Feeling like you’re pushing a wheelbarrow full of wet cement uphill… in flip-flops? You’re not alone. Here’s what’s REALLY going on in the economy—and what smart, scrappy MSPs need to do about it, starting NOW.
If you’ve been wondering why projects are drying up, clients are resisting fees, and growth feels like squeezing blood from a stone… welcome to The Great Stagnation.
To help make sense of it all, I sat down with my friend and financial genius Greg Crabtree—author of Simple Numbers, Straight Talk, Big Profits and TMT’s in-house financial metrics wizard. What he shared? Eye-opening. Actionable. And exactly what MSP leaders need to hear.
Here are 7 big takeaways, delivered with love, sass, and a big ol’ motivational kick.
1. Revenue Growth? Or Just Raising Prices?
Most MSPs aren’t actually growing—you’re just passing along rising costs. That’s survival, not scaling. If your “growth” came from price hikes instead of new clients or services, it’s time to get real.
2. Project Work Is On Life Support
End-of-life upgrades aren’t moving the needle. Clients are delaying projects. They’re maintaining, not innovating. Build your MRR lifeline—it’s the income that shows up when projects don’t.
3. There’s No Labor Shortage
It’s not that you can’t hire—it’s that you’re not scaling. Fix your operations, train your team and systematize. More people won’t fix inefficiency. Better systems will.
4. AI Is Here. And It’s Hungry
That $10K robot? Now under $6K, learns by watching. You’re safe as long as you offer brainpower, insight and trust. Use AI to amplify your strengths, not replace them. (By the way…are you coming to the AI Powered MSP Summit?)
5. This Is A Market Share Game
The market’s flat. If you want growth, you must steal clients from other MSPs. That means refining your offer, honing your positioning, and becoming the trusted advisor.
6. $7,500 Cost Per Lead Is The New Normal
PPC leads are expensive. If your sales funnel is loose or follow-up lacks urgency, you’ll bleed margins fast. Your sales system must be tight. Follow-up wins.
7. Bigger MSPs Are Growing—Because They Run Like Businesses
MSPs over $10M are still growing. Under $10M? Flatline territory. That means: act like a $10M business now—even if you aren’t one yet.
Final Thought:
This economy isn’t your enemy—it’s your proving ground. Don’t wait for growth to return. Own your outcomes. Commit to action. Double down, shoot all your rabbits, and get after it.
