Show Notes:

In this episode, Robin Robins talks with Bruce Gibbs, founder and president of GFI Digital, about how he built one of the most successful independent copier and MSP companies in the U.S. Starting from scratch in 1999, Gibbs grew GFI Digital from four employees and $1 million in revenue to more than 400 employees and over $140 million in annual revenue. He shares the lessons he’s learned from evolving a copier business into a thriving managed services provider and how his team continues to scale with purpose and discipline.

Key Themes

• Controlled Growth—Gibbs talks about the dangers of growing faster than your infrastructure and the importance of balancing sales with operational capacity.
• Leadership Development—He highlights lessons learned from promoting technical experts into management roles and why true leadership requires mentoring and people skills, not just technical ability.
• Cold Calling and Sales Discipline—Despite industry trends, Gibbs attributes much of GFI Digital’s continued success to an aggressive cold calling culture and strong sales training.
• Balancing Sales and Service—He discusses how GFI Digital manages sales growth while maintaining high customer satisfaction through proper staffing and process control.
• Future Focus—Gibbs shares how adopting Kaseya’s unified toolset and joining peer groups are helping position GFI Digital for its next stage of growth.

Actionable Takeaways

• Match sales growth with support capacity to avoid burnout.
• Invest in leadership training—good managers drive retention and performance.
• Keep cold calling as a core sales activity—it still works.
• Measure and manage growth carefully to protect quality and culture.
• Build strong peer and vendor relationships to stay competitive.

What’s Next

Gibbs expects GFI Digital’s MSP division to double in size over the next few years, driven by larger client contracts, a stronger management structure, and new efficiencies from the Kaseya platform. He sees major opportunities ahead as businesses seek trusted providers who can scale with them.

The success of GFI Digital shows how traditional technology companies can evolve by hiring the right people, focusing on culture, and maintaining sales discipline. Gibbs’s story is a blueprint for MSP owners aiming to grow sustainably without losing sight of service quality, leadership, and customer trust.