In this episode of Profit, Grow, Exit, Abi Walsh sits down with Clark Sandlin, President/CEO of Zyrka, to talk about building a highly specialized MSP serving private equity firms, hedge funds, family offices, and high net worth individuals.
Clark shares the incredible story of how he went from managing IT inside a global private equity firm to launching his own MSP with clients already lined up from day one. From raising a newborn daughter while learning how to run a business overnight, to navigating rapid growth, leadership challenges, and company culture shifts, this conversation is packed with real lessons for MSP owners and entrepreneurs.
Abi Walsh and Clark Sandlin dive deep into:
* Growing an MSP through referrals instead of traditional marketing
* Why niching down transformed Zyrka’s business
* The dangers of chasing every client and every opportunity
* Building a strong company culture that retains great talent
* Leadership mistakes, burnout, and learning to empower teams
* Managing generational shifts in the modern IT workforce
* Using Culture Index and personality assessments to build stronger teams
* Why women are thriving in tech and customer-focused MSP roles
* How MSP owners can scale without losing their identity
If you’re an MSP owner, IT leader, entrepreneur, or business owner looking to grow sustainably while building the right culture, this episode delivers practical insights and honest experiences from over 20 years in the industry.
Guest:
Clark Sandlin
President/CEO
Zyrka
Connect with Clark Sandlin on LinkedIn - https://www.linkedin.com/in/clarksandlin/
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– Abi and the Profit. Grow. Exit. podcast team
Connect with Abi Walsh on LinkedIn: https://www.linkedin.com/in/abiwalsh/
Visit the Encore Strategic website here: encorestrategic.io
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Profit. Grow. Exit. is the podcast for MSP owners who are ready to stop being the best technician in their business and start being the best operator. Hosted by Abi Walsh of Encore Strategic, each episode delivers straight-talking insight on building a profitable, scalable, and sellable managed service business — from knowing your numbers to building the team that lets you step back. Most MSP owners built a high-paying job, not a company — and it doesn't have to stay that way. If you're stuck at a plateau, unsure of your exit path, or ready to run your business like a real business, this podcast is for you.
What is Profit. Grow. Exit.?
Profit. Grow. Exit. is the podcast for MSP owners who are done running a high-paying job and ready to build a real business — one that's profitable, scalable, and sellable.
Hosted by Abi Walsh of Encore Strategic, every episode cuts through the noise with straight-talking insight on the real challenges MSP owners face: knowing your numbers, reducing owner dependency, building the right team, and planning an exit on your terms.
Whether you're stuck at a plateau or already eyeing the door — this is the show that helps you profit more, grow smarter, and build toward an exit.