Harvest! The MSP Sales Show
Generate more business from your existing clients. Proven strategies to unlock hidden revenue, field-tested approaches from successful MSPs, and actionable frameworks for immediate results.
Harvest is a podcast about growing revenue from the clients you already have. Each episode is a conversation with an MSP owner, sales leader or channel expert on topics like whitespace analysis, pricing, renewals and account management. The show is hosted by James Steel and produced by Salesbuildr.
What the show covers
Practical strategies for upselling and cross-selling. Whitespace analysis and how to find the gaps in every account. Pricing conversations and how to raise rates without losing clients. Sales processes that work in MSPs running Autotask, ConnectWise or Halo.
Who should listen
MSP owners who want more revenue from their existing client base. Sales managers building repeatable account growth processes. Account managers looking for frameworks they can apply this quarter.
Related resources
Read the blog for written takes on MSP sales. Download our guides and ebooks. Watch Salesbuildr TV for video interviews. See how MSPs like IMS and Nostra use whitespace in the case studies.
Interviews With MSP Leaders on Growth & Revenue
Every episode digs into how experienced MSP owners and sales experts turn existing clients into predictable, growing revenue.
Why Cold Calling Still Works
Donald C. Kelly, founder of The Sales Evangelist, on why a cold call fails when the person does not know you.
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How to Build an MSP Pricing Model That Closes
Laurent-David Hostyn, founder of Pricing Pact, on MSP packaging.
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Stop Buying AI Tools. Fix Your Processes First.
Most MSPs are being sold AI as the answer. Rutger Katz says the question is wrong, and what has to be in place before AI delivers anything.
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Stop Losing Money on Your Oldest Clients
Peter Kujawa, VP of Service Leadership at ConnectWise, on 21 years of MSP benchmarking.
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People, Process, Partners
Dan Wensley, CEO of GTIA, on growing an MSP while the technology around it keeps changing.
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Why Are You Still Chasing New Clients?
Perry Ashby of Urban Network has been running MSPs since 2003.
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Why ’I’m Not a Salesperson’ is Killing Your Growth
Paul Lloyd from Sellerly on why that mindset holds MSPs back, and how whitespace analysis can unlock 25-30% growth from existing clients.
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Why Your First MSP Sales Hire Fails
Alan Lloyd of Axcelerate Consulting on why the first MSP sales hire fails when the owner measures the wrong things.
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Partner for AI, Don’t Build It
Jennifer Bleam of MSP Sales Revolution on partnering with people who build AI, instead of turning the MSP into a software company.
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Put Yourself First - The Counter-Intuitive MSP Growth Method
CEO Harold Mann on how his self-proclaimed laziness became a strategic advantage, and why your existing client base beats endless new-logo chasing.
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We Grow But We Don’t Upsell
The CEO of CDN Technologies on her grow-but-don’t-upsell philosophy and how empathetic leadership creates lasting client relationships.
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Account Management Secrets for MSP Growth
Warwick Brown challenges the notion that customer retention is boring, and explains how account management becomes your true profit engine.
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The Anti-Stack Approach to Selling
Dave Sutton, founder of Wingman Agency, on selling outcomes instead of a vendor list.
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Pay Exorbitant Money for Referrals That Convert
Harrison Baron from Growth Generators on building irresistible referral offers and turning business reviews into revenue.
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Why Most MSPs Waste 60 Hours a Week
Darren Strong, CEO of Scalable MSP, on why buying another tool is not the same as building a system.
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Why Check-In Calls Are Killing Your MSP Profits
Brian Doyle from vCIO Toolbox on turning routine customer check-ins into strategic revenue touchpoints using the thirds rule and gap analysis.
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Why a Million Dollar Company Isn’t Built on $10 Tasks
Tim Thomson on reclaiming your time as an overwhelmed MSP owner, identifying low-value tasks and focusing on what actually drives profit.
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Why Client Size Doesn’t Matter (And What Actually Does)
How focusing on existing clients transformed Team MetaLogic’s growth strategy, identifying ideal customers by technology dependence, not size.
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Double Your MRR Without a Single New Customer
Most MSPs chase new business. Joe Rojas thinks they are starting in the wrong place: one MSP added $30K MRR in four months with zero new clients.
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The $18M Upsell Strategy for MSPs
Graham Stead on the structure and sales rhythms that helped CMI grow from acquisition to £18M. You don’t need more leads. You need to mine your customer base better.
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Lessons from a $33M Collapse
Amy Luby, chief channel evangelist, on a turnaround after an MSP fell from $33 million to $11 million.
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Heat Maps and Hunches
John Humphrey of CoPoint Data on heat maps and hunches: mapping champions, neutrals and blockers inside accounts you already serve.
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From PowerPoint to Proactive
Hanneke Vogels, managing partner at Strives and author of Sales Tech, on replacing the slide deck with context.
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Why Clients Need Portfolios, Not Products
James Davis, chief strategy officer at TSP Advisory, on a portfolio of outcomes rather than a fixed product stack.
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Are Your Clients Only With You Because They’re Lazy?
Paul Green, founder of MSP Marketing Edge, on clients who stay because changing provider is hard, not because they are delighted.
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The Untapped Metric Revealing Hidden Revenue
Brian Gillette, founder of Feel-Good MSP, on revenue already inside the client base.
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How to Structure Your MSP Portfolio for Profit
Maria Armstrong, formerly of Pax8 Academy APAC, on defining what an MSP sells, segmenting clients, and tracking opportunities in one place.
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Your Questions Are Horrible
Juan Fernandez of MSP Growth Coalition on discovery questions and profit.
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Good Service Isn’t Enough
Yuri van der Sluis on customer intimacy and community, for MSPs that are not the cheapest and not the most innovative.
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The Customer Isn’t Always Right
Ian Groves, managing director of Start Tech, on moving from a traditional IT firm to an MSP, including growth of about 24% year on year.
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The Most Successful MSPs Always Have a Plan
Dan Scott, Director of the IT Nation Community in Europe, on price increases, unlocking hidden revenue, and empowering your whole team to spot opportunities.
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Transform Your MSP Sales Team
Jeffrey Newton, co-founder of Cyft AI and host of the MSP Insider podcast, on simplifying an MSP sales process, client priorities, and a client complexity score.
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Most MSPs Miss 50% of Client Opportunity
Nigel Moore, founder of The Tech Tribe, on a client service matrix: green for services a client already has, orange for openings, red for no-gos.
Listen nowReady to Unlock Revenue From Your Existing Clients?
See how Salesbuildr’s whitespace analysis turns the strategies from Harvest into a repeatable, automated process.
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