Episode 28 · November 24, 2025
Episode 28 - Profitable Packaging: Fueling Predictable Growth
With Brian Gillette and Brian Hoppe
In Episode 28 of The MSP Sales Podcast, Brian Gillette sits down with Brian Hoppe (Strategic Advisor and Revenue Coach to MSPs) to unpack why pricing, packaging, and financial clarity shape the entire sales experience. Not through pressure, scripts, or gimmicks - but through alignment, transparency, and knowing your numbers.
Together, they break down how the right packaging eliminates discounting, creates confidence in the sales process, and makes growth predictable instead of stressful.
In this episode, you’ll learn:
➡️ How unclear packaging causes stalled deals and endless discounting
➡️ What finance numbers you must understand before you scale
➡️ The link between accountability, pricing, and recurring revenue
➡️ How your pricing model shapes your sales culture (for better or worse)
➡️ What good forecasting and predictable revenue look like inside an MSP
This isn’t a conversation about “raising prices.” It’s a conversation about building a sales-ready business, one where your team can confidently sell, your clients know exactly what they’re paying for, and your growth becomes predictable instead of stressful.
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.
Brian Hoppe
rian Hoppe has been part of the Managed Services industry since the early 2000s and has held nearly every seat in an MSP — from technician to Operations Manager, CFO, and ultimately CEO. Over more than two decades, he has built multiple MSPs and sold to private equity, gaining a deep understanding of what it takes to scale, lead, and create lasting enterprise value.
As a Strategic MSP Coach, Brian now works with growth-minded CEOs to increase enterprise value, elevate operational maturity, and achieve personal freedom through leadership clarity and disciplined execution. His coaching and advisory work combine real-world operating experience with the perspective of someone who’s worked at the highest levels of the MSP industry.