Episode 21  ·  August 18, 2025

Episode 21 - Chaos to Clarity: Streamlining MSP Operations for Growth

With Brian Gillette and Ash Welsh

Most MSPs focus on features, integrations, and the latest tools — but miss the bigger picture. In Episode 21 of The MSP Sales Podcast, Ash Welsh (Quoter team at Scalepad) joins Brian Gillette to talk about operational maturity, change management, and why simplifying your processes might be the best growth move you can make.

Ash urges MSP leaders and team members alike to adopt a “business consultant” mindset:

✅ Evaluate tools for accessibility and usability, not just technical specs

✅ Anticipate change management needs during staff turnover

✅ Streamline and simplify processes so they’re easy to understand and communicate

Whether you’re the CEO or a frontline team member, the ability to think critically about how you work — and how you can do it better — will directly impact your efficiency, profitability, and client experience. This episode offers actionable ideas you can put into practice right away.

Learn more about Quoter at https://www.scalepad.com/quoter/
 

EPISODE HOSTS

Brian Gillette

Brian Gillette, the founder of Feel-Good MSP, stands out in the Channel with his unique, empathy-driven approach to sales and client relationships. 

Formerly a VP of Sales for an MSP, his expertise now shines as a consultant, where he transforms traditional sales tactics with a focus on understanding and meeting client needs. 

Renowned for his strategies in overcoming sales objections, Brian champions selling outcomes over technicalities, emphasizing value, trust, and the importance of peace of mind and productivity for clients. His dynamic, client-centered philosophy makes him an invaluable asset in the MSP landscape.

Ash Welsh

Ash Welsh is a seasoned sales and channel leader with more than a decade of experience helping technology companies scale through partner success. As a key member of the Quoter team at ScalePad, he works with MSPs and IT providers to streamline their quoting processes, reduce bottlenecks, and close deals faster.