The BMK Vision Podcast

Josh Peterson
  • 5.0 (2)
  • MANAGEMENT

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 We challenge outdated models, highlight proven standards, and share stories from the front lines of consulting.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.

  1. 4D AGO

    #96 - Sell Scale or Pivot - Know Your Numbers First | BMK Vision Roundtable

    Most MSP owners are asking whether they should sell, scale, or pivot — but they can't answer a more fundamental question: do you actually understand your own business at a financial and operational level? In this BMK Vision Roundtable, Josh Peterson and Gary Boyle break down the four strategic paths every MSP owner faces and expose the uncomfortable truth that none of those paths work without data clarity and a real plan. Guest Introduction This is a roundtable episode featuring BMK co-hosts Josh Peterson and Gary Boyle. Together they bring decades of experience consulting MSP owners on operational maturity, financial structure, and strategic growth. ⸻ 🎙 What We Cover in This Episode Why the sell, scale, or pivot decision isn't actually the first decision How real are AI and private equity threats to MSPs? The technology adoption S-curve and why AI disruption is slower than you think Why most MSP owners can't answer basic financial questions about their own business Service GP, EHR, utilization, and the metrics that separate guessing from scaling Vision and execution as the non-negotiable foundation for any strategic move Why simple plans focused on what you already do outperform ambitious new initiatives The execution gap between MSPs that exit at 8-12X and everyone else ⸻ 👤 Host Links Josh Peterson LinkedIn: https://www.linkedin.com/in/joshdpeterson/ Gary Boyle LinkedIn: https://www.linkedin.com/in/garyboyle/ ⸻ 🚀 Subscribe & Follow BMK Vision 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/blog#speaker-form ⸻ 🔎 SEO Keywords MSP sell or scale MSP exit strategy MSP financial metrics managed service provider growth MSP EBITDA AI for MSPs MSP strategic planning MSP operational discipline BMK Vision Podcast know your numbers MSP ⸻ 📝 Credits Host: Josh Peterson Co-Host: Gary Boyle Producer: Bering McKinley Episode: #96 — Sell Scale or Pivot - Know Your Numbers First

    58 min

  2. APR 6

    #95 - Ticket Statuses Won't Fix a Broken Service Model | BMK Vision Roundtable

    Every MSP owner has argued about ticket statuses. But that argument is almost always a symptom of something bigger — a service operating model that isn't clearly defined. In this BMK Vision Roundtable, Josh Peterson and Gary Boyle unpack a real listener question about status hygiene and use it to expose the deeper issues: unclear ownership, the absence of a dispatcher, and the financial blind spots that come from poor ticket discipline. 🎙 What We Cover in This Episode Why status debates signal a broken service model The dispatcher role — even at four techs, you're overdue Ownership clarity: no ticket should exist without a name on it Completed vs. closed and why invoicing takes five days Agreement gross profit (AGP) and its link to time entry Balancing operational and financial excellence as you scale ⸻ 👤 Host Links Josh Peterson: https://www.linkedin.com/in/joshdpeterson/ Gary Boyle: https://www.linkedin.com/in/garyboyle/ ⸻ 🚀 Subscribe & Follow BMK Vision 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/blog#speaker-form ⸻ 📝 Credits Host: Josh Peterson Co-Host: Gary Boyle Producer: Bering McKinley Episode: #95 — Ticket Statuses Won't Fix a Broken Service Model

    59 min

  3. APR 1

    #94 - Consultants Over Technicians - The Premier MSP | From the Trenches

    Most MSPs say they're different. Bryon Beilman actually is. As CEO of iuvo Technologies, he made a deliberate decision to hire consultants — not technicians — building a team that averages 24 years of experience and delivers strategic business value that goes far beyond uptime and ticket resolution. In this conversation, Josh Peterson and Bryon explore why traditional managed services are becoming table stakes, how narrowing your ideal client profile can unlock growth, and why AI-powered projects are the next frontier for MSPs willing to have real business conversations with their clients. What We Cover in This Episode Hiring consultants over technicians and why it changes client relationships Evolving from per-device pricing to a retainer-based consulting model Narrowing the ICP and firing customers who don't fit AI as a go-to-market strategy: from two-week quotes to one-day turnaround Project-based revenue as a growth lever for recurring and non-recurring clients The vendor conference trap and death by a thousand $300/month tools Building an empowering culture where consultants make autonomous decisions Why asking "why" five levels deep is the most valuable skill in IT Guest Links Bryon Beilman LinkedIn: https://www.linkedin.com/in/bbeilman iuvo Technologies: https://www.iuvotech.com Subscribe & Follow BMK Vision 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/blog#speaker-form Credits Host: Josh Peterson Producer: Bering McKinley Episode: #94 - Consultants Over Technicians - The Premier MSP (Bryon Beilman)

    53 min

  4. MAR 30

    #93 - Your Ideal Client Profile Is a Revenue Strategy - Not a Description | BMK Vision Roundtable

    Most MSP owners describe their typical client and call it an ideal client profile. That gap is costing them real revenue. In this roundtable, Josh Peterson and Gary Boyle break down the difference between an ICP and a TCP — and introduce pull-through rate as the metric that reveals whether your clients can actually drive growth. Josh Peterson is the CEO of Bering McKinley. Gary Boyle is a Partner for Strategy & Business Development at Bering McKinley. Together, they explore why MSPs get stuck at $2 million with the wrong client mix, how to staff and plan for project work, and what the AI wave means for defining your ideal client going forward. ⸻ 🎙 What We Cover in This Episode Ideal Client Profile vs. Typical Client Profile Pull-through rate: what to target and how to measure it Why a $2M MSP with 17 clients is an anomaly worth studying Account management as a growth thesis test Data Rich, Information Poor (DRIP) — mining what you already have Staffing for project work most MSPs ignore The AI and automation opportunity reshaping MSP positioning ⸻ 👤 Host Links Josh Peterson LinkedIn: https://www.linkedin.com/in/joshdpeterson Gary Boyle LinkedIn: https://www.linkedin.com/in/garyboyle/ ⸻ 🚀 Subscribe & Follow BMK Vision 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/blog#speaker-form ⸻ 📝 Credits Host: Josh Peterson Co-Host: Gary Boyle Producer: Bering McKinley Episode: #93 - Your Ideal Client Profile Is a Revenue Strategy - Not a Description | BMK Vision Roundtable

    59 min

  5. MAR 26

    #92 - Your Security Stack Is Lying to You | From the Trenches

    Most MSPs invest in security tools — firewalls, endpoint protection, SIEM — but few have a reliable way to know whether those tools are actually configured correctly. Misconfigurations in the very products designed to protect your clients are one of the leading attack vectors in cybersecurity today. Adam Bennett has spent 25+ years on the front lines and built a company to solve exactly this problem. Adam Bennett is the Co-Founder & CEO of SureStack and CEO of Crosshair Cyber. In this conversation, we explore why security stack misconfigurations create silent compounding risk, how cyber insurance gives many SMBs a false sense of protection, and why the MSP that takes ownership of security posture earns the trust — and contracts — of serious clients. ⸻ 🎙 What We Cover in This Episode Why the tools meant to protect you may be your biggest vulnerability Real-world incidents caused by two unchecked configuration boxes The growing role of regulation and compliance in driving security adoption How SureStack automates continuous security stack validation using AI Why MSPs should enforce minimum security stacks for every client Using security posture assessments as a pre-sales differentiator Adam's journey from government cybersecurity to building a product company Cyber insurance gaps: what happens when the application doesn't match reality ⸻ 👤 Guest Links Guest LinkedIn: https://www.linkedin.com/in/adam-bennett-0290881bb/ Company Website: https://surestack.ai ⸻ 🚀 Subscribe & Follow BMK Vision 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/blog#speaker-form ⸻ 📝 Credits Host: Josh Peterson Producer: Bering McKinley Episode: #92 — Your Security Stack Is Lying to You | From the Trenches (Adam Bennett)

    42 min

  6. MAR 23

    #91 - No Quota, No Sales Role | BMK Vision Roundtable

    Most MSP owners who struggle with sales performance aren't dealing with a bad salesperson - they're dealing with no system. In this roundtable, Josh Peterson and Gary Boyle respond to a real listener email from an MSP owner who has tolerated five years of inconsistent results from a salesperson he's afraid to hold accountable. The diagnosis: this isn't a sales problem. It's a leadership problem wearing a personnel costume. ⸻ 🎙 What We Cover in This Episode Why no quota means no sales role - not a flexible arrangement How the owner's vision must precede the salesperson's target The two-quota framework: activity quota and results quota What base pay is actually purchasing - and why most MSP owners have it backwards How to interview a salesperson to reveal whether they're metrics-driven before you hire them What to do when the horse is already out of the barn Why accountability is clarity, not punishment - and how to introduce structure without blowing up the relationship ⸻ 👤 Your Hosts Josh Peterson - CEO, Bering McKinley Gary Boyle - Partner for Strategy & Business Development, Bering McKinley ⸻ 🚀 Subscribe & Follow BMK Vision 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/blog#speaker-form ⸻ 🔎 SEO Keywords MSP sales management MSP salesperson performance MSP sales system Managed service provider sales quota MSP accountability BMK Vision Podcast ⸻ 📝 Credits Host: Josh Peterson Co-Host: Gary Boyle Producer: Bering McKinley Episode: #91 - No Quota, No Sales Role: The MSP Sales System Reset

    50 min

  7. MAR 18

    #90 - Data Risk Is the MSP's Invisible Liability | From the Trenches

    Most MSPs have invested heavily in perimeter security. But there is a financial risk hiding in plain sight: the unstructured data organizations create every day — spreadsheets, Word docs, old deal rooms, payroll files — that has never been inventoried, valued, or protected at the file level. That gap is what Return on Mitigation was built to close. James Oliverio is the Founder & CEO of ideaBOX and a Senior Advisor at Actifile. With 30+ years spanning Wall Street CIO roles, MSP ownership, and a Harvard certification in cybersecurity risk management, James developed the ROM framework to help C-suites quantify data exposure in dollars and connect that number to the controls that actually reduce it. ⸻ 🎙 What We Cover in This Episode - What Return on Mitigation (ROM) is and how the financial calculation works - Why traditional DLP tools detect risk but stop short of real remediation - How AI tools like ChatGPT are creating a new hidden liability for organizations - Why 44% of 2024 cyber insurance claims were denied — and how to protect clients from that trap - How to run a data risk assessment on your own MSP before offering it to clients - The FAIR Institute methodology and financial modeling for breach exposure - File-level encryption as the true remediation strategy — not just detection - How to position the ROM conversation at the C-suite level ⸻ 👤 Guest Links Guest LinkedIn: https://www.linkedin.com/in/james-oliverio-7659ab/ Company Website: https://ideabox.com ⸻ 🚀 Subscribe & Follow BMK Vision 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/blog#speaker-form ⸻ 🔎 SEO Keywords - MSP cybersecurity - Return on Mitigation - Data risk management - Cybersecurity insurance - Unstructured data security - DSPM - AI data exposure - MSP security strategy - Data breach liability - ideaBOX ⸻ 📝 Credits Host: Josh Peterson Producer: Bering McKinley Episode: #90 — Data Risk Is the MSP's Invisible Liability

    45 min

  8. MAR 16

    #89 — Stop Sending Quotes: The MSP Sales Process That Actually Closes | BMK Vision Roundtable

    Most MSP owners say they're great at sales — but when you examine what's actually happening, many are confusing orders with selling. In this BMK Vision Roundtable, Josh Peterson and Gary Boyle unpack why sending quotes too early kills deals, why the order of selling matters more than any closing technique, and how a simple three-pillar framework can transform close rates for MSPs at any size. Co-Host Introduction Gary Boyle is a Partner for Strategy & Business Development at Bering McKinley. A former MSP owner and entrepreneur, Gary brings firsthand sales experience to a conversation about what it really takes to earn the right to deliver a proposal. ⸻ 🎙 What We Cover in This Episode - Why most MSP "sales" are really just order-taking - The order of selling: yourself first, company second, services last - What happens when you send a quote before earning the right - How to establish budget without asking "what's your budget?" - The three-pillar sales framework: FTA → Discovery → Close - Why the proposal should memorialize what's already been agreed - The trial close and solution delivery meeting - Close ratio and its dangerous relationship to pricing - Hidden revenue opportunities inside your existing client base ⸻ 👤 Host & Co-Host Links Josh Peterson: https://www.linkedin.com/in/joshdpeterson/ Gary Boyle: https://www.linkedin.com/in/garyboyle/ ⸻ 🚀 Subscribe & Follow BMK Vision 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/blog#speaker-form ⸻ 🎙️ Co-Host Bio — Gary Boyle Gary Boyle is a Partner for Strategy & Business Development at Bering McKinley. With a background spanning network engineering, entrepreneurship, and strategic consulting, Gary brings real-world operator experience to helping MSP owners build stronger, more profitable businesses. 🎙️ Host Bio — Josh Peterson Josh Peterson is the CEO of Bering McKinley and host of The BMK Vision Podcast. Since 2004, Josh has worked with hundreds of MSP owners to build operationally sound, profitable businesses through consulting, peer teams, and direct coaching. ⸻ 📝 Credits Host: Josh Peterson Co-Host: Gary Boyle Producer: Bering McKinley Episode: #89 — Stop Sending Quotes: The MSP Sales Process That Actually Closes

    59 min
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Ratings & Reviews

5
out of 5
2 Ratings

About

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.

Information

  • Creator
    Josh Peterson
  • Years Active
    2025 - 2026
  • Episodes
    96
  • Rating
    Clean
  • Copyright
    © Copyright 2025 All rights reserved.
  • Show Website
    The BMK Vision Podcast