Show Notes:
“Scaling an MSP with Family, Focus, and Smart MSP Marketing.”
In this episode, Mike and Hunter Farlow of ComTech, a fast-growing MSP in North Carolina, share their journey from slow growth to $7M+ in revenue and 1.7M in net profits. They dive into the mindset shifts, MSP marketing strategies, and leadership lessons that helped them break through revenue plateaus, build a high-performing team, and create a marketing engine that consistently brings in new clients.
Key Themes and Takeaways
Letting Go to Scale the Business. It took 28 years for Mike to break $2M—and only a few more to triple that, once he started delegating. “For 28 years, we barely got past $2M. Then we started marketing, building a team, and actually treating the business like a business—and we took off,” he says. “If you can hire a marketing manager, let them run marketing. Get an operations manager, let them fine-tune everything. Don’t micromanage, or you’ll bottleneck growth.”
Consistency Beats Perfection in Marketing for MSPs. Hunter stresses the importance of showing up consistently, rather than waiting for the “perfect” campaign. “If you send emails, do it at the same time every week. If you send mail, do it every month. Just don’t stop,” he explains. “We sent a poker chip in the mail, and it sat on a prospect’s desk for TWO YEARS before they called us. You never know when your marketing will hit at the right time—so stay consistent.”
The Power of Direct Mail and Referral Campaigns. 70+ different direct mail campaigns keep ComTech top of mind for prospects. High-impact referral programs, including giving away a Corvette, have boosted brand awareness and lead generation.
How They 2.5x’d Net Profit in One Year. By investing in staff and automation early, ComTech was able to take on more clients without major cost increases. AI-driven marketing automation and ConnectWise workflows help streamline operations and increase profitability.
Actionable Takeaways for MSP Owners
- Stop Micromanaging and Start Delegating:
- Hiring the right leaders (marketing, operations, and service) freed Mike to focus on growth, not day-to-day tasks.
- Commit to Consistent, Long-Term Marketing:
- Build a high-quality prospect list and nurture it with regular emails, direct mail, and events.
- Use Creative Marketing to Stand Out:
- Use giveaways, themed events, and bold messaging to stay memorable.
- Automate & Systematize Operations:
- Utilize AI, automation tools, and PSA workflows to streamline tasks and prevent things from slipping through the cracks.
What’s Next for ComTech?
Mike and Hunter are focused on doubling revenue within the next five years, building a mid-management team to sustain growth, and expanding their marketing engine even further. With a strong foundation, a thriving culture, and a proven MSP marketing playbook, they’re well on their way to becoming one of the top MSPs in their region.
Mike and Hunter’s story proves that consistent marketing, smart delegation, and a strong company culture can drive explosive growth. Whether you’re trying to hit your first million or scale beyond it, this episode is packed with actionable insights and motivation to take your MSP to the next level.
Enjoyed this episode? Subscribe for more MSP success stories and visit MSPSuccess.com for additional resources! If you missed the last episode, tune in here to learn how Tommy Thornton made his first million.