#77 – From the Trenches: Fractional Tech Leadership and the Consultative MSP Shift (Steve Brickner)

In this episode of From the Trenches, Josh Peterson sits down with Steve Brickner — Founder/CEO of Kraken Technology Solutions — to unpack a shift many MSPs feel but haven’t fully named yet: clients don’t just want ticket resolution… they want technology leadership.

Together they dive into fractional IT leadership, why IT must move from cost center to growth driver, and how MSPs can reposition themselves as consultative partners—especially as cybersecurity matures and AI accelerates the pace of change.

This episode covers how Steve went from construction into IT, why early-stage MSPs must learn to pivot quickly, and what it looks like to build trust through community, content, and a relationship-first growth strategy.

If you’re an MSP owner, leader, or operator looking to grow, avoid common pitfalls, or lead stronger client conversations, this one is packed with practical insight.

📣 Learn more about the BMK Vision Operating System: https://beringmckinley.com/vision

Apply to be a guest: https://beringmckinley.com/blog#speak...

🔗 Connect with Our Guest & Host

Steve Brickner:   / stevebrickner981ba9242  
Josh Peterson:   / joshdpeterson  

🧠 Topics We Cover
• Why MSPs must evolve beyond “tickets and tools”
• Fractional technology leadership (and why “vCIO” language is changing)
• The consultative MSP shift and how to lead boardroom conversations
• IT as a growth driver: compliance, revenue enablement, and risk economics
• Using ROI language with CFOs (and tools that support the story)
• Relationship-first prospecting, community building, and content cadence
• Webinars vs podcasts in 2026: what’s working and why
• Podcast workflow and tools: Riverside + automated multicam concepts

⏱️ Chapters / Timestamps

00:00 – Intro + Steve’s path into IT
01:45 – Construction/painting lessons and the “prep work” analogy
06:45 – The weight MSPs carry: “keys to the kingdom”
08:05 – Pivoting fast + the consultative shift
10:40 – Fractional tech leadership and why clients want guidance
19:20 – Why CFOs often sit in the decision seat (and what that signals)
21:50 – ROI language: ChatGPT + ThreatCaptain-style risk economics
24:15 – Prospecting in the real world: relationships, chambers, nonprofits
26:45 – Webinars in 2026 vs podcast momentum
31:15 – Vertical targeting, outcomes-based marketing, and trust building
37:00 – Podcast stack: Riverside + MixEffect / automated switching ideas
42:20 – Publishing cadence + accountability
45:00 – Where to find Steve + Kraken Technology Solutions

👤 Guest Bio — Steve Brickner

Steve Brickner is the Founder/CEO of Kraken Technology Solutions, a managed IT and cybersecurity provider based in Central Florida. Steve’s career path runs from construction and high-end residential painting into network engineering and IT leadership, before launching Kraken to help business leaders improve security, compliance, and technology outcomes through a more consultative approach. 
🌐 Website: https://krakentechnology.io/ 
🔗 LinkedIn:   / stevebrickner981ba9242   

🎙️ Host Bio — Josh Peterson

Josh Peterson is CEO of Bering McKinley and host of the BMK Vision Podcast. With decades of experience guiding MSPs through operational maturity, financial structure, leadership development, and acquisition readiness, Josh helps owners grow their companies with clarity and confidence through the BMK Vision Operating System.
Learn more: https://beringmckinley.com/vision