MSPs and IT services
MSP sales coaching that puts your best questions on every call.
Ricavi coaches every rep live on your sales process. Your questions get asked on calls you’re not on.
What Ricavi does for your MSP sales team.
Live on every call
Ricavi nudges the rep while the client is still there.
Onboard new reps
New reps ask the coaching chat, which draws on your playbook.
QBRs and renewals
Business reviews and renewal calls get the same live coaching.
Approve each draft
Nothing is written to your CRM until someone approves it.
Where Ricavi sits
Coaching on the calls and CRM you already run.
Calls come in from Google Meet, Microsoft Teams, and Zoom. Ricavi records them and reads the deal’s record in your CRM. Drafted updates go back only once the rep approves them.
83%
Less admin
Ricavi writes the notes and drafts the follow-ups. It updates the CRM once the rep approves.
The stack: calls on Google Meet, Microsoft Teams, and Zoom feed Ricavi. Ricavi sits above your CRM (HubSpot, Salesforce, Microsoft Dynamics): account, deal, and contacts come up, drafted updates go down once the rep approves them. Google Calendar, Outlook, Google Drive, and OneDrive sit alongside.
Google Meet
Microsoft Teams
Zoom
Google Calendar
Outlook
So the pre-call brief lands 30 minutes before each call.
Ricavi sits above your CRM and guides the work at every stage.
- Pricing question raised
- Sign-off still open
- Scorecard, 62/100
Calendar
Files- Google Drive
- OneDrive
Connected at onboarding, with your calendar.
HubSpot
Salesforce
Microsoft Dynamics
Not a DIY product. Installed and monitored by sales and technical leaders.
The owner’s question, on each rep’s call.
Ricavi tracks your methodology live. If a key question is still open after halfway, a smart nudge suggests the words to say. Only the rep sees it.
A new rep’s third call, the proposal
The rep’s seat
An MSP sales process every new rep can follow.
A new rep is coached live from their first call. Every call ends with a scorecard.
Scored on your sales process
Each recorded call gets a score. It checks your questions, your tone, how you handle objections, and your own steps.
A private coaching chat
The coaching chat already knows what was said, so you can ask it why the sign-off question nearly waited. It stays private unless you share it.
Your next move
One press drafts the discovery questions you skipped, ready for the next call.
“
“I was at dinner and overheard my team telling our GM how valuable they found Ricavi.”
Jane Susak
Sales Manager, Essential Assessment
Who sells what
MSP sales team structure: one question per seat.
The best practice is simple. Give each seat one job and the same questions on every call. Copy these into your playbook.
5 questions
Rewrite each one in your own words before it goes into your playbook.
What a good answer sounds like
Names, roles, and the order they decide in, from the first call to a signed agreement.
Where Ricavi helpsIf the decision process is still open halfway through a call, the sidebar nudges the rep with this question.
What a good answer sounds like
A recent example, who fixed it, and how long the team waited.
Where Ricavi helpsA BDR’s first meeting on Google Meet, Microsoft Teams, or Zoom is coached like any call.
What a good answer sounds like
Criteria the client ranks in their own words, and who owns each one. Ask before the proposal, so the proposal can answer them.
Where Ricavi helpsThe call summary records the pain points and impact the client described.
What a good answer sounds like
A date, the main findings, and who owns each fix.
Where Ricavi helpsObjection prompts suggest a response while the client is still on the call.
What a good answer sounds like
New hires, moves, sites, or projects, each with a date.
Where Ricavi helpsA brief lands 30 minutes before the review. It pulls the account from your CRM.
How to sell managed services when more than one person signs.
An agreement rarely has one signer. Ricavi flags a deal with one contact. It drafts an email asking who else is involved. Nothing is written to your CRM until someone approves it.
To review
The rep edits and approves each draft on its own.
Send email
Follow-ups go from your own account, and only once approved.
Or dismiss it
Dismiss a draft and nothing is sent or synced.
Up next
Your admin sets which CRM fields Ricavi may update.
Ricavi drafts the email and CRM update. They wait until the rep says yes.
The short answer
How should an MSP structure its sales team?
Give each seat one job. A BDR books first meetings. A rep runs discovery and the proposal. A technical lead answers the hard questions, and an account manager runs the quarterly reviews. Then write down the owner’s questions and coach every seat against them on real calls. Ricavi runs those questions as a live checklist on every call.
Last reviewed 30 Oct 2026
Source: Ricavi product team
For your admin
Choose which calls are recorded.
Here’s an illustrative day of a rep’s calls. Change a setting and watch which calls Ricavi records.
Recording rules
Set by your admin
- External video callsGoogle Meet, Microsoft Teams, Zoom
- Internal callsOnly people from your company
- Domains you excludenorthgate.example
- Kept for the period you setThen purged automatically
Example day
- 09:00Pipeline reviewInternalSkipped: internal call
- 10:30Brightwell demoExternal · brightwell.exampleRecorded · no bot
- 12:00Partner syncExternal · northgate.exampleSkipped: excluded domain
- 14:00Riverstone renewalExternal · riverstone.exampleRecorded · no bot
- 15:30Halvard check-inBy phoneNot recorded: phone call
- 16:30Luxora site visitIn personNot recorded: in person
Six meetings. Two recorded. No bot, no notice.
Recorder or coach
MSP sales training that lasts past the course.
A course teaches the questions. A recorder shows you the call after it ends. Ricavi coaches the rep while the client is still on it.
It records, and the rep is on their own.
A live checklist, objection prompts, and a nudge when a critical question is still open.
How live coaching works →
A transcript and a summary, if someone opens them.
A transcript, a summary, a scorecard against your methodology, and a coaching chat that already knows the call.
A word to search for later.
Ticked off live on every call, then scored.
Depends on the tool.
Updates are drafted from the call. Nothing is written to your CRM until someone approves it.
Compared with a tool that only records. Some recorders add live features.
Meet us before you buy. Watch, read, or join.
Revenue Leaders podcast
Hosted by Luigi, Regan, and Dave
The B2B Sales Playbook
By Luigi and Dave
The live weekly session
Free, in Growth Forum
Under the bonnet
Built on how sales is taught, not bolted on.
Behind Ricavi are 20 years of the founders’ sales coaching and 5,000+ built-in skills.
The people behind it
Built by builders.
Dave builds companies. Regan builds sales teams. Luigi builds performance.
Built-in skills
5,000+
Each one is a play for one moment in a deal, like handling a price objection or mapping the buying committee.
“I have been working with the team at Ricavi for the last two months and already achieved higher conversion rates and a faster sales cycle.”
Stuart Cook
MD, TWIYO
If you remember one thing
The five things on this page.
1
Every rep coached live on every call.
2
The rep went straight to device pricing. Ricavi’s nudge: ask who signs off first.
3
One question for each seat on the team.
4
You choose which calls are recorded. Some never are.
5
Ricavi drafts the email and CRM update. They wait until the rep says yes.
Give each seat one job. A BDR books first meetings. A rep runs discovery and the proposal. A technical lead answers the hard questions, and an account manager runs the reviews. Then write down the owner’s questions and coach every seat against them on real calls. Ricavi runs them as a live checklist on every call.
MSP sales coaching that puts your best questions on every call.
Ricavi coaches every rep live on your sales process. Your questions get asked on calls you’re not on.