The Growth Focus Podcast
She Made a $1 Million Mistake. Here’s How She Grew Her Tech Business After It | Reshma Moorthy
How much revenue could a tech services company be leaving on the table because of the way it leads, prices, follows up, or communicates its value? On this episode of the Growth Focus Podcast, Gary Lafferty talks with Reshma Moorthy, CEO of Frontier Technologies, a second-generation IT infrastructure business. Reshma shares what she has learned from 20 years inside the family company, including a costly mistake she had to own, a pricing decision that tested her confidence, and the work of building a team she can trust. They also discuss how the move toward recurring revenue has changed tech services, where AI is helping Reshma’s team in its sales process, and why a founder’s own stories can help clients understand who they are buying from. Growth Focus is built around a simple idea: better before more . Before spending more to create demand, look closely at the revenue opportunities already inside the business. That means examining the customer journey, the sales process, the client experience, and the decisions that affect conversion and profitability. This conversation is especially relevant if you lead an MSP, VAR, IT services firm, tech consultancy, or another founder-led B2B service business. Reshma’s experience is a reminder that revenue performance depends on more than bringing in new leads. Leadership, pricing, trust, follow-through, and the ability to explain your value all play a part. Chapters 00:00 Why Gary wanted Reshma on the podcast 00:51 Reshma’s path into the family business 02:12 Who Reshma is outside the CEO role 03:25 First impressions and the value of listening 04:51 Choosing the family business over nursing 07:45 Frontier Technologies and the clients it serves 08:56 What helps a business keep growing 12:07 Delegation, trust, and getting things done 14:28 Cash flow and the challenges of leading a small business 16:38 Owning a costly business mistake 20:52 Finding the confidence to raise a project price 23:59 The shift toward recurring revenue in tech services 25:39 How Reshma’s team uses AI in sales 27:00 What her team sees as her greatest strength 28:51 Reshma’s vision for the next three years 30:50 Why tech founders should share their stories 33:13 Building authority by showing who you are 36:13 Reshma’s advice to founders: bet on yourself 36:57 How to connect with Reshma Connect with Reshma Frontier Technologies: https://ftiusa.com/ Tipsy Technologists: Available on YouTube, Spotify, and Apple Podcasts - https://www.youtube.com/channel/UCMkB2WG91lD2F5Xmr7d05mg LinkedIn: Search for Reshma Moorthy Gary Lafferty is a revenue performance advisor and founder of Growth Focus Partnerships. The Growth Focus Podcast explores how founders and business leaders can generate more revenue from the business they have and the opportunities already in front of them. Subscribe for conversations on revenue performance, sales, leadership, customer experience, and growing a more profitable B2B services business. #GrowthFocusPodcast #RevenuePerformance #B2BServices #TechFounders #ITServices Chapters (00:00:17) - Introduction and Welcome (00:01:12) - Reshma's Background and Family Business Story (00:02:16) - Life Outside the CEO Role (00:03:27) - Misconceptions and Being a Good Listener (00:05:13) - From Nursing Dreams to Joining Frontier Technologies (00:07:53) - What Frontier Technologies Does (00:09:06) - Leadership, Discipline and Stoicism (00:11:03) - Setting Goals and Being Unapologetic (00:12:32) - What Leaders Get Wrong and Delegation (00:14:30) - Learning from Family Leadership and Cash Flow Lessons (00:16:29) - Owning Mistakes: The Misquote Story (00:20:04) - Growth Through Ownership and Vulnerability (00:21:24) - A Scary Pricing Decision That Paid Off (00:22:55) - The Value of External Coaches and Masterminds (00:24:05) - Industry Trends: Managed Services Evolution (00:25:43) - Using AI in the Business (00:27:04) - Team's View of Reshma as a Leader (00:29:08) - Vision for the Next Three Years (00:31:07) - Public Speaking and Sharing Your Story (00:33:57) - Belief, Manifestation and Owning the Room (00:36:05) - Final Advice: Bet on Yourself (00:37:10) - Where to Find Reshma and Closing Remarks
