#53 – From the Trenches: Copiers, Community Banks & a $19M MSP Exit (Milton Bartley – ImageQuest)

In this From the Trenches episode, Milton Bartley, founder of ImageQuest, joins Josh Peterson for an in-depth conversation on building, scaling, and ultimately exiting a managed services business after starting from copier-dealer roots. Milton shares how a sales-driven background, combined with disciplined service delivery, helped ImageQuest grow into a focused MSP serving community banks and financial institutions before completing a successful ~$19M exit. Throughout the discussion, Josh and Milton explore how focus, expectation-setting, and trust compound over time—core principles that align closely with the Vision operating system used by MSPs to execute with clarity.

The episode also breaks down why copier dealers can become formidable competitors to traditional MSPs once they mature their delivery model, why referral-driven growth often outperforms heavy outbound sales early on, and how specialization—particularly in regulated industries like community banking—accelerates credibility and scale. Milton offers a clear, practical explanation of different private equity buyer models and why a buy-and-hold approach mattered for protecting employees, customers, and long-term legacy. For MSP owners thinking about sustainable growth, valuation, and exit readiness, the insights in this conversation reinforce the importance of leadership discipline, operational consistency, and financial readiness—long before a buyer ever enters the picture.

For MSP leaders looking to strengthen execution and long-term value, explore related resources from Bering McKinley: why copier dealers are becoming serious MSP competitors and how SLAs impact pricing structure.

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Episode Highlights

• 00:00:34 – From copier sales to launching ImageQuest.
• 03:50:00 – Why copier dealers can become a serious MSP threat.
• 22:20:00 – Sales discipline, referrals, and focused growth.
• 29:10:00 – Building scale with fewer than 100 customers.
• 36:15:00 – Understanding private equity buyer models.
• 45:10:00 – Why community banks became a strategic growth engine.

About the Guest

Milton Bartley is the founder of ImageQuest, a Nashville-based MSP that evolved from copier-dealer origins into a focused managed services firm serving community banks and financial institutions. Over nearly two decades, Milton led ImageQuest through disciplined growth and a successful exit while prioritizing continuity for employees and customers.

🌐 Connect with Milton on LinkedIn →
🌐 Visit ImageQuest →

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 speaks candidly with MSP owners and operators about growth, execution, and long-term value creation.

🔗 Connect with Josh on LinkedIn →