Discover your MSP’s true strengths and blind spots, and see what it’ll take to scale with higher margins, on-time projects, and a team that works in sync.
Date: Thursday, May 28, 2026
Time: 12:30pm PDT / 3:30pm EDT
Length: 1 hour
Presented by
Wim Kerkhoff
Founder, TopLeft · MSP owner since 2007
Garth Wardle
Former MSP Owner, OnRock AdvisoryWhat You'll Walk Away With
- Why MRR sales is a fundamentally different problem
Garth hired a former Bell salesperson who was at 400% of quota. The guy could sell massive infrastructure deals. He couldn't close a single managed services contract. The prospect in MSP sales doesn't think they need what you're selling. That changes everything about how you approach it. - The BRUTAL market math most MSP owners have never seen
Only about 6% of your target market is available to buy in any given year. And one person can only be truly authoritative in a couple of industries. Garth will walk through the numbers and explain why choosing your verticals carefully matters more than any sales tactic. - Industry specialization and the Marriott story
Garth focused his entire MSP (not just sales, but help desk, projects, and delivery) on only a couple of industries. The result: when a Marriott hotel asked for references, he could say "which of our four Marriott hotels would you like to call?" They signed within a week. - Why hiring salespeople keeps failing at MSPs
Garth hired multiple salespeople over the years. None of them worked out. He'll share the closest thing he's found to a formula, and why it's so different from what works in product or project sales. - What breaks on the delivery side when growth accelerates
New clients land, onboarding projects stack up, reactive tickets don't slow down, and engineers start getting pulled in every direction. Without the right structure, growth just creates churn. We'll cover what has to be in place operationally before a sales push actually pays off.
More from TopLeft
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Who Should Attend
This conversation is built for MSP owners and CEOs. Whether you’ve been selling for years and want to sharpen your approach, or you’ve grown through referrals and inbound and are starting to think about what outbound looks like, Garth’s framework will give you something concrete to work with.
If you’re an operations manager or service delivery lead, the second half of the conversation (where we dig into what happens when growth hits the delivery team) is directly relevant to your day-to-day.
Who This Is For
MSP Owners & CEOs
Operations Managers
Service Delivery Leads
MSP Owners Exploring Outbound Sales
SPEAKER BIOS
Host
Wim Kerkhoff
Founder, TopLeft · MSP owner since 2007Wim has owned and operated MSPs for 19 years. He built TopLeft because he needed it himself: a way to make work visible, keep engineers focused on the right priorities, and get projects across the finish line without micromanaging.
For this webinar, Wim is in the other seat: an MSP owner who's grown organically and wants to pull apart what it takes to build the outbound side.
Guest
Garth Wardle
Former MSP Owner, OnRock AdvisoryGarth ran an MSP for 15 years, spending roughly half his time on sales. He specialized in four industries, built deep authority in healthcare and hospitality, and grew the business to the point of a successful exit.
After selling, he stayed on with the acquiring company and doubled their revenue in three years. His approach to MSP growth is rooted in industry specialization, warm relationship-building, and the hard math behind who you can actually reach in a given year.
