We kick off every CharTec Academy by asking our attendees two questions:

• What are the biggest challenges you're facing?
• What do you expect to get out of Academy?

Here are the seven most asked about topics at our February 2026 Academy as well as the 40,000 foot view of the answers to the most common MSP growth challenges in 2026 (Want the detailed flight plan? You’ll have to come to Academy for that).

1. MSP Sales Process – Why aren’t prospects closing?

Let’s be honest. The MSP sales process is not easy. Why? Because no one is really excited to buy MSP services. Computer systems and the associated cybersecurity, compliance, and constantly changing environment are necessary evils to get business done, not things people are excited to buy.

So, how do you sell this oh so attractive product? You ensure that you’ve nailed the 5 prerequisites of a sale (recognized need, viable solution, value justifies the cost, a sense of urgency, and authority to buy). How do you do that? Execute the full CharTec sales process every time, focusing on the prospect’s problems, fully uncovering their needs, presenting an all-inclusive solution, and confidently overcoming objections.

2. MSP Tech Profitability – You’re busy, but are you profitable?

Getting clients is one thing. Serving them well, while being truly profitable is another. What exactly are strong profit margins? For MSPs, strong margins aren’t just about charging more, they’re about delivering value efficiently. A healthy managed services gross margin typically sits in the 50–70% range, with mature, well-run providers pushing toward the higher end through standardized offerings, disciplined pricing, and operational efficiency.

3. MSP Marketing – What actually works for managed service providers?

Whether an MSP has been relying on referrals or is lamenting years of unsuccessful marketing, they really want to know what marketing moves the needle. Email marketing, by far, has the highest ROI, but what happens if you don’t have any names to email? How do you build a strong list? For many MSPs, building a consistent lead generation system is one of the biggest barriers to sustainable growth.

1.       Define a very clear ICP (ideal customer profile). Hone in on who you’re most profitable serving, rather than going after any friend or fool willing to throw money your way. This way you can create campaigns with very targeted messaging appealing directly to your customer.

2.     Own content and social media. At any given point in time, 1% of the world’s networks are down and 20% dislike their IT person enough to be actively looking for someone new. That means you’re most likely marketing to fewer people with active needs. Your job is to drive an unmet need to the surface or be memorable when an active need pops up.

      Leverage events as outreach. Events are the perfect place to share your expertise without appearing salesy in order to build up a quality lead list.

4. MSP Operations at Scale – How do we grow without breaking?

When do I hire? How do I grow without creating chaos? How do I stop being the bottleneck? Scaling effectively requires building the proper structure for growth. Before expansion comes process documentation. Before hiring comes role clarity. Before growth comes visibility through KPI dashboards. Scaling isn’t about adding bodies. It’s about reducing friction at every layer of the business, so growth becomes sustainable instead of stressful.

5. MSP Upselling – How do we increase revenue without adding more clients?

It’s significantly less expensive to upsell your current customer than bring in a brand new one. Most MSPs are sitting on goldmines of old agreements priced too low because they’re too afraid to address price increases.  The truth is, your longest-standing clients are often the most underpriced, while also trusting you the most. 

When you lead with value, data, and a clear explanation of expanded services or rising costs, price conversations become business conversations. The goal isn’t to “raise rates.” It’s to realign agreements with the reality of the service you’re delivering today.

The business environment your clients operate in today looks nothing like it did three or five years ago. Cybersecurity threats have multiplied. Compliance requirements have tightened. AI tools have reshaped productivity and risk exposure at the same time. If your agreements haven’t evolved to reflect that reality, you’re either delivering more protection and advisory value than you’re charging for, or unfortunately, leaving gaps uncovered.

For MSPs focused on growth, regularly reviewing and updating service agreements is a critical revenue strategy.

6. Closing MSP Deals – How do I get deals across the finish line?

Once you have a prospect on the hook, how do you keep them from ghosting you or living in a perpetual state of negotiation during the MSP sales process? If you follow the CharTec sales process you should walk out of your sales presentation with one of two outcomes: a very clear, "No!" so that you can move on to the next sales conversation, or a signed agreement and check for the first month's payment. How do you do that?

•  Address their needs specifically during the presentation. You need to appeal to each decision maker's selfish reason to want to buy rather than blather on about the things you think are cool.
• Deliver the price in two parts (service + project), and "reduce the price to ridiculous" (this doesn't mean lowering your rates, it's a unique way CharTec teaches to deliver the numbers).
• Effectively prepare for and answer objections on the spot. If you're getting the same objections over and over again, figure out what you're missing in the sales process. 

Want help acing the sales process every time? Consider the CharTec Sales Lab. It's 4 days of intense training, practice, and testing so that you can confidently execute the first appointment, Discovery, presentation, and close any managed services deal. 

7. HaaS (Hardware as a Service) for MSPs: How do we offer HaaS?

How do we offer HaaS? How do we price it?  HaaS is what gave CharTec its name from the beginning. It is a profitable way to deliver hardware that is economical, turns CapEx into OpEx, and makes the pill of buying a network that meets your service standards much easier to swallow.  The goal is predictable monthly recurring revenue with margin built in from day one. Done correctly, it strengthens retention, simplifies upgrades, and positions you as a long-term strategic partner rather than a one-time vendor. 

For MSPs looking to grow recurring revenue, HaaS can become a powerful long-term strategy.

These challenges reflect the most common growth obstacles facing managed service providers today. Whether it’s improving MSP sales processes, increasing profitability, building marketing systems, or scaling operations, successful MSPs focus on solving these core business challenges strategically.

What would be on your list? 

These were the seven areas our February Academy attendees said mattered most to them right now: MSP sales process, profitability, marketing, scaling operations, upselling, closing deals, and HaaS.

What would be on your list? What feels stuck? What needs clarity? What would make the biggest difference in your business this year? Join us at the next CharTec Academy to get your questions answered.