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