MSP Sales Process Review: Why Agilitec Stopped Struggling with Sales (and How Other MSPs Can Too)
For most managed service providers, sales isn’t a system—it’s survival. You hustle. You network. You get referrals. You take sales calls between client fires and tech team escalations. If you’re lucky, you close enough business to keep growing. But at some point, it stops being sustainable. Growth plateaus. Hires don’t work out. Sales reps churn. And you wonder if anyone has figured out how to sell IT services in a repeatable, scalable way.
Allan Jocson of Agilitec IT in Las Vegas knows that pain all too well.
“It’s always been owner-led sales here. I’m the primary salesperson, primary closer,” Jocson says. “I’ve made bad sales hires at the high end and the low end. I’ve tried a bunch of different things—different frameworks, different coaching programs.”
The Problem with Traditional Sales Tools for MSPs
Agilitec’s story mirrors what most MSPs face when they try to grow: hiring reps who fail without clear process, investing in CRMs with no real structure, burning money on sales trainers who don’t understand the industry, and trying to jam sales tracking into a PSA built for support tickets.
Agilitec tried it all: HubSpot, coaching programs, multiple CRMs. None of them worked the way MSPs need them to work.
“We also tried using our PSA as a sales management tool, and let’s just say that’s never worked well at all—because no PSA is a good sales tool. It just doesn’t exist.”
The truth is—even many “MSP-specific” tools and programs fail to deliver. Cookie-cutter solutions get marketed as one-size-fits-all, but they often ignore the real-world complexity of managed services sales. Implementation support is minimal at best. Approaches feel dated, overly complex, or rigid—designed for how vendors think MSPs sell, not how sales actually happens day-to-day. Many tools were built for only one channel, like cold outreach, and don’t support a balanced strategy. And too often, the advice stops at tactics—without a solid strategy or process to tie everything together.
Why does this keep happening? Because most tools and coaches assume you're selling software, not services. They don’t understand long sales cycles, technical buyers, co-managed IT environments, or the delicate balance between billable hours and business development. As a result, the guidance breaks down immediately once you leave the classroom.
“CRMs are just CRMs,” Jocson says. “Those tools are only as good as the configuration.”
What Makes the MSP Sales Process Different?
When Allan found the Fox & Crow Group’s MSP Sales Process, he wasn’t just looking for another tool. He needed something that worked the way an MSP actually operates.
Delivered through a customized implementation of Membrain CRM, the MSP Sales Process isn’t just a pipeline tracker. It’s a complete framework for MSP sales—from cold outreach to client expansion.
“What Ian with Fox & Crow did was take the MSP sales process and account growth process and layer it on top of a platform that is very modular and modern… he didn’t over-engineer it.”
- Prospecting – engaging people who don’t know you yet
- Sales – managing the journey after the first meeting is set
- Account Growth – ensuring that existing clients continue to grow in value and satisfaction
The beauty of the system wasn't just in its features—it was in the way it was built around how MSPs actually operate. Allan didn’t need hours of onboarding or complicated training. Everything was intuitive.
“It makes sense to me without training even. We’ve got some metrics and qualifiers around that. All of that is easy to understand and see.”
Here’s a quick walkthrough that shows how that clarity comes to life in the system:
That kind of clarity is rare in the CRM world. Tools like HubSpot or Salesforce often require heavy configuration and outside consultants. What Allan appreciated most was that Fox & Crow didn’t just deliver a tool—they delivered a working, proven solution.
“You have to customize [those platforms] to your needs. I think Fox & Crow has done a great job implementing that best practice solution already… It just makes sense to the team we have.”
Real Results for a Real MSP
Once the system was in place, the impact was almost immediate. Communication improved across the board—sales team members knew where deals stood, and internal updates no longer required endless check-ins.
“It’s reduced the amount of backend conversations that we’ve had to have and check-ins and ‘what’s going on with this account.’”
What also stood out to Allan was the flexibility of the system. Unlike rigid templates or clunky CRM add-ons, the Fox & Crow framework gave his team room to customize workflows while keeping the process structured.
“I appreciate the modern platform… it’s very easy to come in and customize it to your own need. Every company’s a little bit different.”
And perhaps most importantly, it reduced the mental drag. Instead of spending hours figuring out how to work his tools, Allan was back to focusing on what actually mattered: doing real work for real clients.
“The more time I spend figuring out how to work with my tools, the less time I’m actually doing real work.”
Final Thoughts: What Stuck (and Why You Should Pay Attention)
“My favorite feature is how easy it is to use. It’s so simple but powerful at the same time. I bring up Membrain and see everything… depending on what your focus area is—if I’m working on account management and account growth—I can see the prioritizations. I can see things that are overdue. I don’t have to dig around anywhere.”
More Client Success Stories
Fox & Crow’s MSP Sales Process isn’t just theory—it’s been implemented across dozens of real-world IT providers who’ve overcome the same obstacles you're facing today. Here are just a few standout transformations:
Brightworks IT, a managed services firm based in Oregon, needed a repeatable sales system that could scale alongside their team. They leveraged the full MSP Sales Process to grow revenue while improving internal alignment.
365 Technologies, a Canadian MSP, had already invested in sales tools—but lacked process. The framework helped their team better manage pipelines, qualify leads, and measure results.
Skytide Group, a post-acquisition MSP roll-up, used the MSP Sales Process to gain clarity across multiple sales teams and markets. It gave their leadership team confidence and structure as they scaled operations.
Want to hear more? Visit our testimonial page for additional case studies—or check out our Google reviews to see what other MSPs are saying.
Frequently Asked Questions About the MSP Sales Process
What makes the MSP Sales Process different from generic sales frameworks?
Unlike generic frameworks, the MSP Sales Process is built specifically for IT service providers. It accounts for long sales cycles, technical buyers, co-managed environments, and the operational balance MSPs juggle every day.
Do I need to use Membrain CRM to implement the process?
Membrain is the preferred platform because it’s built for complex sales—but the process itself can be adapted to other tools if you have the right structure and guidance.
How long does it take to implement the MSP Sales Process?
Most MSPs can fully implement and train their teams within 30–60 days, depending on team size and existing sales maturity.
What if I’ve already tried other sales coaching programs or CRMs?
This process isn't another "template"—it's a tailored system based on real-world MSP experiences. Even MSPs who’ve tried and failed with other solutions have found success here.
Can I still use this if I’m the only one doing sales?
Yes. In fact, many MSP owners are still the primary closers. The MSP Sales Process helps you offload busywork, stay organized, and eventually scale when you're ready.
