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Published on:

15th Jun 2026

What $100M MSPs Do Differently w/ Steve Torres

Download the framework I use with $10M–$100M MSP owners:

https://brianhoppe.com/blueprint/

A $100M operator’s view of what actually makes an MSP valuable.

Most MSPs do not stall because they lack effort. They stall because brute force stops working.

Brian Hoppe sits down with Steve Torres, President of CFO for IT, to unpack the operational disciplines that separate MSPs that scale from the ones that stay trapped in founder-led chaos. Steve has helped scale multiple IT services companies beyond $100M, worked through roughly 20 acquisitions, and now helps MSPs build the financial and operational maturity needed to increase enterprise value.

This conversation is not about tools, tactics, or chasing growth for growth’s sake. It’s about the systems, discipline, metrics, and decision-making habits that create a more valuable business.

In this episode:

  • Why “brute force execution” quietly destroys enterprise value
  • The 6 disciplines Steve sees in MSPs that scale past $100M
  • Why strategy frameworks create clarity, alignment, and accountability
  • The metrics MSP owners should actually care about
  • How CRM discipline exposes the real bottlenecks in sales and marketing
  • Why standardized offerings improve margins, sales cycles, and delivery
  • How budgeting and rolling forecasts create better decisions
  • The leadership danger of hiring purely for intelligence

If you’re trying to build an MSP that can scale without breaking, this is the conversation.

Key Moments

0:00 - Welcome to The $10 Million MSP Podcast

1:07 - Brian introduces Steve Torres

1:41 - The blind spot hurting MSP enterprise value

6:22 - The 6 attributes of MSPs that scale past $100M

10:37 - Why strategy frameworks create clarity and alignment

15:13 - The metrics MSP owners should actually track

23:51 - Why CRM discipline is non-negotiable

28:06 - The cost of customized offerings

39:04 - Decisiveness, agile velocity, and failing forward

43:43 - Why budgeting discipline drives maturity

51:52 - Steve’s biggest leadership mistake

57:52 - Where to connect with Steve

Connect

Brian Hoppe:

https://brianhoppe.com/

Steve Torres

https://www.linkedin.com/in/cfoforit/

https://cfoforit.com/

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About the Podcast

The $10 Million MSP Podcast
The $10 Million MSP Podcast dives into the real stories of MSP leaders who have gone beyond 10 million. How they built teams, created systems and turned their businesses into valuable wealth-building assets. Join Brian Hoppe, Strategic Coach to MSPs, as he sits down with leaders of $10M+ MSPs to unpack the inflection points that matter – From the personal stories of MSP leaders to key fundamentals like culture, operational maturity and driving profitability. This isn’t another MSP podcast about tools and tech. On The $10 Million MSP Podcast you’ll find behind the scenes conversations with leaders that have built thriving MSPs – their biggest wins, their toughest lessons and practical advice that you can use now. If you’re an MSP owner who knows that growth starts from within, that mindset, leadership and strategy, align to create both wealth and meaning, then this show is for you. New episodes are released every other week!