Tortoise and Hare Software

09/30/2026

Is your MSP prepared for cybersecurity awareness month?

It could be if you were a client of Tortoise and Hare Software!

This week we've been ironing out content strategies for the upcoming cybersecurity awareness month complete with a full slate of security focused social media posts, landing pages, and blog content - all aligned with your brand and your messaging.

Want to learn more?

Visit our website a book a free consultation today.

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Tortoise and Hare partners with mid-market MSPs to help them increase lead volume, scale revenues, and make their businesses more attractive to prospective buyers when it comes time to sell.

Our marketing team tackles late-stage marketing problems that mid-market challengers face like multi-channel advertising campaigns, SEO, conversion rate optimization, performance reporting, and more.

Apply for a free MSP marketing consultation today.

09/29/2026

In the latest episode of the Aesopian's Podcast, Tortoise and Hare Software founder Hunter Nelson breaks down how MSPs can start pricing and packaging AI services.

Check out the latest episode and full show notes:
https://tortoiseandharesoftware.com/blog/pricing-packaging-ai-services-for-msps/?utm_source=facebook&utm_medium=organic&utm_campaign=publer+company+page

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Tortoise and Hare partners with mid-market MSPs to help them increase lead volume, scale revenues, and make their businesses more attractive to prospective buyers when it comes time to sell.

Our marketing team tackles late-stage marketing problems that mid-market challengers face like multi-channel advertising campaigns, SEO, conversion rate optimization, performance reporting, and more.

Apply for a free MSP marketing consultation today.

09/28/2026

If you look under the hood of a stalled MSP sales call, you will often find a parts list. Backup cadence. Delta files. Portal logins. The client is nodding, but nothing is landing. That is the lowest level of connection. It leads straight to the price objection, and you have nothing left to say. In Episode 61, Brian Gillette closes out the Feel-Good Close Foundations series with pillar three: build connection. This solo lecture centers on the connection chart. The shift is simple. Stop explaining what the service does. Start speaking to who the client wants to become. → Buyers see MSPs at the convenience or need level, so price gets questioned → Empathy in discovery is the antidote to FUD → Put the prospect in the driver's seat and act as the guide This one is for MSP owners and sales leads who keep losing the conversation at price. You will leave knowing where your buyer sits on the chart. -------------------------------------------------------------------------------------------- Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg . .

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Tortoise and Hare partners with mid-market MSPs to help them increase lead volume, scale revenues, and make their businesses more attractive to prospective buyers when it comes time to sell.

Our marketing team tackles late-stage marketing problems that mid-market challengers face like multi-channel advertising campaigns, SEO, conversion rate optimization, performance reporting, and more.

Apply for a free MSP marketing consultation today.

If you look under the hood of a stalled MSP sales call, you will often find a parts list.Backup cadence. Delta files. Portal logins.The client is nodding, but nothing is landing. That is the lowest level of connection.It leads straight to the price objection, and you have nothing left to say. In Epi...

09/24/2026

🚨 New Case Study Available 🚨

Learn how we helped a New Jersey MSP refresh their website, strengthen their brand, launch new Google Ads campaigns, and make a statewide growth push across search engines and AI platforms.

For Monmouth Cyber, that meant bringing their online presence up to the standard of the services they already delivered. We connected website development, SEO, paid search, and LinkedIn around a shared goal: reaching more qualified business buyers across New Jersey.

Early results included top-five rankings for competitive commercial keywords, fewer consumer inquiries, and an increase in qualified businesses reaching out.

Has your MSP’s service quality outgrown your marketing? See what goes into building a foundation for your next stage of growth.

https://tortoiseandharesoftware.com/blog/new-jersey-msp-statewide-marketing-launch/?utm_source=facebook&utm_medium=organic&utm_campaign=publer+company+page

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Tortoise and Hare partners with mid-market MSPs to help them increase lead volume, scale revenues, and make their businesses more attractive to prospective buyers when it comes time to sell.

Our marketing team tackles late-stage marketing problems that mid-market challengers face like multi-channel advertising campaigns, SEO, conversion rate optimization, performance reporting, and more.

Apply for a free MSP marketing consultation today.

09/21/2026

If you look under the hood of a stalled MSP sales call, you'll find the same habit every time. Too much talking. Not enough asking. Most discovery calls still run product-forward. XDR, RMM, endpoint detection. That's sausage making. Nobody buys sausage by hearing how it's made. They care about what happens after they hire you. Brian Gillette continues the Feel-Good Close lecture series with pillars one and two. Focus on the solution. Fight for authenticity. He reframes discovery from product-forward to need-forward, and shows why curiosity, not charm, builds trust. He also unpacks the gap between forced honesty and real authenticity, and why disqualifying bad fits early is a responsibility, not an inconvenience. → Need-forward discovery leads with curiosity and surfaces it → Authenticity means aligning intent with words, not just being blunt → Selective hearing hides the red flags already in front of you This one's for MSP owners and sales leads ready to stop pitching and start building trust. You'll walk away with sharper questions, a check on your own selective hearing, and a way to lead every call with the buyer's problem. -------------------------------------------------------------------------------------------- Interested in attending ScaleCon 2026? Register here with code FeelGood50 for a $50 discount: https://cvent.me/e9BBxL Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg . .

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Tortoise and Hare partners with mid-market MSPs to help them increase lead volume, scale revenues, and make their businesses more attractive to prospective buyers when it comes time to sell.

Our marketing team tackles late-stage marketing problems that mid-market challengers face like multi-channel advertising campaigns, SEO, conversion rate optimization, performance reporting, and more.

Apply for a free MSP marketing consultation today.

If you look under the hood of a stalled MSP sales call, you'll find the same habit every time.Too much talking.Not enough asking.Most discovery calls still run product-forward. XDR, RMM, endpoint detection.That's sausage making.Nobody wants to buy sausage by hearing how it's made.They care about wha...

09/14/2026

There is a reason prospects lie to you before the pitch starts. It is not because they are bad people. It is because selling trained them to defend themselves. Most sales advice is tactics. Overcome objections. Handle pushback. Close harder. None of that explains why buyers show up guarded in the first place. This episode opens the Feel-Good Close Foundations series. Brian steps out of the interview chair to break down the adversarial sales complex, the pattern that turns sales conversations into a standoff. He names FUD as the fuel behind it, and empathy as the fix. → Why buyers default to the fake, take, escape pattern → Why fear, uncertainty, and doubt keep replacing trust in MSP sales → The one shift that breaks the adversarial cycle for good This one is for MSP owners and sales reps tired of feeling like the villain in their own pitch. Walk away with a name for the pattern working against you, and the first piece of what replaces it. -------------------------------------------------------------------------------------------- Interested in attending ScaleCon 2026? Register here with code FeelGood50 for a $50 discount: https://cvent.me/e9BBxL Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg . .

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Tortoise and Hare partners with mid-market MSPs to help them increase lead volume, scale revenues, and make their businesses more attractive to prospective buyers when it comes time to sell.

Our marketing team tackles late-stage marketing problems that mid-market challengers face like multi-channel advertising campaigns, SEO, conversion rate optimization, performance reporting, and more.

Apply for a free MSP marketing consultation today.

There is a reason prospects lie to you before the pitch starts.It is not because they are bad people.It is because selling trained them to defend themselves. Most sales advice is tactics. Overcome objections. Handle pushback. Close harder.None of that explains why buyers show up guarded in the first...

09/07/2026

You walk into a networking event and start selling. That is the fastest way to leave with nothing. MSPs treat these rooms like a numbers game, pitching everyone and hoping something sticks. People feel the agenda and shut down before you finish your sentence. In this solo episode, Brian breaks down how he actually breaks the ice, at events and on cold calls. The reframe: you are not there to close. You are there to earn a second conversation. → Invite yourself into a conversation circle instead of hovering → Ask two or three follow up questions before you pitch anything → Run cold calls on three things: your objective, your motive, how they win This one is for any MSP owner who dreads walking into a room full of strangers. Walk out with the confidence to break the ice and build warm pipeline. -------------------------------------------------------------------------------------------- Interested in attending ScaleCon 2026? Register here with code FeelGood50 for a $50 discount: https://cvent.me/e9BBxL Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg . .

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Tortoise and Hare partners with mid-market MSPs to help them increase lead volume, scale revenues, and make their businesses more attractive to prospective buyers when it comes time to sell.

Our marketing team tackles late-stage marketing problems that mid-market challengers face like multi-channel advertising campaigns, SEO, conversion rate optimization, performance reporting, and more.

Apply for a free MSP marketing consultation today.

You walk into a networking event and start selling. That is the fastest way to leave with nothing. MSPs treat these rooms like a numbers game, pitching everyone and hoping something sticks. People feel the agenda and shut down before you finish your sentence. In this solo episode, Brian breaks down....

09/04/2026

Wishing you a happy Labor Day weekend from all of us at Tortoise and Hare Software.

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Tortoise and Hare partners with mid-market MSPs to help them increase lead volume, scale revenues, and make their businesses more attractive to prospective buyers when it comes time to sell.

Our marketing team tackles late-stage marketing problems that mid-market challengers face like multi-channel advertising campaigns, SEO, conversion rate optimization, performance reporting, and more.

Apply for a free MSP marketing consultation today.

08/31/2026

If you look under the hood of a stalled MSP, you rarely find a bad market. You find one lead source, one excuse, and zero accountability. Most owners want one channel to save them. When SEO does not hit in three months, they blame the tactic. When leads come in and they cannot close, they blame the agency. Taher Hamid is back on the podcast - our first repeat guest! He runs MSP Camp, the Apex agency, and the ScaleCon conference. He and Brian break down why growth ceilings are almost always self-imposed. Not the market. Not the vendor. The owner. → Give SEO and AEO twelve months before you judge the channel → Run several lead sources at once, never rely on one snare → Fire fast when someone cannot keep pace with the team's standards This one is for MSP owners waiting on one channel or one hire to fix their growth. You’ll walk away knowing exactly where your ceiling comes from. -------------------------------------------------------------------------------------------- Learn more about Taher Hamid via his LinkedIn. Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg

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Tortoise and Hare partners with mid-market MSPs to help them increase lead volume, scale revenues, and make their businesses more attractive to prospective buyers when it comes time to sell.

Our marketing team tackles late-stage marketing problems that mid-market challengers face like multi-channel advertising campaigns, SEO, conversion rate optimization, performance reporting, and more.

Apply for a free MSP marketing consultation today.

If you look under the hood of a stalled MSP, you rarely find a bad market. You find one lead source, one excuse, and zero accountability. Most owners want one channel to save them.When SEO does not hit in three months, they blame the tactic.When leads come in and they cannot close, they blame the ag...

08/25/2026

If you look under the hood of an MSP that never grows, you will usually find one owner trying to do it all. That was Sergey Poltev, and it almost cost him everything. He was overworked, stuck in the tickets, and running his life on empty. The burnout cost him his marriage and his house. Then, a bad partnership deal collapsed and cost him half of his clients, leaving him with barely enough to survive. If you are an MSP owner, there is guaranteed to be something you can relate to in Sergey's story. He is a computer science grad who had to learn the hard way that a technical ego is the ultimate bottleneck to business freedom. He rebuilt from absolute scratch by shifting his entire operational philosophy. Instead of micromanaging tasks, he started delegating by outcomes. Today, he runs two multi-million dollar MSPs and a global virtual staffing agency. He breaks down how he let go, why virtual talent is the cheat code for scaling, and how pairing AI with a VA multiplies your leverage. We cover: → Why most owners hand their team tasks instead of outcomes → Why you must treat offshore talent like full employees → How to do a proper "time study" to figure out what only you can do → Rejection proofing: How a stand-up comedy course can fix your sales Whether you are drowning in tickets or trying to make your first hire, Sergey's story shows what is waiting on the other side of letting go. -------------------------------------------------------------------------------------------- Learn more about Sergey Poltev via his LinkedIn. Learn all about Feel-Good MSP and our end-to-end MSP sales training, growth and development program at: www.FeelGoodMSP.com Brian's book "How To Sell a Sh*tload of Managed Services (without selling your soul)", is now available in both hard-copy and audiobook format! It’s your roadmap to build repeatable growth, higher margins, and stronger client relationships without compromising values. Get it now at Amazon.com https://a.co/d/hJKoFxg

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Tortoise and Hare partners with mid-market MSPs to help them increase lead volume, scale revenues, and make their businesses more attractive to prospective buyers when it comes time to sell.

Our marketing team tackles late-stage marketing problems that mid-market challengers face like multi-channel advertising campaigns, SEO, conversion rate optimization, performance reporting, and more.

Apply for a free MSP marketing consultation today.

If you look under the hood of an MSP that never grows, you will usually find one owner trying to do it all. That was Sergey Poltev, and it almost cost him everything. He was overworked, stuck in the tickets, and running his life on empty. The burnout cost him his marriage and his house. Then, a bad....