Faith, stewardship, and bold decision-making define this powerful conversation between Josh Peterson and Jason Robinson, Co-Founder of IntegriTech in Northwest Arkansas. Jason shares how he left a successful enterprise IT career at Tyson, stepped into small-business ownership with purpose, and built an MSP rooted in service, intentional growth, and values-driven leadership.

This episode explores how calling, partnership structure, and real business discipline transformed Jason’s journey—from early mistakes to Blue Ocean Strategy thinking and a clearer vision for the future of IntegriTech.

Jason Robinson, Co-Founder of IntegriTech, brings nearly two decades of enterprise experience—spanning storage architecture, large-scale infrastructure design, and church IT ministry leadership. In this episode, Josh and Jason break down:

• What it looks like to transition from corporate stability to entrepreneurship

• Lessons learned from early missteps in pricing, cash flow, and service delivery

• Building a strong 50/50 partnership with clear responsibilities

• The role of faith in business decision-making

• How Blue Ocean Strategy and vCIO services are shaping IntegriTech’s future

Jason offers an honest look at what it takes to grow an MSP sustainably while staying grounded in purpose and stewardship.

• Leaving corporate IT for a faith-driven entrepreneurial calling

• Turning church IT/AV volunteer work into a technical leadership advantage

• Navigating the business learning curve: pricing, cash flow & profitability

• How humility, stewardship, and trust shaped IntegriTech’s culture

• Building an intentional sales engine after years of referral-only growth

• Developing vCIO advisory services clients actually value

• Applying Blue Ocean Strategy to shift beyond commodity MSP work

• Identifying ideal clients and pruning misaligned ones

• Why “who, not how” matters when scaling your MSP

Jason Robinson – Co-Founder, IntegriTech

Company Website: https://integritech.io/

LinkedIn (Company): https://www.linkedin.com/company/integritechmsp/

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

MSP leadership, managed service providers, small business growth, MSP sales, Blue Ocean Strategy, Christian entrepreneurship, business stewardship, vCIO services, operational maturity, BMK Vision Podcast, Arkansas MSP, IntegriTech

Host: Josh Peterson

Producer: Bering McKinley

Episode: #54 – Faith, Stewardship & Blue Ocean Vision (Jason Robinson – IntegriTech)

From Army mechanized infantry to copier sales to a $19M MSP exit, Milton Bartley has lived several careers in one. In this episode, he joins Josh Peterson to unpack how ImageQuest grew from a small copier dealership into a security-focused MSP with fewer than 100 clients, a deep niche in community banks, and a successful sale to Evergreen Services Group / Lyra Technology Group.

Milton explains how military discipline, sales fundamentals, and a relentless focus on serving the right clients well shaped ImageQuest’s trajectory—and why he believes the best MSPs are truly service organizations that happen to use technology, not the other way around. He also breaks down three types of private equity and what MSP owners should understand before they think about selling.

• Milton’s journey from the U.S. Army to copier sales and into IT

• Launching ImageQuest in 2007 and discovering managed network services

• Why copier dealers often out-sell MSPs—and what MSPs can learn from them

• How Paul Dippel’s “pick a lane” advice changed ImageQuest’s strategy

• Building a service-driven, not purely tech-driven, organization

• Growing to ~$19M with under 100 clients through focus and referrals

• Specializing in community banks and becoming experts for regulators and auditors

• Deciding it was time to sell and the role of capital gains tax in the timing

• The three types of private equity and why “buy & hold” made sense for ImageQuest

• Life after the sale with Evergreen / Lyra and what stayed the same for staff and clients

• The one thing Milton would do earlier if he could: niche down faster

Guest LinkedIn: (add Milton’s LinkedIn URL here)

Company Website: https://imagequest.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

In this episode, Josh Peterson sits down with Todd Holloway, founder of Custech and one of the earliest ConnectWise adopters in the industry. Todd shares how a firefighting career unexpectedly led him into IT, how he built a 30-year MSP through relationships, and why client expectations are shifting fast in 2025.

Guest Introduction

Todd Holloway is the founder of Custech, an Atlanta-based boutique MSP known for deep client relationships and long-term operational maturity. We explore his early days in IT, the evolution of pricing models, the rise of low-cost national competitors, SDR hiring, and the ongoing challenge of technician time tracking.

• From firefighter to MSP owner

• Building a 30-year MSP through word of mouth

• Early ConnectWise history and adopting managed services

• Price fatigue & the return of hybrid MSP models

• Competing with national PE-backed rollups

• SDR hiring, comp plans, and bringing sales in-house

• List hygiene, postcards, and local outreach strategies

• Technician time entry culture

• Long-term client retention strategies

LinkedIn: https://www.linkedin.com/in/todd-holloway

Company Website: https://custech.net

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

Learn More About Vision: https://beringmckinley.com/vision

Apply to Be a Guest: https://beringmckinley.com/bering-mckinley-podcast-blog

msp, msp sales, custech, connectwise, firefighting, managed services, sdr hiring, account management, service delivery, bmk vision podcast, msp growth, recurring revenue

(Using your Spotify template)

🎧 #52 – Firefighting, MSP Longevity & the Changing Client Mindset (Todd Holloway – Custech)

In this episode of the BMK Vision Podcast, Josh Peterson sits down with Todd Holloway, founder of Custech and a 30-year MSP veteran. They dive into Todd’s shift from firefighting to IT, how he accidentally launched an MSP, the evolution of pricing models, and why client expectations are rapidly changing.

This conversation explores the rise of low-cost MSP competitors, time-entry challenges, relationship-based retention, SDR hiring, and long-term operational maturity.

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

About the Guest

Todd Holloway is the founder of Custech, an Atlanta-based MSP specializing in long-term client partnerships, operational maturity, and proactive support. A true early adopter of ConnectWise, Todd brings historical insight and practical experience shaped by decades in the industry.

About the Host

Josh Peterson is the CEO of Bering McKinley and host of the BMK Vision Podcast, helping MSPs grow through operational maturity, financial clarity, and leadership development.

Learn more: https://beringmckinley.com/vision

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.

—

• 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

—

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.

(If you want to add later once confirmed)

Guest LinkedIn: [Add confirmed LinkedIn URL here]

—

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/

—

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.

⸻

• 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.

⸻

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

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

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

⸻

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