Play It Smart

Marco Hernandez runs a one-man MSP with 140 clients, 100% referral leads and a 100% close rate. This episode takes apart exactly how.

Show Notes

Marco Hernandez runs a one-man MSP with 140 clients, gets 100% of his leads from referrals, and closes every deal he quotes. This episode takes apart exactly how.

Marco was on his way to becoming a lawyer in Venezuela when a computer repair shop tried to screw him. Thirty years later he runs TEK IT UP IT Services, a deliberately solo MSP in the Greater Toronto Area, and he has turned being small into his biggest advantage.

What we cover:
00:00 Cold open
00:21 Intro
01:12 Origin story: from law student to IT
02:47 Going solo on purpose
05:51 Winning clients with 100% referrals
18:52 Pricing and scope creep
23:36 AI in a one-man MSP
33:46 Rapid fire round
36:39 Closing

Play It Smart is the show where Alexej Pikovsky sits down with MSP operators and takes apart how they do it.

What is Play It Smart?

Play It Smart is the show where Alexej Pikovsky sits down with MSP operators and business owners and takes apart how they actually do it: winning clients, pricing, staying lean, using AI, and building toward an exit worth having. Season 2 is dedicated to MSP operators. Past guests include Rand Fishkin of Moz and SparkToro and the founders of Chili Piper, Flowchat and 3DLOOK.