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

MSP sales

Account management

Client success

Prospecting strategies

Managed service providers

MSP podcast

BMK Vision Podcast

Business development

MSP growth

Relationship-driven sales

In this episode of From the Trenches, MSP expert Josh Peterson interviews David Prince — longtime MSP owner, former CEO of Data Branch, and one of the few MSP leaders to navigate both a major lawsuit and a highly successful copier-dealer MSP exit. David shares hard-earned lessons about MSP lawsuits, arbitration clauses, risk management, distressed-business acquisitions, and how he built Data Branch into a profitable, acquisition-ready managed services provider.

David opens up about the moment he was unexpectedly served with a lawsuit after acquiring a struggling IT business, the financial and emotional shock that followed, and how the experience changed the way he approached contracts, partner vetting, and business protection. His insights into arbitration clauses, dispute resolution, client agreements, and legal safeguards are invaluable for any MSP owner.

The conversation then shifts to the decades-long evolution of Data Branch — from early hardware-centric break/fix work to building a scalable recurring-revenue MSP model. David explains how he strengthened margins, improved service delivery, built internal leadership, optimized his chart of accounts, and developed the predictable systems necessary to prepare an MSP for sale.

He also breaks down why copier dealers have become one of the most underestimated but powerful competitors in the MSP space. With strong recurring-revenue DNA, experienced sales teams, and deep customer relationships, copier dealers are increasingly acquiring MSPs. David walks through what it was like to be acquired by a copier dealer, why they chose to keep the Data Branch brand, and how he ended up staying far longer than the typical post-acquisition owner — ultimately finding fulfillment in mentoring, advising, and watching the company thrive under new leadership.

This episode is packed with actionable insights for MSP owners who want to avoid legal challenges, strengthen their business operations, prepare for acquisition, understand copier-dealer competition, or simply build an MSP that lasts.

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

David Prince: https://www.linkedin.com/in/david-prince-043a55

Josh Peterson: https://www.linkedin.com/in/joshdpeterson

• How an unexpected lawsuit reshaped an MSP’s trajectory

• Arbitration clauses, dispute resolution & legal protection for MSPs

• Lessons from acquiring a distressed IT business

• Transitioning from hardware sales to recurring managed services

• Building systems, processes & service maturity inside an MSP

• Why copier dealers are rising competitors — and major MSP buyers

• How copier-dealer acquisitions actually work

• Preparing your MSP for market valuation & exit

• Strengthening leadership and creating a successor model

• Life after selling your MSP — advisory roles, legacy, and fulfillment

David Prince is the former owner and CEO of Data Branch, a respected MSP serving Western New York for decades. After navigating an unexpected lawsuit early in his career and adapting through multiple waves of industry change, David transformed Data Branch into a profitable, highly stable managed services provider. In 2020, he sold the company to a copier dealer who retained the Data Branch brand and team. David now serves as an advisor, supporting the organization he built and mentoring the next generation of MSP leaders.

Josh Peterson is CEO of Bering McKinley and host of the BMK Vision Podcast. With decades of experience guiding MSPs through operational maturity, financial structure, leadership development, and acquisition readiness, Josh helps owners grow their companies with clarity and confidence through the BMK Vision Operating System.

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