In this From the Trenches episode of the BMK Vision Podcast, Josh Peterson sits down with Ray Stasieczko for an unfiltered conversation about the copier-dealer-to-MSP transition—and why so many businesses lose their way chasing relevance instead of building real value.

Ray shares hard-earned lessons from decades in the print and IT services space, challenging vendor-driven MSP models that promise easy growth but often lead to low margins, outsourced complexity, and stalled businesses. Together, Josh and Ray explore why most copier dealers only convert a small percentage of clients into managed IT customers, why outsourcing the help desk breaks the economics for many MSPs, and why clarity of intent (“why”) matters more than chasing the next trend.

This episode is a candid look at what actually works, what doesn’t, and what MSPs and copier dealers need to rethink as disruption accelerates.

• Why many MSPs get “lost on the way to relevance”

• The reality of the 3–5% copier-to-MSP conversion rate

• Vendor-driven strategy vs. business fundamentals

• Why outsourcing the front-line help desk hurts margins

• The difference between lifestyle MSPs and growth-focused firms

• Why fee-based assessments and consulting matter

• “Why comes first, how comes second” as an operating principle

• What mature MSPs do differently to protect value

Ray Stasieczko

LinkedIn: https://www.linkedin.com/in/raystasieczko/

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/blog#speaker-form