In this episode of From the Trenches, Josh Peterson sits down with 30-year MSP veteran Tom McIntyre, founder of YourTech, serving the Niagara region of Ontario. Tom shares his remarkable journey from the hardware-heavy 1990s to the modern reality of cybersecurity, AI adoption, and the changing economics of managed services.
 
This conversation dives deep into the mindset shifts required to run an MSP in 2025, the real challenges behind cybersecurity adoption, how insurance companies are quietly becoming the new regulators, and why AI “boards of directors” may be one of the most powerful tools an MSP can deploy.
 
Whether you’re an MSP owner, operator, consultant, or simply curious about how AI and security are transforming IT services, this episode delivers honest, practical insights from someone who has lived every chapter of the industry.
What We Cover in This Episode
Tom’s 30-year journey from hardware sales to managed services
Early RMM adoption — and why pricing was so hard
How AI is becoming a strategic advisory tool
Creating an AI “board of directors” for decision-making
Why small businesses struggle with cybersecurity investment
Insurance requirements as the real new cybersecurity standards
Whether government regulation of MSP security is coming
How MSPs should position themselves for the next decade
About Our Guest
 
Tom McIntyre
Founder, YourTech – Niagara Region, Ontario, Canada
Website: https://yourtech.ca
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About From the Trenches
 
The From the Trenches series is part of the BMK Vision Podcast, where real MSP leaders share real stories—no scripts, no hype, no manufactured talking points. Just authentic conversations about what it takes to run and grow an MSP in today’s changing world.

In this episode, Josh Peterson sits down with Trever Jennings of Summit Technology Group for a candid conversation about modern MSP sales, client account management, and what it truly means to build relationships that drive long-term growth. Trever shares how he moved from help desk technician to leading sales and account management — and why empathy, consistency, and listening skills outperform scripts, automation, and cold AI outreach.
 
Trever brings a refreshing “people-first” perspective to everything from QBRs to prospecting. He explains why clients value genuine human connection, how to manage communication expectations, and how MSPs can balance hunting for new business while nurturing long-standing relationships.
🎙
What We Cover in This Episode
 
• How Trever transitioned from technician to sales and account management
• Why empathy and listening outperform aggressive sales tactics
• The difference between account management and client success
• How “temperature checking” clients prevents churn
• Why AI cold-calling and outsourced SDRs often fail
• Effective prospecting today: door-knocking, networking, and personal touch
• How Oklahoma City’s tech and business landscape is evolving
• Balancing new logo acquisition with relationship building
• The role of community, conversation, and authenticity in MSP growth
 
Plus: Why physical mailers are making a comeback — and what it means for MSP marketing.
👤
Guest Links
 
Guest LinkedIn: https://www.linkedin.com/in/trever-jennings-18953844/
Company Website: https://summitok.com/
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In this episode of From the Trenches, MSP expert Josh Peterson interviews David Prince — longtime MSP owner, former CEO of Databranch, and one of the few MSP leaders to navigate both a major lawsuit and a highly successful copier-dealer MSP exit. David shares hard-earned lessons about MSP lawsuits, arbitration clauses, risk management, distressed-business acquisitions, and how he built Databranch into a profitable, acquisition-ready managed services provider.
 
David opens up about the moment he was unexpectedly served with a lawsuit after acquiring a struggling IT business, the financial and emotional shock that followed, and how the experience changed the way he approached contracts, partner vetting, and business protection. His insights into arbitration clauses, dispute resolution, client agreements, and legal safeguards are invaluable for any MSP owner.
 
The conversation then shifts to the decades-long evolution of Databranch — from early hardware-centric break/fix work to building a scalable recurring-revenue MSP model. David explains how he strengthened margins, improved service delivery, built internal leadership, optimized his chart of accounts, and developed the predictable systems necessary to prepare an MSP for sale.
 
He also breaks down why copier dealers have become one of the most underestimated but powerful competitors in the MSP space. With strong recurring-revenue DNA, experienced sales teams, and deep customer relationships, copier dealers are increasingly acquiring MSPs. David walks through what it was like to be acquired by a copier dealer, why they chose to keep the Databranch brand, and how he ended up staying far longer than the typical post-acquisition owner — ultimately finding fulfillment in mentoring, advising, and watching the company thrive under new leadership.
 
This episode is packed with actionable insights for MSP owners who want to avoid legal challenges, strengthen their business operations, prepare for acquisition, understand copier-dealer competition, or simply build an MSP that lasts.
 
👉 Learn more about the BMK Vision Operating System: https://beringmckinley.com/vision
🔗 Connect with Our Guest & Host
 
David Prince: https://www.linkedin.com/in/david-prince-043a55
Josh Peterson: https://www.linkedin.com/in/joshdpeterson
🔥 Topics We Cover
How an unexpected lawsuit reshaped an MSP’s trajectory
Arbitration clauses, dispute resolution & legal protection for MSPs
Lessons from acquiring a distressed IT business
Transitioning from hardware sales to recurring managed services
Building systems, processes & service maturity inside an MSP
Why copier dealers are rising competitors — and major MSP buyers
How copier-dealer acquisitions actually work
Preparing your MSP for market valuation & exit
Strengthening leadership and creating a successor model
Life after selling your MSP — advisory roles, legacy, and fulfillment
🎙️ Guest Bio — David Prince
 
David Prince is the former owner and CEO of Databranch, a respected MSP serving Western New York for decades. After navigating an unexpected lawsuit early in his career and adapting through multiple waves of industry change, David transformed Databranch into a profitable, highly stable managed services provider. In 2020, he sold the company to a copier dealer who retained the Databranch brand and team. David now serves as an advisor, supporting the organization he built and mentoring the next generation of MSP leaders.
🎤 Host Bio — Josh Peterson
 
Josh Peterson is CEO of Bering McKinley and host of the BMK Vision Podcast. With decades of experience guiding MSPs through operational maturity, financial structure, leadership development, and acquisition readiness, Josh helps owners grow their companies with clarity and confidence through the BMK Vision Operating System.
🌐 Learn more: https://beringmckinley.com/vision

In this From the Trenches episode of the BMK Vision Podcast, Josh Peterson sits down with Nelson Archila — a driven young MSP founder whose journey from Inglewood to entrepreneurship is built on resilience, persistence, family support, and a determination to build something of his own.
 
Nelson shares how growing up in a challenging part of Los Angeles shaped him early, forcing him to choose who he wanted to be long before adulthood. With strict, loving parents and high-achieving older sisters guiding him, he learned to stay focused, stay accountable, and keep his goals in front of him. Technology quickly became his passion, and studying computer technology and Homeland Security at Cal State Dominguez Hills set the foundation for his career.
 
He talks about his first exposure to IT through a warehouse job that took him into military bases, and how his curiosity for technology eventually led him to pursue IT full-time. Nelson tells the story of landing his very first IT role at a scanner company — a job he earned only after calling more than 30 times and showing up repeatedly until they agreed to interview him. That same persistence led him into the MSP world in 2019, where he fell in love with helping clients and learning different environments.
 
The conversation digs into Nelson’s decision to start his own MSP and the moment he asked himself, “Why not me?” He explains how fear of selling, shyness with new prospects, and anxiety around billing nearly held him back — and how overcoming those fears became the key to unlocking his confidence. He also shares how his father became his accountability partner, how the chart of accounts changed his understanding of the business, and why he now believes he’s ready for “Round Two.”
 
Nelson outlines his plan to specialize in law firms as his primary vertical, how early legal clients gave him clarity, and why choosing a niche will help him grow faster. He talks through prospecting, building trust, pricing properly, and learning from every business owner he meets. He also shares his long-term dream of opening his first office — a milestone he wants to reach within three years.
 
This episode is an honest, relatable look at what it takes to start an MSP from scratch. Nelson’s story is proof that success in this industry doesn’t come from perfection — it comes from persistence, belief, learning, and the willingness to keep going.
 
👉 Learn more about the BMK Vision Operating System: https://beringmckinley.com/vision
Topics Covered
Growing up in Inglewood and overcoming early challenges
Parents, accountability, and staying focused
Discovering technology and entering the IT world
Landing his first IT job through persistence
Joining the MSP world in 2019
The “Why not me?” moment that sparked entrepreneurship
Overcoming sales fear, shyness, and billing anxiety
Using the chart of accounts to gain financial clarity
Specializing in law firms as a vertical
Prospecting with confidence and building trust
Pricing properly and learning to hit “send” on invoices
Building toward a future office, team, and culture
🎙️ Guest Bio — Nelson Archila
 
Nelson Archila is an emerging MSP founder based in Los Angeles. After earning his degree in Computer Technology with a Homeland Security track, he entered the MSP industry in 2019 and quickly fell in love with client service, problem-solving, and learning new environments. Nelson is now preparing for “Round Two” of launching his own MSP, specializing in law firms and building a company focused on people, service, culture, and long-term growth.
🎤 Host Bio — Josh Peterson
 
Josh Peterson is the CEO of Bering McKinley and host of the BMK Vision Podcast. With decades of experience coaching MSP owners around the world, Josh helps companies grow through operational maturity, financial clarity, leadership development, and the BMK Vision Operating System.
🌐 Learn more: https://beringmckinley.com/vision

This episode brings together policy, intelligence, technology, and lived experience. Josh Peterson sits down with Erica L. Shoemate, MPA, a national security and AI policy strategist whose work spans the FBI, the U.S. Intelligence Community, Big Tech, and frontline maternal health advocacy. Erica offers a rare look at how systems are built — and rebuilt — to protect people, strengthen trust, and ensure equity in both public institutions and emerging technologies.
 
Her journey from intelligence leadership to AI ethics and maternal health policy reveals the complexity of designing systems that keep humanity at the center. For leaders navigating policy, innovation, or advocacy, this conversation provides clarity, urgency, and a blueprint for responsible impact.
🎙 What We Cover in This Episode
 
• How national security, AI policy, and ethics intersect
• What Erica learned leading intelligence work within the FBI and U.S. Intelligence Community
• The reality of shaping trust and safety and digital risk policy inside Big Tech (Twitter, Amazon, Meta)
• Why ethical frameworks and human-centered innovation matter now more than ever
• How lived experience as a high-risk mom drives Erica’s maternal health advocacy
• The mission and impact of the Maternal and Infant Health Equity Coalition with March of Dimes
• Systems thinking: translating complexity into clarity and chaos into strategy
• Building safety, equity, and trust in emerging technologies
👤 Guest Bio — Erica L. Shoemate, MPA
 
Erica L. Shoemate, MPA, is a national security and AI policy strategist — a systems builder for safety, equity, and trust. A former intelligence leader with the FBI and across the U.S. Intelligence Community, she later shaped digital risk, trust & safety, and regulatory policy across Big Tech, including Twitter, Amazon, and Meta.
 
Now, as Founder & Principal of The EN Strategy Group, Erica helps mission-driven organizations design ethical frameworks that keep humanity at the center of innovation. A Global AI Policy Fellow with the AI 2030 Institute and policy architect behind ChatBlackGPT’s MVP, she bridges the worlds of technology, equity, and advocacy — translating complexity into clarity and chaos into strategy.
 
She’s also a nationally recognized maternal health advocate, serving as Ambassador and Maternal Health Policy Co-Chair (VA Lead) for the Maternal and Infant Health Equity Coalition in partnership with March of Dimes. Her lived experience as a high-risk mom fuels her fight for systems that protect people — not just products.
 
She leads with empathy, precision, and a futurist lens — turning lived experience into systems-level change.
👤 Guest Links
 
LinkedIn: https://www.linkedin.com/in/erica-nicole-shoemate/
The EN Strategy Group: https://www.enstrategygroup.com
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In this episode of the From the Trenches series, Josh Peterson sits down with Tim Taylor — a 40-year IT veteran, early MSP pioneer, author, and founder of Tim Taylor Consulting.
 
Tim shares what the industry looked like before the term “MSP” even existed, including mainframe programming, Novell networks, pagers, handwritten timesheets, and selling hardware before managed services became the standard.
 
Through decades of experience, Tim explains why hourly work used to be highly profitable, how he transitioned into managed services, what broke profitability for so many MSPs, and why mindset, pricing confidence, and focus are the biggest drivers of growth today.
 
This is a rare, candid conversation full of history, perspective, and practical wisdom for any MSP trying to grow past the early stages and operate with intention.
 
👉 Learn about the BMK Vision Operating System: https://beringmckinley.com/vision
Topics Covered
Early career in mainframes and PC installation
Building Novell networks in the 80s and 90s
Starting a break-fix IT business with only $500
The first managed services contract
Why hourly billing was profitable and predictable
The shift from hardware margin to service margin
The rise of MSP tools and “shiny object syndrome”
Copier dealers entering MSP and disrupting the market
Why so many MSPs stay under $1M
Pricing confidence and overcoming limiting beliefs
The owner’s real job: selling and building relationships
Three KPIs every MSP should track
Growth mindset vs. technician mindset
Why constant PSA/RMM switching destroys profitability
About This Episode
 
This conversation offers an unfiltered look at the early days of the IT services industry and the lessons that still apply today. Tim’s perspective on pricing, sales, mindset, utilization, focus, and leadership gives MSP owners a roadmap for building a healthy, sustainable, and profitable business.
🎙️ Speaker Bios
 
👤 Guest: Tim Taylor
 
Founder, Tim Taylor Consulting
Tim Taylor is a 40-year IT veteran and pioneer of the early MSP movement. He built his MSP from scratch in the late 1990s, scaling it with break-fix, hourly work, and eventually managed services. Today he runs Tim Taylor Consulting, helping small MSPs (typically under five employees) stabilize, price confidently, and grow with structure and clarity.
🌐 Website: https://www.timtaylorconsulting.com
📬 Email: ttaylor@timtaylorconsulting.com
🎤 Host: Josh Peterson
 
CEO, Bering McKinley
Josh Peterson is the CEO of Bering McKinley and host of the BMK Vision Podcast. A leading consultant to MSPs worldwide, Josh helps owners scale by improving operations, service delivery, financial structure, leadership, and strategic planning through the BMK Vision Operating System.
🌐 Learn more: https://beringmckinley.com/vision
🌐 Bering McKinley: https://beringmckinley.com

In this episode of the From the Trenches series, Josh Peterson sits down with Michael Milhouse, President and Co-Founder of Bridgepoint Technologies, for a candid look at what it really takes to build, stabilize, and scale a $3–$5M MSP.
 
Michael shares his journey from old-school COBOL programming in the 1980s to leading a 32-person organization with multiple service lines—including managed services, custom application development, and a SaaS offering. He breaks down how Bridgepoint transitioned from break/fix to 90% managed services, why the Customer Success Manager (CSM) role became central to client retention and revenue growth, and how implementing EOS® aligned three equal partners around accountability, structure, and measurable execution.
 
This episode delivers practical, hard-earned lessons for MSP owners who want to move beyond the owner-operator phase and build a scalable, predictable, and healthy business.
 
👉 Learn about the BMK Vision Operating System: https://beringmckinley.com/vision
Topics Covered
Breaking into IT in the 1980s and early programming work
Consulting career in Chicago’s financial sector
Founding multiple IT consulting firms before launching Bridgepoint
Co-founder dynamics and aligning three equal partners
Scaling to 32 employees across MSP, SaaS, and app dev
Moving from break/fix to managed services
The evolution and value of the CSM role
Running Strategic Business Reviews (SBRs) that clients actually engage with
Understanding revenue mix across recurring, project, and hourly
Chart of accounts complexity when managing multiple business lines
The “3–5M Valley of Death” and why it stalls MSP growth
The mindset shift from technician to leader
Why EOS requires a facilitator and not self-implementation
Level 10 meetings, scorecards, rocks, and partner accountability
Communicating vision and strategic direction across the organization
About This Episode
 
This is a real, practical conversation about the struggles and breakthroughs MSP owners experience on the path to operational maturity. Michael’s transparency around CSM strategy, EOS implementation, service delivery, financial organization, and leadership growth makes this a must-listen for owners ready to scale beyond $1M–$2M and build a truly mature service organization.
🎙️ Speaker Bios
 
👤 Guest: Michael Milhouse
 
President & Co-Founder, Bridgepoint Technologies
 
Michael Milhouse is the President and Co-Founder of Bridgepoint Technologies, an Illinois-based MSP and technology solutions company offering managed services, custom application development, and a SaaS platform (ToodleBox). With more than 30 years in IT—beginning with COBOL programming and mainframe systems in the 1980s—Michael has built and scaled multiple consulting and technology organizations. Today, he leads a team of 32 professionals focused on delivering modern IT solutions and long-term client partnerships across the Midwest.
 
🌐 Website: https://www.mybridgepoint.com
📍 Based in Lombard, Illinois
🎤 Host: Josh Peterson
 
CEO, Bering McKinley
 
Josh Peterson is the CEO of Bering McKinley and host of the BMK Vision Podcast. A leading authority on MSP business operations, Josh has spent decades helping Managed Service Providers build scalable, profitable organizations. His work focuses on service maturity, financial structure, leadership development, and the BMK Vision Operating System — a framework designed to help MSP owners grow with clarity and intention.
 
🌐 Learn more about BMK Vision: https://beringmckinley.com/vision
🌐 Bering McKinley: https://beringmckinley.com
 

Independent assessor Dan Collins breaks down how SMBs should think about compliance (PCI, SOC, HIPAA), where MSPs fit, and why the vCISO lane is the biggest growth play. You’ll leave with a clear map of assessor vs. MSP roles, policy realities, insurance pressure, and sales metrics that drive enterprise value.
✅ Enjoyed this episode?Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blog
In this episode of the BMK Vision Podcast, Josh Peterson sits down with Dan Collins of 360 Advanced, an independent security assessor serving the mid-market. Collins explains how assessors validate environments against standards like PCI, SOC, HIPAA, and StateRAMP/FedRAMP requirements—while MSPs remain the hands-on implementers and remediators. The conversation tackles real-world friction in healthcare and dental, why “teeth” in enforcement (and insurers) change buyer behavior, and how incident response should flow when things go sideways. It also spotlights a major opportunity: the Office of the CISO (vCISO) as a high-margin, MRR-friendly service motion MSPs can add without “hands on keyboard.”👉 Clear roles: assessor vs. MSP vs. insurer vs. IR teams—who does what and when👉 Healthcare/dental reality: weak HIPAA enforcement, low risk awareness, and what flips the switch👉 Government pressure: StateRAMP/FedRAMP/CMMC are cascading down to state/local and vendors👉 Insurance is the throttle: underwriting, questionnaires, and event-driven requirements👉 Growth play for MSPs: vCISO policy/oversight, planning, and security governance as MRR👉 Sales metrics that matter: balancing EBITDA + growth (Rule-of-40 style) for higher multiplesCollins closes with practical sales org structure, demand-gen tooling, and target spend bands to hit sustainable growth.Visit https://beringmckinley.com for more MSP resources.
🔗 Resources & Links• Dan Collins at 360 Advanced: https://360advanced.com• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters• 00:00 – Dan’s path from systems dev to independent assessor• 02:11 – “We’re not an MSP”: what independent assessors actually do• 03:44 – Why assessors don’t remediate (and where MSPs plug in)• 04:35 – Ideal client size & sophistication (50–3,000 seats)• 06:17 – Healthcare & dental: low security urgency and HIPAA’s “no teeth”• 10:12 – StateRAMP/FedRAMP/CMMC trickle-down and MSP opportunity• 19:41 – Insurers as de-facto enforcers: underwriting & questionnaires• 22:50 – When breach happens: call tree, stop bleeding, collaborate• 26:28 – The Office of the CISO (vCISO) explained—no hands on keyboard• 28:39 – Building a profitable vCISO practice (MRR margins)• 41:10 – Sales evolution: org design, demand gen, and playbooks• 47:21 – Sales/marketing spend bands & targeting sustainable growth• 50:24 – Diminishing returns past ~20% growth; prioritize EBITDA• 51:26 – Where to find Dan
🔍 Primary KeywordsvCISO services, security assessment, StateRAMP, FedRAMP, CMMC, MSP growth
🔍 Secondary KeywordsHIPAA compliance, PCI DSS, SOC 2 audit, cyber insurance underwriting, incident response
🏷️ Tagsbmk vision podcast, bering mckinley, josh peterson, dan collins, 360 advanced, vciso, compliance, pci dss, soc 2, hipaa, stateramp, fedramp, cmmc, cyber insurance, msp growth, sales metrics
#️⃣ Hashtags#bmkvisionpodcast #beringmckinley #msp #msplife #cybersecurity #vciso #compliance #hipaa #pcidss #soc2 #stateramp #fedramp #cmmc #cyberinsurance #incidentresponse #mspsales #mspmarketing #itservices #infosec #riskmanagement

Douglas Grosfield shares his winding path from law enforcement and personal protection to founding Five Nines IT—leading with cybersecurity and a lean, partner-first model. MSP leaders will learn how clear goals, 90-day planning, and right-fit partnerships create profit and lifestyle freedom.
✅ Enjoyed this episode?Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blog
In this episode, Josh Peterson sits down with Douglas Grosfield, Founder & CEO of Five Nines IT Solutions, to unpack how a security-led, ultra-lean MSP model can scale profitably while giving owners their time back. From bodyguard work to building and exiting a VAR, Doug explains why leading with cybersecurity, setting clear goals, and orchestrating expert partners beats trying to be “all things to all people.”👉 Why goals matter: defining the “why,” breaking it into 90-day chunks, and measuring progress weekly👉 The lean MSP playbook: subcontracted help desk, vetted specialist partners, and 98% pro-services revenue driving margin👉 Security as the front door: layered controls, compliance realities, user training, and risk-based conversations (not “a box from Costco”)👉 Partnerships that scale: how to vet providers, ensure quality, and “wear your brand” at the customer edge👉 Buying back time: moving from 80-hour weeks to a lifestyle-aligned business without sacrificing growthVisit https://beringmckinley.com for more MSP resources.
🔗 Resources & Links• Douglas Grosfield at Five Nines IT Solutions IT:https://www.fiveninesit.ca/• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters• 00:00 – From RCMP path to tech: Doug’s origin story• 01:09 – Personal protection: lessons in risk and readiness• 03:02 – First MSP: starting “Xylotech,” early business mistakes• 05:40 – Coaching, chambers, and learning the numbers• 09:02 – Defining goals and the 90-day cadence• 14:16 – Why people resist change (and how owners break through)• 30:44 – Starting Five Nines: choosing a security-led model• 33:36 – Ten years in: staying virtual, lean, and profitable• 36:35 – Lead with cybersecurity: layered, compliant, human• 41:00 – Help desk as a service & partner orchestration• 48:00 – Profitability of a low-overhead, pro-services engine• 54:00 – Time leverage, lifestyle, and doing work that excites• 58:00 – How to reach Five Nines IT
🔍 Primary Keywordscybersecurity for msps, lean msp model, msp profitability, managed security services
🔍 Secondary Keywordshelp desk as a service, msp partnerships, goal setting for business owners, compliance and user training
#️⃣ Hashtags#beringmckinley #bmkvisionpodcast #msp #msps #cybersecurity #managedservices #mss #mspprofitability #vciso #itsecurity #compliance #helpdesk #vcio #goalsetting #entrepreneurship #smallbusiness #itconsulting #channelpartners #operations #leadership

Josh Peterson and Ryan Alters dive deep into one of MSPs’ longest-standing challenges — billable utilization — and the misconceptions that keep teams from mastering it. This episode breaks down how to calculate it correctly, why it matters more than ever in 2025, and how dispatchers, not just techs, drive the results.
✅ Enjoyed this episode?Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blog
Josh Peterson and Ryan Alter tackle one of the biggest myths in MSP operations — billable utilization. After 20 years in consulting, Josh reveals why the same time-entry problems still plague MSPs, how to calculate utilization the right way, and why dispatchers, not techs, really own the number.
💡 In this episode:👉 The real utilization formula (billable ÷ paid hours)👉 Why 75 % is the true benchmark for MSPs👉 How dispatcher scheduling drives utilization👉 Using small bonuses to fix time-entry habits👉 Why simple Excel tracking beats overbuilt dashboards
Get clear on what utilization means, how it drives profitability, and how to stop believing the lies MSPs tell themselves.
🔗 Resources & Links• Ryan Alter - Silverstream: https://www.silverstreamav.com• Bering McKinley MSP Consulting: https://beringmckinley.com• BMK Vision Podcast: https://beringmckinley.com/bering-mckinley-podcast-blog
⏱️ Chapters
00:00 – Intro & welcome02:00 – The utilization problem05:30 – The real formula09:30 – Why 75 % matters13:00 – Who owns utilization17:30 – Bonuses & behavior20:30 – Flaws in the metric27:00 – Managed services shift33:00 – Fixing bad data36:00 – Tools vs simplicity43:00 – Key takeaways & wrap-up
🔍 Keywords
msp utilization, billable hours, utilization formula, connectwise metrics, msp profitability, msp dispatcher, time entry management, managed service provider, msp kpis
#️⃣ Hashtags
#beringmckinley #bmkvisionpodcast #dontbethatguy #mspbusiness #utilizationrate #connectwise #mspsuccess #itconsulting #mspcoach #timeentry #servicedelivery #mspgrowth #businessmetrics #mspleadership #mspoperations #bmkvision

 
Josh sits down with Bill Haber to demystify cyber risk for small and midsize businesses—what it really is, why insurers care, and how MSPs can guide clients without the fear-mongering. You’ll learn a practical path: assess, remediate, insure—minus the jargon and overpriced “gold/silver/bronze” bundles.
✅ Enjoyed this episode?Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blog
In this From the Trenches conversation, Josh Peterson interviews Bill Haber of TEKRISQ about the real-world intersection of cybersecurity and insurance for SMBs—and how MSPs can lead with value instead of scare tactics. Bill traces his path from telecom and medical data platforms to cyber risk advising and brokering, then unpacks why many agents and underwriters “miss the mark” when they don’t align coverage to actual risk. He breaks down the simple language leaders need: events vs. incidents vs. breaches, when to involve insurance and counsel, and why a few fundamentals (MFA, EDR, tested backups) deter most opportunistic attacks. Bill also shares TEKRISQ’s avatar-driven assessments that make risk profiling fast, affordable, and candid—so SMBs get actionable next steps and MSPs get cleaner, higher-trust conversations.
👉 Why “assess → remediate → insure” is the sane order of operations👉 How to talk events, incidents, and breaches without triggering a legal fire drill👉 What underwriters really look for—and the problem with oversimplified applications👉 Practical deterrents that move you off the “easy target” list (MFA, EDR, restore tests)👉 A value-first “free sample” model MSPs can use to start better security conversations
Visit https://beringmckinley.com for more MSP resources.
🔗 Resources & Links• Bill Haber at TEKRiSQ: https://tekrisq.com• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Why cyber risk still confuses SMBs02:00 – Bill’s journey: telecom → sensitive data → cyber & insurance05:30 – Why many brokers miss on tech risk08:40 – Claims reality vs. application fiction11:20 – SMB supply-chain risk and buyer due diligence14:45 – Complacency, dwell time, and the $250K transfer story16:50 – Stats, stakes, and why defense beats denial19:30 – Insurance leverage vs. security standards22:10 – Underwriting shortcuts and their consequences26:30 – Event vs. incident vs. breach (and why words matter)30:10 – Ransomware playbooks, backups, and decision paths33:45 – “Have a buddy”: who to call and when37:20 – Careers in cyber: creativity beats pure tech41:00 – “Never pay?”—why the answer is “it depends”43:20 – TEKRISQ’s model: assess, remediate, insure—made simple47:00 – Avatar assessments and why clients are more candid50:40 – From bundles to bespoke: right-sizing for real risk53:10 – Where to find Bill/TEKRISQ
🔍 Primary Keywordscyber insurance for smbs, msp cybersecurity, cyber risk assessment, ransomware response
🔍 Secondary Keywordsmfa and edr best practices, incident vs breach, underwriter requirements, supply chain cyber risk
🏷️ TagsJosh Peterson, Bill Haber, TEKRISQ, cyber insurance, MSP security, ransomware, event vs incident vs breach, underwriting, SMB cybersecurity, risk assessment, backups, MFA, EDR, dwell time, claims process
#️⃣ Hashtags#bmkvisionpodcast #beringmckinley #msp #cybersecurity #cyberinsurance #smbo #ransomware #incidentresponse #mfa #edr #backup #underwriting #riskassessment #smbsecurity #itservices #managedservices #supplychainrisk #dwelltime #tekrisq

🎙️ Backups, Ransomware & Service that Answers – Ep. 0
A 30-year backup veteran, William Oppenheimer, joins Josh to unpack what really matters in modern backup strategy—beyond buzzwords. MSPs get a practical perspective on configuration, testing, ransomware readiness, and why responsive support beats “big-box” scale.
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https://beringmckinley.com/bering-mckinley-podcast-blog
For MSPs, backup isn’t glamorous—but it’s mission-critical. In this conversation, Josh Peterson sits down with William Oppenheimer (envloch.com) to trace the evolution from 1990s tape rotations to today’s encrypted, cloud-hybrid backups. William explains why the “brains” of any backup is the software—specifically, flexible policies (per-folder cadence, retention windows, images vs. file sets) and clean restores. He also shares a channel-friendly approach for MSPs who want reliable tech, clear reporting, and real humans on call at 2 a.m.
👉 Key takeaways for MSPs:👉 Build for restore, not just backup: test on clean hardware and verify bytes/paths match expectations.👉 Use flexible policies: mix rapid backups for hot folders with weekly fulls and thoughtful retention.👉 Ransomware resilience: keep encrypted off-OS media and hidden targets so malware can’t see them.👉 Operationalize trust: daily color-coded reports, proactive alerts, and annual recoveries as a service.👉 Compete on service: responsive support can beat “big” vendors when the clock is ticking.
You’ll hear practical stories (what goes wrong, what actually saves clients) and a simple rubric to judge any solution: off-site, end-to-end encryption, and easy, proven restores. If you lead service or vCIO conversations, this episode gives you language and steps to strengthen your BCDR playbook.
Visit https://beringmckinley.com for more MSP resources.
🔗 Resources & Links• William Oppenheimer at Enveloc: https://envloc.com
• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters• 00:00 – From tapes to today: William’s origin story• 02:17 – What backups looked like in 1995• 03:53 – Cloud ↔ local: what to back up (and how)• 05:31 – The “brains” of backup: policies & retention• 08:20 – Reporting that MSPs can act on daily• 10:58 – Restore tests: bare-metal vs. file-level• 12:14 – How often should you test restores?• 13:40 – Ransomware: “invisible” targets & clean copies• 18:19 – The quick test: off-site, encrypted, easily restored• 19:10 – Competing with big vendors on service• 21:14 – Growth via MSP channel & distributors• 25:55 – Marketing lessons (radio → podcasts)• 34:32 – Advice to MSPs: spend wisely, prepare to restore• 35:17 – Where to find William & what’s next
🔍 Primary Keywordsmsp backup, ransomware recovery, disaster recovery, encrypted backup
🔍 Secondary Keywordsbackup testing, hybrid cloud backup, bcdR for msps, restore verification
🏷️ TagsMSP, backup software, ransomware protection, disaster recovery, BCDR, MSP channel, restore testing, cloud backup, encryption, Josh Peterson, William Oppenheimer, envloch
#️⃣ Hashtags#beringmckinley #bmkvisionpodcast #msp #backup #disasterrecovery #bcdr #ransomware #dataprotection #cloudbackup #itsecurity #itservices #managedservices #vcio #encryptedbackup #recoveryplan

When former CIO Bob Coppedge, CEO of Simplex IT, joins Josh Peterson, the conversation turns into a masterclass on business maturity, luck, and the evolution of managed services. From aviation museums to model-year MSP strategies, Bob shares 45 years of perspective on what separates the techs who adapt from the ones who stall.
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In this episode of the BMK Vision Podcast, Josh Peterson chats with Bob Coppedge, CEO of Simplex IT, about his journey from CIO to MSP leader and his unconventional take on luck, learning, and leadership. Drawing parallels between aviation, poker, and IT, Bob and Josh break down why success often depends on timing, humility, and adaptability.
👉 The CIO Advantage – How Bob’s enterprise background shaped his MSP from the start.👉 Luck vs. Skill – Why luck plays a bigger role in business success than most leaders admit.👉 The Evolution of MSPs – From break-fix to business improvement and the dangers of commoditization.👉 AI, Big Data & the Model Year Mindset – How Simplex IT stays future-ready by treating every year like a product upgrade.👉 Content That Connects – Why MSPs should start YouTube channels and how to overcome the fear of video marketing.
This episode dives deep into what it means to run an MSP like a modern business—constantly learning, adapting, and sharing knowledge along the way.
Visit https://beringmckinley.com for more MSP resources.
🔗 Resources & Links• Bob Coppedge at Simplex IT: https://simplex-it.com @simplex-it  • Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Welcome & Ohio stories05:30 – The origin of Simplex IT10:30 – From CIO to MSP owner16:00 – The role of luck in business24:00 – Adapting through disruption28:00 – Information over technology30:00 – The “Model Year” approach35:00 – YouTube, AI & marketing shifts45:00 – Making video content simple54:30 – Final thoughts & where to find Bob
🔍 Primary KeywordsMSP leadership, managed services, CIO mindset, business strategy
🔍 Secondary KeywordsAI in MSPs, MSP marketing, Simplex IT, Bering McKinley podcast
#️⃣ Hashtags#bmkvisionpodcast #beringmckinley #msp #mspbusiness #managedservices #mspgrowth #mspmarketing #aitransformation #mspcommunity #itleadership #simplexit #bobjcoppedge #mspinsights #businessstrategy #technologytrends

Ashley & Jason share how they turned years in Domino’s operations and IT into a niche MSP with national reach—built for pizza-speed SLAs. If you’re an MSP owner wondering how to specialize, price, and scale processes without losing your mind, this one’s for you.
✅ Enjoyed this episode?Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blog
Ashley (CEO/COO) and Jason (COO/CTO) of NTPC break down their Domino’s-focused MSP model: a 16-hour/day help desk, 363-day coverage, nationwide dispatch, and a $99/location entry offer that proves value fast. They explain why hospitality/restaurant IT is a different beast (Meraki edge constraints, no remote into endpoints, revenue lost by the minute) and how they engineered processes, tooling, and training to meet “Friday-night chaos” SLAs.
👉 Big takeaways👉 Building a niche: why Domino’s operations demand pizza-speed SLAs and what that means for staffing, hours, and on-site coverage👉 Process engine: Loom → SOP generator → Guru KB → Learn365 training → Quoter templates; 700+ KB cards and one “admin” dashboard to unify tools👉 Pricing + agreements: $99/location core, unlimited remote, projects/on-site separate; why they don’t show time on invoices (client UX) and what to measure next (agreement gross profit)👉 Scaling from $1M: why recurring revenue must cover OpEx, and the few financial metrics that unlock 1M → 2M growth (AGP/EHR, ticket velocity per location, on-site utilization)👉 People first: 401(k) decision, five service pillars, and the mindset shift from “we do it” to “the team does it” (E-Myth in action)
Visit https://beringmckinley.com for more MSP resources.
🔗 Resources & Links• Ashley & Jason Radcliff at NTPC: https://www.ntpctech.com • Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Coffee-chat intro & origin question00:32 – From Domino’s ops to niche MSP (phones down on a Friday)04:10 – Why restaurant IT is different (SLA and access realities)06:26 – Staffing hours, national on-site, 363-day coverage08:15 – Toolchain: Synchro, custom admin dashboard, Guru, Loom, Learn36510:50 – Pricing framework: $99/location core, projects extra12:20 – Metrics to add next: agreement gross profit & utilization14:50 – Sales today: word-of-mouth, Quoter templates, trade shows16:30 – Hitting $1M and what changes to reach $2M+18:10 – Five pillars & team enablement; 401(k) and culture19:30 – One thing they’d tell MSP owners (E-Myth mindset)21:00 – Wrap-up & CTA
🔍 Primary Keywordsmsp niche strategy, restaurant it support, domino’s franchise it, msp pricing model, sla for restaurants
🔍 Secondary Keywordssynchro msp, knowledge base automation, loom sop, quoter proposals, agreement gross profit, help desk metrics
#️⃣ Hashtags#bmkvisionpodcast #beringmckinley #msp #msppodcast #restaurantit #dominos #helpdesk #itoperations #sops #knowledgebase #mspmarketing #agreements #pricing #utilization #slas #fieldservices #managedservices #processautomation

Josh Peterson sits down with Mitz Giannakos, Co-Founder of Next Step Technology Solutions, to unpack what makes an MSP sales machine truly scalable. From early prospecting challenges to the art of sales leadership, Mitz shares how to transform sales chaos into a repeatable, data-driven system that drives real growth.
✅ Enjoyed this episode?Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blog
In this episode of the BMK Vision Podcast, Josh Peterson and Mitz Giannakos dive deep into the mindset, methods, and mechanics of MSP sales success. With over a decade in telecom and enterprise sales, Mitz brings a refreshingly practical look at what it takes to grow an MSP from startup to scalable business — starting with building your sales system from day one.
👉 Key insights include:
The gap between MSP founders and true sales maturity — and why most owners still “play checkers.”
How integrating CRMs like HubSpot or Dynamics with ConnectWise changes the sales game.
Mitz’s “Discover–Stabilize–Optimize–Innovate” framework for building customer trust and ROI.
Why sales operations and data tracking—not just closing—are the future of MSP growth.
How to turn your mission, vision, and why into a brand story that attracts both clients and talent.
From controlling “the geography of the sale” like Muhammad Ali to designing repeatable sales SOPs that scale with your company, this conversation is a masterclass in modern MSP leadership.
 Visit https://beringmckinley.com for more MSP resources.
🔗 Resources & Links• Mitz Giannakos at Next Step Technology Solutions: https://www.nextsteptsp.com/• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Introduction01:04 – MSP Sales Maturity Today05:18 – The Muhammad Ali Method of Sales Control08:37 – Turning Tech into Revenue13:18 – Communication, Love Languages & Sales Languages15:58 – Prospecting in 2025: Outbound vs Inbound23:25 – Why Outsourced Cold Calling Fails26:39 – Mission, Vision, and Authentic Culture33:02 – Building a Brand Story That Sells38:42 – Owner vs Sales Leader Dilemma52:14 – Documenting the Sales Process & CRM Setup1:04:01 – Building for Scale from Day One1:09:04 – Final Thoughts & Closing
🔍 Primary KeywordsMSP sales strategy, sales system, MSP prospecting, sales operations, ConnectWise CRM integration, MSP growth, sales SOP
🔍 Secondary KeywordsHubSpot integration, B2B sales, MSP marketing, Next Step Technology Solutions, lead generation, sales leadership, business scaling
#️⃣ Hashtags#beringmckinley #bmkvisionpodcast #mspgrowth #mspsales #salesleadership #connectwise #hubspot #salesstrategy #mspbusiness #salestraining #leadgeneration #entrepreneurship #scalingyourmsp #b2bsales #salesoperations #mspcommunity #businessgrowth #fromthetrenches