Ian Richardson is the Founder and CEO of Fox & Crow Group, where he helps managed service providers build self-funding, predictable sales engines that generate 2 to 10 first-time appointments per month within 90 days. A former MSP owner, Ian spent 16 years leading Doberman Technologies and experienced firsthand the costly sales and marketing missteps that stall growth. After investing nearly $1 million in marketing with little return, hiring underperforming sales reps, and struggling with unpredictable pipeline performance, he set out to engineer a more accountable, data-driven approach to MSP growth. That work became the MSP Sales Process™, a structured framework built from real-world operating experience and more than a decade of industry data. The process has supported the sourc...