The BMK Vision Podcast

Most MSP owners obsess over net profit and ignore the number that actually determines the health of the business: gross profit. In this Don’t Be That Guy session, Josh Peterson and former MSP owner Ryan Alter unpack why net profit can be completely distorted by G&A decisions, tax strategy, and owner perks—and why disciplined leaders run the company on gross profit, not what’s left at the bottom.

Ryan and Josh walk through the BMK model for 42% overall gross profit, 55% service department gross profit, and a tight service salaries–to–service revenue ratio that protects both margins and morale. They also explore the balance between recurring, hourly, and project revenue, how agreement gross profit fits into the picture, and what changes when you’re building for a future sale versus optimizing for long-term profit protection.

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• Why net profit can mislead MSP owners into thinking they’re “fine”

• How G&A and tax strategy turn net profit into a lie on the P&L

• The three revenue buckets and why 42% gross profit is the real goal

• Service department gross profit and the 55% target for healthy MSPs

• Using service salaries / service revenue ratio as a staffing and burnout gauge

• How project work and hourly work complement recurring revenue

• Why agreement gross profit must be measured, not assumed

• Growth vs. exit: how investors look at recurring vs. project mix

• How to assign true P&L responsibility to your service manager

• Practical first steps to start managing the business by gross profit

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Ryan Alter is a former MSP owner from Missoula, Montana who grew a one-person break-fix shop into a 25-person MSP before exiting successfully. He now helps MSP leaders interpret their numbers, align operations with the P&L, and avoid the myths that stall growth. 

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Guest LinkedIn: [Add confirmed LinkedIn URL here]

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Josh Peterson is the CEO of Bering McKinley and host of the BMK Vision Podcast. Through the Don’t Be That Guy series and the BMK Vision Operating System, Josh helps MSP owners gain financial clarity, mature their service operations, and build companies that are both profitable and sellable.

Host LinkedIn: https://www.linkedin.com/in/joshdpeterson/

Bering McKinley on LinkedIn: https://www.linkedin.com/company/bering-mckinley/

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YouTube (Video Podcast):

https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1

Learn More About the Vision Platform:

https://beringmckinley.com/vision

Apply to Be a Guest:

https://beringmckinley.com/bering-mckinley-podcast-blog

For this From the Trenches conversation, Josh Peterson sits down with Karl W. Palachuk — author, speaker, MSP consultant, and founder of Small Biz Thoughts. Together, they unpack how the MSP industry has changed over the past two decades, why foundational blocking-and-tackling still matters, and how private equity and PSA vendors may shape the next wave of disruption.

Guest Introduction

Karl W. Palachuk is the owner of Small Biz Thoughts and founder of the Small Biz Thoughts Technology Community, a global platform helping IT consultants and MSPs master the business side of their business. In this episode, Josh and Karl discuss managed services history, data portability, private equity pressures, and the mindset MSPs need to thrive in an AI-driven future.

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• How Josh and Karl first connected during the early SMB Nation era

• Karl’s shift from local consulting to books, speaking, and community building

• Why Managed Services in a Month still influences MSPs well beyond $10M+

• The culture of generosity in the MSP community — and why it matters

• Why many newer MSPs rely on formulas instead of real consulting

• AI, automation, and the owners who refuse to “learn one more technology”

• Private equity, PSA vendors, and the real risk around data portability

• What happens if your core PSA gets carved up, sold, or shut down

• How small MSPs can still win on service in a billion-dollar-tool ecosystem

• Where Karl sees the next wave of PSA and MSP tool disruption

Plus: Why Karl believes those who embrace AI and new tooling now will capture the most upside in the years ahead.

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Guest LinkedIn: https://www.linkedin.com/in/karlpalachuk 

Small Biz Thoughts: https://smallbizthoughts.com/ 

Small Biz Thoughts Technology Community: https://www.smallbizthoughts.org/ 

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YouTube (Video Podcast):

https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1

Learn More About the Vision Platform:

https://beringmckinley.com/vision

Apply to Be a Guest:

https://beringmckinley.com/bering-mckinley-podcast-blog

In this episode, Josh Peterson speaks with Alan Moon, co-founder of IntegriTech, about his path from Air Force space operations to Fortune 100 IT to building one of the region’s fastest-growing MSPs. Alan opens up about pricing mistakes, financial maturity, hiring, cold-calling success, and the turning points that shaped IntegriTech’s growth.

• Air Force → Walmart → Tyson → IntegriTech

• Early pricing mistakes and scaling challenges

• Learning margins, agreement profitability, and EHR

• IntegriTech’s first sales engine (Arsenal)

• Growing from referral-only to outbound-driven

• Hiring 5+ people in a year

• “Sins of the past” and correcting legacy decisions

Guest LinkedIn: (use from his profile once you have it visible)

Company Website: https://integriTech.io

YouTube (Video Podcast):

https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1

Learn More About the Vision Platform:

https://beringmckinley.com/vision

Apply to Be a Guest:

https://beringmckinley.com/bering-mckinley-podcast-blog

Running an MSP is hard. Running one while you can’t delegate, can’t disconnect, and can’t let go of control is even harder. In this episode, Manny Anguiano of Convergent Networks shares how he built a voice and cabling company, walked away from a third of it, rebuilt around VoIP and managed services, and ultimately handed the reins to his son — without destroying their family in the process.

Guest Introduction

Manny Anguiano is the founder of Convergent Networks, a Southern California MSP that blends VoIP, low-voltage cabling, IP cameras, access control, and managed services into a recurring-revenue model. In this conversation, we explore his journey from USC baseball player to stressed-out business owner, and how therapy, EOS, and his son’s leadership helped turn a “helter-skelter” operation into a disciplined, growing company.

• Leaving a successful voice company to pursue VoIP and MSP services

• Early VoIP pain: bad networks, packet loss, and losing clients

• Adding IP cameras and access control — and turning them into MRR

• Joining TAG (Technology Assurance Group) and learning from peers

• Bringing his son Adam into the business and eventually into ownership

• How process, logistics, and project controls changed profitability

• People-pleasing, delegation, and why Manny couldn’t let go at first

• The impact of stress on marriage, family, and being “present” at home

• Using therapy and EOS coaching to separate dad vs. business-partner roles

• Building a business his son actually wants to run in the future

Plus: How D1 athletics, discipline, and “finishing the job” mindset still shape the way Manny leads today.

Guest LinkedIn: (search “Manny Anguiano Convergent Networks” on LinkedIn)

Company Website: https://convergent-networks.com

YouTube (Video Podcast):

https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1

Learn More About the Vision Platform:

https://beringmckinley.com/vision

Apply to Be a Guest:

https://beringmckinley.com/bering-mckinley-podcast-blog

From E-1 seaman to Navy Commander to GovCon cyber CEO. In this episode, Josh Peterson talks with Erica Dobbs, founder and CEO of Dobbs Defense Solutions, about what it really looks like to leave a long military career, enter entrepreneurship, and build a cleared cybersecurity and IT company serving high-stakes federal missions.

Erica is a retired U.S. Navy Commander (O-5) and the founder and CEO of Dobbs Defense Solutions (D2S), a service-disabled veteran-owned and women-owned firm specializing in cyber, enterprise IT, and analytics for federal, state, local, and commercial clients. She joins Josh to unpack the realities of government contracting, margins, leadership, and mission-driven entrepreneurship from a veteran’s perspective.

In this conversation, they explore how Erica went from E-1 to Navy Chief to O-5 Commander, her experience running IT operations on aircraft carriers, and how military leadership translates into business ownership. She shares what it was like to transition from being the decision-maker to becoming a salesperson, how cleared contracts work, what LPTA and best-value really mean, and how shutdowns and policy turbulence impact small businesses. Erica also discusses her rookie pricing mistake, navigating prime and subcontractor relationships, and the “stretch project” that unexpectedly turned into a major win.

Guest Links

LinkedIn: https://www.linkedin.com/in/erica-dobbs

Website: https://thinkd2s.com

Subscribe to the BMK Vision Podcast on YouTube: https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1

Learn more about the BMK Vision Operating System: https://beringmckinley.com/vision

Apply to be a guest: https://beringmckinley.com/bering-mckinley-podcast-blog

In this From the Trenches episode, Josh Peterson sits down with Alexis Villamizar and Mariana Arrieta, co-founders of My PC Friends, an MSP serving Central Florida. Their story begins in Venezuela, where they ran a break/fix business before immigrating to the United States in search of stability, opportunity, and a new life for their family.

After years of learning a new culture, navigating immigration systems, and rebuilding from scratch, Alexis and Mariana discovered the MSP model at a conference they attended when they were nearly broke. That moment changed everything. They shifted from residential repair to true managed services, began serving primarily Latin American business owners, grew to 25 recurring clients, and now stand right at the threshold of $500k+ in service revenue.

In this conversation, they share the challenges and breakthroughs of entrepreneurship as immigrants, how cultural differences influence IT buying behavior, why bilingual communication became their competitive advantage, and what it takes to move from referral-based growth to intentional sales, account management, and QBR-style engagements.

If you want to hear the real side of building an MSP—family, hardship, language barriers, community support, resilience, and relentless learning—this episode will inspire you.

• Moving from Venezuela to the U.S. and restarting their IT business

• Why their “retiree IT support” concept failed and how an MSP event transformed their model

• Serving Latin-owned small businesses that often have no IT or cybersecurity foundation

• Turning Spanish and a strong accent into a business advantage

• Growing to ~25 recurring clients and multiple employees

• Maintaining a profitable family business through personal hardships

• Using appreciation visits and informal conversations as pre-QBR touchpoints

• The mindset shift required to reach $1M+ in revenue

• Building consistency in prospecting, door-knocking, and event-based outreach

• How the MSP community helped accelerate their growth

My PC Friends

Website: https://mypcfriends.com

Location: Kissimmee, Florida

YouTube (Video Podcast):

https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1

Learn More About the Vision Operating System:

https://beringmckinley.com/vision

Apply to Be a Guest:

https://beringmckinley.com/bering-mckinley-podcast-blog

In this episode of From the Trenches, Josh Peterson sits down with Corey Kirkendoll, a seasoned enterprise technologist (IBM, Cisco, Dell, EMC), MSP CEO, CISSP, CCIE, and one of the most well-rounded strategy thinkers in the channel. Corey brings a rare combination of deep technical expertise and strong business acumen—powered by his MBA and decades of real-world leadership.

Josh and Corey explore the current era MSPs are navigating: AI adoption, cybersecurity maturity, service standardization, business outcomes, automation, operational fundamentals, and the mindset shifts required to stay competitive. Corey discusses why automation only works when fundamentals are strong, why AI requires real governance and data protection, and how MSPs can build entirely new revenue streams by becoming fractional AI strategy partners.

This conversation is packed with clarity, business logic, and actionable insight—delivered in Corey’s signature practical and no-nonsense style. If you lead an MSP or are thinking about the future of your business, this episode is a must-listen.

How Corey’s enterprise IT experience shaped 5K Technical Services

Why MSPs must lead with business conversations, not technical ones

The cultural lessons Corey learned living and working in Australia

Why AI forces a higher cybersecurity standard

How to discuss governance, DLP, and risk with SMB clients

The rise of RAG, co-pilot, and AI-assisted processes

Why most MSPs must fix fundamentals before automating

Policy > procedure > automation — the order that actually works

How MSPs can create AI strategy offerings and new revenue models

Why utilization, gross profit, and PSA data still matter

The vision and leadership needed to guide modern MSP teams

Corey L. Kirkendoll

President & CEO – 5K Technical Services

Website: https://www.5ktech.com

Co-host: MSP Unplugged Podcast

Explore the BMK Vision platform → https://beringmckinley.com/vision

Apply to be a podcast guest → https://beringmckinley.com/bering-mckinley-podcast-blog

Subscribe on YouTube → https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1

The From the Trenches series is part of the BMK Vision Podcast, where MSP leaders share real, unscripted conversations about business, leadership, cybersecurity, AI, and the operational realities of running a technology company today.

In this episode of From the Trenches, Josh Peterson sits down with Cass Cooper, an organizational development expert, speaker, and founder of Know Better, Do Better Consulting. Cass sits at the intersection of leadership development, technology, culture, AI, and human behavior—bringing a unique perspective on how people learn, communicate, trust themselves, and navigate an increasingly complex world.

Together, Josh and Cass explore themes of self-trust, identity, burnout, societal expectations, and the cultural pressures many women face around appearance, decision-making, and belonging. They discuss how AI is reshaping communication, why validation from machines is becoming a “default behavior,” and how individuals can reclaim introspection, confidence, and agency in an era of constant noise.

Cass also introduces Impressa AI, a new AI model built by women and for women, designed to integrate human expertise into the decision-making and learning process. Whether you’re a leader, technologist, manager, or simply navigating personal change, this episode provides insight into what it means to “know better” — and do better — in your own life and work.

How organizational development and technology intersect

Why self-trust is difficult — especially for women

The cultural and psychological pressures behind burnout

How to create “white space” and protect your mental energy

Why Americans struggle with rest compared to other cultures

The role of AI in validation, decision-making, and communication

How to build a healthier internal narrative

What Know Better, Do Better Consulting is all about

The launch of Impressa AI and its mission

Cass Cooper

Founder, Know Better, Do Better Consulting

Website: https://iamcascooper.com

Explore the BMK Vision platform → https://beringmckinley.com/vision

Apply to be a podcast guest → https://beringmckinley.com/bering-mckinley-podcast-blog

Subscribe on YouTube → https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1

The From the Trenches series is part of the BMK Vision Podcast, where leaders, operators, and experts share honest conversations about business, leadership, growth, identity, and the human experience behind technology.

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.

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

Tom McIntyre

Founder, YourTech – Niagara Region, Ontario, Canada

Website: https://yourtech.ca

Explore the BMK Vision Platform → https://beringmckinley.com/vision

Apply to be a podcast guest → https://beringmckinley.com/bering-mckinley-podcast-blog

Subscribe on YouTube → https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1

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.

• 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 LinkedIn: https://www.linkedin.com/in/trever-jennings-18953844/

Company Website: https://summitok.com/

YouTube (Video Podcast):

https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1

Learn More About the Vision Platform:

https://beringmckinley.com/vision

Apply to Be a Guest:

https://beringmckinley.com/bering-mckinley-podcast-blog

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