How This Inc. 500 IT Firm Cut Churn With a Pricing Model No One Else Uses

Most managed IT companies bill the same no matter what. Framework IT flipped the model — and scaled to Inc. 500. Featuring Adam Barney, Partner at Framework IT — an Inc. 500 winner and Chicago's Best Place to Work. Adam breaks down how Framework IT built a shared incentive pricing model that rewards clients for adopting best practices, why they stopped taking one-off project work, and how they transitioned from owner-led sales to a scalable sales team. He also covers their shift to account-based marketing after years of mediocre ROI from pay-per-click and cold calling — plus the real opportunities and threats AI presents to managed services. 🎯 Shared incentive pricing: lower cost as clients reduce risk 🚫 Why turning away project revenue accelerated growth 📬 Account-based marketing with physical mail outperforms digital 🧑‍💼 Hiring a non-traditional salesperson who outperformed veterans 🤖 AI will disintermediate help desks — start experimenting now ⏱️ Timestamps: 00:00 How Framework IT got started from a couch 02:00 What Framework IT actually does 03:30 The shared incentive pricing model explained 06:15 Why they stopped doing one-off project work 07:45 Top challenges scaling a managed IT company 10:30 Shifting from cold calling to account-based marketing 14:30 Scaling sales beyond the founder 17:50 AI as both opportunity and threat for managed IT 21:00 What business owners should do about AI right now 🔥 Want qualified pipeline without burning cash on cold outreach? 👉 https://www.rapidproductgrowth.com 🔗 Website: https://www.rapidproductgrowth.com 🔗 Jean-Michel on LinkedIn:   / jeanmichelthink   #ManagedIT #B2BSales #SaaS #AccountBasedMarketing #RapidProductGrowth