Harvest! The MSP Sales Show
Harvest! The MSP Sales Show
Podcast Description
Most MSPs are busy chasing new clients, but the smartest ones focus on the goldmine they already own. Hosted by James Steel, Harvest delivers no-fluff, actionable advice to help Managed Service Providers grow profitable revenue from their current customer base. Tune in for expert insights, success stories, and field-tested strategies to maximize your MSP’s potential.
Podcast Insights
Content Themes
The podcast emphasizes growth strategies for Managed Service Providers, focusing on enhancing revenue from current clients. Key topics include practical upselling techniques, customer retention strategies, and the importance of personalized service plans, with episodes spotlighting guests like Jeffrey Newton discussing upselling tactics and Nigel Moore focusing on client service matrices.
Most MSPs are busy chasing new clients, but the smartest ones focus on the goldmine they already own. Hosted by James Steel, Harvest delivers no-fluff, actionable advice to help Managed Service Providers grow profitable revenue from their current customer base. Tune in for expert insights, success stories, and field-tested strategies to maximize your MSP’s potential.
Most MSPs are being sold AI. Rutger Katz thinks they're being sold the wrong thing first.
In this episode, James Steel talks to the RevOps consultant and former Capgemini data and AI specialist about what actually needs to be in place before AI delivers any value, and what the competitive landscape looks like for MSPs who skip the boring work.
What you'll learn:
→ Why AI makes bad data worse, not better (and what to fix first)
→ How to document a sales process when none exists (the ride-along method)
→ Where revenue disappears in the sales-to-delivery handover, and how to stop it
→ How to apply theory of constraints to find your real bottleneck
→ What a "digital brain twin" is and how to build one using Obsidian and Claude
→ Why the fractional AI operations role is the next big hire for growing MSPs
→ The competitive threat that's two years away, and why it matters now
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Rutger Katz is a Revenue Operations consultant and founder of Neon Triforce.
With a background in neuroscience and 14 years spanning Capgemini, enterprise technology adoption, and AI implementation, he now works fractionally with smaller organisations to build the data and process foundations that make AI genuinely useful.
Connect with Rutger on LinkedIn here: https://www.linkedin.com/in/rutgerkatz/
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About Harvest!
Harvest! The MSP Sales Show is the podcast for MSPs who want to grow smarter from the clients they already have. New episodes weekly, hosted by James Steel and sponsored by Salesbuildr — the quotation and proposal platform for MSPs.
Chapters
00:00 Introduction
02:30 What is Revenue Operations, and why it's not just the CRM guy
07:00 Rutger's background: neuroscience, Capgemini, social robots
14:00 Why AI fails without the right data and process foundations
21:00 How to document a process when none exists
26:00 The handover problem, where MSP revenue leaks
29:00 Theory of constraints and finding the real bottleneck
34:00 When AI finally enters the picture
38:00 Building a digital brain twin with Obsidian and Claude
42:00 The competitive threat, and the fractional AI role
45:00 Industry Manure: stop buying AI tools
48:00 Pass the Pitchfork
50:00 Yell from the barn: Rutger's work and where to find him
Links
🔗 Rutger Katz on LinkedIn: linkedin.com/in/rutkatz
🌐 Neon Triforce: neontriforce.com
📊 Salesbuildr (sponsor): salesbuildr.com
🎙️ Subscribe to Harvest!: salesbuildr.com/podcast
Tags MSP, managed services, revenue operations, RevOps, AI strategy, AI readiness, lean management, theory of constraints, process improvement, MSP sales, MSP growth, IT channel, Harvest podcast, Rutger Katz, Neon Triforce, Salesbuildr, James Steel, sales process, business operations, AI tools
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