Episode 9 · February 19, 2025
Stop Being a Commodity
With Brian Gillette and Alex Farling
Are you tired of drifting along in a sea of sameness? In this episode of The MSP Sales Podcast, Brian Gillette sits down with Alex Farling to talk about one of the biggest challenges in the managed services industry - standing out in a crowded market.
This episode breaks down how MSPs may unknowingly commoditize themselves, and struggle to communicate their unique value. From refining your sales process to creating deeper client relationships, Alex shares hard-hitting insights that can steer your MSP away from being “just another provider” and build some true differentiation.
What steps are you really taking to separate your MSP from the competition?
Listen in and start enacting some change starting today.
EPISODE HOSTS
Brian Gillette
Brian Gillette, the founder of Feel-Good MSP, stands out in the Channel with his unique, empathy-driven approach to sales and client relationships. Formerly a VP of Sales for an MSP, his expertise now shines as a consultant, where he transforms traditional sales tactics with a focus on understanding and meeting client needs. Renowned for his strategies in overcoming sales objections, Brian champions selling outcomes over technicalities, emphasizing value, trust, and the importance of peace of mind and productivity for clients. His dynamic, client-centered philosophy makes him an invaluable asset in the MSP landscape.
Alex Farling
Alex Farling, a current co-founder at Empath, brings a novel perspective to continuous learning and education in the MSP community. Alex’s dedication to nurturing an ever-evolving MSP community is grounded in his 16+ years as an MSP owner. This role and his experience working with 1100 MSPs at Lifecycle Insights has given him an in-depth understanding of the industry and its challenges. Beyond his contributions to MSP growth, Alex commits his time to working with early-stage startups as an advisor and angel investor. Outside of his professional life, he enjoys playing volleyball and treasures moments with his fiancée, Jess, and their dog, Thor.