Show Notes:
No More Hamster Wheel: How These MSP Owners Scaled to Multi-Million Dollar Success
In this exclusive episode, we sit down with three powerhouse MSP owners—Adam Spencer (911 IT), Roland Parker (Impress Computers), and Mario Zaki (Maztec)—who share their real-life stories of going from struggling techs to multi-million-dollar business owners. They break down what it really takes to escape the hamster wheel, stop relying on low-value clients, and build a scalable, profitable MSP.
Key Themes and Takeaways
The Turning Point: Realizing You Can’t Do It Alone. Spencer spent 15 years trying to figure it out before realizing he needed a proven system. Parker was stuck at $2M in revenue with 850 clients before shifting to a high-value, low-volume model. And Zaki was a one-man shop at $200K, now doing $2M+ with $200K in MRR thanks to structured marketing. “If you think you’re going to do it yourself and you haven’t succeeded in the past couple of years, then guess what? You’re never going to change,” says Spencer.
Marketing Is NOT Optional. Relying on referrals means unstable growth. Intentional, selective marketing brought in bigger, better-paying clients, says Parker. “If we lose a client, I know I can replace them no matter how big that client is; within a few months I’ll have replaced their revenue, and we’ll just keep on chugging and growing,” Spencer agrees.
Your Worst Clients Are Holding You Back. Fire high-maintenance, low-profit clients and replace them with high-value clients who respect your time and expertise. “Before, I used to think I didn’t have time to get new clients. Then I realized I was just spending all my time on bad clients who drained resources and didn’t want to invest in better technology,” says Zaki. “The companies that keep you busy but don’t make you money are usually the crappy ones. High maintenance, using up unlimited support, but they don’t want to upgrade their systems.”
You Have the Time—You’re Just Using It Wrong. The excuse of “I don’t have time for marketing” keeps MSPs stuck. “At the end of the day, let’s face it, everybody can make time if they want to. You have to stop doing certain things and start concentrating on what actually moves your business forward,” says Parker. “I was the tech, the manager, the marketing, the sales, everything,” agrees Spencer. “I had to put in 12-16 hours a day. So, I did marketing from 11 PM until 2-3 AM because I knew it was the only way out.”
Actionable Takeaways for MSP Owners
- Start Marketing NOW—Even If It’s Small
- Build your prospect list for free (libraries, LinkedIn, industry databases).
- Use low-cost strategies (emails, cold calls, networking) to start generating leads.
- Fire Bad Clients & Raise Your Prices
- If you’re too busy to market, you’re probably servicing the wrong clients.
- Bigger companies = easier sales, bigger budgets, and less hassle.
- Invest in Systems & People
- Hire an admin or part-time assistant to offload busywork so you can focus on growth.
- Once revenue grows, reinvest in a full-time marketing or sales role to scale faster.
What’s Next for These MSP Owners?
Each of these leaders is focused on continued scaling, refining marketing systems, and growing their teams so they can work less while earning more. Their goal? Higher revenue, more time freedom, and building a company that can thrive without them.
If you’re still stuck in the referral trap, working with low-value clients, or feeling like you “don’t have time” to grow, this episode is your wake-up call. Start marketing, fix your pricing, and build the systems that will set you free.
Enjoyed this episode? Subscribe for more success stories and visit MSPSuccess.com for additional resources! If you missed our last episode, check out Fusun and Merjan Bubernack’s success story here.