---
title: "#68 – From the Trenches: EOS, Sales Pods & Automation-Ready MSPs (Charles Swihart)"
description: Josh Peterson and Charles Swihart discuss building an automation-ready MSP using EOS for accountability and effective leadership in the latest From the Trenches episode.
image: https://beringmckinley.com/hubfs/%2368%20%E2%80%93%20From%20the%20Trenches%20EOS%2c%20Sales%20Pods%20%26%20Automation-Ready%20MSPs%20(Charles%20Swihart%20%E2%80%93%20Preactive%20IT%20Solutions)-1.png
---
[Skip to the main content.](https://beringmckinley.com/blog/68-from-the-trenches-eos-sales-pods-automation-ready-msps-charles-swihart#main-content)
[%20logo.png?width=588&height=164&name=BMK%20(just%20text)%20logo.png "Bering McKinley Logo")](https://beringmckinley.com)
[%20logo.png?width=1212&height=224&name=BMK%20(just%20text)%20logo.png "BMK (just text) logo")](https://beringmckinley.com)
- [What We Do](https://beringmckinley.com/vision)
- [BMK Vision](https://beringmckinley.com/vision)
- [BPA](https://beringmckinley.com/business-performance-assessment)
- [Master Project Plan](https://beringmckinley.com/master-project-plan)
- [Management Consulting](https://beringmckinley.com/management-consulting)
- [Sales Consulting](https://beringmckinley.com/sale-consulting)
- [Application Consulting](https://beringmckinley.com/application-consulting)
- [Finance Consulting](https://beringmckinley.com/finance-consulting)
- [Who We Work With](https://beringmckinley.com/who-we-work-with)
- [MSP / ITSP (1M or Less Revenue)](https://beringmckinley.com/msps-less-than-1m-revenue)
- [MSP / ITSP (1-3M Revenue)](https://beringmckinley.com/msps-1-to-3m-evenue)
- [MSP / ITSP (3-15M+ Revenue)](https://beringmckinley.com/msps-3-to-15m-plus-revenue)
- [Internal IT Departments](https://beringmckinley.com/it-department)
- [Brands We Work With](https://beringmckinley.com/brands-we-work-with)
- [ConnectWise](https://beringmckinley.com/brands-we-work-with)
- [Intuit / QuickBooks](https://beringmckinley.com/brands-we-work-with)
- [MSP Bots](https://beringmckinley.com/brands-we-work-with)
- [IT Glue](https://beringmckinley.com/brands-we-work-with)
- [Datto](https://beringmckinley.com/brands-we-work-with)
- [Lionguard](https://beringmckinley.com/brands-we-work-with)
- [SkyKick](https://beringmckinley.com/brands-we-work-with)
- [Lifecycle Insights](https://beringmckinley.com/brands-we-work-with)
- [Phin](https://beringmckinley.com/brands-we-work-with)
- [Alternative Payments](https://beringmckinley.com/brands-we-work-with)
- [Vendor? Work with us.](https://beringmckinley.com/brands-we-work-with)
- [About](https://beringmckinley.com/about)
- [Team](https://beringmckinley.com/team)
- [Careers](https://beringmckinley.com/careers)
- Other BMK Brands
- [BMK Community](https://bmkcommunity.com)
- [BMK Education](https://bmkcommunity.com/education-and-training/)
- [BMK Operations](https://www.bmkcommunity.com/msp-operations/)
- [Blog](https://beringmckinley.com/blog)
- [Contact](https://beringmckinley.com/contact)
- [Text us](SMS:212.300.3016)
Search
[](https://beringmckinley.com/hs/cta/wi/redirect?encryptedPayload=AVxigLJdzVI1a6rxkXJWRa0tShsXTGURUhlHXPoYs6ClUHq88V6MXl6fZNj0LA4F3lzJG0yJVvuiO93qSRde6pF%2FrT4ax6%2Beh1dBX%2FAY5u6tHLr8kENPr7U4tdAlVxjoyQp57CzCrut%2F1r2mWMk25jSQKu3qMJljx8XI4LorCkfKPZEQ36FY22mJGNVS%2BmbPPw5X&webInteractiveContentId=195731585557&portalId=2725629)
Toggle Menu
Search
Toggle Menu
[](https://beringmckinley.com/hs/cta/wi/redirect?encryptedPayload=AVxigLJdzVI1a6rxkXJWRa0tShsXTGURUhlHXPoYs6ClUHq88V6MXl6fZNj0LA4F3lzJG0yJVvuiO93qSRde6pF%2FrT4ax6%2Beh1dBX%2FAY5u6tHLr8kENPr7U4tdAlVxjoyQp57CzCrut%2F1r2mWMk25jSQKu3qMJljx8XI4LorCkfKPZEQ36FY22mJGNVS%2BmbPPw5X&webInteractiveContentId=195731585557&portalId=2725629)
- [What We Do](https://beringmckinley.com/vision)
- [BMK Vision](https://beringmckinley.com/vision)
- [BPA](https://beringmckinley.com/business-performance-assessment)
- [Master Project Plan](https://beringmckinley.com/master-project-plan)
- [Management Consulting](https://beringmckinley.com/management-consulting)
- [Sales Consulting](https://beringmckinley.com/sale-consulting)
- [Application Consulting](https://beringmckinley.com/application-consulting)
- [Finance Consulting](https://beringmckinley.com/finance-consulting)
- [Who We Work With](https://beringmckinley.com/who-we-work-with)
- [MSP / ITSP (1M or Less Revenue)](https://beringmckinley.com/msps-less-than-1m-revenue)
- [MSP / ITSP (1-3M Revenue)](https://beringmckinley.com/msps-1-to-3m-evenue)
- [MSP / ITSP (3-15M+ Revenue)](https://beringmckinley.com/msps-3-to-15m-plus-revenue)
- [Internal IT Departments](https://beringmckinley.com/it-department)
- [Brands We Work With](https://beringmckinley.com/brands-we-work-with)
- [ConnectWise](https://beringmckinley.com/brands-we-work-with)
- [Intuit / QuickBooks](https://beringmckinley.com/brands-we-work-with)
- [MSP Bots](https://beringmckinley.com/brands-we-work-with)
- [IT Glue](https://beringmckinley.com/brands-we-work-with)
- [Datto](https://beringmckinley.com/brands-we-work-with)
- [Lionguard](https://beringmckinley.com/brands-we-work-with)
- [SkyKick](https://beringmckinley.com/brands-we-work-with)
- [Lifecycle Insights](https://beringmckinley.com/brands-we-work-with)
- [Phin](https://beringmckinley.com/brands-we-work-with)
- [Alternative Payments](https://beringmckinley.com/brands-we-work-with)
- [Vendor? Work with us.](https://beringmckinley.com/brands-we-work-with)
- [About](https://beringmckinley.com/about)
- [Team](https://beringmckinley.com/team)
- [Careers](https://beringmckinley.com/careers)
- Other BMK Brands
- [BMK Community](https://bmkcommunity.com)
- [BMK Education](https://bmkcommunity.com/education-and-training/)
- [BMK Operations](https://www.bmkcommunity.com/msp-operations/)
- [Blog](https://beringmckinley.com/blog)
- [Contact](https://beringmckinley.com/contact)
- [Text us](SMS:212.300.3016)
- Example Link
- Example Link
- Example Link
[Facebook](https://beringmckinley.com/blog/68-from-the-trenches-eos-sales-pods-automation-ready-msps-charles-swihart#0) [Instagram](https://beringmckinley.com/blog/68-from-the-trenches-eos-sales-pods-automation-ready-msps-charles-swihart#0) [Linkedin](https://beringmckinley.com/blog/68-from-the-trenches-eos-sales-pods-automation-ready-msps-charles-swihart#0) [X](https://beringmckinley.com/blog/68-from-the-trenches-eos-sales-pods-automation-ready-msps-charles-swihart#0) [YouTube](https://beringmckinley.com/blog/68-from-the-trenches-eos-sales-pods-automation-ready-msps-charles-swihart#0) [Medium](https://beringmckinley.com/blog/68-from-the-trenches-eos-sales-pods-automation-ready-msps-charles-swihart#0)
2 min read
# #68 – From the Trenches: EOS, Sales Pods & Automation-Ready MSPs (Charles Swihart)
[ Josh Peterson](https://beringmckinley.com/blog/author/josh-peterson) : Published December 31, 2025 Updated January 30, 2026
[From the Trenches](https://beringmckinley.com/blog/tag/from-the-trenches)
-1.png?%20Automation-Ready%20MSPs%20(Charles%20Swihart%20%E2%80%93%20Preactive%20IT%20Solutions)-1.png&width=1280&height=720&name=%2368%20%E2%80%93%20From%20the%20Trenches%20EOS%2c%20Sales%20Pods%20%26%20Automation-Ready%20MSPs%20(Charles%20Swihart%20%E2%80%93%20Preactive%20IT%20Solutions)-1.png?%20Automation-Ready%20MSPs%20(Charles%20Swihart%20%E2%80%93%20Preactive%20IT%20Solutions)-1.png)
**In this *From the Trenches* episode**, Josh Peterson sits down with Charles Swihart to explore what it takes to build an MSP that’s truly “automation-ready”—starting with EOS as a discipline for accountability, repeatable meetings, and measurable execution. Charles breaks down how KPI-driven leadership meetings uncover issues early (response time, resolution time, project health) and why consistent time tracking still sits at the center of profitability. Along the way, he connects the dots between operational rhythm and long-term planning—especially when MSPs pair execution with a clear roadmap like the [Vision system](https://beringmckinley.com/vision), and reinforce the fundamentals with clear expectations around [time entry discipline](https://beringmckinley.com/blog/constantly-recording-your-it-support-timecard-is-about-more-than-just-your-work).
The conversation also goes deep on the next evolution of MSP value: moving beyond reactive support into advisory conversations that uncover repetitive, time-consuming, and tedious workflows—then solving them with a blend of internal automation and the right external specialists. Charles shares why some RPA tools overpromise in demos, what to validate before you deploy automation at scale, and how AI can accelerate internal development—like pulling PSA data into dashboards that strengthen customer account management. If you’re trying to turn strategy into a repeatable operating cadence, his approach is a practical example of [moving from strategy to action](https://beringmckinley.com/blog/implementing-a-business-performance-improvement-plan-from-strategy-to-action).
## Listen on Your Favorite Platform
- [](https://podcasts.apple.com/us/podcast/the-bmk-vision-podcast/id1827082235)
- [](https://www.youtube.com/@beringmckinleyvision?sub_confirmation=1)
- [](https://music.youtube.com/playlist?list=PL03jvZSuXCDFHzZFwDdTs1xP07b8AI_5P)
- [](https://open.spotify.com/show/6iYx2sDBy2YnN3V2YA9GyW)
- [](https://music.amazon.com/podcasts/33fb1a31-0a2b-4478-80b9-38fc3c552675/the-bmk-vision-podcast)
- [](https://www.podbean.com/pw/pbblog-k23bf-14140db?from=usersite)
## Episode Highlights
- **00:00:02 –** Why EOS “clicked” only after hiring a coach—and why self-implementation often fails.
- **00:02:12 –** Future-casting the business so the CEO isn’t the only salesperson—and documenting the sales process.
- **00:04:11 –** Accountability through weekly KPI review: response time, resolution time, project health, and crew feedback.
- **00:06:07 –** Time-on-ticket utilization targets and how leadership teams keep time entry from drifting.
- **00:07:12 –** Automation-ready MSP operations: AI-assisted ticket triage and faster service desk execution.
- **00:09:29 –** The advisory pivot: three discovery questions that uncover repetitive, time-consuming, tedious workflows.
- **00:20:15 –** Why some RPA tools stall in the real world—and what to validate before you bet on automation.
- **00:25:50 –** Using AI to build internal tools: pulling AutoTask data into an account-management dashboard to drive CAM.
“Every problem is either process or people.”
— Charles Swihart
## About the Guest
**Charles Swihart** is the Founder & CEO of **Preactive IT Solutions**, a Houston-area MSP focused on helping organizations build dependable, measurable IT operations. In this episode, Charles shares how EOS helped his team install accountability, protect time discipline, and create the leadership cadence needed to scale sales and prepare for automation-driven service delivery.
🌐 [Connect with Charles Swihart on LinkedIn →](https://www.linkedin.com/in/charlesswihart)
🌐 [Visit Preactive IT Solutions →](https://www.preactiveit.com/)
## 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 the realities of building sustainable service businesses.
🔗 [Connect with Josh on LinkedIn →](https://www.linkedin.com/in/joshdpeterson/)
**Have a real MSP story or hard-earned lesson to share?**
[Apply to be on the podcast →](https://beringmckinley.com/blog#speaker-form)
- [Tweet](https://twitter.com/share)
[-2.png)](https://beringmckinley.com/blog/70-from-the-trenches-surviving-your-first-90-days-as-an-msp-owner-chris-hart-hart-cto-inc)
#### [#70 – From the Trenches: Surviving Your First 90 Days as an MSP Owner (Chris Hart – Hart CTO Inc)](https://beringmckinley.com/blog/70-from-the-trenches-surviving-your-first-90-days-as-an-msp-owner-chris-hart-hart-cto-inc)
[ Josh Peterson](https://beringmckinley.com/blog/author/josh-peterson) : Jan 2, 2026, 12:00:00 AM
Learn how Chris Hart navigated his first 90 days as an MSP owner, overcoming challenges and building a sustainable business in a competitive market.
[From the Trenches](https://beringmckinley.com/blog/tag/from-the-trenches)
[Read More](https://beringmckinley.com/blog/70-from-the-trenches-surviving-your-first-90-days-as-an-msp-owner-chris-hart-hart-cto-inc)
[-1.png)](https://beringmckinley.com/blog/61-from-the-trenches-transformation-strategy-the-blue-ocean-ahead-james-davis)
#### [#61 – From the Trenches: Transformation, Strategy & the Blue Ocean Ahead (James Davis)](https://beringmckinley.com/blog/61-from-the-trenches-transformation-strategy-the-blue-ocean-ahead-james-davis)
[ Josh Peterson](https://beringmckinley.com/blog/author/josh-peterson) : Dec 24, 2025, 12:00:00 AM
Discover why most MSPs stall at $1–2M and how to build a growth-focused strategy that drives transformation and sustainable success.
[From the Trenches](https://beringmckinley.com/blog/tag/from-the-trenches)
[Read More](https://beringmckinley.com/blog/61-from-the-trenches-transformation-strategy-the-blue-ocean-ahead-james-davis)
[-1.png)](https://beringmckinley.com/blog/60-from-the-trenches-dispatch-discipline-agp-security-focused-msp-growth-luis-alvarez)
#### [#60 – From the Trenches: Dispatch Discipline, AGP & Security-Focused MSP Growth (Luis Alvarez)](https://beringmckinley.com/blog/60-from-the-trenches-dispatch-discipline-agp-security-focused-msp-growth-luis-alvarez)
[ Josh Peterson](https://beringmckinley.com/blog/author/josh-peterson) : Dec 22, 2025, 11:59:59 PM
Discover how disciplined dispatch, accurate time entry, and clear AGP metrics drive sustainable growth for MSPs in this insightful podcast episode.
[From the Trenches](https://beringmckinley.com/blog/tag/from-the-trenches)
[Read More](https://beringmckinley.com/blog/60-from-the-trenches-dispatch-discipline-agp-security-focused-msp-growth-luis-alvarez)
Menu
Menu
- [What We Do](https://beringmckinley.com/vision)
- [Who We Work With](https://beringmckinley.com/who-we-work-with)
- [Brands We Work With](https://beringmckinley.com/brands-we-work-with)
- [About](https://beringmckinley.com/about)
- Blog
- [Contact](https://beringmckinley.com/contact)
More from BMK
More from BMK
[BMK Education](https://education.beringmckinley.com/)
[BMK Community](https://bmkcommunity.com/)
[BMK Ops](https://bmkoperations.com/)
Bering McKinley
Bering McKinley
650 Warrenville Road
Suite 100 #1007
Lisle, IL 60532
Phone: [212.300.3016](tel:212.300.3016)
[Text us: 212.300.3016](sms:212.300.3016)
Email: [info@beringmckinley.com](mailto:info@beringmckinley.com)
[Click here to schedule a meeting](https://app.hubspot.com/meetings/joshpeterson/introduction-to-bering-mckinley)
[%20logo.png)](https://beringmckinley.com)
- [Policies, Terms and Conditions](https://beringmckinley.com/policy)
© 2026 All rights reserved. Bering McKinley
[Facebook](https://www.facebook.com/BeringMckinley)[X](https://twitter.com/beringmckinley)[Instagram](https://www.instagram.com/beringmckinley/?hl=en)[Linkedin](https://www.linkedin.com/company/bering-mckinley)
```json
{
"@context" : "https://schema.org",
"@type" : "BlogPosting",
"author" : {
"@type" : "Person",
"name" : "Josh Peterson",
"url" : "https://beringmckinley.com/blog/author/josh-peterson"
},
"dateModified" : "2026-01-26T19:12:15.901Z",
"datePublished" : "2025-12-31T06:00:00.000Z",
"headline" : "#68 – From the Trenches: EOS, Sales Pods & Automation-Ready MSPs (Charles Swihart)",
"image" : [ "https://beringmckinley.com/hubfs/%2368%20%E2%80%93%20From%20the%20Trenches%20EOS%2c%20Sales%20Pods%20&%20Automation-Ready%20MSPs%20(Charles%20Swihart%20%E2%80%93%20Preactive%20IT%20Solutions)-1.png" ],
"mainEntityOfPage" : {
"@id" : "https://beringmckinley.com/blog/68-from-the-trenches-eos-sales-pods-automation-ready-msps-charles-swihart",
"@type" : "WebPage"
},
"publisher" : {
"@type" : "Organization",
"logo" : {
"@type" : "ImageObject",
"url" : "https://beringmckinley.com/hubfs/BMK%20(just%20text)%20logo.png"
},
"name" : "Bering McKinley"
}
}
```
```json
{
"@context" : "https://schema.org",
"@type" : "BlogPosting",
"about" : [ {
"@type" : "Thing",
"name" : "MSP operations"
}, {
"@type" : "Thing",
"name" : "EOS methodology"
}, {
"@type" : "Thing",
"name" : "automation readiness"
}, {
"@type" : "Thing",
"name" : "leadership accountability"
} ],
"articleSection" : [ "Listen on Your Favorite Platform", "Episode Highlights", "About the Guest", "About the Host" ],
"author" : {
"@type" : "Person",
"name" : "Josh Peterson"
},
"dateModified" : "2026-01-26T19:12:15.901Z",
"datePublished" : "2025-12-31T06:00:00.000Z",
"description" : "Josh Peterson and Charles Swihart discuss building an automation-ready MSP using EOS for accountability and effective leadership.",
"headline" : "#68 – From the Trenches: EOS, Sales Pods & Automation-Ready MSPs (Charles Swihart)",
"image" : {
"@type" : "ImageObject",
"url" : "https://beringmckinley.com/hubfs/%2368%20%E2%80%93%20From%20the%20Trenches%20EOS%2c%20Sales%20Pods%20%26%20Automation-Ready%20MSPs%20(Charles%20Swihart%20%E2%80%93%20Preactive%20IT%20Solutions)-1.png"
},
"inLanguage" : "en",
"isPartOf" : {
"@type" : "WebSite",
"name" : "Beringmckinley Blog",
"url" : "https://beringmckinley.com/blog/"
},
"keywords" : [ "EOS implementation", "MSP automation", "sales pods", "accountability systems", "KPI tracking", "time tracking", "RPA tools", "AI automation", "MSP leadership", "Sales Pods & Automation", "Ready MSPs (Charles Swihart)", "Episode Highlights" ],
"mainEntityOfPage" : {
"@id" : "https://beringmckinley.com/blog/68-from-the-trenches-eos-sales-pods-automation-ready-msps-charles-swihart",
"@type" : "WebPage"
},
"mentions" : [ {
"@type" : "Thing",
"name" : "Charles Swihart"
}, {
"@type" : "Thing",
"name" : "Preactive IT Solutions"
}, {
"@type" : "Thing",
"name" : "AutoTask"
}, {
"@type" : "Thing",
"name" : "Vision system"
} ],
"name" : "#68 – From the Trenches: EOS, Sales Pods & Automation-Ready MSPs (Charles Swihart)",
"potentialAction" : [ {
"@type" : "ReadAction",
"target" : "https://beringmckinley.com/blog/68-from-the-trenches-eos-sales-pods-automation-ready-msps-charles-swihart"
} ],
"publisher" : {
"@type" : "Organization",
"logo" : {
"@type" : "ImageObject",
"url" : "https://beringmckinley.com/hs-fs/hubfs/BMK%20(just%20text)%20logo.png?width=588&height=164&name=BMK%20(just%20text)%20logo.png"
},
"name" : "Beringmckinley",
"url" : "https://beringmckinley.com"
},
"timeRequired" : "PT4M",
"url" : "https://beringmckinley.com/blog/68-from-the-trenches-eos-sales-pods-automation-ready-msps-charles-swihart",
"video" : {
"@type" : "VideoObject",
"contentUrl" : "https://www.youtube.com/watch?v=D8PGMvQZnks",
"description" : "Josh Peterson and Charles Swihart discuss building an automation-ready MSP using EOS for accountability and effective leadership in the latest From the Trenches episode.",
"embedUrl" : "https://www.youtube.com/embed/D8PGMvQZnks",
"name" : "#68 – From the Trenches: EOS, Sales Pods & Automation-Ready MSPs (Charles Swihart)",
"publisher" : {
"@type" : "Organization",
"name" : "Beringmckinley",
"url" : "https://beringmckinley.com"
},
"thumbnailUrl" : "https://img.youtube.com/vi/D8PGMvQZnks/maxresdefault.jpg",
"uploadDate" : "2025-12-31"
},
"wordCount" : 655
}
```
```json
{
"@context" : "https://schema.org",
"@type" : "BlogPosting",
"author" : [ {
"@type" : "Person",
"name" : "Josh Peterson",
"url" : "https://beringmckinley.com/blog/author/josh-peterson"
} ],
"dateModified" : "2026-01-30T18:24:35Z",
"datePublished" : "2025-12-31T06:00:00Z",
"description" : "Josh Peterson and Charles Swihart discuss building an automation-ready MSP using EOS for accountability and effective leadership in the latest From the Trenches episode.",
"headline" : "#68 – From the Trenches: EOS, Sales Pods & Automation-Ready MSPs (Charles Swihart)",
"image" : [ "https://2725629.fs1.hubspotusercontent-na1.net/hubfs/2725629/%2368%20%E2%80%93%20From%20the%20Trenches%20EOS%2c%20Sales%20Pods%20&%20Automation-Ready%20MSPs%20%28Charles%20Swihart%20%E2%80%93%20Preactive%20IT%20Solutions%29-1.png" ],
"inLanguage" : "en",
"keywords" : "From the Trenches",
"mainEntityOfPage" : {
"@id" : "https://beringmckinley.com/blog/68-from-the-trenches-eos-sales-pods-automation-ready-msps-charles-swihart",
"@type" : "WebPage"
},
"publisher" : {
"@type" : "Organization",
"name" : "Bering McKinley"
}
}
```