Get More MSP Leads with Laura Johns | Predictable Revenue for MSPs – Détails, épisodes et analyse

Brian Strong scaled Ten Hats from $2M to $19M in five years. His team now closes over 50% of deals without him in the room. Here is what he changed.

Your MSP sales rep is not the problem. Your process is. If you built your sales process around how you close deals as the founder, no rep will ever replicate it. This episode is the one to send your sales team.

IN THIS EPISODE:

• Why MSP sales reps keep failing and who is actually to blame
• The one thing keeping MSPs stuck below $10M
• Why 10 qualified prospects beat 30 bad ones every time
• The KPIs every MSP sales leader needs to track
• How to build a sales process that works without the founder in the room
• Why going upmarket changes everything about how you sell

ABOUT BRIAN STRONG:

Brian Strong is the CEO of Ten Hats, an MSP based in Knoxville, Tennessee. He scaled Ten Hats from $2M to $19M in five years by building a repeatable sales process that works without him. Twenty years in MSP sales. Sandler trained. Connect with Brian: linkedin.com/in/brian-strong

ABOUT LAURA JOHNS:

Laura Johns is the CEO of The Business Growers. She spent nearly a decade as the marketing leader inside an MSP before founding TBG. Author of Know Grow Scale. Host of Get More MSP Leads podcast.

Book a free Growth Session at thebusinessgrowers.com.

Get the book at amazon.com/dp/B0DFW781ZT

If you're still the one holding everything together at your MSP, that's not a leadership problem. It's a structure problem.

In this episode Laura introduces Lydia Walker, the new COO of The Business Growers, and they talk through what it actually takes to scale an MSP past the point where the founder is the glue. Lydia spent 20 years inside telecom and MSP operations, including scaling Altaworx from a three-person agency into a fully owned customer business. She's been in the seat your next hire needs to fill.

This is also the first episode under the new name. Get More MSP Leads. Same mission, sharper focus.

IN THIS EPISODE:

• Why the visionary founder is often the ceiling their own business can't break through
• What Lydia learned scaling Altaworx the hard way
• Why MSPs that can't scale never took the growth phase seriously
• EOS, visionary vs. integrator, and why both matter for MSPs
• What "the hole in the boat" means and why Laura waited as long as she did to fill it

ABOUT LYDIA WALKER:
Lydia Walker is the COO of The Business Growers. She brings 20 years of operations leadership across telecom, managed mobility, and IT services. She spent over a decade scaling Altaworx before joining TBG to build the operational infrastructure that lets the business grow without Laura in every seat. Connect with Lydia: linkedin.com/in/lydiaawalker

ABOUT LAURA JOHNS:
Laura Johns is the CEO of The Business Growers. She spent nearly a decade as the marketing leader inside an MSP before founding TBG. Author of Know Grow Scale. Host of Get More MSP Leads. 60+ clients across 23 states.

Book a free Growth Session at thebusinessgrowers.com.

Get the book at amazon.com/dp/B0DFW781ZT

What does it take to grow a cybersecurity firm that big companies actually trust?

 

In this episode, Laura Johns talks with Kyle Hillman, CRO at Open Security, an offensive cybersecurity company led by a team of former military operators. They've moved from subcontracting on pentests to directly serving some of the biggest names in tech and finance.

 

Kyle breaks down what's working, what's broken, and how they're building a business that doesn't just talk about resilience, but they actually help clients prove it.

 

If you're leading growth, sales, or strategy inside a cybersecurity firm or MSP, this is a real-world view of what it looks like to scale without outside funding, vendor fluff, or shortcuts. What you'll get from this conversation:

• What enterprise clients actually care about in a security partner
• How Open Security is tackling tool sprawl and vendor overload
• Entrepreneurship lessons from Kyle on how to build a tech business
• How deepfakes, fake resumes, and insider threats are changing red team work
• Hard lessons from building a go-to-market motion without VC backing

 

Subscribe for more MSP sales and marketing strategies.

Hear more from Open Security.

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About The Business Growers  Many Managed Services Providers and IT companies struggle to grow because they are constantly putting out fires and don't have the bandwidth to focus on the marketing strategy and execution required to scale the business. At The Business Growers, we believe you shouldn't have to hire a full-time marketing team to compete in the marketplace. We work exclusively with MSPs and IT companies, serving as their tech marketing dream team and offering a proven framework for revenue growth. Visit us at https://thebusinessgrowers.com/

What's your MSP actually worth — and what would make someone want to buy it? In this candid episode of the Know Grow Scale podcast, Laura Johns sits down with Jay Dixon, Founder of Criterion Consulting, to dig into the hard truths MSP owners face when building a business someone actually wants to buy. Jay's leadership provided him a sharp lens into the mistakes MSPs make that kill their valuation, and what smart operators do to prepare for the sale. If you've ever thought about selling your MSP, or just want to build one with real enterprise value, this episode is required viewing.

 

What MSP owners will learn

• Why most MSPs aren't sellable and how to fix it
• What buyers are really looking for (it's not just MRR)
• The "leaky boat" syndrome in MSP financials
• How to step out of operations without burning it all down
• The single biggest driver of valuation (hint: it's not always revenue)

 

Whether you're burned out, planning a future exit, or just trying to make payroll without doing every job yourself, this conversation is one every MSP owner needs to hear.

 

Subscribe for more MSP sales and marketing strategies.   Hear more from Jay by following him on LinkedIn.

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About The Business Growers  Many Managed Services Providers and IT companies struggle to grow because they are constantly putting out fires and don't have the bandwidth to focus on the marketing strategy and execution required to scale the business. At The Business Growers, we believe you shouldn't have to hire a full-time marketing team to compete in the marketplace. We work exclusively with MSPs and IT companies, serving as their tech marketing dream team and offering a proven framework for revenue growth. Visit us at https://thebusinessgrowers.com/

In this episode of the Know Grow Scale podcast, Laura Johns sits down with Jim Gernatt, CEO and co-founder of Netverge, to explore how his company is transforming the way MSPs manage networks, systems, and alerts.

Netverge was born out of real operational challenges, like excessive alerts, project delays, and time-consuming troubleshooting. Rather than adding another tool to the tech stack, Netverge consolidates key MSP functions into one AI-powered platform. The conversation covers:

- Why traditional monitoring tools overwhelm engineers 

- How Netverge prioritizes real issues over false alarms

- The role of AI agents in reducing manual troubleshooting

- Built-in SOPs and structured documentation for faster support

- How Netverge eliminates the need for multiple disjointed tools

- Real-time dashboards, performance insights, and proactive alerting

Jim also gives a live walkthrough of the platform, showing how it helps MSPs save time, reduce distractions, and improve service quality.

Learn more or book a demo: https://netverge.com/

Follow The Business Growers: https://www.instagram.com/thebizgrowers/

About The Business Growers: Many Managed Services Providers and IT companies struggle to grow because they are constantly putting out fires and don't have the bandwidth to focus on the marketing strategy and execution required to scale the business. At The Business Growers, we believe you shouldn't have to hire a full-time marketing team to compete in the marketplace. We work exclusively with MSPs and IT companies, serving as their tech marketing dream team and offering a proven framework for revenue growth.

Visit us at https://thebusinessgrowers.com/ 

The countdown is on for Rev.io's Client Summit, and we've got the inside scoop! In this episode, Laura Johns chats with Usman Zahoor, VP of Channel & Community, about what you can expect in Atlanta this September (10-12, 2025). We talk all about the sales and marketing workshop where our own CEO, Laura Johns, will be leading a workshop on how to grow your MSP into a lead machine.

From the launch of Rev.io's brand-new AI-powered PSA platform to the industry-wide shift toward convergence, Usman shares what MSPs and others in the industry can expect to learn at the Rev.io Client Summit. We're talking sales tips, marketing strategies, growth opportunities, and why this Summit is the place to be if you want to scale in 2025. 

 

Summit Registration & Details: https://client-summit.rev.io/

Know more about The Business Growers: https://thebusinessgrowers.com/

 

Talking about automation with your MSP team can feel overwhelming or even a little threatening. You know it will save time. You know it will boost profit. But the minute you bring it up, people assume it's about replacing jobs or overhauling everything at once.

 

In this episode of Know, Grow, Scale, host Laura Johns, founder of The Business Growers, shows MSP owners how to make automation a no brainer for you and your team.

 

Why avoiding automation is costing you time, money, and top talent

Where to start automating (without a dev team or big budget)

Simple wins you can implement today with tools you already use

How to get your team excited about automation instead of resisting it

If you're stuck in busywork, dropping balls, or scaling slower than you want, this episode gives you the clarity and tools to change that. Learn how smart automation can free up your team, wow your clients, and grow your bottom line.

 

 

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About The Business Growers  Many Managed Services Providers and IT companies struggle to grow because they are constantly putting out fires and don't have the bandwidth to focus on the marketing strategy and execution required to scale the business. At The Business Growers, we believe you shouldn't have to hire a full-time marketing team to compete in the marketplace. We work exclusively with MSPs and IT companies, serving as their tech marketing dream team and offering a proven framework for revenue growth. Visit us at https://thebusinessgrowers.com/

Let's be honest. Selling cybersecurity to small business clients can feel awkward. You know they need it. You know they're vulnerable. But the minute you bring it up, they think you're just trying to upsell them on some overpriced "maybe" service.

In this episode of Know, Grow, Scale, host Laura Johns, founder of The Business Growers, breaks down how to change that.

• Why clients don't see the value of cybersecurity
• How to talk about security without fear tactics
• Real-world stories, practical messaging tips, and smart positioning
• Ways to build trust with your clients while growing recurring revenue

If you've ever felt uncomfortable bringing up security, this episode gives you the tools to make those conversations easier and more effective. Learn how to position cybersecurity as essential, not optional.

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About The Business Growers

 Many Managed Services Providers and IT companies struggle to grow because they are constantly putting out fires and don't have the bandwidth to focus on the marketing strategy and execution required to scale the business. At The Business Growers, we believe you shouldn't have to hire a full-time marketing team to compete in the marketplace. We work exclusively with MSPs and IT companies, serving as their tech marketing dream team and offering a proven framework for revenue growth.
Visit us at https://thebusinessgrowers.com/

If you're an MSP owner who's ever thought, "We need more leads, but I don't have time to figure out what's working," this episode of Know Grow Scale is for you.

 

Host Laura Johns gets real about why most MSPs struggle with marketing—and how trying to DIY it, outsource it, or explain your business to someone who doesn't "get" tech just leads to frustration and wasted time. Sound familiar?

 

In this episode, Laura introduces something brand new that she and her team at The Business Growers have been building behind the scenes: YourMSPMarketing.com. It's a fully built-for-you, all-in-one marketing system made specifically for MSPs—no more guessing games, no more generic content, and no need to become your own marketer.

 

You'll learn how it helps MSPs like you:

 

Launch a website that actually brings in leads

Get found through local SEO and Google Business

Automate follow-up and stay organized with a built-in CRM

Collect and manage online reviews

Post branded social media content—without lifting a finger

And get expert marketing support every month

Whether you're a one-person shop doing it all or a small team tired of piecing together tools, this episode shows how Your MSP Marketing can finally give you a system that works—so you can grow without burning out.

 

Grab your coffee, hit play, and let's talk about how to take the marketing load off your plate for good.

 

________________________________________________________________ About The Business Growers

 Many Managed Services Providers and IT companies struggle to grow because they are constantly putting out fires and don't have the bandwidth to focus on the marketing strategy and execution required to scale the business. At The Business Growers, we believe you shouldn't have to hire a full-time marketing team to compete in the marketplace. We work exclusively with MSPs and IT companies, serving as their tech marketing dream team and offering a proven framework for revenue growth.

In this episode, Laura sits down with Mark Loveys, CEO of Datagate, to talk about something most MSPs don't think about until it becomes a problem — billing.

Mark shares how Datagate makes telecom billing easier by integrating directly with the tools MSPs already use. The goal is simple. Help MSPs bill everything in one place, under their own brand, and eliminate the back-office headaches that slow down growth.

You'll hear:

• How Datagate got its start and found product-market fit early on

• Why unifying billing helps MSPs grow faster and keep customers longer

• What separates the MSPs who scale from the ones who stall

• Real examples of how automating billing led to more revenue without more staff

• Why AI and automation are changing the future of billing

If you're serious about growing your MSP, this episode will give you a new way to think about billing as a growth lever instead of just an admin task.

Listen in for a practical, CEO-to-CEO conversation about solving real problems and scaling smart.

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About The Business Growers: Many Managed Services Providers and IT companies struggle to grow because they are constantly putting out fires and don't have the bandwidth to focus on enhancing client experience and executing strategies required to scale the business. At The Business Growers, we believe you shouldn't have to navigate the complexities of client experience alone. We work exclusively with MSPs and IT companies, serving as their CX dream team and offering a proven framework for revenue growth through exceptional client experiences.