#24 – From the Trenches - Starting an MSP - Sales, Tools, Automation (Chris Hart)

In this From the Trenches episode, Chris Hart, founder of Irongate MSP, joins Josh Peterson to discuss what it’s like to launch a new MSP in today’s market. Chris shares how his IT journey began at 18 when he fixed a failing server for a copier client—an experience that sparked his lifelong passion for managed services. After building and selling his first MSP, he returns to ownership with renewed focus on sales, marketing, and operational efficiency.

From cold email campaigns and client discovery calls to leveraging lean, flexible tools like Atera, Chris breaks down how he’s rebuilding smarter and faster. He offers practical advice on balancing automation, client relationships, and early-stage growth strategy while keeping a close eye on ROI. The conversation underscores how MSP founders can stay competitive by embracing innovation, structured outreach, and process-driven operations from day one.

For MSPs starting or rebuilding their practice, explore our related resources on building a scalable MSP sales process, setting up recurring revenue in ConnectWise, and improving MSP financial operations through better data.

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Episode Highlights

• 00:00:30 – Fixing a failing server at 18 sparks Chris’s passion for IT.
• 00:04:00 – Returning to MSP ownership with clear goals and renewed focus.
• 00:09:30 – Sales and marketing as the modern foundation for MSP growth.
• 00:13:00 – Cold email campaign drives 40% open and 20% click-through rates.
• 00:19:00 – Using discovery meetings to craft custom proposals that close deals.
• 00:23:00 – Starting lean with Atera: affordability and automation for new MSPs.
• 00:25:30 – The role of AI and automation in future MSP operations.

About the Guest

Chris Hart is the founder of Irongate MSP, a next-generation managed service provider focused on automation, process optimization, and practical IT support for small to mid-sized businesses. With over two decades in IT leadership and entrepreneurship, Chris brings a unique blend of real-world experience and innovation to every client relationship.

🌐 Learn more about Irongate MSP →

About the Host

Josh Peterson is the CEO of Bering McKinley and host of the BMK Vision Podcast. Through the From the Trenches series, Josh shares unfiltered conversations with MSP founders, leaders, and operators who have faced—and overcome—the same challenges you’re navigating today.

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