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.
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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

A candid conversation with Daniel Oquendo of Whispering Dragons on serving micro-small businesses, pricing with integrity, and using smart security + streaming tools to scale without a large team. Great for owner-operators balancing service delivery, sales, and modern content strategy.
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Daniel Oquendo (Whispering Dragons) shares how a game-studio pivot became a focused MSP serving micro-SMBs, and what it takes to keep them secure, supported, and educated. From real-world stories (a “certificate expiry” trap and nationwide outage risk) to force-multiplying with MDR, he explains how solo and small teams can still deliver enterprise-grade outcomes—without sticker-shocking clients.👉 How word-of-mouth reliably gets you to ~$1M and why consistency beats splashy campaigns👉 Pricing reality checks: letting clients “vote” for your sustainability, avoiding undercharging, and preparing customers for market-level rates👉 Security stack pragmatism: using MDR (e.g., Huntress) to shut down threats fast and calm client nerves with a clear incident flow👉 Streaming as a growth channel: weekly education shows, multi-platform chat aggregation, and turning content into pipeline (Beam Media)👉 Operational hygiene: subscription/expense visibility (e.g., Better Tracker) to redirect waste and fund real securityThis episode weaves MSP pricing strategy, micro-SMB security, and modern distribution (streaming + video) into a practical playbook for owner-operators. If you serve small teams who “don’t think they need IT,” you’ll get stories, scripts, and tools to educate, protect, and grow—without overextending.“Visit https://beringmckinley.com for more MSP resources.”
🔗 Resources & Links• Daniel Oquendo at Whispering Dragons: https://whisperingdragons.com• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Intro & show setup00:29 – Rebrand origin & early MSP reality02:20 – From game studio to repair shop to IT services05:15 – The “expiring certificate” story & fix10:01 – Transition to IT solution provider12:37 – Pricing lessons, sustainability, and client pushback16:12 – Solo operator model & client profile18:45 – Micro-SMB security misconceptions20:39 – Legacy goals vs. “go big” pressure22:46 – Marketing: why word-of-mouth still wins27:35 – Tools that multiply a solo MSP (MDR/Huntress)32:26 – Make-or-break year, staying the course34:18 – Expense visibility with Better Tracker39:09 – Beam Media: multi-streaming & audience growth45:33 – Centralized chat and platform strategy46:04 – Streaming use cases for MSPs50:24 – The streaming economy: subs, splits, sponsors56:04 – Where to find Daniel56:34 – Wrap-up
🔍 Primary Keywordsmicro msp growth, managed services pricing, mdr for msps, huntress mdr, streaming for small business, whispering dragons, beam media streaming, msp marketing word of mouth
🔍 Secondary Keywordssmall business it security, ransomware protection, subscription tracking, better tracker, multi streaming platform, riverside podcasting, youtube strategy for msps, pricing strategy msp, client education cybersecurity
#️⃣ Hashtags#beringmckinley #bmkvisionpodcast #msp #managedservices #cybersecurity #mdr #huntress #smallbusinessit #msplife #pricingstrategy #streaming #multistreaming #contentmarketing #riversidefm #youtubestrategy #wordofmouth

John Snyder (CEO, Net Friends) joins Josh to unpack how MSPs escape “do-everything” chaos by choosing a clear primary business model and fixing account management. You’ll hear owner-level lessons on partnership, procurement pitfalls, automation wins, and why marketing isn’t a “nice to have”—it’s the front door to recruiting and revenue.
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John Snyder of Net Friends shares his path from field tech to majority owner and the mindset shift from “say yes to everything” to a focused MSP. He explains how Primary Business Model (PBM) clarity changed profitability, why VAR-heavy procurement distracted the team, and how “Account Management 2.0” is being rebuilt around trackable, team-based communication instead of single points of failure. The conversation also dives into practical automation starting points and the underrated compounding effect of consistent marketing investment.
👉 PBM clarity: stop being “everything to everybody,” pick MSP as the core, and align ops, sales, and projects👉 VAR trap: big hardware deals look great, but meetings, deal reg, and micro-decisions crush focus👉 Account Management 2.0 → 3.0: replace lone CSMs with a shared inbox + ticketed comms for visibility and handoffs👉 Automation that lands: start at the customer portal with HR forms (on/offboarding, role changes, leave) to prove value fast👉 Marketing as a force multiplier: talent, recruiting, and referrals all begin with what prospects see online (benchmark ~8% of revenue)
Visit https://beringmckinley.com for more MSP resources.
🔗 Resources & Links• John Snyder at Net Friends: https://www.netfriends.com• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Coffee-chat intro & origin story03:00 – From field tech to CEO: gifted equity to 49% → 90% ownership12:30 – Partners, morale, and the “AI makes you feel seen” aside16:15 – Primary Business Model confusion and choosing MSP as the core18:05 – VAR/procurement highs, hidden costs, and why focus wins21:25 – Breaking fix habits, culling the long tail of $59/hour clients32:24 – Automation starting point: customer portal + HR workflows37:53 – Outlook: integrations, data flow, and making tools better41:57 – Account Management 2.0 problems & the shared-inbox fix48:39 – Sales vs. Success vs. Ops: one role at a time56:48 – Lifecycle Insights, TBR pushback, and relationship signals1:01:39 – Marketing lessons: invest ~8% of revenue & hire the team1:03:54 – Where to find John + wrap
🔍 Primary KeywordsMSP account management, MSP primary business model, MSP automation, MSP marketing strategy
🔍 Secondary Keywordscustomer portal HR forms, VAR pitfalls MSP, lifecycle insights vCIO, MSP profitability
#️⃣ Hashtags#beringmckinley #bmkvisionpodcast #msp #managedservices #accountmanagement #customersuccess #automation #rpa #servicedelivery #itbudgeting #lifecycleinsights #connectwise #mspprofitability #entrepreneurship #leadership #marketing

Learn the 13 MSP numbers that actually move profit. Host Josh Peterson breaks down revenue buckets, service gross profit, and the levers your service manager can pull today. Perfect for MSP owners and leaders who want clearer decisions, stronger margins, and a repeatable finance rhythm.
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Josh Peterson (Bering McKinley) is joined briefly by former MSP owner Ryan Alter to challenge the myth that you need “hundreds of KPIs.” You’ll learn the few numbers that matter—and how to wire your P&L so your team can actually manage to them. This episode translates finance into field-ready actions for MSP operators, service managers, and fractional leaders.
👉 The 3 revenue buckets (service, product, resold cloud) and why your overall GP target centers around a weighted mix (aim ~42%).👉 Service GP target (55%) and the critical ratio: service salaries to service revenue at ~33%—only possible if service payroll lives in COGS.👉 Agreement Gross Profit (AGP): pricing vs. onboarding scope, why CW member costs & addition costs matter, and using the agreement GP report to verify reality.👉 Effective Hourly Rate (EHR): how to calculate it (spendable revenue ÷ hours) and compare to rack rate (goal ≥1.125×) while staffing work at the right technician level.👉 Billable utilization truths, calling out out-of-scope work without drama, and giving real P&L responsibility (and bonus levers) to your service manager.Visit https://beringmckinley.com for more MSP resources.
🔗 Resources & Links• Ryan Alter - Silverstream: https://www.silverstreamav.com • Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Welcome & why only 13 numbers matter02:18 – YouTube push, Riverside move, and “From the Trenches”05:12 – The 3 revenue buckets and service sub-buckets08:40 – Guest drop-in from Egypt (Ryan Alter)10:05 – Chart of accounts cleanup & payroll in COGS13:22 – Targets: 42% company GP, 55% service GP, 33% salaries ratio18:10 – Agreement Gross Profit (pricing vs. scope; CW setup)24:03 – Effective Hourly Rate (formula, rack rate multiple, staffing)29:45 – Billable utilization and the skills pyramid34:20 – Out-of-scope cadence and profitable “needy” clients39:05 – Service manager P&L ownership & incentive design44:12 – Perspective, resilience, and closing takeaways
🔍 Primary Keywordsmsp kpis, service gross profit, agreement gross profit, effective hourly rate
🔍 Secondary Keywordsmanaged services finance, connectwise reporting, billable utilization, service manager incentives
#️⃣ Hashtags#beringmckinley #bmkvisionpodcast #msp #msplife #mspowner #mspgrowth #mspsales #mspprocess #kpis #grossprofit #connectwise #servicedelivery #utilization #agreements #effectivehourlyrate #managedservices #itservices #itbusiness
 

🎙️ Sparkle Tufano on Community-Led MSP Growth, AI in IT Services & Plain-English QBRs | BMK Vision Podcast
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From theatrical pyrotechnics to IT leadership, Sparkle Tufano brings a unique lens to running a thriving, people-first MSP. In this episode of the Bering McKinley Vision Podcast, host Josh Peterson sits down with Sparkle, CEO of Sparkle Innovations, to explore how she built a business rooted in community, clarity, and women-led success.
With ~85% of her clients being women-owned or women-led organizations, Sparkle shares how this focus reshaped her service model:👉 Be direct.👉 Drop the jargon.👉 Build genuine relationships.
You’ll learn how Sparkle:Uses conversational QBRs to deepen loyalty and drive real dialoguePlans with clients across 2-, 5-, and 7-year horizons to build trustApproaches agentic AI as a practical, outcome-focused tool — not hypeMaintains high-touch service with a local-first delivery modelLeads with community over competition
Whether you're refining your QBRs, evaluating AI in your stack, or defining your ideal client profile, this episode offers real-world lessons you can implement today.
🔗 Resources & Links• Sparkle Innovations: https://sparkleinnovations.com• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Women-Owned Businesses & the MSP World00:43 – From Pyrotechnics to Managed Services02:18 – Creative Roots That Shaped Leadership07:17 – Volunteering & Teaching Tech11:09 – Navigating Male-Dominated Industries14:49 – How Women Clients Shift Service Expectations18:27 – Communication Without Geek Speak22:21 – Building an MSP with Community Roots25:10 – The “IT Mafia”: Collaboration Over Competition26:08 – Redefining Growth & Client Relationships29:37 – AI, Security & The Future of MSP Services32:08 – What Is Agentic AI?36:14 – Where MSPs Add Value in AI38:53 – Keeping the Human Touch41:43 – Building Community-Based Client Loyalty45:20 – Reimagining QBRs as Conversations49:10 – Helping Clients Think Long-Term53:41 – Lessons from 20 Years in Business55:00 – Where to Find Sparkle
🔍 Searchable Topics & TagsMSP consulting, agentic AI, community-led growth, client experience, QBR strategies, women-led IT, AI for MSPs, Middle Tennessee MSPs
 

New founder Chris shares the real playbook for launching (again): lean tools, aggressive outreach, and a focus on recurring revenue. If you’re an MSP owner or IT leader eyeing your next growth phase, you’ll learn concrete tactics you can reuse immediately.
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Chris, founder of IronGate MSP, joins BMK Vision “In the Trenches” to break down how he’s building a modern managed services practice from day one—without bloated software or guesswork. You’ll hear how his first tech gig at 18 set the course, why he sold an earlier MSP, and what’s different this time: a sales-led approach, disciplined proposals, and a ruthless focus on MRR stability. The episode is a candid look at tool selection, vertical targeting, outbound prospecting, and using automation to stay proactive for clients.
👉 Launching lean: choosing an all-in-one PSA/RMM to avoid heavy contracts and minimums while you scale👉 Sales first, not “word of mouth”: cold email sequences, local chambers, targeted mailers, and structured discovery to book meetings👉 Proposals that win: align pricing to the problems uncovered (e.g., internet reliability + SD-WAN) instead of cookie-cutter bundles👉 Projects vs. MRR: take smart projects that lead to managed services while tracking recurring revenue as the North Star👉 Automation & AI opportunities: process optimization (Zapier/Make) and documentation integration to deliver consistent, proactive service “Visit https://beringmckinley.com for more MSP resources.”
🔗 Resources & Links• Chris Hart - IronGate MSP: https://irongatemsp.com• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Why start an MSP (again) and family stakes00:00:32 – First IT story: from printers to servers at 1800:02:08 – SBS 2003, first client win, and the MSP spark00:04:40 – Leaving a stable job to launch IronGate MSP00:06:41 – Year-one goals: 15 clients and $100K revenue00:09:55 – Avoiding pitfalls: sales process and proposal discipline00:13:33 – Outbound engine: cold emails, social, chamber networking00:15:27 – Funnel metrics and next-step mailers + call-downs00:18:54 – Discovery and assessments that drive tailored proposals00:20:42 – Projects as a bridge to recurring revenue00:22:37 – Tooling on a budget: lean PSA/RMM strategy00:25:43 – Being truly proactive: cadence, checklists, automation00:28:59 – MSP role in client automation and AI enablement00:33:11 – Check-in plan and big goal: Florida’s largest MSP00:34:03 – Markets served and where to connect
🔍 Primary Keywordsstarting an msp, msp sales strategy, recurring revenue msp, cold email for msp, msp proposal process, network assessment msp, sd-wan for smb, msp go to market
🔍 Secondary Keywordsirongate msp, orlando msp, celebration fl it support, msp tool stack, psa rmm selection, ai workflow automation, zapier make integrations, windows 10 eol outreach
#️⃣ Hashtags#beringmckinley #bmkvisionpodcast #msp #mspowner #mspsales #recurringrevenue #psa #rmm #smbit #automation #ai #zapier #makecom #outbound #coldemail #discoverycall #proposal #sdwan #orlando #florida

In this candid “From the Trenches” chat, Josh Peterson and guest Rafi Cohn unpack what MSP sales really looks like day-to-day—no pitch decks, just shop talk. You’ll hear why most MSPs don’t have a true salesperson, how that shapes pipeline strategy, and practical ways to prospect without burning cash.
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Guest Highlight: Rafi Cohn, head of sales & marketing at IntelliComp, joins Josh for a frank conversation about building an MSP sales motion when you’re a team of one. From conference ROI to cold-calling lists and ABM-style outreach, they break down what’s working, what isn’t, and how to avoid common traps that stall growth.
👉 The reality check: typical MSP size, why “no dedicated sales rep” is the norm, and what that means for targets and activity👉 Conferences without regret: when to go, when to speak, and how to leverage customer intros on the floor👉 Pipeline to miracles: simple, accountable opportunity stages and why a lightweight CRM setup (e.g., HubSpot) beats scattered notes👉 Prospecting that fits your market: niche vs. broad ICP, building usable lists, and balancing long-cycle enterprise with near-term wins👉 Creative outreach that opens doors: 3-touch mailers, pattern interrupts (yes, donuts), and follow-up cadences that actually get callbacks
You’ll come away with concrete ideas to fill the top of the funnel, lead the sale instead of trailing prospects, and set up systems today that you can scale into a real team tomorrow.Visit https://beringmckinley.com  for more MSP resources. 
🔗 Resources & Links• Rafi Cohn - Intellicomp: https://intellicomp.net Intellicomp Technologies• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Why “From the Trenches” (no pitch, just real talk)00:34 – Rafi’s path: customer → MSP sales lead (IntelliComp)03:25 – The size myth & why most MSPs have zero salespeople09:35 – Should you even go to that conference? ROI & speaking slots13:44 – Why IT sales feels harder than other industries16:50 – Long sales cycles: don’t tell reps that on day one20:13 – Pipeline hygiene, stages, and using HubSpot simply29:40 – Cold calling that fits your style (and your list)32:59 – List building: niche focus vs. multi-industry spread43:11 – Pattern interrupts: coffee mailers, donut boxes, and callbacks50:35 – Wrap & takeaways
🔍 Primary Keywordsmsp sales, managed service provider sales, msp prospecting, msp pipeline stages
🔍 Secondary Keywordscold calling for msps, account based marketing msp, conference roi msp, hubspot for msps
#️⃣ Hashtags#beringmckinley #bmkvisionpodcast #mspsales #managedservices #mspmarketing #salesprospecting #coldcalling #accountbasedmarketing #salespipeline #hubspot #msplife #itservices #mspleadgen #fromthetrenches

MSP leaders will love this candid, from-the-trenches chat on building a people-first help desk and project team. Guest Stephanie Carbone shares how empathy, SOPs, and training turn chaos into white-glove service—and why that wins clients and reviews.
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Stephanie Carbone, IT Operations Manager at Complete Business Systems of Colorado (CBS), joins Josh Peterson to unpack how a copier-dealer-turned-MSP built a service culture around “people serving people.” From hiring techs with empathy to giving teams the tools and confidence to deliver white-glove experiences, Stephanie explains what actually moves CSAT, loyalty, and growth.👉 Internal IT vs. MSP: why the biggest transition risk isn’t tech—it’s people skills, communication, and handling new personalities daily.👉 Hiring & training that stick: prioritize customer service aptitude over certs; use playful “tech bingo” and recurring reviews to drive certifications and soft-skill reps.👉 SOPs that calm the chaos: clear queues, 30-minute touch rules, escalation paths, and onboarding playbooks that make new engineers confident fast.👉 Ritz-Carlton mindset for MSPs: empower front-line techs to solve small problems and create memorable “white-glove” moments that earn reviews and renewals.👉 Women in tech & client trust: how representation improves sales conversations and end-user comfort—especially with front-office teams.Natural keywords woven throughout: MSP help desk, client experience, SOPs, MSP onboarding, technician training, empathy in support.
“Visit https://beringmckinley.com for more MSP resources.”
🔗 Resources & Links• Stephanie Carbone - Complete Business Systems of Colorado: https://cbsofcolorado.com• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Why this isn’t a pitch: real MSP stories00:35 – Stephanie’s path: AV → IT director → MSP03:30 – GoPros, feedback, and learning loops05:15 – First big IT rebuilds and client modernization08:45 – From help desk to ops manager: building teams11:05 – Internal IT vs. MSP: the real differences14:40 – Hiring from internal IT: people skills over tech16:55 – “People serving people”: communication to resolution20:32 – Measuring client experience beyond first-call fix24:56 – Interviews without personality tests: empathy first28:15 – Coaching introverts & “tech bingo” for soft skills34:30 – White-glove mindset and small moments that matter37:36 – Surveys, reviews, and using feedback for training39:29 – Staff pulse checks, growth, and gamified certs43:36 – Building MSP SOPs inside a copier business47:44 – Being a woman in tech and why it helps clients55:59 – Where to find CBS & final takeaways
🔍 Primary KeywordsMSP client experience, MSP help desk, IT operations management, MSP onboarding, service desk SOPs, technician training
🔍 Secondary Keywordscustomer empathy in IT, copier dealer MSP, CSAT for MSPs, women in technology, MSP hiring, white glove service
🏷️ TagsStephanie Carbone, Complete Business Systems of Colorado, MSP client experience, MSP help desk, IT operations, SOPs, technician training, customer empathy, copier dealer MSP, CSAT, white glove service, Bering McKinley, Josh Peterson
#️⃣ Hashtags#beringmckinley #bmkvisionpodcast #msp #managedservices #helpdesk #customerexperience #sop #itsupport #womenintech #serviceleadership #mspgrowth #teambuilding #softskills #mspsales #projectmanagement

Cash flow keeps MSPs alive—and too many still leak dollars in AR. In this episode, Josh Peterson and Ryan Alter talk with Nicholas from Alternative Payments about practical ways to speed up collections, reduce aging, and make “quote-to-cash” truly automatic for MSPs.
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Nicholas, Partnerships Manager at Alternative Payments, joins the BMK Vision Podcast to unpack the everyday realities of MSP cash flow—and how disciplined AR automation transforms margins. We dig into why so many providers still chase checks, when to pass on credit card fees (and how to do it ethically), and the simple workflow shifts that pull cash in faster without straining client relationships. You’ll hear real talk on lines of credit, deposits for hardware-heavy projects, and how to design payment options that meet clients where they are while protecting your bank balance.
👉 The MSP AR reality: why invoices often pay 20+ days past due—and the levers that reliably shrink it to near-zero with auto-pay and ACH.👉 Payment options that work: transparent card fees, ACH by default, and project financing as a value-add (not a crutch).👉 Quote-to-cash done right: capture payment details at signature, reconcile PSA ↔ accounting, and eliminate onboarding gaps that stall revenue.👉 Project cash flow: deposits, disciplined procurement, and maintaining bank relationships/LOCs before you need them.👉 Operational hygiene: activation rates, license reconciliation, and clean AR reports that your banker (and CFO) actually trust.Visit https://beringmckinley.com for more MSP resources.
🔗 Resources & Links• Nicholas Reimer- Alternative Payments: https://alternativepayments.com  @alternativepayments  • Ryan Alter - Silver Stream AV: http://www.silverstreamav.com• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Welcome & series context01:05 – Guest intro: Nicholas, Alternative Payments02:10 – Scale & responsibility of payments05:40 – Credit card fees vs ACH, cash discounts09:30 – Points talk & why redemption value matters12:55 – Passing fees & offering three payment options16:30 – AR realities in MSPs (aging & activation rates)18:05 – Driving auto-pay adoption20:50 – Cash flow for big projects & LOCs24:50 – Municipal/education clients & checks25:50 – bill.com vs MSP-specific AR workflows27:10 – Closing the loop: AP on the horizon33:10 – Quote-to-cash: from quote to collection35:20 – Onboarding gaps that delay cash40:40 – Sales flow: sign now, pay now42:05 – Bookkeeper horror story & controls47:30 – Onboarding as client experience52:20 – Being known for AR automation (not “just payments”)54:30 – Final takeaways & sign-off
🔍 Primary Keywordsmsp cash flow, accounts receivable automation, msp ar collections, payment processing for msps, connectwise quickbooks integration, ach payments msp, quote to cash msp, auto pay msp
🔍 Secondary Keywordsalternative payments, credit card surcharge vs cash discount, net terms b2b payments, license reconciliation msp, psa integration, onboarding msp clients, line of credit for projects, msp project deposits
#️⃣ Hashtags#beringmckinley #bmkvisionpodcast #msp #managedservices #cashflow #accountsreceivable #payments #ach #creditcards #connectwise #quickbooks #quotetocash #mspgrowth #mspsales #mspfinance #arautomation #recurringrevenue #psa

New founder story with real talk for aspiring MSP/MSSP owners. Josh Peterson sits down with Will Robinson to unpack the leap from government IT to launching a cybersecurity-forward services firm—covering sales, pricing, tool choices, and hiring. If you’re building from zero or resetting your go-to-market, this is your blueprint.
✅ Enjoyed this episode? Like, subscribe, and share your biggest takeaway below. https://beringmckinley.com/bering-mckinley-podcast-blog 
Will Robinson (Thirdeye View Corp) joins Josh Peterson to explore what it actually takes to start—and sustain—an MSSP that small businesses trust. From sharpening CEO-as-seller habits to avoiding tool-stack whiplash, Will shares candid lessons from his first steps plus a practical approach to pricing and profit.👉 Why founder-led selling matters: sell yourself, then your company, then your services—and ask better questions to win trust👉 Targeting right-fit clients: underserved 4–20-seat SMBs that need security leadership and pragmatic IT👉 MSSP vs MSP positioning: security-first while co-managing or taking on core IT—how to message the difference👉 Smart tool stack decisions: pick RMM/CRM you can afford, master, and keep—process beats shiny objects👉 Pricing fundamentals: back into rates from cost, utilization, and risk; translate to projects and managed servicesClose the loop with financial literacy—turn QuickBooks into a decision tool, not just a tax box—and creative hiring via internships and state programs to extend capacity.“Visit https://beringmckinley.com for more MSP resources.”
🔗 Resources & Links• Will Robinson - Thirdeye View Corp: https://thirdiviewcorp.com• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Intro & premise00:40 – Why start an MSP/MSSP now03:20 – Free advice vs paid value (sales boundaries)06:40 – CEO as salesperson: habits & mindset10:18 – Sell self → company → services11:50 – Ideal client: 4–20 users, SMB focus13:30 – MSSP vs MSP: co-manage or all-in?15:01 – Security + IT: scope and expectations17:00 – Daily prospecting rhythm (from month → day → morning)20:15 – The million-dollar plateau and networks24:15 – Tool stack thinking (RMM/CRM)27:35 – ConnectWise, process over tools29:35 – Hiring interns; Virginia VTOP example33:54 – Consider a sales intern for appointment-setting36:33 – Packaging services & pricing anxieties39:38 – Rate math: wages × 4.5 = target bill rate42:40 – Managed services pricing (tools + time)46:30 – Accounting basics & financial literacy49:25 – Open series idea to follow the journey50:27 – Purpose, legacy, and motivation52:34 – Where to find Will & close
🔍 Primary Keywordsmsp startup, mssp pricing, managed services sales, msp tool stack, cybersecurity for smbs, connectwise onboarding, founder led selling, msp rate calculation
🔍 Secondary Keywordsmsp vs mssp, small business it security, rmm selection, crm for msp, utilization formula, effective hourly rate, co-managed it, internship programs for tech
#️⃣ HashtagsHashtags#beringmckinley #bmkvisionpodcast #msp #mssp #managedservices #cybersecurity #connectwise #mspsales #msppricing #rmm #crm #founderlife #smallbusinessit #co-managedit #toolstack #financialliteracy #effectivehourlyrate #dispatch #timeentry #fromthetrenches

From the Trenches with Jim Smith digs into the messy middle of MSP growth—hiring, sales, and leadership. Join host Josh Peterson and Proper Sky founder Jim Smith for candid lessons you can apply immediately to build a stronger, more resilient MSP.
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Jim Smith, founder and CEO at Proper Sky, shares the real story behind scaling an MSP—from losing 90% of MRR and rebuilding, to shifting from “do it all” owner to vision-led leader. You’ll hear how he reframed growth around people, systems, and clear KPIs rather than heroics and hustle.
👉 The “who, not what” rule: why hiring people smarter than you accelerates scale and reduces owner dependency👉 Owner-to-owner selling vs. “talking tech”: how to craft messaging that resonates with business outcomes👉 Building a sales engine: effort vs. results, activity ladders (FTA → discovery → proposal → close), and realistic comp structure👉 Avoiding concentration risk: lessons from losing a major client and the cash discipline that followed👉 Onboarding sets the tone: protecting service capacity, managing chaos, and measuring NPS/ENPS alongside gross marginThis episode blends practical frameworks (KPIs, sales stages, onboarding capacity planning) with field-tested wisdom on leadership, empowerment, and process. If you’re stuck between 10–25 employees or rebuilding your sales function, this conversation gives you a concrete path to get unstuck—without burning out your team.“Visit https://beringmckinley.com for more MSP resources.”
🔗 Resources & Links• Jim Smith - Proper Sky: https://propersky.com• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Why “From the Trenches”: unscripted lessons for MSPs00:23 – Jim Smith’s path: entrepreneurship, Peace Corps, and Proper Sky03:06 – From tech-doer to leader: empowerment vs. control07:14 – Marketing missteps and the power of hiring experts10:33 – Answers vs. questions: building decision-making muscle15:42 – Setting 3 north-star KPIs (NPS, eNPS, 55% SDGP)19:39 – Surviving a 90% MRR loss: cash discipline and diversification27:20 – Sales realities: activity, ICP, and deal math that works34:10 – Tooling up: moving to HubSpot and aligning process44:28 – Effort vs. results: the activity ladder for reps52:17 – Inside vs. outside roles and why first calls matter1:04:01 – Final takeaway: “Who, not what.”
🔍 Primary Keywordsmsp sales process, msp leadership, msp onboarding, connectwise psa, hubspot for msp, service gross margin
🔍 Secondary Keywordsmsp marketing, customer nps, employee engagement, sales compensation, activity-based selling, concentration risk
#️⃣ Hashtags#beringmckinley #bmkvisionpodcast #msp #managedservices #mspgrowth #mspsales #salesprocess #connectwise #hubspot #onboarding #customerexperience #nps #leadership #entrepreneurship #servicedelivery #grossmargin #owneroperator #fromthetrenches

Alek Perhalo, Co-Founder at SafePoint IT, joins Josh Peterson to unpack the unglamorous truth of MSP sales: persistence beats one-off sprints. Alek shares how starting as a break/fix shop, learning business fundamentals on the fly, and clearly dividing partner roles (service vs. go-to-market) set the stage for steady growth. The conversation moves from early missteps to practical systems—budgeting, tooling, and touch patterns—that make results predictable.
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👉 Why persistence wins: treating sales/marketing as an ongoing system, not a 90-day experiment👉 The 10% rule: setting aside ~10% of revenue for sales/marketing—and how to bank it ahead of initiatives or M&A👉 Tooling lessons: outgrowing SharpSpring and standardizing on HubSpot to centralize email, calling, and integrations👉 Multi-channel prospecting: pairing cold call, email, LinkedIn, live events, and automated direct mail for more “at-bats”👉 Thought leadership that converts: using education-first events (AI, automation, data) to spark projects with existing clients
You’ll leave with a simple, durable playbook: commit the budget, pick the stack, design the touch mix, and keep showing up. Visit https://beringmckinley.com for more MSP resources.
🔗 Resources & Links• Alek Perhalo - Safe Point IT: https://safepointit.com• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:01 – Intro & show setup00:46 – Guest name & SafePoint IT01:03 – Alek’s trip to Russia (personal backstory)03:28 – Immigrating at 16 & language learning04:59 – From engineering to entrepreneurship08:30 – Partner roles: service vs. sales/finance/ops11:09 – Product development mindset applied to business12:45 – Break/fix to MSP (meeting BMK, packaging services)14:49 – Sales attempts, setbacks, and persistence17:09 – Budgeting ~10% of revenue for sales/marketing19:10 – Tooling changes: SharpSpring → HubSpot21:17 – Fixing DIY mistakes with expert implementation23:02 – Building a multi-channel plan (outbound + events)24:36 – Live events for credibility & client expansion28:01 – Why direct mail still works (automated, cost-effective)29:23 – Where to find SafePoint IT29:34 – Wrap-up
🔍 Primary Keywordsmsp sales strategy, msp marketing, direct mail for msps, hubspot for msps, outbound prospecting msp, msp live events, msp growth playbook, partner roles msp
🔍 Secondary Keywordsreferral to outbound shift, sales budget 10 percent, appointment setting lessons, sharpspring vs hubspot, pipeline building, thought leadership events, ai automation talks, multi channel outreach
#️⃣ Hashtags#beringmckinley, #bmkvisionpodcast, #msp, #managedservices, #mspsales, #mspmarketing, #hubspot, #directmail, #outbound, #leadgeneration, #thoughtleadership, #liveevents, #connectwise, #serviceleadership, #aiinautomation, #smbit

A candid founder story from the factory floor to a fast-growing MSP. Host Josh Peterson digs in with guest Ron Opperman on hiring that first tech, switching from reactive IT to proactive managed services, and building a sales engine that actually closes.
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Ron Opperman, Partner at E3 IT Services (Turnersville, NJ), shares how an industrial-engineering start became a 14-person MSP powered by process, practice, and people. He recounts the leap from CAD and plant optimization to break/fix, then to managed services—plus the inflection points that changed everything: the first hire, Profit First discipline, and a mindset shift from “IT vendor” to business solutions partner.
👉 Origin story with lessons: carry over process rigor from engineering—flow, capacity, and standard work—into MSP operations and client onboarding.👉 Hiring that scales: why bringing on Ryan at 19 unlocked true proactivity, created role clarity, and forced leadership maturity.👉 Cash & confidence: use Profit First to never miss payroll, offer strategic prepay options, and reinvest in sales/marketing during lean seasons.👉 Sell like a BSP: evolve the message, increase at-bats, and blend modern outbound with warm peer networks to improve close rates.👉 Build for resilience: move from home lab to NOC, buy when others retreat (COVID offices), and let systems—not the owner—run tickets and sales.Natural keywords included: MSP growth strategy, hiring first technician, managed services pricing, prepaid agreements, sales methodology for MSPs.“Visit https://beringmckinley.com for more MSP resources.”
🔗 Resources & Links• Ron Oppermann - E3 IT Services: https://e3itservices.com• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – From factory floors to IT: Ron’s origin00:36 – Industrial engineering lessons that transfer to MSPs01:46 – MoonPie plant story: planning, flow, and scale03:26 – Company collapse → entrepreneurship at Techad04:26 – The $65 fix that sparked the IT pivot05:26 – Early MSP stack: Level Platforms & proactive monitoring09:25 – Self-training, mentors, and learning in public13:25 – The first hire (Ryan) and shared staffing model17:58 – Payroll stress, Profit First, and owner discipline20:44 – Home lab → office during COVID: buying when others left23:17 – Growth via peer groups and consistent outbound25:38 – New sales methodology: from “MSP” to business solutions32:27 – Prepaid deals to fuel scale and stabilize cash34:52 – Impact beyond profit: careers, families, community37:51 – Systems that run without the owner43:30 – One takeaway for MSPs: plan, risk, execute45:18 – Where to find Ron
🔍 Primary Keywordsmsp growth strategy, managed services sales, hiring first technician, profit first for msps, prepaid msp agreements, msp outbound marketing, business solutions provider, msp scalability
🔍 Secondary Keywordsmsp founder story, service desk operations, ticket workflow, msp close rate, peer groups for msps, noc setup, connectwise ecosystem, msp cash flow
#️⃣ Hashtags#beringmckinley, #bmkvisionpodcast, #msp, #managedservices, #mspsales, #mspprofitability, #serviceoperations, #ticketing, #dispatch, #profitfirst, #prepaid, #connectwise, #salesleadership, #entrepreneurship, #businessgrowth, #founderstory, #noc, #itservices

A ground-level look at building an MSP around a single vertical—healthcare—with real talk on compliance, prospecting, and partnerships. Host Josh Peterson interviews Houston-based founder Terry Baylor on why narrowing your focus, leading with service, and mastering HIPAA can accelerate growth for small providers.
✅ Enjoyed this episode? Like, subscribe, and share your biggest takeaway below. https://beringmckinley.com/bering-mckinley-podcast-blog
Guest: Terry Baylor, Founder, Lift Life Technology (Houston, TX).This From the Trenches episode digs into how a purpose-driven founder is carving out a healthcare-first MSP by aligning leadership, service, and security. You’ll hear Terry’s path from enterprise IT and credit unions to private practices, why HIPAA readiness is a powerful door-opener, and how to win attention from busy physicians without “spray and pray” selling.
👉 Vertical focus that sticks: choosing private practices (family med, peds, DPC/concierge, behavioral health) and speaking the language of outcomes and compliance👉 HIPAA as a growth lever: assessments → remediation (WAN/LAN hardening, identity, logging, patching) → ongoing cyber services, without owning every desktop👉 Prospecting that works: clinic-by-clinic field outreach, education “tracks,” and nurturing with simple cyber tips email sequences👉 Partnership channels: learning from dental-vertical playbooks—align with vendors, build regional relationships, and seek small-society speaking slots👉 Leadership & mindset: mentorship, resilience, and redefining “sales” as coaching and service
Keywords woven naturally include MSP verticalization, HIPAA compliance, healthcare cybersecurity, ConnectWise ecosystem, and field marketing.“Visit https://beringmckinley.com for more MSP resources.”
🔗 Resources & Links• Terry Baylor - Lift Life Technology: https://liftlifetech.com• Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters• 00:00 – Intro & why start an MSP in 2025• 01:20 – Terry’s story: enterprise IT to healthcare focus• 05:10 – Faith, service, and leadership as business fuel• 08:45 – Discovering the MSP tool ecosystem (ConnectWise)• 11:30 – Choosing a vertical: why healthcare private practice• 15:05 – HIPAA assessments → remediation → cyber services• 18:20 – What not to own (endpoints) and what to specialize in• 20:40 – ICP basics: revenue, practice types, and needs• 24:00 – Outreach playbook: clinics, campaigns, and education “tracks”• 28:10 – Partnerships & events: vendor alliances and local societies• 32:00 – Sales mindset: coaching, mentorship, and persistence• 35:10 – Parting advice & where to find Terry
🔍 Primary Keywordshealthcare msp, hipaa compliance, msp verticalization, healthcare cybersecurity
🔍 Secondary Keywordsprivate practice it, connectwise msp, vcio services, msp prospecting
#️⃣ HashtagsHashtags (comma-separated for uploads)#beringmckinley, #bmkvisionpodcast, #msp, #managedservices, #hipaa, #healthcareit, #cybersecurity, #privatepractice, #vcio, #connectwise, #mspsales, #verticalization, #houstontech, #fieldmarketing, #itcompliance, #dataprotection

Modernize billing, reduce DSO, and boost cash flow without adding headcount. In this From the Trenches episode, Josh Peterson talks with Nicholas Rhyme from Alternative Payments about practical ways MSPs can automate A/R, standardize ACH, and offer financing options that speed up quote-to-cash.
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Guest: Nicholas Rhyme, Partnerships at Alternative Payments.If you’re still juggling checks, manual bank transfers, or “we’ll review the invoice” delays, this conversation gives you a cleaner path. Nicholas shares patterns he’s seeing across hundreds of MSPs and what the top performers do differently: set expectations at onboarding, default to automated ACH, and present clear payment options (including short-term financing) that protect margins and shorten DSO—all without turning your process into a sales pitch.
👉 Why “options win”: ACH as the default, credit cards with transparent pass-through fees, and a simple financing button for one-off spikes👉 Quote-to-cash acceleration: send the payment experience at signature, not weeks later, and integrate with quoting tools👉 Activation rate to processor “cost”: the hidden time drain when 40% of payments bypass your portal👉 Policy over personality: move from a “Janet knows everyone” hero workflow to standardized collection rules👉 Niche and ICP effects: how vertical focus often improves A/R cycles and enterprise value
You’ll walk away with wording to reset legacy clients, a first-pass chaptered checklist to audit A/R friction, and next steps to reduce DSO fast.“Visit https://beringmckinley.com for more MSP resources.”
🔗 Resources & Links• Nicholas Reimer: https://alternativepayments.com  @alternativepayments  • Bering McKinley MSP Consulting: https://beringmckinley.com
⏱️ Chapters00:00 – Welcome & topic setup00:29 – Meet Nicholas Rhyme (Alternative Payments)01:17 – Entrepreneurial roots & ops lessons04:59 – Building software to fix logistics chaos08:44 – Plain-English: what A/R automation actually does09:45 – “V1 vs V2” payment systems and why iteration matters18:16 – Passing credit card fees (and why ACH wins)21:03 – Short-term financing as a client option25:19 – Where financing shows up in the payment flow29:10 – Quote-to-cash: trigger payments at signature31:43 – Gold-star example: 100% automated ACH37:18 – Two common mistakes: break/fix and checks46:31 – Tracking DSO and next steps
🔍 Primary Keywordsmsp accounts receivable, msp cash flow, ach payments msp, dso reduction, msp billing automation, quote to cash msp, payment portal msp, financing options b2b
🔍 Secondary Keywordscredit card fee pass through, ar automation tools, invoice payment automation, connectwise billing tips, msp operations, activation rate payments, collections policy msp, check processing drawbacks
#️⃣ Hashtags#beringmckinley #bmkvisionpodcast #msp #managedservices #accountsreceivable #cashflow #ach #dsoreduction #billingautomation #quotetocash #invoicing #payments #connectwise #mspprofitability #operations #arautomation #financing #creditcardfees #smallbusinessfinance #itservices