The $10 Million MSP Podcast

Brian Hoppe Coaching
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The $10 Million MSP Podcast dives into the real stories of MSP leaders who have gone beyond 10 million. How they built teams, created systems and turned their businesses into valuable wealth-building assets. Join Brian Hoppe, Strategic Coach to MSPs, as he sits down with leaders of $10M+ MSPs to unpack the inflection points that matter – From the personal stories of MSP leaders to key fundamentals like culture, operational maturity and driving profitability. This isn’t another MSP podcast about tools and tech. On The $10 Million MSP Podcast you’ll find behind the scenes conversations with leaders that have built thriving MSPs – their biggest wins, their toughest lessons and practical advice that you can use now. If you’re an MSP owner who knows that growth starts from within, that mindset, leadership and strategy, align to create both wealth and meaning, then this show is for you. New episodes are released every other week!

  1. Oct 5

    $7M to $29M: What Changed When He Stopped Doing It All w/ Bruce Nelson

    Can your MSP scale without you? Take the free MSP Maturity Assessment. brianhoppe.com/assessment Giving up control is uncomfortable for most MSP owners. For Bruce Nelson, it became one of the biggest drivers of growth. Bruce, President of Vertilocity, joins Brian Hoppe to explain how the business grew from roughly $7 million in revenue to nearly $29 million, with a $35 million target ahead. They discuss joining a larger CPA firm, using acquisitions to add new capabilities, and building a leadership team that could run the day-to-day without everything flowing through Bruce. Bruce also shares why culture remains his responsibility, how Vertilocity evaluates potential acquisitions, and why AI could significantly change the skills, pricing models, and services MSPs need over the next several years. In this episode: Why giving up control can accelerate MSP growthGrowing from roughly $7 million to nearly $29 millionWhat Vertilocity looks for when acquiring another MSPHow joining a larger organization changed Bruce’s roleBuilding leaders who can solve problems without the ownerWhy culture is one responsibility Bruce will not delegateHow AI could reshape the MSP business model Key Moments 0:00 - Introduction 1:07 - Meet Bruce Nelson 2:01 - Why giving up control matters 4:01 - Building the original MSP 8:15 - Joining HBK and accelerating growth 13:21 - Vertilocity’s acquisition strategy 22:20 - Growing inside a larger organization 30:28 - Building a remote company and leadership team 37:27 - Getting Bruce out of the day-to-day 42:06 - Why culture stays with the leader 50:38 - How AI could reshape MSPs 54:36 - Bruce’s biggest leadership mistake 56:37 - Rapid-fire questions Connect Brian Hoppe: https://brianhoppe.com/ https://www.linkedin.com/in/brianhoppe/ Bruce Nelson: https://vertilocity.com/ https://www.linkedin.com/in/brucenelsonvs/ https://www.linkedin.com/in/brucenelsonvs/

  2. Sep 21

    From $10M to $175M: What Changes When an MSP Really Scales w/ Reed Wilson

    Can your MSP scale without you? Take the free MSP Maturity Assessment. brianhoppe.com/assessment Private equity is often treated like the enemy of MSP owners. Reed Wilson once saw it that way too. Reed, CEO of Courser, joins Brian Hoppe to explain how the right private equity partnership helped turn a $10 million MSP into a $175 million organization with approximately 650 employees and 25 acquisitions. They discuss why Courser keeps its local MSP brands, what changes after an acquisition, and why the skills needed to build an MSP are not always the same skills needed to scale one. Reed also breaks down Courser’s approach to organic growth, board management, leadership hiring, and using machine learning to identify at-risk clients before they churn. In this episode: What MSP owners misunderstand about private equityHow recurring revenue helped Reed’s MSP reach $10 millionWhy Courser preserves the local brands it acquiresHow Courser transforms a new MSP after an acquisitionWhat it takes to manage an MSP with 650 employeesHow machine learning reduced churn among at-risk clientsWhy builders are not always the right people to scale a company For MSP owners considering private equity, acquisitions, or their own role in the next stage of the business, this conversation offers a candid look at what changes when an MSP grows beyond the founder. Key Moments 0:00 - Introduction 1:07 - Meet Reed Wilson 1:25 - What MSP owners get wrong about private equity 5:20 - Building an MSP from the ground up 8:54 - Moving from project work to recurring revenue 12:29 - Why Reed finally considered private equity 15:33 - Scaling Courser to $175 million 19:40 - Transforming an MSP after an acquisition 27:15 - Learning to work with a board 30:10 - The difference between builders and scalers 37:03 - Building an organic growth engine 40:07 - Using machine learning to reduce client churn 46:24 - Reed’s biggest leadership mistakes 50:05 - Leadership lessons and rapid-fire questions 54:59 - Where to connect with Reed Wilson Connect Brian Hoppe: https://brianhoppe.com/ https://www.linkedin.com/in/brianhoppe/ Reed Wilson: https://www.linkedin.com/in/sreedwilson https://www.gocourser.com/

  3. Sep 7

    The $18M MSP Bottleneck Was The CEO w/ Clay Harris

    Can your MSP scale without you? Take the free MSP Maturity Assessment. brianhoppe.com/assessment Hiring a second-in-command does not remove the owner bottleneck if every important decision still runs through the owner. Brian Hoppe sits down with Clay Harris, former CEO of WorkSmart and Certified EOS Implementer, to discuss the systems, leadership, and personal decisions behind growing an MSP from its earliest days to $22 million in revenue and more than 100 employees. WorkSmart began in 2001 with a group of recent college graduates selling IT services for $40 an hour. Over the next two decades, the company built recurring revenue, completed eight acquisitions, expanded into new markets, and eventually used EOS to break through a ceiling at roughly $5 million. Clay explains why founders often hold onto responsibilities long after the business has outgrown their involvement. In his case, he was still personally ordering millions of dollars in hardware while serving as CEO of an $18 million company. He also shares what it actually takes to empower an integrator, why handing someone a messy business is not delegation, and why a professionally managed MSP must give its leadership team real authority instead of forcing every decision back through the founder. In this episode: Why MSP owners create too much chaos or wait too long to actHow WorkSmart grew to $22 million through organic growth and acquisitionsWhy a well-run company is already being built to sellWhat founders must do before hiring professional managementWhy integrators fail when owners refuse to release controlHow EOS helped WorkSmart triple its monthly recurring revenueWhat MSP owners should consider before selling or stepping away If your MSP has outgrown the way you currently lead it, this conversation will help you create the clarity, accountability, and leadership structure required for the business to operate without everything depending on you. Key Moments 0:00 - Introduction 1:07 - Meet Clay Harris 1:59 - What MSP owners get wrong about growth 3:38 - Building WorkSmart from the ground up 7:48 - Growing the MSP to $22 million 10:28 - Organic growth and eight acquisitions 11:46 - Building an MSP to own or sell 14:52 - Preparing the business for professional management 17:19 - Why founders struggle to let go 19:53 - How Clay became his company’s bottleneck 21:22 - Delegating without taking the work back 22:33 - What a true integrator does 25:18 - Finding an identity beyond the MSP 27:48 - Why remaining an owner did not work for Clay 30:19 - Finding purpose after an exit 35:15 - A great life does not require selling the company 37:15 - How EOS changed WorkSmart 39:26 - Growing MRR from $340,000 to $1 million 42:08 - The three things every entrepreneur needs 44:16 - Clay’s biggest leadership mistake 47:47 - Where to connect with Clay Harris Connect Brian Hoppe: https://brianhoppe.com/ https://www.linkedin.com/in/brianhoppe/ Clay Harris: https://clayharris.com/ https://implementer.eosworldwide.com/clay-harris/

  4. Aug 24

    How Focus 'Took Net Friends' to $10 Million (Twice) w/ John Snyder

    Can your MSP scale without you? Take the free MSP Maturity Assessment. brianhoppe.com/assessment Reaching $10 million once can be momentum. Reaching it again after falling back forces you to build an MSP that can actually hold its ground. Brian Hoppe sits down with John Snyder, CEO of Net Friends, to unpack the company’s journey to $10 million and the mistakes that made its first attempt unsustainable. Net Friends grew quickly, but growth without enough management, financial discipline, or strategic focus created a business that was difficult to control. The company pursued too many markets, offices, and service models at once, leaving leadership stretched thin and the core managed services business without a clear direction. John explains how Net Friends returned to $10 million as a focused, pure-play MSP with stronger management, clearer systems, and a much better understanding of what drives profitability. He also shares his unusual path from the company’s fourth employee to owner and CEO, how a company split unlocked four consecutive years of 40% growth, and why Net Friends replaced its dependence on sales “rock stars” with a repeatable system that helped convert 24 new clients in 2025. In this episode: - Why MSPs repeatedly stall around $1 million, $3 million, and $5 million - How competing business lines consume leadership headspace - John’s transition from field technician to owner and CEO - How Net Friends rebuilt its sales and marketing engine - Why budgeting and profitability are leadership responsibilities If your MSP is growing but becoming harder to manage, this conversation will help you identify the systems, leadership depth, and financial discipline required to scale with stability. Key Moments 0:00 - Introduction 2:23 - Growth ceilings and the missing management layer 5:12 - Why Net Friends had to reach $10 million twice 9:54 - Leadership headspace and the cost of divided focus 17:16 - John’s journey from employee to owner 27:15 - How focus produced four years of 40% growth 33:26 - Preparing an MSP for ownership transition 39:45 - Choosing the right business partner 44:34 - Rebuilding sales around a repeatable system 49:35 - How cold calling and marketing worked together 54:05 - The profitability target for a $10 million MSP 1:01:37 - John’s biggest leadership mistake 1:07:31 - Where to connect with John Snyder Connect Brian Hoppe: https://brianhoppe.com/ https://www.linkedin.com/in/brianhoppe/ John Snyder: https://www.netfriends.com/ https://www.linkedin.com/in/johnsnyder-netfriends/

  5. Aug 17

    The AI Advantage Most MSP CEOs Are Missing w/ Damien Stevens

    Can your MSP scale without you? Take the free MSP Maturity Assessment. brianhoppe.com/assessment AI is not another tool MSPs can simply buy and roll out. It is a fundamental shift in what a small team can accomplish. Brian Hoppe sits down with Damien Stevens, founder and CEO of Servosity and host of MSP Mindset, to explore how agentic AI is already changing the way MSPs operate. Damien’s journey started with a personal crisis. When his daughter experienced serious health issues, he needed to reclaim time without slowing down the business. That forced him to stop experimenting with AI at the surface level and start rebuilding real workflows around agents. The result was roughly 20 hours saved every week, a support team producing significantly more without additional hires, and a company-wide shift in how people think about their work. But this conversation is not really about technology. It is about leadership. Damien explains why MSP owners need to get involved personally, how to create a culture where employees are comfortable automating parts of their jobs, and why the best leaders will reinvest that new capacity instead of simply cutting headcount. The larger opportunity is helping clients do the same. MSPs can move beyond keeping systems running and begin helping businesses increase revenue, improve margins, accelerate workflows, and accomplish things that were previously impossible. In this episode: Why MSP leaders cannot delegate AI entirely to the CTODamien’s three-step process for introducing agentic AIHow one employee automated roughly six hours of daily workWhy revenue per employee and employee satisfaction can rise togetherHow MSPs can turn internal AI experience into a new client offering If you lead an MSP and want to turn AI from hype into operational leverage, this conversation offers a practical place to begin. Key Moments 0:00 - Welcome to the $10 Million MSP 1:08 - Why this AI conversation is different 3:26 - The personal crisis that forced Damien to find leverage 7:20 - Why MSPs cannot afford to sit out the AI shift 10:08 - Moving from IT cost center to business growth partner 16:39 - Damien’s three-step process for adopting agentic AI 20:04 - Helping employees automate their own repetitive work 25:07 - Redesigning the company around new capabilities 30:58 - The leadership and cultural side of AI adoption 42:47 - Connecting agents to real MSP business systems 47:11 - Automating mechanical work while preserving human judgment 58:08 - How MSP leaders can get started Connect Brian Hoppe: https://brianhoppe.com/ https://www.linkedin.com/in/brianhoppe/ Damien Stevens: https://servosity.com/ https://www.linkedin.com/in/dstevens/

  6. Aug 10

    $2M to $20M: Building a Sales Engine That Scales w/ Brian Strong

    Can your MSP scale without you? Take the free MSP Maturity Assessment. brianhoppe.com/assessment Most MSPs do not have a sales problem because they hired the wrong personality. They have a sales problem because they never built a system. Brian Hoppe sits down with Brian Strong, CEO of TenHats and former founder of Vendor Registry, to break down the sales process behind growing an MSP from roughly $2 million to nearly $20 million in five years. Brian explains why marketing cannot close deals on its own, how outside sales helped the company move upmarket, and why owner-led sales eventually limits growth. The conversation also explores the center of influence strategy responsible for much of Brian’s success. He shares how to find the right relationships, stay top of mind, and generate stronger opportunities without relying on endless cold outreach. In this episode: - How TenHats grew from roughly $2 million to nearly $20 million - Why MSPs need a sales system that does not depend on the owner - How outside sales helped the company move upmarket - Why centers of influence drive most of Brian’s prospecting - How to build valuable COI relationships through existing clients - The leadership shift required to become a true CEO If you’re an MSP owner trying to build a repeatable sales engine, move beyond owner-led growth, or generate better opportunities through strategic relationships, this is the conversation. Key Moments 0:00 - Welcome to The $10 Million MSP 1:07 - Meet Brian Strong 2:23 - What MSP owners get wrong about sales 6:25 - Selling more than $100,000 in new MRR 10:38 - From SaaS founder back to the MSP industry 14:47 - Growing an MSP from $2 million to nearly $20 million 18:48 - Moving beyond owner-led sales 23:37 - Building an upmarket sales team 29:21 - Centers of influence as a growth strategy 36:44 - Building and managing COI relationships 45:40 - Starting with existing clients 49:31 - Asking for referrals the right way 53:10 - Why COI strategies fail 58:12 - Should sales or operations come first? 1:00:32 - Brian’s biggest leadership lessons 1:04:14 - Rapid-fire questions 1:09:10 - Where to connect with Brian Strong Connect Brian Hoppe: https://brianhoppe.com/ https://www.linkedin.com/in/brianhoppe/ Brian Strong: https://tenhats.com/ https://www.linkedin.com/in/brian-strong/

    $2M to $20M: Building a Sales Engine That Scales w/ Brian Strong

  7. Jul 27

    The $14M MSP Lesson: Stop Waiting to Feel Ready w/ Billy Adams

    Can your MSP scale without you? Take the free MSP Maturity Assessment. brianhoppe.com/assessment Organic growth becomes much more predictable when sales stops depending on the owner and starts operating like a system. Brian Hoppe sits down with Billy Adams, president of ACS, to unpack how he helped grow the family-owned MSP from roughly $3.5 million to nearly $14 million in revenue without acquisitions, private equity, or outside investors. Billy breaks down the sales engine behind that growth, including how ACS built a team of SDRs and BDRs, created clear activity targets, developed talent internally, and generated enough pipeline to recover after unexpectedly losing $150,000 in monthly recurring revenue. The conversation also explores ACS’s move into managed AI. Billy explains why MSPs need to help clients establish AI governance before chasing automation, how ACS is turning that guidance into recurring revenue, and why every AI initiative should begin with a valuable business outcome. Billy also shares his plans to keep ACS independent, potentially transition the company to a third generation, and continue building toward $30 million while protecting the culture and relationships that made the business successful. In this episode: How ACS grew from $3.5 million to nearly $14 million without M&AWhy MSPs need a repeatable sales engine instead of one salespersonHow ACS generates 8 to 10 new sales appointments each weekWhy peer groups and EOS became critical to Billy’s growthHow AI governance can become a new managed serviceWhy AI projects should begin with business outcomes, not toolsHow Billy is thinking about independence and family successionWhat leading with emotion taught Billy about people and leadership If you’re an MSP owner trying to create predictable organic growth, move beyond owner-led sales, or find a practical way to bring AI services to your clients, this is the conversation. Key Moments 0:00 - Introduction 1:06 - Meet Billy Adams 2:00 - What MSP owners misunderstand about organic growth 5:35 - Growing ACS from $3.5M to nearly $14M 7:07 - Replacing $150K in lost monthly recurring revenue 11:35 - Building a repeatable MSP sales engine 18:00 - Investing in salespeople and developing talent internally 23:00 - The activity and metrics behind the pipeline 25:29 - EOS, leadership layers, and the fractional integrator 29:51 - Building an AI practice inside an MSP 32:28 - AI security, governance, and acceptable-use policies 38:24 - Connecting AI to meaningful business outcomes 41:00 - Turning managed AI into recurring revenue 49:50 - Staying independent and planning the future of ACS 55:09 - Billy’s biggest leadership mistakes 58:23 - Rapid-fire questions and closing thoughts 1:02:15 - Where to connect with Billy Connect Brian Hoppe: https://brianhoppe.com/ https://www.linkedin.com/in/brianhoppe/ Billy Adams: https://acs.com/ https://www.linkedin.com/in/williamadamsjr/

  8. Jul 13

    The $27m MSP Playbook for Scaling Past $10M w/ Willis Cantey

    Can your MSP scale without you? Take the free MSP Maturity Assessment. brianhoppe.com/assessment The people who help you get to one stage of growth are not always the people who can help you scale to the next one. As MSPs grow, the business changes. The owner can’t be the hero. The best tech can’t be the only person clients call. And the team cannot keep relying on individual effort instead of process, structure, and leadership. Brian Hoppe sits down with Willis Cantey, founder of Cantey Tech, to unpack how he grew a two-person IT support company into a roughly $27 million MSP with around 120 employees. This conversation gets into the real work of scaling an MSP, from getting out into the community and building trust, to hiring salespeople, investing in management before the payoff shows up, and moving away from the “Superman cape” model that keeps small MSPs stuck. Willis also shares what he has learned through acquisitions, organic growth, leadership development, vertical focus, private equity, and the hard people decisions that come with building a more mature company. In this episode: - Why MSP owners need to get out from behind the desk to grow - How Cantey Tech scaled through relationships, sales, and referrals - Why investing in management can shrink margins before it improves the business - How to move beyond the “hero tech” model and build a process-driven company - Why holding onto the wrong people too long can cost clients, culture, and growth - What Willis learned from acquisitions, integration, and protecting culture - How to develop leaders without forcing great techs into management roles If you’re an MSP owner trying to grow beyond founder-led chaos, build a stronger leadership team, and create a company that can scale without depending on superheroes, this is the conversation. Key Moments 0:00 - Introduction 1:07 - Meet Willis Cantey 1:29 - Growing from $5M to $10M 3:23 - Buying and building Cantey Tech 8:33 - Scaling to $27M and 120 employees 11:25 - Investing in management before the payoff 19:42 - Moving beyond the “Superman cape” model 24:22 - The cost of holding onto the wrong people 27:30 - Decisions that created disproportionate growth 30:39 - Vertical focus, markets, and specialization 39:43 - Acquisitions, culture, and integration 45:14 - Organic growth and sales strategy 48:01 - Developing leaders inside the company 58:03 - The role of the CEO at scale 1:01:52 - Willis’ biggest leadership mistake 1:03:31 - Rapid-fire questions and closing thoughts 1:06:16 - Where to connect with Willis Connect Brian Hoppe: https://brianhoppe.com/ https://www.linkedin.com/in/brianhoppe/ Willis Cantey: https://canteytech.com/ https://www.linkedin.com/in/williscantey/

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About

The $10 Million MSP Podcast dives into the real stories of MSP leaders who have gone beyond 10 million. How they built teams, created systems and turned their businesses into valuable wealth-building assets. Join Brian Hoppe, Strategic Coach to MSPs, as he sits down with leaders of $10M+ MSPs to unpack the inflection points that matter – From the personal stories of MSP leaders to key fundamentals like culture, operational maturity and driving profitability. This isn’t another MSP podcast about tools and tech. On The $10 Million MSP Podcast you’ll find behind the scenes conversations with leaders that have built thriving MSPs – their biggest wins, their toughest lessons and practical advice that you can use now. If you’re an MSP owner who knows that growth starts from within, that mindset, leadership and strategy, align to create both wealth and meaning, then this show is for you. New episodes are released every other week!

Information

  • Creator
    Brian Hoppe Coaching
  • Years Active
    2025 - 2026
  • Episodes
    23
  • Rating
    Clean
  • Copyright
    © Copyright 2026 Brian Hoppe Coaching
  • Show Website
    The $10 Million MSP Podcast

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