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The BMK Vision Podcast
The BMK Vision Podcast episodes
- #32 - From The Trenches - Backups, Ransomware & Service that Answer (William Oppenheimer)
🎙️ 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.
✅ Enjoyed this episode?
Like, subscribe, and share your biggest takeaway below.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 Keywords
msp backup, ransomware recovery, disaster recovery, encrypted backup🔍 Secondary Keywords
backup testing, hybrid cloud backup, bcdR for msps, restore verification🏷️ Tags
MSP, 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 #recoveryplan37 min - #31 - From the Trenches - The CIO Mindset - MSPs, Luck & Learning (Bob Coppedge)
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.
✅ Enjoyed this episode?
Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blogIn 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⏱️ Chapters
00:00 – 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 Keywords
MSP leadership, managed services, CIO mindset, business strategy🔍 Secondary Keywords
AI in MSPs, MSP marketing, Simplex IT, Bering McKinley podcast#️⃣ Hashtags
#bmkvisionpodcast #beringmckinley #msp #mspbusiness #managedservices #mspgrowth #mspmarketing #aitransformation #mspcommunity #itleadership #simplexit #bobjcoppedge #mspinsights #businessstrategy #technologytrends56 min - #30 - From The Trenches - Domino’s Niche MSP Playbook (Ashley & Jason Radcliff)
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-blogAshley (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⏱️ Chapters
00:00 – 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 Keywords
msp niche strategy, restaurant it support, domino’s franchise it, msp pricing model, sla for restaurants🔍 Secondary Keywords
synchro 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 #processautomation57 min - #29 - From The Trenches - Mastering MSP Sales Systems - (Mitz Giannakos)
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-blogIn 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⏱️ Chapters
00:00 – 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 Keywords
MSP sales strategy, sales system, MSP prospecting, sales operations, ConnectWise CRM integration, MSP growth, sales SOP🔍 Secondary Keywords
HubSpot 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 #fromthetrenches1 hr 16 min - #28 - From The Trenches - Micro MSP Growth & Streaming (Daniel Oquendo)
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.
✅ Enjoyed this episode?
Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blogDaniel 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⏱️ Chapters
00:00 – 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 Keywords
micro 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 Keywords
small 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 #wordofmouth1 hr 3 min - #27 - From The Trenches - Pick a Lane - Account Management & MSP Focus (John Snyder)
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.
✅ Enjoyed this episode?
Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blogJohn 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⏱️ Chapters
00:00 – 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 Keywords
MSP account management, MSP primary business model, MSP automation, MSP marketing strategy🔍 Secondary Keywords
customer 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 #marketing1 hr 4 min - #26 - Don't be That Guy - Know Your Numbers or Die - MSP KPIs (Ryan Alter)
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.
✅ Enjoyed this episode?
Like, subscribe, and share your biggest takeaway below.
https://beringmckinley.com/bering-mckinley-podcast-blog
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⏱️ Chapters
00:00 – 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 Keywords
msp kpis, service gross profit, agreement gross profit, effective hourly rate🔍 Secondary Keywords
managed 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 #itbusiness1 hr 1 min - #25 - From the Trenches - Women-Led MSP Clients, AI & Community Growth (Sparkle Tufano)
🎙️ Sparkle Tufano on Community-Led MSP Growth, AI in IT Services & Plain-English QBRs | BMK Vision Podcast
✅ Enjoyed this episode?
Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blogFrom 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 competitionWhether 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⏱️ Chapters
00:00 – 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 & Tags
MSP consulting, agentic AI, community-led growth, client experience, QBR strategies, women-led IT, AI for MSPs, Middle Tennessee MSPs56 min - #24 – From the Trenches - Starting an MSP - Sales, Tools, Automation (Chris Hart)
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.
✅ Enjoyed this episode?
Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blogChris, 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⏱️ Chapters
00:00 – 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 Keywords
starting 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 Keywords
irongate 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 #florida35 min - #23 – From the Trenches - MSP Sales Leadership (Rafi Cohn)
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.
✅ Enjoyed this episode?
Like, subscribe, and share your biggest takeaway below.https://beringmckinley.com/bering-mckinley-podcast-blogGuest 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 callbacksYou’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⏱️ Chapters
00:00 – 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 Keywords
msp sales, managed service provider sales, msp prospecting, msp pipeline stages🔍 Secondary Keywords
cold 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 #fromthetrenches51 min
About The BMK Vision Podcast
From the publisher's feed
Welcome to The BMK Vision Podcast — the show for MSP leaders, IT professionals, and the vendors who support them. Hosted by the team at Bering McKinley, each episode delivers real-world insights,…
strategic guidance, and no-BS conversations to help you grow, scale, and profit in the managed services space. We challenge outdated models, highlight proven standards, and share stories from the front lines of consulting. Whether you’re just getting started or running a mature MSP, this podcast helps you bring clarity, structure, and profitability to your business.