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

Josh Peterson sits down with Chris Hart of https://irongatemsp.com to unpack the Day-1 realities of launching a new MSP. From cold-email funnels and local networking to tool choices (Atera, PSA/RMM) and automation opportunities, Chris shares how he’s building pipeline and recurring revenue from scratch.

In this candid, coffee-chat episode, Josh Peterson talks with Chris Hart, founder of https://irongatemsp.com , about what it really takes to start (again) in 2025. Chris recounts his path from copier-company tech to MSP owner, a prior exit, and why he’s back—this time with a stronger plan: targeted verticals (medical, dental, legal), local presence (Orlando/Celebration/Kissimmee), and a simple funnel that stacks cold email → mailer → call → discovery. We dive into his early metrics (15k cold emails, ~40% open, ~20% click of opens), appointment goals, and the first-meeting playbook that connects proposals to business problems instead of generic per-user quotes.

Tooling matters when budgets are tight. Chris explains why he’s starting with https://www.atera.com (RMM + ticketing + contracts) to avoid heavy minimums and long commitments, while staying platform-aware of options like https://www.connectwise.com , https://www.datto.com , https://www.itglue.com , and https://www.kaseya.com . On service strategy, he’s pragmatic: take smart projects that lead to managed agreements, but keep the north star on recurring revenue.

We also explore what’s broken (calling yourself “proactive” without the processes), how automation and documentation reduce noise, and why MSPs are positioned to deliver business process automation (Zapier/Make-style workflows) and light AI enablement for SMBs. Chris shares first-year targets (15 clients, $100k revenue) and a long-term moonshot—becoming Florida’s largest MSP—anchored by consistent sales activity and client outcomes. If you’re launching or relaunching an MSP, this is your field guide to sales motion, proposal strategy, tool selection, automation, and recurring revenue—without the fluff. For playbooks, sales hiring help, and the Vision system that ties your goals to execution, grab resources at https://beringmckinley.com

[MSP startup] [MSP sales process] [recurring revenue MSP] [MSP tooling] [automation for SMB] [discovery meeting MSP] [proposal strategy] [PSA RMM selection] [local networking MSP] [vertical targeting] [how to launch an MSP in 2025] [cold email funnel for MSPs] [MSP first-time appointment script] [Atera vs traditional PSA/RMM] [managed services pricing strategy] [projects to managed agreements] [process documentation and IT Glue] [MSP business process automation] [Orlando Celebration Kissimmee IT support] [Florida MSP growth plan]

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