Show Notes
Sales, Structure, and Snyder’s $5M Journey
In this episode, Will Snyder, co-founder and CEO of WTC IT Services, shares how he went from solo consultant to building a $5M MSP. Snyder dives early mistakes, how he eventually doubled revenue in three years, and what’s really working now—from trade shows and JV partnerships to culture-driven growth.
Key Themes and Takeaways for MSP Owners
Finding Their Niche. Snyder Focused his MSP on manufacturing and distribution—specifically the fastener industry. He joined trade groups, got access to member lists, built industry knowledge, and learned the software they used. “We became known as the IT guys in that space—and everything got easier,” Snyder says.
Building a Sales Engine After $2M. Once Snyder saw the impact of structured marketing (newsletters, trade shows, tech tips), he got serious. In one year, he closed 33 new clients and added $90K in MRR—mostly from referrals and event networking.
Culture = Zero Churn. WTC has never lost a client in 13 years. Weekly team meetings, customer-first hiring, and responsiveness are the keys. “The culture bleeds over to the clients,” says Snyder. “They can hear it in our voice.”
Creating Strategic Structure. Snyder admits WTC lacked a strategic hiring and org chart early on. Scaling to $5M forced him to invest in systems, middle management, and account management. Now, he’s focused on building out onboarding teams, project management, and sales support to prep for $10M+ growth.
Actionable Advice for MSP Owners
- Start building your list now—even if you’re tiny.
- Join trade groups, download member directories, and create a follow-up system.
- Track your numbers—and be accountable for them.
- Peer groups and goal-setting changed Snyder’s habits around sales. Weekly check-ins made growth measurable and motivating.
- Hire to your weaknesses.
- Snyder leaned into his strength in sales and marketing—and built systems and roles around what he didn’t do well.
- Culture isn’t fluff—it’s your retention strategy.
- Hiring happy, customer-focused people and treating them well leads to zero client churn and nonstop referrals.
- Don’t wait to integrate your tech stack.
- Get PSA, billing, and reporting systems synced early. It saves time, reduces friction, and supports scale.
- Plan your org chart before you need it.
- Don’t wait until you’re buried in new clients to start thinking about onboarding, project management, and account managers.
What’s Next for WTC IT Services?
WTC is currently in 28 states and expanding its national footprint through acquisitions. Snyder’s ambitious goal is to hit $10M in three years and $20M in five, supported by a scalable back end, strategic hiring, and new SDR efforts. With a solid foundation, strong culture, and focused niche, WTC is positioned for sustainable, high-margin growth.
Snyder’s journey proves that doing great tech work isn’t enough—you need structure, strategy, and sales focus to scale. Whether you’re still chasing your first million or navigating the “valley of death” around $2M–$5M, this episode is full of hard-earned insight and no-BS lessons on what actually works.
Enjoyed this episode? Subscribe for more MSP growth stories and check out MSPSuccess.com to stay up to date on industry news and best practices. If you missed last week’s episode, tune in here to hear how Lisa Niekamp-Urwin made her first million.