WIN
I'm Carrie Richardson, and this is WIN: a podcast for MSP owners and IT channel sales leaders who are done guessing at sales and marketing and ready to get good at it on purpose.
My co-host Ian Richardson and I have both sat on both sides of the table. Ian built and exited an MSP and I've spent 15 years building pipeline for MSPs and channel vendors.
Between us, we've made the calls, missed the quotas, and closed the deals that actually moved revenue.
Every episode we sit down with an MSP owner, a sales leader, or a vendor exec and ask:
How are you winning?
No theory.
No recycled advice you've already read on LinkedIn.
Just the actual plays IT channel leaders are running right now to land new logos, protect MRR, and build something worth selling one day.
New episodes weekly. Learn more about Fox & Crow Group at https://foxcrowgroup.com/
WIN
David Reid's "Getting to Exit" is a book on building winning MSP exit strategies
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How David Reid Sold His MSP for 8X (and Got a Decade of His Life Back)
David Reid sold his business before he turned 50. That wasn't luck. It was the plan.
He built Epic Information Solutions in Winnipeg back in 1995, rode the shift from break-fix to recurring revenue, and decided at 40, sitting at his cabin, that he wanted out by 50. Eight years later he sold to the local telco he'd been quietly courting the whole time, for just over 8X.
David wrote the book Getting to Exit and built a nine-step framework for planning an MSP exit that's actually sellable, not just profitable. Carrie sits down with him to talk about what most MSP owners get wrong about exit planning, and what he'd tell his 40-year-old self.
Read more about David's approach to exit planning on the Fox & Crow blog here.
In this episode:
- Why David picked his buyer eight years before he sold to them
- The nine-step framework for an MSP exit, starting with "figuring out your why"
- Why a legacy exit (selling to family or employees) usually means a lower valuation and a longer wait to get your money
- The classic MSP hiring mistake David made: promoting his best salesperson to sales manager. He calls it a cardinal sin.
- Why five-plus years is the real minimum runway for exit planning, not two or three
Guest: David Reid, author of Getting to Exit.
Find the book and his exit-planning resources at gettingtoexit.com.
If you're an MSP owner thinking about your own exit, or you just want to hear a "Holy moly, that's a big gap I gotta fill" moment turn into an actual plan, subscribe.
Carrie Richardson and Ian Richardson host the WIN Podcast - What's Important Now?
They are the co-founders of Fox & Crow Group, a software development company building growth platforms for MSP and IT channel businesses.
Learn more at:
Fox & Crow Group - the MSP Sales Process platform and all-in-one CRM solution
Fox & Crow Instinct - the MSP Decision Intelligence Platform for IT Channel Vendors
Fox & Crow Jackdaw - Competitive Intelligence Reports on Demand for MSP businesses
Be a guest on WIN! We host MSP channel founders, executives and sales and marketing leaders who are willing to share advice with other IT channel firms on how to build, grow or sell a business using examples from their own experience.
