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In this episode of The $10 Million MSP Podcast, Brian sits down with Dave Sagraves — former MSP operator turned growth architect — for a straight-shooting conversation about what actually drives sustainable revenue growth in the MSP space.

Dave has lived the full evolution: from being the sales guy at a fast-growing MSP, to buying into ownership, scaling to $20M, navigating a private equity exit, and helping grow a larger platform to $143M. Today, he leads MSP Growth OS, where he and his team help MSPs build repeatable revenue engines built on discipline, consistency, and real-world sales execution — not gimmicks.

Brian and Dave unpack why so many MSPs stall once they hit the $8–$12M range, and why the “easy button” mindset keeps owners trapped in a loop of buying marketing, outsourcing prospecting, or hiring the wrong salespeople and hoping it magically works. Instead, Dave lays out a clear framework that owners can easily keep top-of-mind

You’ll also hear Dave’s candid perspective on the emotional side of an exit, why money doesn’t automatically create fulfillment, and the leadership shift required to scale.

If you’re serious about breaking through a growth plateau, building a real pipeline, and creating consistent new-logo momentum, this episode is a must-listen.

Episode Highlights:

0:00 - Introduction

1:11 - Episode open

1:32 - The biggest lie MSP owners believe

3:03 - Dave’s background

5:10 - Dave’s exit (and what he learned)

7:57 - Unlocking growth, what do most get wrong?

10:45 - Leading indicators, sales in MSPs

16:43 - “A” sellers, commission plans

20:16 - Developing sales people, leads

24:20 - Sales quotas

28:03 - Managing sales people, “hunting vs. farming”

33:02 - Jumpstarting growth

36:01 - 3 key ingredients to make growth sustainable

38:56 - Dave’s evolution as a leader

43:31 - Patterns Dave sees in leaders who fail

45:58 - “I’m an MSP owner and I want to grow, what do I do?”

47:36 - Rapid fire

51:14 - Episode wrap-up

Connect with Brian Hoppe

https://brianhoppe.com/

linkedin.com/in/brianhoppe

Like Our Guest? Check out more on Dave Sagraves

linkedin.com/in/dsagraves