As we approach another IT Sales & Marketing Boot Camp, it’s the perfect time to reflect on the incredible journeys of past Better Your Best winners. These are MSPs who started from nothing—or worse—only to build thriving, profitable businesses through persistence, smart marketing and a willingness to execute proven strategies.
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One such story is that of Adam, a former Better Your Best winner, whose path to success was anything but easy. From overcoming personal and financial hardships to scaling his business beyond what he once thought possible, Adam’s story is proof that every time you solve a problem, you grow.
Overcoming Adversity: From Meth Contamination To MSP Success
Adam’s journey didn’t start with IT services—it started with hardship. Shortly after getting married, he and his wife Rachel unknowingly moved into a meth-contaminated apartment. The exposure led to severe health issues, emergency room visits and ultimately losing everything they owned. But that wasn’t the only battle they faced.
In 2009, their daughter was diagnosed with Hypoplastic Left Heart Syndrome, requiring multiple open-heart surgeries. Financially strapped, they had to move their business into their basement just to stay afloat.
Rather than letting these obstacles define them, Adam and his family fought through. They built their business from the ground up, proving that resilience and resourcefulness are critical traits for success.
The Turning Point: Discovering Technology Marketing Toolkit
By 2018, things were tough. Payroll became a struggle, and Adam was dipping into personal savings to keep the business alive. That’s when he received a letter. At first, it seemed too good to be true. But with nothing to lose, Adam took the leap and invested in Rapid Implementation Workshop, putting the cost on a credit card because he had no other way to afford it.
The results? In just 90 days, Adam’s company secured over $14,000 in new monthly recurring revenue and closed over $467,000 in contracts. That single decision—to invest in marketing and implement what he learned—became the catalyst for massive growth.
Key Takeaway: Marketing Without Qualification Is A Waste
One of the first challenges Adam faced after implementing marketing was attracting the wrong type of leads. His aspirin campaign letters were generating responses, but the prospects couldn’t afford his services.
The breakthrough came after attending Rapid Implementation for the third time, where he learned a critical lesson: clean your list better.
By refining his target audience, Adam was able to triple his marketing results without increasing his efforts. This approach was so effective that other MSPs in the TMT community reported doubling their appointment rates just by using Adam’s list-cleaning process.
Marketing By The Numbers: The Spreadsheet That Changed Everything
Success in business isn’t magic—it’s a numbers game. During a Producers Club session, Adam created an Excel spreadsheet that calculates exactly what’s needed to hit revenue growth goals.
This tool became a game-changer for Adam’s business, allowing him to:
- Predict his marketing costs with precision
- Plan his growth strategy for the entire year
- Set realistic sales and marketing targets
Scaling Smart: Investing In Sales For Future Growth
While Adam’s marketing machine is finely tuned, his next challenge is scaling sales. With only two dedicated salespeople, there’s a clear opportunity to expand and capture more revenue.
During a discussion with TMT leaders and investors, Adam was asked why he hadn’t hired more salespeople yet. His response? He was being cautious, ensuring that every step of his business growth was strategic and sustainable.
However, as multiple experts pointed out, the fastest way to scale is to add more “registers”—salespeople who can convert marketing leads into paying clients. With his marketing system already proving its effectiveness, increasing sales capacity is the next logical step.
The Final Lesson: Solve Problems, Grow Your Business
At the heart of Adam’s success is a simple truth: every time you solve a problem, you grow.
- Struggling to generate leads? Clean your list and target the right audience.
- Losing deals to competitors? Build industry authority with a shock and awe box.
- Not sure how to scale? Use data-driven marketing to plan your growth.
- Hesitant to invest in sales? Add more salespeople to maximize conversions.
Adam’s journey is a testament to the power of execution, persistence and community support. By leveraging TMT’s resources and applying what he learned, he transformed his MSP from struggling to thriving.
And here’s the thing—you can do it too.
As we gear up for this year’s IT Sales & Marketing Boot Camp, take inspiration from past winners like Adam. Identify the biggest problem in your business, face it head-on, and remember:
Every time you solve a problem, you grow.
Want proven strategies to attract more high-quality prospects and grow your MSP? Join us at our 2025 Sales And Marketing Boot Camp—the ultimate event for MSPs ready to scale. You’ll gain actionable insights, tools and a step-by-step plan to dominate your market.
