The MSP Sales Podcast · 2026-06-15 · 58 min
Most MSP owners think they know their numbers.The problem is... most don't.If you look under the hood of a stagnant MSP, the problem usually isn't sales.It's visibility. You can't improve profitability if you don't know where it's actually coming from. Many MSPs chase growth without understanding which customers, agreements, or services are making money. The result is more complexity, more work, and often very little improvement to the bottom line. In this episode, Brian Gillette sits down with John Risko of MSP CFO & Accounting to unpack the connection between strategy, operations, and profitability. They discuss why specialization creates leverage, why many MSPs don't actually know their numbers, and how better visibility leads to better business decisions.We cover: → Why strategic focus matters more than adding revenue→ How saying "no" improves profitability→ The hidden cost of custom solutions→ Why many MSPs struggle to measure profit→ Ways to identify unprofitable customers…and more. If you're trying to build a more profitable MSP, this conversation will challenge how you think about growth, metrics, and what it actually takes to scale.
Episode 48 - 8 Visits a Day: One MSP Prospecting System That Actually Works (w/Guest: Aston Fortuna)72 / 100Episode 47 - The Algorithmic Approach to Booking Meetings for MSPs (Guest: Nicole Bielanski)Episode 45 - The MSP of the Future Will Be a vCISO (Guest: Jesse Miller)Episode 44 - From Building to Closing: The Five Questions That Drive RevenueEpisode 43 - The Cyber Insurance Shield: De-risking Your MSP (w/Guest: Andy Runyan)