads and prospects in a more meaningful way. Mark Herschberg is the author of The Career Toolkit: Essential Skills for Success That No One Taught You and creator of the Brain Bump app. From tracking criminals and terrorists on the dark web to creating marketplaces and new authentication systems, Mark has spent his career launching and developing new ventures at startups and Fortune 500s and in academia, with over a dozen patents to his name. He helped to start the Undergraduate Practice Opportunities Program, dubbed MIT’s “career success accelerator,” where he teaches annually. At MIT, he received a B.S. in physics, a B.S. in electrical engineering & computer science, and a M.Eng. in electrical engineering & computer science, focusing on cryptography. At Harvard Business School, Mark helped create a platform used to teach finance at prominent business schools. He also works with many non-profits, currently serving on the board of Plant A Million Corals. He was one of the top-ranked ballroom dancers in the country and now lives in New York City, where he is known for his social gatherings, including his annual Halloween party, as well as his diverse cufflink collection. Connect with Mark on LinkedIn: Extra show notes:


Episode 226: The best (and simplest) MSP client retention idea

Episode 226 Featured guest: Thank you to Joe Burns, co-founder and CEO of Reformed IT, for joining me to talk about how he achieved over a million pounds in turnover in 11 years for his MSP business… then co-founded another MSP and did it all over again, this time hitting the million pound mark in just three years. Joe Burns, a prominent figure in the Managed IT Services (MSP) industry, is the co-founder and CEO of Reformed IT, a company renowned for providing top-tier Managed IT and Cyber Security services to businesses in the East Midlands, UK. With an impressive track record, Reformed IT, under Joe’s leadership, has grown to achieve over £1.3m in annual revenue with a dedicated team of 12 professionals since its inception in October 2019. Prior to establishing Reformed IT, Joe co-founded Pyranet in 2005, where he began his journey in the IT services sector. Through this venture, he gained invaluable experience and insights, learning from the challenges and triumphs of scaling and eventually exiting a successful MSP business through acquisition. This journey was not just about business growth but also about personal development and understanding the intricacies of the MSP world. Having gained a comprehensive experience within the MSP industry, Joe now shares many of the mistakes he made, and lessons learned with the wider community. Connect with Joe on LinkedIn: Extra show notes:


Episode 225: MSPs: Send a Xmas card to prospects... in March?

Episode 225 Featured guest: Thank you to David Duffett, Speaker and Trainer at Let The Geek Speak, for joining me to talk about how to improve your communications with non-technical people (ie prospects), and help you get more deals over the line. David is a Geek that has been publicly Speaking and teaching for more than 20 years, from London to Los Angeles, Berlin to Beirut, Kingston to Kuala Lumpur, Mumbai to Melbourne, and many other places too! He loves communications technology and was the longest serving Worldwide Community Director for the Asterisk® project – the ‘Daddy’ of all Open Source communications projects. David has always been grateful to the Geeks that build the various technologies he speaks about, and he wants to give back – by helping Geeks to Speak, Nerds to be Heard and Techies to Teach! He is achieving this by inspiring Geeks to speak by giving speeches at conferences and Sales Kickoffs, and equipping them to do it through teaching his Geek Speaker System – 7 Power Presenting Protocols …for Nerds Connect with David on LinkedIn: Extra show notes:


Episode 224: Can you grow your MSP with YouTube ads?

Episode 224 Featured guest: Thank you to YouTube Ads specialist Ben Jones, for joining me to talk about how MSPs can use YouTube ads to grow their businesses. Benjamin is a serial entrepreneur and international keynote speaker. He’s the co-founder of Titan Marketer, which has helped a wide range of businesses generate millions of dollars in sales with YouTube Advertising. He also founded Youth In Business, which helps kids start and scale businesses that make sales in less than a week. Benjamin’s passion is enhancing youth entrepreneurship and helping businesses scale with YouTube Ads. Connect with Ben on LinkedIn: Extra show notes:


Episode 223: Could you buy another MSP?

Episode 223 Featured guest: Thank you to branding & marketing strategist Chaya Glatt, for joining me to talk about how he MSPs can use social proof to improve the impact of their websites, and convert more leads into clients. Chaya Glatt is a brand strategist, messaging specialist and copywriter who helps high-performing businesses transform into big-league brands. She’s the creator of the MAD brand strategy formula, international speaker, and developer of Brand Authority, a training program for marketing creatives. Chaya is passionate about creating larger-than-life brands that have a strong emotional bond with their audiences. She has little to no tolerance for creative nonsense and is a strong advocate for goal-focused, data-driven branding and marketing. Connect with Chaya on LinkedIn: Extra show notes:


Episode 222: Nasty surprises employees spring on MSPs

Episode 222 Featured guest: Thank you to Craig Fulton, Advisor at Evergreen, for joining me to talk about mergers and acquisitions in the MSP ecosystem. As Advisor, Evergreen Services Group, Craig Fulton aims to help MSP’s succeed in growing their businesses and exceed their goals. He credits his 30 years in the technology sector, including time spent as an engineer and ConnectWise leader, with helping him understand what IT service providers want and need to be successful. A prior 16-year ConnectWise veteran, he held a number of positions during his tenure with the company, including Chief Product Officer and Chief Customer Officer. He also co-created ConnectWise CloudConsole and authored Path to Success, a best practices guide about how to run a successful IT service provider business. Before that, he worked for Accenture as a technology consultant and served five years in the U.S. Marine Corps. Craig is widely recognized for his contributions to the technology industry. He was named a Channel Partners Top Gun 51 channel executive in 2019, a 4x CRN Channel Chief, and a member of the MSPMentor 250 list in 2014. Craig also holds a number of patents related to business management technology. He earned his bachelor’s degree in business management from the University of South Florida and an Executive Certificate from UC Berkeley Haas School of Business. The Ohio native now lives in Clearwater, FL, with his wife Jillian and three sons. When he’s not at work, Craig is spending time with his family, traveling, or working on cars. Connect with Craig on LinkedIn: Extra show notes:


Episode 221: Successful MSPs are rapid action takers

Episode 221 Featured guest: Thank you to Josh Fonger, CEO of WTS Enterprises, for joining me to talk about how systemisation and documentation of your MSP business can lead to better efficiency, help you grow by working smarter not harder, and free up more of your time for the things that are important to you. Josh Fonger is the CEO of WTS Enterprises. He is an international business consultant, coach, and speaker. He has the unique experience of personally helping hundreds of businesses grow simply, using the WTS method. His specialty is taking stressed-out entrepreneurs from working in their business to working on their business using systems so that profit and freedom can become a consistent mechanical reality. Connect with Josh on LinkedIn: Extra show notes:


Episode 220: MSPs: This tool sells more to your clients

Episode 220 Featured guest: Thank you to Trevor W. Goodchild, Facebook Ad Policy Specialist, for joining me to talk about how he helps businesses to navigate the sometimes complicated and mysterious world of Facebook advertising, and how MSPs can use Facebook to reach their target audience. Trevor W. Goodchild is a Facebook ad policy expert who's worked at Facebook in ads, tech and project management. Mark Zuckerberg announced his last project internally. He's a public speaker, high ranked blogger & best selling sci-fi author. Goodchild helped launch the Xbox 360 at Microsoft, the iPod nano at Apple before beginning Facebook ad policy consulting. His clients have included ad agencies of Tony Robbins, Harv Eker & Dean Graziosi, who he has helped de-mystify Facebook bans and get ads live again. Connect with Trevor on LinkedIn: Extra show notes:


Episode 219: How this MSP grew from 0 to 25 staff

Episode 219 Featured guest: Thank you to Chad Lauterbach, CEO of Be Structured Technology Group, for joining me to talk about how he grew his MSP business, from working alone out of his one-bedroom apartment to managing 25 staff. Chad’s passion for helping small to medium-size companies meet their IT and security needs fueled his decision in 2007 to create Be Structured Technology Group. Under Chad’s leadership, Be Structured continues to exceed the expectations of their clients’ outlooks on what an IT department provides. He is an avid learner who actively works to stay on top of the latest trends and security requirements in this fast-paced tech world. Chad is constantly pursuing knowledge, making him someone who will always be ahead of the curve. When Chad is not working, you can find him reading, running, listening to podcasts, hiking, camping, or backpacking. Connect with Chad on LinkedIn: Extra show notes:


Episode 218: Is Facebook a viable promotional tool for an MSP?

Episode 218 Featured guest: Thank you to Matt Tompkins, President of Two Brothers Creative, for joining me to talk about how MSPs can build trust and connect with leads and prospects by using 'emotional content' in their marketing. Matt Tompkins has hosted and produced shows on 8 different stations in the midwest, including hosting a nationally syndicated program for SiriusXM. He created, produced, and hosted a midwest-based sketch comedy television show which followed Saturday Night Live for 7 seasons and 103 episodes, becoming the highest-rated TV show in the market at the time. Matt founded his production company with his brother Ben Tompkins in 2014 and they produce podcasts for businesses and clients, specializing in video podcasting - which they leverage to meet all of the marketing needs for any business from SEO to social media, digital and content creation. Connect with Matt on LinkedIn: Extra show notes:


Episode 217: SPECIAL: Listen to Paul's BAD cold sales calls

Episode 217 Featured guest: Derek Marin is President of Simple Selling. Since 2019, his team has implemented outbound sales exclusively for MSPs. They have generated hundreds of first-time appointments that have converted into new managed and co-managed services agreements. If your calendar is all tumbleweed and beat-up trucks, then the answer is simple: call Simple Selling. Connect with Derek on LinkedIn: Extra show notes:


Episode 216: SPECIAL: This guarantees your MSP SUCCESS in 2024

Episode 216 Extra show notes:


Episode 215: SPECIAL: The SECRETS to grow your MSP to $40m revenue

Episode 215 Featured guest: Tom Andrulis is the Chief Executive Officer of Intelligent Technical Solutions and has been at the helm for nearly two decades. A hands-on CEO, Tom directs the operational aspects of ITS and is involved in its day-to-day business decisions. He is also primarily responsible for top-down value alignment, as well as steering the company towards its vision. Tom founded ITS back in 2003, after working and finding success with several business owners who had issues with their technology. He knew right then and there that he wanted to help businesses improve their efficiencies. As a business owner himself, he understood well enough that technology is a critical component to his clients’ success. Tom has a genuine passion not just for working with new and innovative technologies, but also with many kinds of people. Perhaps it’s no surprise that ITS is a people-oriented organization. Tom is driven by the fact that he can make a difference in people’s lives, including entrepreneurs who need help in solving their problems. Despite his dedication and zeal for his role, Tom is a family man first. He loves spending time with his family, especially watching his son play soccer. He also enjoys sports and the great outdoors: He loves working out, snowboarding, and mountain biking. Connect with Tom on LinkedIn: Extra show notes:


Episode 214: What if you could only work 1 hour a day?

Episode 214 Featured guest: Thank you to Tim Fitzpatrick, podcaster and President of Rialto Marketing, for joining me to talk about how MSPs should focus on a defined target market, and reflect that in their marketing activities, to make the most of their resources. Tim is an entrepreneur/business owner with marketing and growth expertise. He has 25+ years of entrepreneurial experience with a passion for developing and growing businesses. That passion served him well in operating and managing a wholesale distribution company he co-owned for nine years before being acquired in 2005. Since then, he’s had failures and successes. He started Rialto Marketing in 2013 and has been helping MSPs that need the help of a marketing leader to accelerate growth without the full-time cost. He believes marketing shouldn’t be difficult. But, you must remove your revenue roadblocks to grow consistently and predictably. Connect with Tim on LinkedIn: Extra show notes:


Episode 213: Ask prospects this cyber security question

Episode 213 Featured guest: Thank you to Ryan Sherrer, Director of Marketing and Special Projects for Titan Digital, for joining me to talk about why he believes that MSP owners can differentiate themselves in the market, and appeal to potential clients, by developing their personal brand and using that in their marketing. Ryan is a seasoned Director of Marketing and Special Projects. Originating from the Midwest, he’s journeyed from stand-up comedy stages to factory floors, and from bartending to boardroom discussions. It’s within the realm of marketing where Ryan truly harnesses his diverse background, offering unique insights and impactful strategies. With a story rooted in adaptability and resilience, Ryan exemplifies the essence of leveraging one’s varied strengths in a professional setting. Connect with Ryan on LinkedIn: Extra show notes:


Episode 212: Is it worth MSPs doing Google ads in 2024?

Episode 212 Featured guest: Thank you to Damien Stevens, Founder & CEO at Servosity, for joining me to talk about how he learned the hard way how NOT to grow his business. Damien also shares how he turned his IT support business into an MSP before the term 'MSP' was widely used. Damien has always been driven by a passion for learning and filling voids. At 14, he dismantled his first computer to understand its inner workings. Raised by a single mother, he dropped out of high school at 15 to work full-time and contribute to his family’s needs. Despite his limited formal education, he passed the GED and enrolled in Spartanburg Technical College. Stevens worked various jobs while attending college, demonstrating his drive and impatience for growth. At 19, he dropped out to start his own business, Utopia Net, with his best friend. They ventured into website development despite having yet to gain prior knowledge in the field. Utopia Net grew into a successful website development company over seven years. Driven by a desire to fill another void, Stevens founded Servosity in 2005 to address their clients’ backup and disaster recovery needs. Through networking, mentorship, and relationships, he continued to grow and strengthen his businesses. Stevens emphasized the importance of mentorship and sought guidance from successful entrepreneurs. He values his personal life, emphasizing that his marriage, family, and relationships are his most important things. Despite attracting investment capital and acquisition offers for Servosity, Stevens remains focused on his goal of making the world’s servers uncrashable. He sees himself as a bettor on himself and his team rather than a gambler in the traditional sense. Stevens is determined to achieve his goals and believes success will follow if they do an excellent job. Connect with Damien on LinkedIn: Extra show notes: