Are your MSP account managers just maintaining clients instead of growing your most valuable revenue opportunities?

00:00 The overlooked value of account management

05:30 Setting up account managers for success

11:00 First steps for new account managers

16:30 Building strategic customer relationships

22:00 Creating account growth opportunities

27:30 Account management as a growth engine

In this episode, Warwick Brown shares proven account management strategies that help MSPs grow profitable revenue from existing clients. Learn why client retention deserves as much celebration as new sales and how to transform your account management into a true growth engine.

We cover:

• Why account management is the true growth engine for MSPs

• How to properly structure and empower your account management team

• First-day strategies for new account managers to build credibility

• Tactical approaches to segment and prioritize your client base

• How Warwick renewed a $12M account that was ready to leave

👤 Guest: Warwick Brown, Account Management Expert

👇 How are you currently handling account management in your MSP? Share your approach in the comments!

Are you avoiding conversations with existing customers while spending thousands hunting for new ones that might not ever close?

00:00 The confidence gap in MSP marketing

05:30 Intent data and customer interest tracking

11:00 Anti-stack approach to MSP services

16:30 Why QBRs fail and how to fix them

22:00 Communication frameworks that generate revenue

27:30 Stop wasting money hunting new clients

In this episode, Dave Sutton reveals why most MSPs lack confidence when communicating with existing customers and how this costs them substantial revenue opportunities. As a sales-first marketer with 10 years in the MSP trenches, Dave provides practical frameworks for harvesting business from your current client base.

We cover:

• Why MSPs avoid proactive customer conversations (and the real cost)

• How to position QBRs around business outcomes, not service reports

• The $15,000 new client acquisition cost trap most MSPs fall into

• Implementing intent tracking to identify hidden sales opportunities

• Why the vendor-created "stack" model hurts MSP profitability

👤 Guest: Dave Sutton, Founder of Wingman Agency

👇 Would you pay $15K for a new client when untapped revenue might be sitting in your existing base? Share your thoughts in the comments!

Are you offering pathetic $100 referral incentives and wondering why your clients never send you leads?

In this episode, Harrison Baron reveals why most MSP referral programs fail and how to create offers so compelling your clients feel silly saying no. Learn how to leverage your existing client relationships to predictably generate high-quality leads.

00:00 Introduction and misconceptions

05:30 Why most MSP referral programs fail

11:00 Creating irresistible referral offers

16:30 Using LinkedIn for targeted lead generation

22:00 Concrete strategies that convert connections

27:30 Implementation and measuring success

We cover:

• Why $100 referral incentives are insulting to your best clients

• How to research LinkedIn connections for targeted introductions

• The exact framework for making irresistible referral offers

• Why most MSPs are afraid to invest properly in referrals

• How to leverage 7-20 year client relationships for consistent leads

👤 Guest: Harrison Baron, Founder of Growth Generators and MSP Peer Group Leader

👇 What's your most successful referral strategy? Share your wins (or frustrations) in the comments below!