Can your MSP scale without you?

Take the free MSP Maturity Assessment.

brianhoppe.com/assessment

Foster Charles turned a small IT business into Charles IT, a company with a $48 million run rate and about 200 employees. One of the biggest shifts along the way was learning to hand off the work he was best at so he could focus on what the business needed next.

Foster joins Brian to talk about growing mostly through organic growth, building a stronger leadership team, and creating a culture where people can make decisions without waiting for the owner.

He also shares why he prioritizes execution, how he approaches accountability, and when data becomes essential as a company grows.

In this episode:

- Why founders need to hand off the work they do best

- How Charles IT grew from $400,000 to a $48 million run rate

- Why Foster values peer groups, focus and fast execution

- How to develop leaders before giving them a title

- Why company culture is built on standards and behavior, not perks

- How clear expectations make accountability easier

- When to trust your instincts and when to rely on data

- For MSP owners building a team that can take on more responsibility, - Foster’s experience offers practical lessons on leadership, culture and growth.

Key Moments

0:00 - Introduction

1:07 - Meet Foster Charles

1:24 - Why founders need to give away their strengths

3:27 - Growing Charles IT from $400,000 to $48 million

5:46 - Organic growth, acquisitions and peer groups

9:02 - Execution, focus and learning to say no

13:46 - What keeps Foster motivated

22:13 - Developing the next layer of leaders

26:21 - Teaching people how to think

32:36 - Why culture is more than perks

43:16 - Accountability, clarity and candid feedback

51:16 - Using data as the company grows

57:55 - Leadership mistakes and hiring decisions

59:49 - Rapid-fire questions

1:06:09 - Where to connect with Foster

1:07:31 - Episode wrap-up

Connect

Brian Hoppe:

https://brianhoppe.com/

https://www.linkedin.com/in/brianhoppe/

Foster Charles

https://charlesit.com/

https://www.linkedin.com/in/foster-charles/

Can your MSP scale without you?

Take the free MSP Maturity Assessment.

brianhoppe.com/assessment

Trey Miller started his MSP after being laid off, then spent years building the business before merging with another local provider. The combined company grew to more than $10 million in revenue and 70 employees before Trey and his partners sold it to Thrive.

Trey joins Brian to share how a major client’s RFP became a turning point, why the partners began preparing for a sale years in advance, and how they structured a merger that worked for everyone involved.

He also talks about life after the sale, including his sabbatical and the process of figuring out what he wanted to do next. Along the way, Trey reflects on leadership, peer groups, saying no to the wrong opportunities, and knowing what “enough” looks like.

In this episode:

- Why MSP owners should prepare for a sale before one is imminent

- How Trey’s MSP grew from a small team into a company with more than 70 employees

- What made Trey’s merger with another MSP work

- How a major client’s RFP influenced the decision to sell

- What to consider about life after selling your business

- Why MSP owners should know what “enough” looks like

For MSP owners thinking about a merger, a future sale, or what comes after running the business, Trey’s story offers a candid look at the decisions behind each transition.

Key Moments

0:00 - Introduction

1:07 - Meet Trey Miller

1:26 - Why MSP owners wait too long to plan for a sale

5:18 - Trey’s path from layoff to MSP ownership

8:26 - Why Trey merged with another MSP

10:51 - How a major client’s RFP led the partners to consider a sale

15:08 - What came after selling the business

19:41 - Identity and purpose after an exit

26:04 - The reality of taking a sabbatical

37:09 - Advice for MSPs considering a merger

44:15 - How Trey and his partners structured their partnership

52:37 - The leadership mistake that taught Trey to say no

55:28 - Knowing what “enough” looks like

57:46 - Rapid-fire questions

1:01:37 - Where to connect with Trey Miller

1:02:31 - Episode wrap-up

Connect

Brian Hoppe:

https://brianhoppe.com/

https://www.linkedin.com/in/brianhoppe/

Trey Miller:

https://adeliaadvisors.com/

https://www.linkedin.com/in/trey-miller

Can your MSP scale without you?

Take the free MSP Maturity Assessment.

brianhoppe.com/assessment

Giving up control is uncomfortable for most MSP owners. For Bruce Nelson, it became one of the biggest drivers of growth.

Bruce, President of Vertilocity, joins Brian Hoppe to explain how the business grew from roughly $7 million in revenue to nearly $29 million, with a $35 million target ahead.

They discuss joining a larger CPA firm, using acquisitions to add new capabilities, and building a leadership team that could run the day-to-day without everything flowing through Bruce.

Bruce also shares why culture remains his responsibility, how Vertilocity evaluates potential acquisitions, and why AI could significantly change the skills, pricing models, and services MSPs need over the next several years.

In this episode:

• Why giving up control can accelerate MSP growth
• Growing from roughly $7 million to nearly $29 million
• What Vertilocity looks for when acquiring another MSP
• How joining a larger organization changed Bruce’s role
• Building leaders who can solve problems without the owner
• Why culture is one responsibility Bruce will not delegate
• How AI could reshape the MSP business model

Key Moments

0:00 - Introduction

1:07 - Meet Bruce Nelson

2:01 - Why giving up control matters

4:01 - Building the original MSP

8:15 - Joining HBK and accelerating growth

13:21 - Vertilocity’s acquisition strategy

22:20 - Growing inside a larger organization

30:28 - Building a remote company and leadership team

37:27 - Getting Bruce out of the day-to-day

42:06 - Why culture stays with the leader

50:38 - How AI could reshape MSPs

54:36 - Bruce’s biggest leadership mistake

56:37 - Rapid-fire questions

Connect

Brian Hoppe:

https://brianhoppe.com/

https://www.linkedin.com/in/brianhoppe/

Bruce Nelson:

https://vertilocity.com/

https://www.linkedin.com/in/brucenelsonvs/

https://www.linkedin.com/in/brucenelsonvs/