Episode 32 · January 19, 2026
Episode 32 - From Survival to Scale: An MSP Growth Story
With Neelesh Patel, John Snyder and Brian Gillette
In Episode 32 of The MSP Sales Podcast, Brian Gillette is joined by John Snyder (CEO) and Neelesh Patel (President) of Net Friends for a candid, behind-the-scenes look at what it really takes to build a successful MSP - the wins, the mistakes, and the decisions that shaped where they are today.
This isn’t a polished success story. It’s an honest conversation about growth through constraint, learning the hard way, and how a strong partnership became a competitive advantage instead of a liability. John and Neelesh share how they navigated leadership challenges, clarified roles, and built trust as the company scaled.
Along the way, they dig into how Net Friends thinks about marketing, differentiation, and experimentation. This episode is packed with insights MSP owners can actually apply.
In this episode, you’ll hear:
➡️ How a strong CEO–President partnership accelerates growth
➡️ The mistakes they made early - and what they’d do differently
➡️ Why clarity of roles matters more as MSPs scale
➡️ Creative marketing and AI ideas
If you’re an MSP who wants to learn from people who’ve lived it - this episode offers a look at what sustainable success requires.
EPISODE HOSTS
Neelesh Patel
Neelesh Patel is the President and co-owner of Net Friends, a Durham, NC-based managed IT services provider (MSP) specializing in IT support, cybersecurity, and strategic solutions for businesses nationwide.
He joined the company in early 2008 as a field technician, advancing to Operations Manager in 2012, becoming a co-owner in 2016, and later President. In 2020, he partnered with CEO John Snyder to assume full leadership from founder David Scarborough.
With over two decades in IT—including prior experience founding and selling his own MSP (Minaxi Networks) in the San Francisco Bay Area after working with major clients—Patel emphasizes superior customer experiences, enterprise-grade solutions at accessible prices, business growth, and mental health initiatives. He is a UNC-Chapel Hill graduate, raised by immigrant parents, and has appeared on podcasts sharing his entrepreneurial journey through economic challenges and leadership in MSPs.
John Snyder
John Snyder is the CEO of Net Friends, a Durham, NC-based managed IT services provider specializing in IT support, cybersecurity, and strategic consulting for businesses nationwide.
A North Carolina native and Duke University Biology graduate (1995–1999), Snyder joined the company in 1999 as an early team member and field technician. He became a minority owner in 2009, advanced to leadership roles including President, and in 2020 took over as CEO alongside co-owner Neelesh Patel, succeeding founder David Scarborough.
With over 25 years in IT, Snyder focuses on network security, ransomware protection, cloud solutions, and a people-first leadership style. He serves on the Durham Technical Community College IT Advisory Committee and the National Small Business Association Leadership Council, and frequently shares insights on MSP growth through podcasts and articles.
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.