#58 – From the Trenches: M&A, Re-Signing Clients & Enterprise Value (David Spire – Entech)

What really happens after the deal closes? In this episode of the BMK Vision Podcast – From the Trenches, Josh Peterson sits down with David Spire, Chief Transformation Officer at Entech, to talk about scaling through M&A, re-signing legacy clients, and building a sales engine that actually supports enterprise value—rather than just buying your way to a number. 

 

David shares his journey from MSP founder to merger with Entech, a Florida-based platform MSP backed by private equity. He explains how he moved from owner to CRO and now Chief Transformation Officer, where he leads M&A integration, sales structure, and cross-functional change projects that keep growth disciplined instead of chaotic.

 

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🎙 What We Cover in This Episode

 

• Why David sold and merged his MSP into Entech—and why he’s still there years later

• The emotional and practical challenges of moving from owner to partner

• How effective hourly rate and agreement gross profit became non-negotiable metrics

• Why Entech forces 3–5-year-old contracts back to the table for re-signing

• Using “dirty invoices” and floors-with-no-ceilings to fix underpriced agreements

• Hiring philosophy: junior sellers + strong system vs “hero” senior sales reps

• How acquisition integration runs on a 6-month, 30/60/90 project plan

• Why buying a company too close to your size often creates “sibling rivalry”

• The role of organic sales in building real enterprise value before and after PE capital

• Lessons from dozens of re-signs and multiple acquisitions MSPs can apply today

 

Plus: David’s perspective on culture, leadership, and why predictability in systems matters more than personality in sales.

 

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👤 Guest Links

 

Guest LinkedIn: https://www.linkedin.com/in/entech-david/ 

Company Website: https://www.entechus.com/ 

 

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