ON PAR - An MSP Industry Leaders Podcast

ZenContract

Tune in to listen to MSP guru, Greg Sharp, chatting with industry legends from all over the globe asking them about their swings & misses, tips & predictions. A must listen for anyone in the MSP industry.

  1. Jan 24

    On Par Podcast - Episode 15 - Capturing the AI Opportunity

    Episode: Capturing the AI Opportunity Host: Greg Sharp, ZenContract Guest: Dustin Puryear, Founder - Giant Rocketship AI is no longer a future trend - it’s actively reshaping how MSPs deliver, price, and scale their services. In this episode of Zencast, Greg Sharp sits down with Dustin Puryear, Founder of Giant Rocketship, to explore how MSPs can move beyond hype and start practically capturing the AI opportunity. Rather than focusing on tools alone, the conversation dives into where AI actually delivers value - from readiness assessments and compliance, to workflow automation and managed workloads. Greg and Dustin share real-world examples, commercial strategies, and practical starting points MSPs can use today. In this episode, we cover: Why AI readiness assessments are a logical starting point for MSPs How MSPs can monetise AI beyond simply reselling tools The growing importance of AI compliance, data security, and governance How embedding AI into workflows and service delivery unlocks real value Why MSPs are shifting from managing workstations to workloads How to use internal automation as a blueprint for customer offerings Where the biggest commercial opportunities exist for MSPs right now Key takeaway: AI becomes truly valuable when it’s delivered as a managed service, not a standalone tool. The MSPs that win will be the ones who package intelligence, compliance, and automation into clear, repeatable offerings. This podcast is hosted by ZenCast.fm

    26 min
  2. On Par Podcast - Episode 14 - From MRR to Contracts that Protect

    09/09/2025

    On Par Podcast - Episode 14 - From MRR to Contracts that Protect

    In this episode of the On Par Podcast, Greg Sharp speaks with James Davis, Chief Strategy Officer at TSP Advisory, about the realities of the modern MSP. James shares why the industry must move beyond rigid, one-size-fits-all service models and embrace a portfolio approach: hourly, retainers, fixed projects, and recurring revenue. He warns against relying on handshake agreements and outdated contracts, explains how contract maturity can reset client relationships, and challenges MSPs not to copy the market — because the “average” MSP isn’t doing well. It’s a candid, practical conversation about billing, risk, growth, and how to build a sustainable MSP business in 2025 and beyond. This podcast is hosted by ZenCast.fm

    39 min
  3. On Par Podcast - Episode 13 - The Valiant Way with Georg Dauterman

    08/12/2025

    On Par Podcast - Episode 13 - The Valiant Way with Georg Dauterman

    In Episode 13 of the On Par Podcast, Greg Sharp sits down with Georg Dauterman, CEO of Valiant Technologies, to talk about what it really takes to build and grow a niche MSP. You’ll hear: Why “How’s business?” is the wrong question (and what to ask instead) How creative agencies go from “it just works” to needing enterprise-level IT The power of retention over chasing every new client Saying no to bad-fit customers to protect culture and profitability If you’re an MSP owner or leader, this conversation is packed with insights you can apply immediately. This podcast is hosted by ZenCast.fm

    42 min
  4. On Par Podcast - Episode 12 - The MSP Sales Shift Luke Fong

    07/21/2025

    On Par Podcast - Episode 12 - The MSP Sales Shift Luke Fong

    Greg Sharp chats with Luke Fong, CEO of Lateral Plains, about the hard lessons behind growing an MSP — from ditching pricing-first conversations to saying no to the wrong clients. They cover: ✔ Rebuilding the sales process ✔ Why fit matters more than "yes" ✔ Using local events to drive real revenue ✔ Setting expectations early ✔ AI vs automation (and what actually works) This podcast is hosted by ZenCast.fm

    27 min
  5. On Par Podcast - Episode 11 - From From Founder-Led to Scalable Sales with James Bergl

    07/10/2025

    On Par Podcast - Episode 11 - From From Founder-Led to Scalable Sales with James Bergl

    In this episode of The On Par Podcast, Greg chats with James Bergl (Bluebird) about something every founder-led MSP runs into eventually — how to move beyond doing all the sales yourself. From rookie sales hires that don’t work out to what “good” actually looks like, James unpacks where MSPs go wrong (and how to get it right the first time). They cover everything from comp plans and lead flow to onboarding, cadence, and that one painful truth: time kills all deals. If you’re thinking about growing your sales team — or trying to recover from a bad hire — this one’s for you. This podcast is hosted by ZenCast.fm

    35 min
  6. On Par Podcast - Episode 10 - From Conversations to Close: MSP Sales with Adam Ross

    06/16/2025

    On Par Podcast - Episode 10 - From Conversations to Close: MSP Sales with Adam Ross

    In this episode of The On Par Podcast, Greg Sharp sits down with Adam Ross — CEO and Co-Founder of CloudOlive — to unpack what really works in MSP sales today. From the power of founder-led selling to filtering time-wasters with one simple question, this episode is packed with practical strategies MSPs can apply immediately to grow revenue, shorten sales cycles, and win better-fit clients. 💬 Topics covered: Why “How have you tried to solve this already?” is the ultimate qualifying question How to uncover patterns in your last 5 deals (and double down on them) When to walk away from a bad-fit opportunity The importance of fast follow-up and professional proposals What real traction looks like — and how to systemize it Bonus: How billing clarity and contract speed build long-term trust Whether you're a founder still leading sales or scaling a team — this one’s a must-listen. This podcast is hosted by ZenCast.fm

    34 min
  7. On Par Podcast: Episode 9 - Everything You Wish You Knew Before Selling IT Services w/ Pete Eldon

    05/29/2025

    On Par Podcast: Episode 9 - Everything You Wish You Knew Before Selling IT Services w/ Pete Eldon

    In this episode, Greg Sharp (ZenContract) chats with MSP sales expert Pete Eldon about how to move beyond founder-led chaos and start building a real sales engine. They cover: Hiring your first junior rep (and why experience isn’t everything) What real MSP sales looks like — without the fluff How to stop overcomplicating your go-to-market strategy Straight-talking advice for MSPs ready to grow.

    29 min
  8. On Par Podcast - Episode 8 - Inside the M&A Playbook with First Focus

    05/08/2025

    On Par Podcast - Episode 8 - Inside the M&A Playbook with First Focus

    In this episode, Greg Sharp sits down with Ross Sardi, CEO of First Focus, to unpack what really drives successful MSP acquisitions. From cultural fit and clean financials to customer retention and contract hygiene—Ross shares hard-earned lessons on how to integrate businesses without losing what made them valuable in the first place. Whether you're looking to buy, sell, or just get your house in order, this is a must-listen for any MSP thinking about M&A. This podcast is hosted by ZenCast.fm

    23 min
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Tune in to listen to MSP guru, Greg Sharp, chatting with industry legends from all over the globe asking them about their swings & misses, tips & predictions. A must listen for anyone in the MSP industry.

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