Download the framework I use with $10M–$100M MSP owners:

https://brianhoppe.com/blueprint/

A cybersecurity practice that actually sells. Not because the stack is better, but because the client finally understands the risk.

Most MSPs know they need to mature their security offering. The harder part is getting clients to care, getting the team aligned, and turning cybersecurity into a strategic revenue engine instead of another set of tools.

Brian Hoppe sits down with Jesse Miller, founder of Power PSA Consulting and creator of the Power Gryd vCISO system, to unpack what it really takes to build a cybersecurity practice inside an MSP.

This conversation gets into the shift from selling controls to selling risk management, why paid assessments change the entire client conversation, and how strategic advisory can increase client lifetime value. Jesse also shares lessons from scaling an MSP from 5 people to 75, building a cyber program the hard way, navigating internal friction, and why vertical focus will matter even more as AI changes the industry.

In this episode:

• Why cybersecurity practices fail when MSPs lead with tools instead of risk
• How paid risk assessments create better buyers and stronger relationships
• Why vCSO and vCISO should be treated as real advisory services, not bundled extras
• How to align sales, service, and leadership before launching a new practice
• Why specialization, vertical focus, and strategic consulting are becoming harder to avoid

If you’re an MSP owner trying to move beyond reactive IT, build stronger client relationships, and create a more valuable advisory-led business, this is the conversation.

Key Moments

0:00 - Introduction

1:06 - Meet Jesse Miller

2:06 - Why MSP growth is simple, but not easy

4:09 - Jesse’s path from telecom to MSP cybersecurity

10:34 - Selling risk management instead of security tools

18:18 - Why every client needs a paid risk assessment

23:49 - Building true vCISO and vCSO advisory services

33:09 - Leadership lessons from launching a cyber practice

42:35 - Letting go, building smarter teams, and avoiding shiny object decisions

47:49 - AI, specialization, and the future of MSP strategy

56:00 - Jesse’s biggest leadership mistake

57:45 - Rapid-fire questions and closing thoughts

1:01:08 - Where to connect with Jesse

Connect

Brian Hoppe:

https://brianhoppe.com/

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

Jesse Miller:

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

https://powerpsa.com/

Download the framework I use with $10M–$100M MSP owners:

https://brianhoppe.com/blueprint/

A $100M operator’s view of what actually makes an MSP valuable.

Most MSPs do not stall because they lack effort. They stall because brute force stops working.

Brian Hoppe sits down with Steve Torres, President of CFO for IT, to unpack the operational disciplines that separate MSPs that scale from the ones that stay trapped in founder-led chaos. Steve has helped scale multiple IT services companies beyond $100M, worked through roughly 20 acquisitions, and now helps MSPs build the financial and operational maturity needed to increase enterprise value.

This conversation is not about tools, tactics, or chasing growth for growth’s sake. It’s about the systems, discipline, metrics, and decision-making habits that create a more valuable business.

In this episode:

• Why “brute force execution” quietly destroys enterprise value
• The 6 disciplines Steve sees in MSPs that scale past $100M
• Why strategy frameworks create clarity, alignment, and accountability
• The metrics MSP owners should actually care about
• How CRM discipline exposes the real bottlenecks in sales and marketing
• Why standardized offerings improve margins, sales cycles, and delivery
• How budgeting and rolling forecasts create better decisions
• The leadership danger of hiring purely for intelligence

If you’re trying to build an MSP that can scale without breaking, this is the conversation.

Key Moments

0:00 - Welcome to The $10 Million MSP Podcast

1:07 - Brian introduces Steve Torres

1:41 - The blind spot hurting MSP enterprise value

6:22 - The 6 attributes of MSPs that scale past $100M

10:37 - Why strategy frameworks create clarity and alignment

15:13 - The metrics MSP owners should actually track

23:51 - Why CRM discipline is non-negotiable

28:06 - The cost of customized offerings

39:04 - Decisiveness, agile velocity, and failing forward

43:43 - Why budgeting discipline drives maturity

51:52 - Steve’s biggest leadership mistake

57:52 - Where to connect with Steve

Connect

Brian Hoppe:

https://brianhoppe.com/

Steve Torres

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

https://cfoforit.com/

A $13M MSP turned into a $60M platform in four years.

That kind of growth does not happen because the founder works harder. It happens because the business becomes more valuable, less owner-dependent, and built for scale.

Brian Hoppe sits down with Kevin Cook, Chief Strategy Officer at Ntiva and former CEO of The Purple Guys, to unpack what it really takes to move from founder-led MSP to private-equity-backed platform.

This conversation gets into enterprise value, acquisitions, leadership development, AI, and the hard decisions owners face when they want the business to outgrow them.

In this episode:

• Why owner dependence is one of the biggest value killers in an MSP
• How Kevin went from a $13M MSP to a $60M platform through PE and acquisitions
• What acquirers actually look for beyond EBITDA
• Why culture fit can make or break an acquisition
• How AI is changing the timing and strategy behind MSP exits

If you’re thinking about how to build a business that can scale, sell, or survive beyond you, this is the conversation.

If you want to go deeper on the levers behind growth and valuation, you can get the Value Creation Blueprint here:

https://brianhoppe.com/blueprint/

Key Moments

0:00 - Welcome to The $10 Million MSP Podcast

1:07 - Kevin Cook joins the show

5:29 - Taking on private equity and becoming The Purple Guys

13:36 - What creates enterprise value in an MSP

24:23 - How AI is changing the MSP landscape

32:22 - What changes after outside investment

37:20 - Why leadership development becomes critical

51:15 - Kevin’s biggest leadership mistake

Connect

Brian Hoppe:

https://brianhoppe.com/

Kevin Cook:

https://www.linkedin.com/in/kevin-cook-ntiva/

https://www.ntiva.com/