Show Notes:
From Break-Fix to a $3 Million MSP
In this episode, Mario Zaki, CEO and founder of Mazteck IT, shares his journey from running a small break-fix IT business out of his house to scaling a multi-million-dollar MSP. He talks about the pivotal decision to transition to managed services, how he successfully converted clients, and what’s next as he aims for even bigger growth.
Key Themes and Takeaways
The Game-Changer: Switching from Break-Fix to Managed Services. “Switching over from break fix to managed services was my key to success,” says Zaki. With break-fix, revenue was unpredictable: “I [was] waiting for something to break so I can fix it to bill them.” Managed services created recurring revenue, allowing him to hire staff, rent an office, and plan for growth.
Converting Clients was Key. Zaki used a “Good News, Bad News” letter to shift break-fix clients to managed services. Zaki told them, “Our hourly rate is going to increase significantly… but the good news is we’re introducing a flat-rate service with unlimited support, antivirus, backups, and proactive maintenance.” Many clients realized the MSP model saved them money, making the switch an easy decision.
The Power of Marketing & Learning from Peers. Zaki credits TMT for giving him a blueprint to grow. Community & peer mentorship helped him refine his sales pitch and close more deals.
Successful MSPs Stand Out. Clients compare multiple providers, so you have to show why you’re different. Zaki makes the point, however, that “It’s never apples to apples. I have to explain why my ‘apples’ are better than their ‘tangerines.’” He also advises that being able to speak in business terms, not just tech jargon, helps close more deals.
Actionable Takeaways for MSP Owners
- If You Haven’t Switched to MSP Yet, Do It Now
- Stop relying on one-off repair jobs—build recurring revenue instead.
- Use a pricing strategy that encourages clients to choose managed services over break-fix.
- Use Marketing to Educate & Convert Clients
- The “Good News, Bad News” letters helped Zaki transition clients smoothly.
- Show numbers—many clients don’t realize MSP is a better financial deal than break-fix.
- Invest in Sales Training & Peer Learning
- Being great at tech isn’t enough—learn sales skills, marketing, and pricing strategies. Surround yourself with successful MSPs and adopt what works.
What’s Next for Mazteck?
Having grown from $1M to $2M, Zaki is now rapidly approaching $3 million in revenue in just a few years. His long-term goal is to continue scaling, while ensuring he builds a legacy business that he can eventually pass down to his kids.
Zaki’s journey proves that pricing strategy, marketing, and sales skills are just as important as technical expertise when growing an MSP. If you’re still stuck in break-fix or struggling to scale, his story is a blueprint for making the switch and growing profitably.
Enjoyed this episode? Subscribe for more MSP success stories and visit MSPSuccess.com for additional resources! If you missed our last episode, tune in here to hear how Wayne Hunter got to $1M by getting out of his own way.