The theme of our 31st podcast episode is “How to Sell to MSPs”.

Joining our host Jeremy Balius to discuss all things SaaS GTM and Sales to IT managed services providers is Greg Sharp from ZenContract.

In this episode of Go-to-Market Playmakers, Jeremy sits down with Greg Sharp, founder and CEO of ZenContract, to dive into what it takes to successfully sell to MSPs.

Drawing on nearly three decades of experience as an MSP owner, Greg shares his transition from building and selling service-based businesses to launching a SaaS company purpose-built for MSPs. His journey highlights the realities of pivoting from services to software, the challenges of building remotely distributed teams, and the mission that drives ZenContract to elevate the MSP industry through better contract management and risk mitigation.

The conversation explores why MSPs are such a unique and often difficult audience to sell to: they are incredibly time-poor, constantly pitched by vendors, and often lack formal business processes or urgency to change. Greg breaks down the three types of MSPs (lifestyle, scaling, and growth-focused), their buying personas, and what motivates them. He also shares lessons on standing out in a crowded market, the importance of building urgency, and how ZenContract has differentiated itself from tools like DocuSign by embedding automation, compliance, and PSA integration.

Greg Sharp, With a 30-year tenure in the IT industry across the UK and New Zealand, stands out as an exemplary leader in contract management for MSPs. As a CISSP-certified IT security engineer, he currently spearheads ZenContract as its Managing Director, coordinating a skilled team across New Zealand, Australia, Philippines, United Kingdom, and Canada.

His insight is valued on advisory boards for notable industry giants such as Datto, Autotask, Dropbox, Microsoft, and Cisco in the APAC region, and he maintains active roles on three MSP advisory boards.

His passion for the MSP industry is not just theoretical; Greg has practically demonstrated his acumen by successfully building and selling three MSP businesses. His most recent venture set a record in New Zealand, being acquired by a government division, a testament to its exceptional people, culture, systems, and streamlined business processes. One of these innovative processes evolved into ZenContract, a solution revolutionizing how MSPs manage contracts and agreements, ensuring complete ownership and efficiency in these critical operations.

Greg’s journey is characterized by a deep commitment to enhancing MSP efficiency, particularly in contract and agreement management, making him a pivotal figure for businesses seeking to optimize their service delivery in the IT sector.

Connect with Greg on LinkedIn

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Go-to-Market Playmakers is where B2B Tech and SaaS founders, leaders, and industry playmakers share the strategies that drive real results. Join host Jeremy Balius for winning GTM strategies from the industry’s best.

Each episode unpacks the moves, insights, and lessons from industry playmakers who’ve successfully navigated the complexities of taking products and services to market.

Whether you’re scaling a SaaS company, refining your revenue strategy, or leading a GTM motion, this podcast delivers actionable insights, real-world experiences, and proven frameworks to accelerate your success.

For more about Filament, visit our B2B tech marketing agency.

Check out our Web Designs, our Website Maintenance and our Website Security Solutions.

Follow Filament on LinkedIn.

Connect with Jeremy Balius.

The theme of our 30th podcast episode is “AI in Enterprise Tech Go-to-Market: Why Enterprise GTM Will Never Be the Same”.

Joining our host Jeremy Balius to discuss all things AI and Enterprise GTM is Mark Vigoroso from The Enterprise Edge.

In this episode, Mark Vigoroso joins host Jeremy Balius to unpack how AI, particularly local, containerized deployment models, is redefining enterprise go-to-market strategy.

Mark explains how the SAP-NVIDIA partnership exemplifies the shift toward “local AI”, a model that allows enterprises to deploy AI securely, compliantly, and at scale without compromising data sovereignty. This architectural shift is enabling faster time to value and unlocking AI adoption in highly regulated sectors like healthcare, finance, and government.

Mark argues that AI is not just transforming products. It’s reshaping buyer expectations and redefining how GTM teams must operate.

As skepticism and scrutiny among buying committees grow, vendors must now prove not just value, but safety and trustworthiness. AI-led GTM demands deeper industry verticalization, outcome-based messaging, and a renewed focus on differentiation.

Throughout the episode, Mark provides a clear, practical framework for go-to-market leaders who want to move beyond AI theatre and build sustainable, trusted growth in the enterprise space.

Mark Vigoroso is the Founder and CEO of The Enterprise Edge, which equips B2B enterprise tech firms to grow, convert more funnel, increase M&A time-to-value and transform to sell as an advocate, not a vendor.

Mark has 30 years of deep, full-spectrum experience across the B2B enterprise technology ecosystem - spanning software, services, marketplaces, and consulting. He’s a 360° operator with deep tech and operations VP practitioner roots (NCR), executive software / services / tech vendor GTM experience (Qualcomm, Verizon Wireless, Oracle, Servigistics/PTC), and analyst/consultant/advisor CxO roles (Aberdeen Group, Reed Elsevier, ERP Today).

As a CEO, CRO, CCO and CMO, he’s repeatedly built and revitalized companies through strategic clarity, GTM reinvention, operational rigor, building and growing courageous cultures and teams, and humble leadership.

Connect with Mark on LinkedIn.

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Go-to-Market Playmakers is where B2B Tech and SaaS founders, leaders, and industry playmakers share the strategies that drive real results. Join host Jeremy Balius for winning GTM strategies from the industry’s best.

Each episode unpacks the moves, insights, and lessons from industry playmakers who’ve successfully navigated the complexities of taking products and services to market.

Whether you’re scaling a SaaS company, refining your revenue strategy, or leading a GTM motion, this podcast delivers actionable insights, real-world experiences, and proven frameworks to accelerate your success.

For more about Filament, visit our B2B tech marketing agency.

Check out our Web Designs, our Website Maintenance and our Website Security Solutions.

Follow Filament on LinkedIn.

Connect with Jeremy Balius.

The theme of our 20th podcast episode is “HubSpot Marketing Operations: How to Align RevOps Systems for Effective Go-to-Market”.

Joining our host Jeremy Balius to discuss all things HubSpot and GTM is Jasz Rae Joseph from Jasz Rae Digital.

In this episode of Go-to-Market Playmakers, HubSpot and RevOps strategist Jasz Rae Joseph explains why Marketing Operations is the glue that aligns marketing, sales, and customer success around one revenue system. She breaks down how clean data, thoughtful lead routing, attribution, and reporting turn HubSpot from “just a CRM” into an all-in-one visibility engine that shows exactly what’s working, what’s not, and where to double down. Instead of tool-first thinking, Jasz advocates a strategy-first, crawl-walk-run approach: document the revenue goals, map the buying journey, and then configure HubSpot (and only the features you truly need) to support that motion.

Jasz also shares practical playbooks for sales adoption without extra admin, email/calendar connections, sequences, and background tracking, so sellers spend more time selling while leadership gets closed-loop reporting. We cover dirty-data pitfalls, ownership and documentation, right-sizing deal stages and properties, intent + fit lead scoring, and how to use automation to warm leads before handoff. A real-world example shows the impact: nurturing existing database contacts via sequences added $1M in revenue with no new headcount required.

Jasz Rae Joseph is a revenue strategist and HubSpot expert who helps B2B teams streamline their marketing and sales systems for real, measurable growth.

With over a decade of experience spanning SEO, client strategy, and operations, Jasz founded her consultancy in 2021 to support scaling teams in getting more from the systems themselves.

She’s known for her practical, systems-first approach to marketing that aligns directly with sales and business goals, cutting through complexity to drive real results.

Connect with Jasz on LinkedIn

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Go-to-Market Playmakers is where B2B Tech and SaaS founders, leaders, and industry playmakers share the strategies that drive real results. Join host Jeremy Balius for winning GTM strategies from the industry’s best.

Each episode unpacks the moves, insights, and lessons from industry playmakers who’ve successfully navigated the complexities of taking products and services to market.

Whether you’re scaling a SaaS company, refining your revenue strategy, or leading a GTM motion, this podcast delivers actionable insights, real-world experiences, and proven frameworks to accelerate your success.

For more about Filament, visit our B2B tech marketing agency.

Check out our Web Designs, our Website Maintenance and our Website Security Solutions.

Follow Filament on LinkedIn.

Connect with Jeremy Balius.