Shows
Ctrl-Alt-DeliverGreg Sharp on Agreements, Growth, and Building Real Value in Your MSPWelcome to Ctrl-Alt-Deliver: MSP Service Delivery Mastery.I’m Jeni Clift, joined by my husband and longtime business partner, Nick. Together, we’ve spent nearly 30 years building, scaling, and eventually exiting our own MSP business.Over those years, we learned that great service delivery isn’t just about technology, it’s about how you lead, communicate, and build trust with your clients.In this episode, we sit down with Greg Sharp, CEO and Founder of ZenContract, and a leader who’s helped hund...
2025-10-1337 min
ON PAR - An MSP Industry Leaders PodcastOn Par Podcast - Episode 14 - From MRR to Contracts that ProtectIn this episode of the On Par Podcast, Greg Sharp speaks with James Davis, Chief Strategy Officer at TSP Advisory, about the realities of the modern MSP.
James shares why the industry must move beyond rigid, one-size-fits-all service models and embrace a portfolio approach: hourly, retainers, fixed projects, and recurring revenue. He warns against relying on handshake agreements and outdated contracts, explains how contract maturity can reset client relationships, and challenges MSPs not to copy the market — because the “average” MSP isn’t doing well.
It’s a candid, practical conversation about billing, risk, growth, and how to...
2025-09-0938 min
Go-to-Market Playmakers31. How to Sell to MSPs with Greg Sharp (ZenContract)The theme of our 31st podcast episode is “How to Sell to MSPs”.
Joining our host Jeremy Balius to discuss all things SaaS GTM and Sales to IT managed services providers is Greg Sharp from ZenContract.
Summary
In this episode of Go-to-Market Playmakers, Jeremy sits down with Greg Sharp, founder and CEO of ZenContract, to dive into what it takes to successfully sell to MSPs.
Drawing on nearly three decades of experience as an MSP owner, Greg shares his transition from building and selling service-based businesses to launching a SaaS company purpose-built for MSPs...
2025-09-0147 min
ON PAR - An MSP Industry Leaders PodcastOn Par Podcast - Episode 13 - The Valiant Way with Georg DautermanIn Episode 13 of the On Par Podcast, Greg Sharp sits down with Georg Dauterman, CEO of Valiant Technologies, to talk about what it really takes to build and grow a niche MSP.
You’ll hear:
Why “How’s business?” is the wrong question (and what to ask instead)
How creative agencies go from “it just works” to needing enterprise-level IT
The power of retention over chasing every new client
Saying no to bad-fit customers to protect culture and profitability
If you’re an MSP owner or leader, this conversation is packed with insights you can apply immediat...
2025-08-1342 min
ON PAR - An MSP Industry Leaders PodcastOn Par Podcast - Episode 12 - The MSP Sales Shift Luke FongGreg Sharp chats with Luke Fong, CEO of Lateral Plains, about the hard lessons behind growing an MSP — from ditching pricing-first conversations to saying no to the wrong clients.
They cover:
✔ Rebuilding the sales process
✔ Why fit matters more than "yes"
✔ Using local events to drive real revenue
✔ Setting expectations early
✔ AI vs automation (and what actually works)
This podcast is hosted by ZenCast.fm
2025-07-2227 min
ON PAR - An MSP Industry Leaders PodcastOn Par Podcast - Episode 11 - From From Founder-Led to Scalable Sales with James BerglIn this episode of The On Par Podcast, Greg chats with James Bergl (Bluebird) about something every founder-led MSP runs into eventually — how to move beyond doing all the sales yourself.
From rookie sales hires that don’t work out to what “good” actually looks like, James unpacks where MSPs go wrong (and how to get it right the first time).
They cover everything from comp plans and lead flow to onboarding, cadence, and that one painful truth: time kills all deals.
If you’re thinking about growing your sales team — or trying to recover f...
2025-07-1134 min
ON PAR - An MSP Industry Leaders PodcastOn Par Podcast - Episode 10 - From Conversations to Close: MSP Sales with Adam RossIn this episode of The On Par Podcast, Greg Sharp sits down with Adam Ross — CEO and Co-Founder of CloudOlive — to unpack what really works in MSP sales today.
From the power of founder-led selling to filtering time-wasters with one simple question, this episode is packed with practical strategies MSPs can apply immediately to grow revenue, shorten sales cycles, and win better-fit clients.
💬 Topics covered:
Why “How have you tried to solve this already?” is the ultimate qualifying question
How to uncover patterns in your last 5 deals (and double down on them)
2025-06-1634 min
ON PAR - An MSP Industry Leaders PodcastOn Par Podcast: Episode 9 - Everything You Wish You Knew Before Selling IT Services w/ Pete EldonIn this episode, Greg Sharp (ZenContract) chats with MSP sales expert Pete Eldon about how to move beyond founder-led chaos and start building a real sales engine.
They cover:
Hiring your first junior rep (and why experience isn’t everything)
What real MSP sales looks like — without the fluff
How to stop overcomplicating your go-to-market strategy
Straight-talking advice for MSPs ready to grow.
2025-05-3028 min
ON PAR - An MSP Industry Leaders PodcastOn Par Podcast - Episode 8 - Inside the M&A Playbook with First FocusIn this episode, Greg Sharp sits down with Ross Sardi, CEO of First Focus, to unpack what really drives successful MSP acquisitions. From cultural fit and clean financials to customer retention and contract hygiene—Ross shares hard-earned lessons on how to integrate businesses without losing what made them valuable in the first place. Whether you're looking to buy, sell, or just get your house in order, this is a must-listen for any MSP thinking about M&A.
This podcast is hosted by ZenCast.fm
2025-05-0822 min
ON PAR - An MSP Industry Leaders PodcastMicrosoft NCE in 2025 with ZenContract and CloudOliveIn this episode, Adam Ross, co-founder of CloudOlive, and Greg Sharp, founder of ZenContract, dive into the challenges Managed Service Providers (MSPs) face under Microsoft's New Commerce Experience (NCE). They explore key strategies to combat revenue leakage and boost profitability by integrating billing and contract management solutions.
Key Discussion Points:
🔹 The NCE Impact on MSPs – How Microsoft's changes are affecting revenue streams and operational workflows.
🔹 Managing Billing More Effectively – How CloudOlive helps MSPs automate and optimize their billing processes.
🔹 Contract Management Best Practices – Why having a structured framework like ZenContract is essential for compliance, renewals, and profitability.
🔹 The Power of Softw...
2025-02-0428 min
Top Shelf TechA Journey to Zen: Seamless Contract Creation - Top Shelf Tech w/ Greg Sharp @ ZenContractJoin us and Jeremy Nees as we delve into the world of seamless contract creation with Top Shelf Tech's latest episode: 'A Journey to Zen' featuring Greg Sharp, CEO of ZenContract.
2024-10-0419 min
ON PAR - An MSP Industry Leaders PodcastON PAR: An MSP Industry Leaders' Podcast EPISODE 6 with Shaun Witherden from Datto/ KaseyaIn this episode, Greg sits down with Shaun Witherden from Datto/ Kaseya to discuss the state of the market in the MSP sector. They delve into topics such as the importance of cybersecurity offerings, operational efficiency, pricing strategies, and the benefits of peer groups in the industry. Shaun shares insights from his experience at PowerNet and Kaseya, highlighting the evolution of MSPs and the tools available to drive growth and profitability.
Tune in to gain valuable insights into the world of MSPs and learn how to navigate the challenges and opportunities in the industry. Don't miss out...
2024-07-0837 min
the RocketMSP PodcastContract Management and Its Effect on EBIT MultiplierJoin Steve Taylor on MSP Tutor as he interviews Greg Sharp from ZenContract, a contract management solution built for MSPs. Discover how proper contract management can significantly impact your EBIT multiplier and overall business valuation. Learn vendor-agnostic strategies to streamline your contract lifecycle, from creation and negotiation to storage and renewals. This insightful episode provides actionable tips to enhance your MSP's operational efficiency and profitability.
2024-06-2752 minON PAR - An MSP Industry Leaders PodcastON PAR: An MSP Industry Leaders' Podcast EPISODE 5 with Dustin Puryear from Giant RocketshipJoin Greg Sharp of ZenContract and Dustin Puryear from Giant Rocketship as they discuss the impact of automation on business efficiency and innovation. Learn about practical strategies, emerging trends, and the future of automation technology. Perfect for MSPs looking to stay informed on the latest developments in tech.
This podcast is hosted by ZenCast.fm
2024-06-2431 min
Start Grow ManageMaking MSP Contract Management Simple and EffectiveSend us a textIn this episode of Start Grow Manage, Jeff Loehr and Joe Rojas are joined by Trevor Thomas from ZenContract to explore the importance of establishing structured processes for managed service providers (MSPs). Trevor also shares how niching can enhance business performance by providing a clearer understanding of market needs and improved service delivery.Start, Grow, And Manage a scalable MSP that powers an extraordinary life. Our tools, practices and processes help you engage, energize and execute on building a business that powers an extraordinary life. Learn more about our p...
2023-11-1041 min
The Tech Bar (Audio)The Tech Bar Ep. 64 with Trevor Thomas of ZenContractA spicy episode of The Tech Bar filled with laughs, great drinks, and even chicken wings with Trevor Thomas, the VP of Sales for ZenContract. Plus, we’re joined by special guest host Alex Boyd of OITVOIP! The gang unpacks trade show experiences, the challenges of setting up booths, and even some explosive stories about dogs and glow sticks. The crew share their love for Star Wars and even quiz each other on lightsaber trivia. Trevor talks about his past as a sponsored breakdancer and his time at Burning Man.
Events take a fiery turn when Trevor ch...
2023-10-062h 03The Tech Bar (Audio)The Tech Bar Ep. 64 with Trevor Thomas of ZenContractA spicy episode of The Tech Bar filled with laughs, great drinks, and even chicken wings with Trevor Thomas, the VP of Sales for ZenContract. Plus, we’re joined by special guest host Alex Boyd of OITVOIP! The gang unpacks trade show experiences, the challenges of setting up booths, and even some explosive stories about dogs and glow sticks. The crew share their love for Star Wars and even quiz each other on lightsaber trivia. Trevor talks about his past as a sponsored breakdancer and his time at Burning Man.
Events take a fiery turn when Trevor ch...
2023-10-062h 03The Tech Bar (Video)The Tech Bar Ep. 64 with Trevor Thomas of ZenContractA spicy episode of The Tech Bar filled with laughs, great drinks, and even chicken wings with Trevor Thomas, the VP of Sales for ZenContract. Plus, we’re joined by special guest host Alex Boyd of OITVOIP! The gang unpacks trade show experiences, the challenges of setting up booths, and even some explosive stories about dogs and glow sticks. The crew share their love for Star Wars and even quiz each other on lightsaber trivia. Trevor talks about his past as a sponsored breakdancer and his time at Burning Man.
Events take a fiery turn when Trevor ch...
2023-10-052h 03
Uncle Marv's IT Business Podcast (Real Talk for IT Pros & MSPs)519 PitchIT Vendor Spotlight: Zen ContractZenContract is a cloud-based IT contract and proposal management tool designed specifically for MSPs. It is an all-in-one contract compliance management tool that allows users to design, build, store and execute contracts. It is simple to use and is considered one of the best contract management and MSP software available.In this episode of the IT Business Podcast, Marvin Bee and Sean Lardo discuss the ConnectWise Pitch IT Program 2023. They provide an overview of the program, which is a Shark Tank-style competition for innovative vendors that complement the ConnectWise ecosystem and support the growth of Managed Service...
2023-07-0215 min
MSP Business SchoolGreg Sharp and Trevor Thomas - Contract Chaos no MoreShow Website: https://mspbusinessschool.com/ Guest Name: Greg Sharp https://www.linkedin.com/in/greg-sharp-2598713/ Trevor Thoams – https://www.linkedin.com/in/trevor-thomas-yyc/ Company: ZenContract https://www.zencontract.com/ Hosts Brian Doyle: https://www.linkedin.com/in/briandoyl... Robb Rogers: https://www.linkedin.com/in/robb-roge... Tim McNeil: https://www.linkedin.com/in/timmcneil3/ Sponsors vCIOToolbox: https://vciotoolbox.com OSR Manage: https://osrmanage.com Greg Sharp & Trevor Th...
2023-06-2727 minON PAR - An MSP Industry Leaders PodcastON PAR: An MSP Industry Leaders' Podcast EPISODE 4 with Pete EldonSharpie catches up with Pete Eldon to talk owning an MSP, tool bloat & the importance of integration, UCaaS and the future.
This podcast is hosted by ZenCast.fm
2022-10-1100 min
Insights as a Service37 - Get that high value exitGreg Sharp sold Base2 to Kordia in 2021 for a 10x multiple, so he knows a thing or two about orchestrating a high value exit. He has also founded a number of other businesses, the latest of which is ZenContract, a SaaS play aimed at helping MSPs build value in their own businesses through simplifying scale. He joins Brendan this week to talk about what drives bigger multiples, where the MSP industry is going, the convergence of Telco and managed services, and what's next for ZenContract.
2022-09-0443 minON PAR - An MSP Industry Leaders PodcastON PAR: An MSP Industry Leaders Podcast: Episode 3 with Jamie WarnerIn this episode, two MSP founders - Sharpie who founded Base2, and Jamie Warner of eNerds - share their war stories and success secrets about how to scale an MSP. They also cover how they created vendors out of technology they built within their MSPs; ZenContract and Invarosoft.
A must listen for anyone in the MSP industry.
2022-06-0200 minON PAR - An MSP Industry Leaders PodcastON PAR: An MSP Industry Leaders Podcast: Episode 2 with Rob RaeIn this episode, Sharpie talks to Rob Rae about everything from MSP wins and industry shake ups, how to lead remote teams, & why red wine and Baileys isn't a great combination.
A must listen for anyone in the MSP industry.
2022-03-0700 min
ON PAR - An MSP Industry Leaders PodcastON PAR: An MSP Industry Leaders Podcast: Episode 1 with James BerglIn this episode, Sharpie catches up with former Regional VP of Datto & current MSP man of mystery, James Bergl.
Topics discussed:
Best MSP wins you've seen?
What are the metrics we should measure ourselves by?
Leadership styles
How to hire good people, and
What technology can really advance an MSP.
This podcast is hosted by ZenCast.fm
2022-02-1600 min