If you’re an MSP business owner feeling stuck, frustrated or just struggling to push past your current revenue ceiling, listen up. David Javaheri, one of our Better Your Best contestants—and the winner—delivered an eye-opening session at a past IT Sales And Marketing Boot Camp that laid out the exact steps he took to grow his MSP by $3 million in just two years.
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This isn’t just another success story. It’s a roadmap for every single MSP that wants to grow but isn’t sure what steps to take next. The truth is, most MSPs don’t have a tech problem. They have a sales and marketing problem. And David figured that out early.
Sales Comes First—Not Tech
David didn’t start his MSP the way most do. He didn’t immediately build out a team of top-tier technicians and then worry about finding clients. He started with two salespeople and a marketing-first mindset—before even hiring his first tech.
Why? Because great sales and great marketing beat great tech. Every. Single. Time. If you don’t have clients, you don’t have a business. You don’t need to be the best technical expert in the world to grow an MSP. But you do need to be relentless in your sales and marketing efforts.
Marketing Is Not An Expense—It’s A Necessity
For years, David hit a ceiling. His business was doing OK, but he wasn’t growing. And like a lot of MSPs, he was stuck in a cycle of frustration—until he learned a critical truth:
“Stopping advertising and marketing to save money is like stopping your watch to save time.”
He completely transformed his approach, treating marketing like a non-negotiable business function. He went all in.
- He mailed out 60,000 postcards and letters.
- He made 60,000 follow-up calls.
- He launched multiple marketing campaigns, including newsletters, tech tips and onboarding sequences.
- He did not stop marketing—even when it didn’t yield immediate results.
The result? In just two years, his revenue jumped from $2 million to $5.1 million, his MRR increased by $150,000 and his net profit skyrocketed by nearly $1 million.
Execution Beats Perfection
One of the most common excuses I hear from MSPs is, “I don’t know where to start,” or “I don’t have the money.” Here’s the reality: you don’t need perfection. You need execution.
David started with a simple, repeatable plan:
- Pick a niche. He chose attorneys because he already had a few as clients.
- Get testimonials. He asked his four attorney clients for endorsements and pictures.
- Build a targeted list. He bought a list of attorneys and cleaned it up by mailing small postcards and tracking undeliverables.
- Deploy a multi-touch campaign. Every attorney received six touches in a single month, including direct mail, emails, calls and social media ads.
- Stay patient. In the first two months, he closed zero deals. But by the end of the year? He had 17 new attorneys in his MRR.
This isn’t rocket science. It’s disciplined execution.
The Bold Move: Are You Ready To Invest In Growth?
David didn’t just talk about what he did—he laid out exactly what you need to do. If you want to replicate his success, he says you need one thing:
$75,000
That’s it. That covers:
- Hiring an appointment setter.
- Your own salary (so you can focus on marketing and sales).
- Joining Technology Marketing Toolkit (because you need real campaigns that work).
- Investing in a solid CRM.
Don’t have $75,000 in cash? That’s fine. David broke it down:
$554 per month
That’s the loan payment on a $75,000 business loan at 4% interest.
So the real question is: how long are you going to wait?
Marketing And Sales Deserve The Same Urgency As A Downed Server
If a critical server goes down, how long do you wait before fixing it? Minutes. But when your sales and marketing are broken, how long do you wait? Months? Years? Marketing opens the door, sales closes the deal and tech keeps the client.
If you don’t get out of the tech role and start running your business like a business, you’ll stay stuck at the same revenue level year after year.
