Brian Hoppe explains how MSPs scale from $10 million to $50 million sustainably. Track leading indicators like pipeline meetings and future-date agreements months before they convert to revenue. Nail your cash flow and forecasting to fund new customer acquisition without breaking.
If you had to boil it down from that $10 million, let's say $50 million, what are like the 3 most key things to make that growth sustainable?
First for me is without a doubt obsessive focus on leading indicators. I don't care if you're at $10 million or $50 million. I'm never taking my eye off the ball of what the meetings I'm setting in December as FTAs are the ones that are going to pay me in March, April, and May.
The second is financial discipline and financial foresight.
I would be looking at that discipline of my revenue build models for new logo growth. The other thing I would be thinking is it's culture. Am I recruiting, hiring, and retaining top sales talent that wants to live in my 4 walls and build a culture with me for a long period of time? Every year a seller stays at the MSP they're at when they're producing, it is literally like an ATM machine with unlimited access to cash.
