A $47M MSP with 165 employees. Built from telecom consulting, VoIP, and a founder who had to learn the business as it scaled.
Most MSP owners assume growth breaks because of sales, marketing, or market size. This conversation challenges that.
Brian Hoppe sits down with Shawn Torres, CEO of In-Telecom, to unpack how the company grew from an $8M telecom and networking business into a fast-scaling MSP with offices across Louisiana, Texas, Georgia, and Tennessee.
This is not a conversation about chasing top-line growth. It’s about the discipline, financial maturity, leadership development, and internal infrastructure required to scale without losing control.
In this episode:
- How Shawn grew In-Telecom from $8M to $47M after launching managed services
- Why aggressive targets only work when they are backed by budget, data, and accountability
- How a real CFO changes the way an owner thinks about growth, cash, debt, and forecasting
- What MSP owners underestimate about acquisitions, integration, and culture fit
- Why leadership development, middle management, and internal operations become critical at scale
If you’re trying to build an MSP that can grow past founder-driven hustle, this is the conversation. If you want to go deeper on the levers behind growth and valuation, you can get the Value Creation Blueprint here:
https://brianhoppe.com/blueprint/
Key Moments
1:48 – The leadership lesson Shawn had to learn as the business scaled
7:36 – Why In-Telecom added managed services after building telecom, voice, and networking
11:11 – How EOS, discipline, and target-setting changed the company’s growth path
18:38 – The financial mechanics behind growing from $31M to $47M
23:53 – Building the sales, BDR, client success, and marketing engine
28:09 – Why a real CFO becomes critical around the $8M mark
32:19 – What Shawn learned from acquisitions, integration, and culture fit
38:56 – The non-obvious infrastructure required beyond $30M
44:43 – Why every new stage of growth forces the owner to level up
52:05 – Why coaching and people development matter beyond the leadership team
54:54 – Shawn’s biggest mistakes as a leader
58:39 – Lightning round: work from home, AI, the gym, hunting, and making deposits
Connect
Brian Hoppe
https://brianhoppe.com/
https://www.linkedin.com/in/brianhoppe
Shawn Torres
https://www.linkedin.com/in/shawn-torres/
https://www.in-telecom.com/
