On Par Podcast - Episode 12 - The MSP Sales Shift Luke Fong

On Par Podcast - Episode 15 - Capturing the AI Opportunity

Episode: Capturing the AI Opportunity Host: Greg Sharp, ZenContract Guest: Dustin Puryear, Founder - Giant Rocketship AI is no longer a future trend - it’s actively reshaping how MSPs deliver, price, and scale their services. In this episode of Zencast, Greg Sharp sits down with Dustin Puryear, Founder of Giant Rocketship, to explore how MSPs can move beyond hype and start practically capturing the AI opportunity. Rather than focusing on tools alone, the conversation dives into where AI actually delivers value - from readiness assessments and compliance, to workflow automation and managed workloads. Greg and Dustin share real-world examples, commercial strategies, and practical starting points MSPs can use today. In this episode, we cover: * Why AI readiness assessments are a logical starting point for MSPs * How MSPs can monetise AI beyond simply reselling tools * The growing importance of AI compliance, data security, and governance * How embedding AI into workflows and service delivery unlocks real value * Why MSPs are shifting from managing workstations to workloads * How to use internal automation as a blueprint for customer offerings * Where the biggest commercial opportunities exist for MSPs right now Key takeaway: AI becomes truly valuable when it’s delivered as a managed service, not a standalone tool. The MSPs that win will be the ones who package intelligence, compliance, and automation into clear, repeatable offerings. ---------------------------------------- This podcast is hosted by ZenCast.fm [https://wwww.zencast.fm]

On Par Podcast - Episode 14 - From MRR to Contracts that Protect

In this episode of the On Par Podcast, Greg Sharp speaks with James Davis, Chief Strategy Officer at TSP Advisory, about the realities of the modern MSP. James shares why the industry must move beyond rigid, one-size-fits-all service models and embrace a portfolio approach: hourly, retainers, fixed projects, and recurring revenue. He warns against relying on handshake agreements and outdated contracts, explains how contract maturity can reset client relationships, and challenges MSPs not to copy the market — because the “average” MSP isn’t doing well. It’s a candid, practical conversation about billing, risk, growth, and how to build a sustainable MSP business in 2025 and beyond. This podcast is hosted by ZenCast.fm [https://wwww.zencast.fm]

On Par Podcast - Episode 13 - The Valiant Way with Georg Dauterman

In Episode 13 of the On Par Podcast, Greg Sharp sits down with Georg Dauterman, CEO of Valiant Technologies, to talk about what it really takes to build and grow a niche MSP. You’ll hear: * Why “How’s business?” is the wrong question (and what to ask instead) * How creative agencies go from “it just works” to needing enterprise-level IT * The power of retention over chasing every new client * Saying no to bad-fit customers to protect culture and profitability If you’re an MSP owner or leader, this conversation is packed with insights you can apply immediately. ---------------------------------------- This podcast is hosted by ZenCast.fm [https://wwww.zencast.fm]

On Par Podcast - Episode 12 - The MSP Sales Shift Luke Fong

Greg Sharp chats with Luke Fong, CEO of Lateral Plains, about the hard lessons behind growing an MSP — from ditching pricing-first conversations to saying no to the wrong clients. They cover: ✔ Rebuilding the sales process ✔ Why fit matters more than "yes" ✔ Using local events to drive real revenue ✔ Setting expectations early ✔ AI vs automation (and what actually works) ---------------------------------------- This podcast is hosted by ZenCast.fm [https://wwww.zencast.fm]

On Par Podcast - Episode 11 - From From Founder-Led to Scalable Sales with James Bergl

In this episode of The On Par Podcast, Greg chats with James Bergl (Bluebird) about something every founder-led MSP runs into eventually — how to move beyond doing all the sales yourself. From rookie sales hires that don’t work out to what “good” actually looks like, James unpacks where MSPs go wrong (and how to get it right the first time). They cover everything from comp plans and lead flow to onboarding, cadence, and that one painful truth: time kills all deals. If you’re thinking about growing your sales team — or trying to recover from a bad hire — this one’s for you. This podcast is hosted by ZenCast.fm [https://wwww.zencast.fm]