Jennifer Bleam

06/01/2026

05/29/2026

Let’s talk about “the normal MSP sales cycle.”

One strong month.
Two quiet ones.
A surprise referral.
A decent quarter that suddenly falls flat again.

At some point, the unpredictability just becomes the norm.

That’s dangerous!

Because now growth depends almost entirely on things out of your control.

Referrals.
Inbound interest.
Good timing.
Random opportunities.

When those show up, revenue looks healthy.

When they don’t, everybody starts wondering where the next deal is coming from.

A lot of MSPs respond by pouring more money into marketing.

But more marketing does not automatically create more sales conversations. Especially inside accounts that already trust you.

So the forward leaning MSPs are approaching this differently.

Instead of waiting for another referral, they’re using client conversations to uncover new work inside existing accounts.

AI is creating a natural talking point in those conversations.

Clients already have questions.
Some are experimenting quietly.
Some are getting pressure from leadership to “do something with AI.”
Some are already buying tools before IT is involved.

That creates an opening for the MSP to lead the conversation instead of reacting to it later.

Because mature MSPs with the most stable growth don’t passively wait for pipeline to appear.

They’re actively creating opportunities inside the client relationships they already have.

05/29/2026

05/28/2026

Your clients are already asking about AI.

Some are already using it.

The problem? Most MSPs are still trying to sell AI like it’s just another managed service.

It isn’t.

AI requires a different conversation, a different offer, and a different sales process.

That’s where the opportunity is.

MSPs who learn how to package, price, and position AI now are going to have a serious advantage as clients start looking for guidance.

DM me if you’d like help figuring out how to turn AI into a sellable offer for your MSP.

05/27/2026

A few weeks ago, we launched a LinkedIn newsletter, and we already have over 1,000 subscribers!

If you’re not getting it in your inbox each week, now’s the time.

This week’s issue is for any MSP trying to grow MRR… without adding more marketing.

Because you probably don’t need more lead generation.

You just need a better system to sell more to the clients you already have.

Read it here →

Why Most MSPs Are Stuck (And the System That Fixes It) Every MSP I talk to right now has the same quarterly rock: Grow MRR. But when you press on how they’re going to do it… That’s where things get fuzzy.

05/26/2026

"What stood out to me about this program is how practical it is. Instead of being overwhelmed by theory, the path to success is mapped out in clear, simple steps. That structure is what makes the whole process feel achievable."

-Arti Dutt

05/26/2026

AI spend is exploding… and your clients are not exempt.

For MSPs, this is not just another “tech trend” to keep an eye on.

It is a revenue opportunity, a positioning opportunity, and a client retention opportunity.

The MSPs who learn how to speak about AI intelligently will be the ones clients turn to first.

DM me if you’d like more info.

05/25/2026

Your client renewed.

Good.

But if the account hasn’t changed in three years, that’s not really growth.

Most MSPs have clients that stay for 10+ years while revenue inside the account barely changes.

The relationship feels healthy because nobody is leaving.

But… it’s not expanding either.

No new initiatives.
No deeper advisory work.
No larger strategic role inside the business.

Just the same agreement renewing over and over.

The most mature MSPs treat renewals differently.

Not as routine paperwork.
As an opportunity to uncover what changed inside the client’s business since the last agreement was signed.

Right now, AI is creating those conversations naturally.

Clients are trying tools.

Leadership teams are asking questions.
Departments are experimenting without clear direction.

They want guidance from someone they already trust.

That creates opportunities for:
• strategy engagements
• workshops
• automation projects
• ongoing advisory work

Don’t get me wrong: a client renewing every year is valuable.

But the real upside comes when the relationship keeps expanding along with the client’s business.

10/30/2024

Feeling a little spicy this morning, because I've had this EXACT conversation at least 5 times in the past week. Clearly, someone needs to hear this message.

TLDR: There are no participation trophies in marketing.

You do not get bonus marketing points for copying and pasting social media templates that get zero engagement.

AT BEST, you get an artificial feeling of satisfaction because you "did marketing".

Except you did NOT do marketing.

Marketing begins with defining success KPIs. If you don't hit the success KPIs, you troubleshoot and adjust.

Let me break this down:
1. The goal of social media is visibility and engagement (and creating part of the know/like/trust triad)
2. You blindly posting CRAP content
3. You train your followers to ignore you

If "alienation" is the KPI you were going for, then I suppose job well done.

If not, fix it.

Carry on.