In this From the Trenches episode, Josh Peterson reconnects with Chris Hart just over 90 days into launching his MSP in Florida—an honest look at what the first quarter really feels like when you’re building from zero. They unpack early wins and hard truths: getting the first client over the line, dealing with an oversupplied market, and staying mentally steady when momentum doesn’t show up on your timeline. Along the way, the discussion reinforces the discipline of execution that sits at the center of the Vision operating system, including how to build a repeatable sales rhythm instead of relying on hope. For MSP owners refining their go-to-market approach, the conversation pairs well with mastering MSP sales systems and understanding how SLAs impact pricing structure.
A key theme is the reality of selling as a technical founder. Josh explains why many early-stage MSP owners believe they “can close,” but struggle to create consistent new conversations—and why improving discovery starts with better questions, stronger rapport, and a tighter process. They also explore a proven wedge in competitive markets: offering a paid assessment or audit as a low-friction first engagement when prospects already have an MSP. Chris shares what he’s doing to stay active and survive the ramp—subcontract work, networking, CRM-driven outreach, and LinkedIn messaging—while staying focused on the long game: building a durable book of managed service clients.
For MSP leaders looking to strengthen execution and long-term performance, explore related resources from Bering McKinley: how to build profitable service agreements, creating a people-first MSP culture, and improving MSP financial operations through better data.
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Chris Hart is the founder of Hart CTO Inc, providing MSP services and fractional CTO leadership. With nearly two decades in the MSP space, Chris recently launched his own firm and shares an unfiltered look at the first 90 days—what worked, what didn’t, and what he’s changing to build long-term traction.
🌐 Connect with Chris on LinkedIn →
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 →