Show Notes:

From Startup to $6.5M MSP: How Lopez Built a Business with Purpose

In this episode, Julio Lopez, founder and CEO of IT for Education, shares his inspiring journey from solo tech engineer to leading a thriving MSP that scaled from just over $500K to $6.5 million in revenue. With deep insight into leadership, marketing, team development, and niching, Lopez walks through the mindsets and systems that helped his company grow sustainably—and intentionally—in this exclusive interview with TMT founder Robin Robins.

Key Themes and Takeaways for MSP Owners

Stop Running on Referrals. Lopez ran a “lifestyle business” for 18 years, bouncing between $500K and $800K with no consistent marketing. His big pivot came from realizing that sustainable growth requires a repeatable marketing and sales system, not just good service.

Pick a Niche and Go Deep. Lopez rebranded and committed fully to K-12 education after attending the Goldman Sachs 10,000 Small Businesses program. “When something becomes a passion for you, that you’re serving a particular space, it changes how you show up,” he says. Choosing a vertical allowed him to learn the language, pain points, and rhythms of his ideal client—leading to stronger messaging and better service.

The Peer Group Advantage. One of Lopez’s top recommendations for new and growing MSPs: join a peer group and engage fully. “Everything I’ve gone through—or will go through—someone in that group has already been through,” Lopez says. He credits the community at TMT for helping him shorten his learning curve, stay accountable, and grow his leadership skills.

You Can’t Scale Without Letting Go. Lopez shared how he nearly burned out trying to control everything during a growth surge. “I had people in place, but mentally and emotionally, I was still running like a four-person shop,” he says. That turning point forced him to trust his team, delegate with intention, and lead at a higher level.

Start Marketing Before You Feel Ready. Instead of “fixing ops first,” Lopez kept his foot on the gas while improving systems on the fly. “You have to learn how to change the tires while the car is moving,” he explains.

Actionable Tips for MSP Owners

• Stop relying on referrals to grow.
  • If you want consistent, predictable growth, you need to control your lead generation. That means committing to marketing—even if it’s messy at first.
• Pick a niche and learn everything about it.
  • Niching down helps you speak your client’s language, anticipate their needs, and build a reputation faster than trying to serve everyone.
• Join a peer group—and actually engage.
  • You get out what you put in—so attend meetings, ask questions, and implement what you learn.
• Develop your people, even if you’re afraid they’ll leave.
  • Early on, Lopez feared that training team members would make them more likely to quit. Now, he sees professional development as a key part of retention and scaling. Skilled, empowered employees help grow the business—and most stay when they feel supported.
• Implement a business operating system.
  • EOS (Entrepreneurial Operating System) gave Lopez and his leadership team the structure they needed to manage meetings, accountability, and priorities. He recommends picking a system—any system—and using it to stay organized as you scale.
• Don’t skip the self-work.
  • Lopez’s emotional growth—learning to face fear, insecurity, and control issues—was just as important as his business strategies. His advice? Do the inner work. The business will follow.

What’s Next for IT for Education?

Lopez is focused on becoming the #1 K–12 MSP in the country, starting with deeper penetration into Florida and strategic expansion into charter schools. With a clear niche, growing brand, and evolving leadership structure, the company is positioning itself for national scale—while staying rooted in purpose-driven service.

Lopez’s story is proof that MSP growth doesn’t have to be frantic or forced—it can be intentional, values-based, and sustainable. Whether you’re starting out or stuck at a plateau, this episode will challenge and encourage you to commit to your vision, trust your people, and step fully into the role of business owner.

Enjoyed this episode? Subscribe for more success stories and visit MSPSuccess.com for growth tools, templates, and strategies. If you missed our last episode, tune in here to hear how Tom Andrulis built his $50M MSP.