I was introduced to tech at birth by my dad, who patented a primitive version of Caller ID in the 1960s. Realizing the future was tech, I embarked on my own tech journey in the early 1990s along with Brett Fippin, who later became my husband and business partner. Brett and I set out to attain IT certifications and joined pioneering Silicon Valley firms, experiencing a digital transformation from the front lines.
Necessity partly powered our leap into entrepreneurship. After helping my dad with his company for a decade and watching some disastrous decisions unfold, we lost everything. All our savings – gone. With two babies to raise and serious debt, we started over, opening and incorporating Red Box Business Solutions in 2013. We closed our first year with under $100,000 in revenue and less than $15,000 in profit.
The Catalyst That Doubled Our Revenue In One Year
For many years, Red Box’s growth was steady but unspectacular, reaching $535,000 by 2019. I was an overwhelmed basket case when Tim Conkle, from The 20 MSP, introduced us to Robin Robins. The turning point came when I attended a TMT Roadshow. I was nervous about being there, but Debi Bush made me feel comfortable and welcome, which led to our attending TMT’s Boot Camp. I’ll never forget Robin onstage saying, “I just want you to know you’re here because I got you here.” I remember thinking, “Wow, that’s powerful and absolutely 100% correct. Robin, her team and marketing got us here.” It made me realize that if she can do that, we can do that with our clients by bringing them value, following up with them and connecting with them.
Inspired, we attended our first Rapid Implementation Workshop (RIW) in 2021 and nearly doubled our annual revenue, closing the year at $1,012,219. It changed our perspective dramatically. Before, we had been doing what we’d always done. The program showed us that with our capabilities and people, we could build something truly remarkable. As you’ll see, RIW wasn’t just about tactics – although we learned plenty – rather, it was about shifting our mindset, priorities and approach to business. We’ve been growing steadily between 30% to 40% every year since.
How Refining Priorities And Strategies Created A $300,000+ Growth Spurt
By the end of 2024, we’d nearly doubled again, ending the year at $2,054,000 in revenue. Seeking another boost, we knew we had to refine strategies that had already paid off. Motivated by our previous results, Brett and I returned for a second Rapid Implementation Workshop in March 2025, only this time we brought our entire team.
Here’s what happened:
· Monthly recurring revenue increased by $18,668 (three new clients – two on 36-month contracts).
· Existing clients upgraded, driving further MRR growth.
· We generated $266,950 in new projects, hardware and software income.
The Difference Between RIW The First Time Vs. The Second Time
At our first RIW, we were just babies in terms of our MSP knowledge. While confident in our technical abilities, we lacked a firm grasp on the business side of running an MSP. RIW immersed us in the process, providing the foundational education and understanding of the industry, giving us a bigger vision and a growth mindset, which opened our eyes to what was possible.
At our second RIW, our team had grown. Plus, we’d acquired a small MSP. This time RIW provided the catalyst for tightening focus, aligning our team and advancing our strategy and mindset for continued scale and success.
The BIGGEST Secret To Our Success
A growth mindset and continuous improvement are the core lessons we took from TMT. They changed how we approach both setbacks and opportunities. Now, every challenge becomes a lesson, and real success comes from continually improving, not just short-term wins. As Brett says, “Mindset helps you solve all the other problems.”
Before TMT, we often held ourselves back. With TMT, we learned to get out of our own way – jumping in, listening, learning, evaluating and taking action, even when it’s uncomfortable. Constantly pushing past our comfort zone, we’ve shifted from just running a business to embracing growth and new possibilities.
Mindset Shifts That Moved The Needle Include:
· Embracing managed services – After attending our first RIW, we transitioned all our break-fix clients to managed services within 18 months. This increased MRR by 280%, from $44,580 MRR in 2021 to $169,559 MRR today. This proactive model created more stable and predictable revenue, stronger client relationships, and enabled us to deliver better client outcomes.
· Defining our roles – Through the Entrepreneurial Operating System, we gained an understanding of our individual strengths and ideal roles. Brett and I are different in so many ways. When we capitalize on those differences, we find the magic sweet spot. Before, I never wanted to take part in the sales process; however, I discovered that my role in our partnership is as the visionary, and Brett is the integrator. Once we started running our business this way, this dynamic allowed us to maximize our potential.
· Creating a culture around what makes us unique – We care deeply about the people we serve and want to make the biggest impact possible on their lives.
From the beginning, our focus has been on exceptional service delivery. In college, while working at Outback Steakhouse, we learned that every client should feel like your only client. RIW helped us realize this is what makes us unique: our highly unsurpassed level of service. We don’t just talk it, we live it. Our team are our most important clients, and they love delivering white-glove service. This internal culture, where staff feel as valued as customers, drives all our growth.
The Growth Levers That Helped Us Increase Revenue 283.9% And Profit 71.4%
In the four years since attending our first RIW, we’ve increased our revenue by 283.9% and our profit by 71.4%, from 14% to 24%. Four contributing growth levers include:
1) Strategic Networking: Becoming Visible, Building Trust
Strategic networking has become an essential tool for growth. It’s about building a steady pipeline of new business and referrals by being visible and trusted in our community – not just quietly working behind the scenes.
Three key approaches have transformed our networking:
· Hosting Events: Our biggest breakthrough – we’ve gained multiple new clients, such as the City of Oakley, and increased business from existing clients through events. Our biggest event, started only a couple years ago, is our annual Bay Area Tech Day. This year, it drew 87 attendees and produced $13,214 in new projects. More importantly, we’re building a reputation as trusted advisors. Showing up and adding value TMT-style keeps us front-of-mind for both existing clients and the broader community. We pack the house through in-house marketing, sending e-mails and postcards to existing and prospective clients and following up with phone calls. These events are more than marketing – they are educational, fun and designed to make every attendee feel special.
· Giving Back: Our extensive fundraising, community events, industry speaking and pro bono work build trust and credibility, generating significant new business. In 2020, we founded BrentwoodSTRONG, Inc., a 501(c)(3) serving seniors in need by connecting them with community volunteers and local authorities. Starting with pandemic grocery deliveries, BrentwoodSTRONG now thrives after five years, raising over $150,000. The TMT program taught us: Make people feel good and success follows. It’s not about deals or sales – it’s about authentic connection and service.
· Building Power Partnerships: Engaging with local organizations and leaders has expanded our circle of trust and influence, creating a web of power partners who refer high-value leads and reinforce mutual credibility. We’ve forged relationships with vendors who provide products or services our ideal clients use, such as managed print providers, attorneys, CPAs and payment processors. We are intentional about nurturing these ties, holding regular meetings, participating in Rotary and entrepreneurs’ groups, and adding partners to our event rosters.
2) Onboarding and Cultivating Talent
We’re committed to internship programs. TMT helped us refine our process and create structured onboarding. Through my Rotary Club, I partnered with local high schools to develop vocational internships. This gives us future talent while providing interns with hands-on experience in business development and sales. Currently, an intern is building our social media strategy and calendar for the rest of the year based on analytics – proof that mentorship feeds directly back into business. Our team all provide daily update reports where they share what they accomplished and a “critical thinking” piece about something they learned, something that stood out, a question or suggestion they have.
3) Protecting Profitability As We Grow:
After the second RIW, we revised all contracts to include a 5% annual price escalation on 36-month agreements and instituted this adjustment on all new deals automatically. This keeps us ahead of rising costs without uncomfortable conversations later and preserves growth momentum.
4) Marketing Initiatives
· Quarterly Business Reviews (QBRs): We overhauled our standards and processes. By focusing on real reporting, listening deeply and understanding each client, we enhanced perceived value and uncovered further sales and project opportunities. Just this year, QBRs helped us upgrade existing clients and added $253,736 in new projects, hardware and software revenue.
· Consistent Outreach: Staying visible in our market drives steady inbound leads. Our regular event hosting, social media posts and direct mail – modeled after TMT best practices – ensure we don’t go unnoticed by prospects or competitors.
What’s Ahead
Staying committed to the mindset that got us here – constant improvement and fearless execution – we’re on track to close out 2025 at $2.65 million. We’re fine-tuning every process, investing in team development and looking for the next edge. Having doubled revenue twice in three years and now sustaining 30% to 40% annual growth, we know there’s no finish line. The only limit is our willingness to keep learning and moving forward.
