In this episode, recorded at Halo House, Darren Strong, the Founder of Scalable sits down with Morgan Aspinall, the Product Manager of HaloPSA. They are joined by their guest, Mit Patel, founder, and former owner of London-based MSP, Netstar.

Mit founded Netstar in 2002 at the age of 20, and successfully grew the business to become an industry leading MSP with a 60 strong team. Netstar experienced impressive growth, averaging around 25% Year on Year, for a 19-year period.

Following his successful exit of Netstar in 2021, Mit has remained actively engaged in the MSP community. He is an active Investor, Speaker, and Non-Executive Director and Advisor within the MSP space.

A forward-thinker, with a proven track record, Mit has achieved his successes as a result of powerful self-motivation. In this episode, Mit shares insights from his journey, highlighting the challenges and lessons learned along the way. He delves into the common hurdles MSPs face in revenue growth and stresses the importance of intentionality and strategic planning. Mit emphasises the need for aligning decisions with long-term growth objectives and advises against reactive or stagnant approaches.

The conversation shifts to defining revenue targets and growth percentages, with Mit advocating for a backward planning approach. He outlines practical steps for revenue growth, focusing on leveraging existing client relationships and exploring new service offerings. The discussion extends to client selection strategies, effective lead generation, and structuring a sales team for effective revenue generation.

Mit shares his views on building and structuring a sales team, emphasising the transition from technical roles to sales-focused roles and the importance of attitude and aptitude. The conversation also explores the importance of delegating responsibilities and creating a structured sales process.

The episode focuses on data-driven sales management, emphasising the importance of tracking key performance indicators (KPIs) and accurate forecasting. Mit, Morgan and Darren discuss the significance of leading indicators in predicting sales success and fostering accountability.

0:00 Mit Patel's Journey and Challenges 1:16 Strategic Planning, Defining Revenue Targets and Growth Strategies 8:15 Building and Managing Successful Sales Teams 22:04 Data-Driven Sales Management and Forecasting 28:00 Sales Accountability, Communication and Execution

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Connect with us: - Connect with Mit on LinkedIn: https://www.linkedin.com/in/mit-patel-7334ba/ - Find out more about Scalable: https://www.scalablemsp.co.uk/ - Connect with Darren on LinkedIn: https://www.linkedin.com/in/darren-strong/ - Follow Scalable on LinkedIn: https://www.linkedin.com/company/scalable-msp/ - Subscribe to Scalable’s YouTube channel: https://www.youtube.com/@scalable-msp - Find out more about HaloPSA:https://halopsa.com/ - Connect with Morgan on LinkedIn: https://www.linkedin.com/in/morgan-aspinall-314b42153/ - Follow HaloPSA on LinkedIn: https://www.linkedin.com/showcase/halopsa/ - Subscribe to HaloPSA’s YouTube channel:https://www.youtube.com/@halopsa