Most MSPs hit a wall. They start strong—riding the wave of referrals and word-of-mouth—but eventually, the leads dry up, and growth flatlines. In this Tech Tuesday session, Jonathan Vaudreuil, Director of Business Growth at RingLogix, shared a practical, no-fluff framework MSPs can actually use to scale. Whether you're flying solo or building your first sales team, this is the playbook.
Quick Recap
-
Scaling doesn’t mean doing more—it means doing less of the wrong things.
-
We broke down real sales stages that work (and where MSPs usually stall).
-
Jonathan and Jaime shared tips for making growth repeatable—not accidental.
-
Partners got a downloadable deck they can adapt to their own teams.
The Real Reason You’re Stuck
“MSPs often grow through referral or word of mouth, and then hit a ceiling,” said Jonathan Vaudreuil. “The problem isn’t your ability to sell. It’s that your process doesn’t scale past your network.”
That’s why we built this session around one goal: helping MSPs build a repeatable engine that doesn’t require hiring a sales team overnight—or becoming a full-time closer yourself.
The 3 Biggest Sales Mistakes MSPs Make
-
Treating every prospect the same
No sales stages = no way to prioritize. You waste time chasing bad fits and miss the ones who are ready to buy. -
No handoff process between marketing and sales
MQLs turn cold fast when they sit in limbo. Jonathan shared how to fix that handoff—without adding more admin work. -
Skipping discovery
Jumping into demos or proposals too early backfires. Discovery is where you find real business pain—and build value that sticks.
“You don’t need to sell harder—you need to sell smarter,” Jonathan said. “That means qualifying, positioning, and controlling the process.”
The MSP Growth Playbook
Here’s the breakdown from the session:
-
Stage 1: Attract the Right Leads
Think beyond referrals. Define your ICP. Use content, LinkedIn, and partnerships to draw in better-fit leads. -
Stage 2: Qualify and Prioritize
Every good salesperson is also a gatekeeper. Know which leads to walk away from—and which ones need a fast follow-up. -
Stage 3: Control the Discovery Call
Ask questions that uncover urgency, pain, and potential for expansion.“Always ask about integrations,” said Jaime Norris, Partner Solutions Manager at RingLogix. “If you don’t ask early, your client might bring them up as a problem later—after someone else already sold them the solution.”
-
Stage 4: Propose with Purpose
No generic quotes. Build proposals around what you heard. That’s what closes deals. -
Stage 5: Follow Through
Whether they ghost or buy—build a follow-up system that works on autopilot.
Final Thoughts
Scaling isn’t about hustle—it’s about having a process that works even when you're not in the room.
“The MSPs who scale have a process they can teach, tweak, and run with—or hand off to someone else,” Jonathan said.
Ready to make that happen in your business?
Watch the in-depth video NOW ➡️ How Smart MSPs Scale: A Growth Playbook for MSPs and Resellers
