140 Clients, No Employees: How a Solo MSP Does It

from Play It Smart · host Alexej Pikovsky

Marco Hernandez runs a one-man MSP with 140 clients, gets 100% of his leads from referrals, and closes every deal he quotes. This episode takes apart exactly how. Marco was on his way to becoming a lawyer in Venezuela when a computer repair shop tried to screw him. Thirty years later he runs TEK IT UP IT Services, a deliberately solo MSP in the Greater Toronto Area, and he has turned being small into his biggest advantage. What we cover: 00:00 Cold open 00:21 Intro 01:12 Origin story: from law student to IT 02:47 Going solo on purpose 05:51 Winning clients with 100% referrals 18:52 Pricing and scope creep 23:36 AI in a one-man MSP 33:46 Rapid fire round 36:39 Closing Play It Smart is the show where Alexej Pikovsky sits down with MSP operators and takes apart how they do it.

Episode metadata supplied by the publisher feed · Published Jul 11, 2026

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Marco Hernandez runs a one-man MSP with 140 clients, 100% referral leads and a 100% close rate. This episode takes apart exactly how.

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140 Clients, No Employees: How a Solo MSP Does It

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This episode was published on July 11, 2026.

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