{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"GTM Uncensored™","title":"The MSP Mistake That Breaks Sales, Support, and Trust","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/e360eea8\"></iframe>","width":"100%","height":180,"duration":2313,"description":"Most MSP programs don't fail because of bad partners. They fail because nobody built the foundation before trying to scale.\nJon Purcell is the founder of Untapped Channel Strategy and spent 13 years building channel programs inside Apple, VMware, and Workiva. He joins Adam Jay and Dale Zwizinski to break down why so many channel programs look busy on paper while producing almost nothing.\nThey dig into comp plan misalignment, pricing mistakes, and the expectations that sink MSP programs before they launch.\nWe discuss:\nWhy signing 20 MSP partners on day one guarantees chaos instead of momentum\nHow a mismatched comp plan quietly turns reps against your own channel program\nWhy Apple's MSP program was built backward, for the vendor instead of the partner\nWhat it actually means to turn an MSP into a \"super user\" of your technology\nWhy enterprise pricing models break the moment you apply them to MSPs\nThe MDF trap that forces partners to spend first and wait to get reimbursed\nChapters:\n(00:00) Jon's lawn analogy: why some companies won't buy no matter what\n(00:48) The Grumpy Walrus Cloud story: 20 MSP partners, 8% close rate\n(02:08) Why companies skip foundations before building MSP programs\n(04:09) How comp plans quietly break channel programs\n(05:22) Turning MSPs into super users\n(10:00) The biggest mistake vendors make in the first 90 days\n(13:33) Why Apple's MSP program was broken from day one\n(15:54) Why enterprise pricing models don't work for MSPs\n(21:33) The MDF trap that breaks channel programs\n(24:14) Why leadership still treats MSP programs like a side project\n(28:52) Monday Morning Move: audit your MSP program in one week\n(34:44) Uncensored Questions: VMware, Broadcom, and ConnectWise\n\nWe are proudly supported by Nooks, one unified workspace for outbound!\nLearn more about Nooks today at https://www.nooks.ai/gtmuncensored","thumbnail_url":"https://img.transistorcdn.com/JEoXHJ_ycpDfwd4giLjglLnOZEaYAtNGyEzBLmNNBAo/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS84MjJi/ZWI2NTJjYTU0YjA4/NDJjYzA0MThiMzdl/NWU3Ny5qcGVn.webp","thumbnail_width":300,"thumbnail_height":300}