Show Notes:

“You absolutely have to have relationships, or you won’t have client retention,” says Brandis Kelly, president of the Midwest region of Digeteks.

In the first episode of the MSP Success Podcast, we dive deep into the strategies and lessons that propelled Kelly to success in the MSP space. Kelly shares her journey, insights, and practical tips for MSP business owners looking to thrive in a competitive market.

Here’s what you’ll learn:

Key Themes:

The Power of Relationships. Building strong, long-term relationships with clients is essential for retention. A client-first approach has led Kelly to retain clients for over a decade. 

Dreamers vs. Doers. Success requires visionaries and implementers. Business initiatives won’t get accomplished if you send a dreamer to do a doer’s job. “It works if you work it,” says Kelly, speaking to how consistency and action drive results. 

Dedicated Marketing is Non-Negotiable. Whether it’s your responsibility or a team member’s, marketing requires focus and ownership. Kelly says, “It’s not an instant ROI; direct mail marketing is about the long game.” Effective campaigns need patience and persistence to pay off. 

Team Building and Leadership. Scaling requires hiring the right people and fostering growth from within. Look for employees with a mix of drive, adaptability, and willingness to learn. “Your team is everything. You can’t make $1,000,000 in profit without a good team,” Kelly says.

Actionable Takeaways for MSP Owners

• Consistency is Key
  • Marketing and operations thrive on consistent efforts. Success doesn’t happen overnight.
• Know Your Margins
  • Understanding profitability metrics allows you to make smart, data-driven decisions.
• Invest in Your Team
  • Train them well enough to leave; treat them well enough to stay. This creates stability for both clients and operations.
• Be Hands-On (at Least Initially)
  • Get involved in every aspect of your business—marketing, client outreach, and operations—so you understand what to expect from your team.
• Client Retention is a Team Effort
  • Long-term clients appreciate consistency in staffing and service.

What’s Next For DigeTekS?

• Expanding into new states while maintaining high profitability.
• Cross-training team members to eliminate over-reliance on single individuals.
• Emphasizing structured processes to replace informal “handshake” deals.

Kelly emphasizes authenticity, perseverance, and the importance of surrounding yourself with the right people—whether they’re clients, team members, or mentors. Her journey is an inspiring roadmap for MSPs aiming for their “first million” in profit or revenue.

Enjoyed this episode? Be sure to subscribe wherever you listen to podcasts to catch future episodes, and check out MSPSuccess.com for additional resources.