#136 Gary Pica: Small Tech Business Picanomics | Joey Pinz Discipline Conversations


It all started on December 12, 1996 when Gary Pica quit his job to build an IT services company. Thus, one of the first MSPs (Managed Service Provider) was born.

Almost every day, a new managed service provider launches with new servers and a compelling business plan. However, for many IT solution providers, the transition to managed services yields disappointing results. This stifles the potential of what can be an effective and lucrative business model.

Gary knows this all too well after owning several top MSP companies. When he started out, he struggled with critical elements of a successful MSP: marketing, sales and operations. It was a constant challenge to find leads and even harder to qualify prospects who didn’t understand the true value of my offering. This is a common MSP problem that threatens the future of the business.

Through years of practice, he figured out what works. The key to MSP success is an actionable business plan with the ability to add new managed services agreements every month. he took this philosophy and developed an MSP training program that ensured predictable sales growth, outstanding customer service, soaring margins and increased net worth. This program grew his MSP business into a multimillion-dollar winner with more than 7,000 end points under management before selling.

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