In this episode, we spoke with Greg Brainerd, founder of Braintek, a Houston-based MSP, about building a business from scratch, overcoming the fear of failure, and scaling with intention. Brainerd shares valuable lessons from his entrepreneurial journey—from running the business out of his garage to building a team and thinking ahead to his eventual exit.

Show Notes:

Major Themes for MSPs

Predictable Revenue Matters. Brainerd emphasized selling predictable monthly contracts that cover base expenses. He values multi-year agreements for cash flow stability and staffing decisions, but also allows clients to leave if the relationship isn’t working out.

Scaling by Letting Go. Scaling required a mindset shift from doing everything himself to becoming a coach and mentor. Building documentation and support systems helped technicians become self-sufficient. Brainerd eventually built a team that includes sales and account management to offload customer relationships and drive growth.

Planning for Exit from the Start. Brainerd is working with M&A experts to build a sellable business. Key focus areas include reducing debt, increasing profitability, building systems, and ensuring the business can run without him. He sees the company as an asset, and wants it to continue with or without him.

Continuous Learning = Continuous Earning. Brainerd invests in coaching, audiobooks, and industry groups. He encourages his team to pursue certifications like CompTIA and Microsoft, and views personal and professional development as critical to long-term success.

Actionable Advice for MSP Owners

• Adjust your pricing as your clients grow.
  One small change—tying contract value to user counts—led to a noticeable jump in revenue. Don’t let outdated contracts stall your growth.
• Let go of control to scale.
  Growth required Brainerd to stop doing everything himself. He built documentation, trained his team, and delegated service delivery so the business wouldn’t depend solely on him.
• Try a wide mix of marketing channels.
  From branded vehicles to local ads and newsletters, Braintek uses a layered marketing strategy. Brainerd’s advice? Don’t wait for the perfect campaign—just start testing.
• Don’t hide from the business side.
  Brainerd invested time in understanding finances, operations, and systems. He learned that running a business well is a skill—and it pays off in stability and valuation.
• Join a peer group and act on what you learn.
  Brainerd didn’t just sit in meetings—he implemented suggestions. The result? Big impact from small ideas, and a network of support to keep him moving forward.
• Prioritize personal growth alongside business growth.
  Learning, coaching, and continuous improvement aren’t optional—they’re part of Brainerd’s long-term strategy for staying sharp and leading well.

What’s Next for Braintek?

Brainerd is focused on continuing to build a self-sufficient, scalable business that can thrive without him. He’s investing in leadership development, improving marketing consistency, and preparing for a future sale by cleaning up financials and strengthening systems. His long-term goal is to create a company that has real equity value—one that delivers for clients, empowers his team, and sets him up for an eventual exit on his terms.

Brainerd’s journey is one of persistence, humility, and intentional growth. He didn’t try to scale overnight—instead, he focused on solving one problem at a time, improving processes, and surrounding himself with people who could help. For MSPs trying to move from owner-operator to business builder, this episode offers a clear and relatable roadmap.

Enjoyed the episode? Subscribe for more real MSP stories and check out MSPSuccess.com for tools and playbooks to grow your business. If you missed our last episode, tune in here to hear how Angie Wittke hit her first million.