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Start Here: Who This Podcast Is For (And Who It’s Not)
I introduce my podcast for MSP owners, sellers, and other business operators who want to sharpen their thinking around decisions that don't come with playbooks. As an investor, operator, and founder of MSP Sales Partners and Repeatable Revenue Ventures, I explain why this show focuses on how to think before deciding what to do. I challenge the common pattern of jumping straight to tactics without examining the underlying assumptions that shape every business decision.
This episode establishes the show's core premise: that getting the frame right makes the decision easier, and that real-world business requires context, not just guru advice. I outline what listeners can expect from the daily format and who will benefit most from this approach to thinking through sales, strategy, hiring, leadership, and the moments when you're the only one willing to acknowledge something isn't working.
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Welcome to Repeatable Revenue, a growth podcast for MSPs and your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.
About Ray:
→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.
→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.
→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com
→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.
→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com
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Transcript
Most business podcasts tell people what to do. This one is about how to think when no one can tell you exactly what you need to do in your business.
I'm Ray Green. I'm an investor, operator, and the founder of MSP Sales Partners, a fractional sales management company for IT businesses, as well as several other revenue ventures where we invest in B2B companies and help them scale.
I've led turnarounds for private equity groups. I've led national small business strategy for the U.S. Chamber of Commerce. I've spent the last half dozen years advising hundreds of B2B companies, specifically MSPs and IT business owners, on how to build sales teams, create better growth strategies, and scale.
And I do it all from Cabo, where I live with my family. This podcast is where I think out loud about the decisions that come with building and growing these businesses, especially the ones that don't have really clear answers.
When I say “think,” I don't just mean philosophically or theoretically. I mean, before you decide what to do, you have to decide how you're seeing the problem. There's a diagnosis, and most people skip that step. It dramatically influences which move is right for you right now.
People jump straight to tactics, straight into execution. Completely normal. If you're an entrepreneur or you run an MSP, you probably have a really strong bias for action, like me.
Most of the time, that's a really good thing. But every decision already assumes something is true about the way the world works: your customers, your sales team, your people, your pricing, your market, risk, timing, control, competition—whatever it is. And if those assumptions are off, even the right move can take you in the wrong direction.
That's why I say business isn't paint by numbers. It's why I think you have to be really cautious about advice presented like it works the same way for everybody.
A lot of business advice is technically correct. It may just not be correct for your situation. And a lot of what I do here is look at the frame before the answer.
Sometimes that means zooming out from the tactics and execution. Sometimes it means looking really closely at the systems underneath the business. And sometimes it means asking whether the thing that works at one stage of the company is still the thing that's going to get you to the next one.
Because once you get the right frame, the decision usually gets a hell of a lot easier.
This is a very regular podcast. We put episodes out a few times a week, not even on a standard schedule—oftentimes every day. The reason for that is simple: the decisions you're making don't wait for a weekly episode.
Neither do the decisions I'm making in my business as I'm encountering these things.
Every day, I'm thinking through many of the same problems you are: sales strategy, building a sales team that doesn't depend entirely on you as the owner, hiring, leadership, growth systems, accountability, when to add structure, when the process is the problem, and when the process is just exposing a deeper problem. When you've got to push through something, when you've got to pull back, when you've got to pivot, when you've got to persevere.
These are all decisions we're making every day. Basically, they come down to what to do when the thing that used to work isn't working anymore.
A lot of those conversations will come directly from the MSP world because that's where I spend most of my time. But the underlying problems usually aren't unique to MSPs. They're problems that show up in almost every B2B company trying to grow beyond the founder.
Sometimes that's me talking through a hard lesson in real time. Sometimes it's a conversation with someone who has earned an interesting perspective by actually doing the work or doing something interesting.
I sit down and have conversations with people. Either way, it's not all theory. It's about what happens when you're trying to build something real, the standard playbooks stop giving you the obvious answers, and the decisions are still yours to make.
If you own an MSP or you're building a B2B company and you want sharper thinking around growth, sales, systems, leadership—the decisions that actually determine what happens next—this is your show.
If this way of thinking is useful to you, go ahead and subscribe. Would love that.
If you want the written version of this, I go deeper once a week in the newsletter. You can find that at www.raysemail.com.
Thanks for listening. We'll see you there.
