What We Cover in This Video Podcast

Most MSPs are terrible at sales. Not because they don't work hard, but because nobody ever taught them how to build a sales function. They grew up as technicians, got handed a wrench instead of a playbook, and "hope" quietly became the default strategy.

Hope the referrals keep coming. Hope good work sells itself. Hope the one person doing sales somehow figures it out. It works until it doesn't, and by the time MSPs notice the leak, growth has already stalled.

In Episode 4, Brook Lee sits down with Ryan Koontz, SVP of Sales at Rev.io, to break down what it actually takes to build a sales function from the ground up. Ryan started at Rev.io as an SDR and spent 15+ years building one of the most successful sales organizations in the channel. 

What You'll Walk Away With

✅ Why "hope" isn't a strategy: Understand why technical founders default to referrals and good vibes, and the exact moment that approach starts costing you growth.

✅ What to do when sales is just you: The minimum viable sales process for owner-operators. What to track, what to ignore, and how to know you're ready to hand it off.

✅ Nail your first sales hire: SDR vs. AE, comp structure, and the mistake most MSPs make when they bring on someone to sell for the first time.

✅ Build a process that scales: Pipeline stages, CRM basics, and how to run a sales meeting that isn't a waste of everyone's time.

✅ Stop calling yourself "not a sales person": The mindset shift that separates MSPs who plateau from the ones who actually grow.

The Speakers