New founder story with real talk for aspiring MSP/MSSP owners. Josh Peterson sits down with Will Robinson to unpack the leap from government IT to launching a cybersecurity-forward services firm—covering sales, pricing, tool choices, and hiring. If you’re building from zero or resetting your go-to-market, this is your blueprint.

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Will Robinson (Thirdeye View Corp) joins Josh Peterson to explore what it actually takes to start—and sustain—an MSSP that small businesses trust. From sharpening CEO-as-seller habits to avoiding tool-stack whiplash, Will shares candid lessons from his first steps plus a practical approach to pricing and profit. 👉 Why founder-led selling matters: sell yourself, then your company, then your services—and ask better questions to win trust 👉 Targeting right-fit clients: underserved 4–20-seat SMBs that need security leadership and pragmatic IT 👉 MSSP vs MSP positioning: security-first while co-managing or taking on core IT—how to message the difference 👉 Smart tool stack decisions: pick RMM/CRM you can afford, master, and keep—process beats shiny objects 👉 Pricing fundamentals: back into rates from cost, utilization, and risk; translate to projects and managed services Close the loop with financial literacy—turn QuickBooks into a decision tool, not just a tax box—and creative hiring via internships and state programs to extend capacity. “Visit https://beringmckinley.com for more MSP resources.”

🔗 Resources & Links • Will Robinson - Thirdeye View Corp: https://thirdiviewcorp.com • Bering McKinley MSP Consulting: https://beringmckinley.com

⏱️ Chapters 00:00 – Intro & premise 00:40 – Why start an MSP/MSSP now 03:20 – Free advice vs paid value (sales boundaries) 06:40 – CEO as salesperson: habits & mindset 10:18 – Sell self → company → services 11:50 – Ideal client: 4–20 users, SMB focus 13:30 – MSSP vs MSP: co-manage or all-in? 15:01 – Security + IT: scope and expectations 17:00 – Daily prospecting rhythm (from month → day → morning) 20:15 – The million-dollar plateau and networks 24:15 – Tool stack thinking (RMM/CRM) 27:35 – ConnectWise, process over tools 29:35 – Hiring interns; Virginia VTOP example 33:54 – Consider a sales intern for appointment-setting 36:33 – Packaging services & pricing anxieties 39:38 – Rate math: wages × 4.5 = target bill rate 42:40 – Managed services pricing (tools + time) 46:30 – Accounting basics & financial literacy 49:25 – Open series idea to follow the journey 50:27 – Purpose, legacy, and motivation 52:34 – Where to find Will & close

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🔍 Secondary Keywords msp vs mssp, small business it security, rmm selection, crm for msp, utilization formula, effective hourly rate, co-managed it, internship programs for tech

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