FY2027 – FY2029 · Faith-led, family-run · Every initiative comes with its playbook
Today: July 2026 Draft for John, Lauretta & Ian Rewritten every quarter — this is a living map
▸ YOU ARE HERE
FY27 · Jul 2026 – Jun 2027
Protect & Finish
Close what's in flight, stop commission leakage, get renewals under management, hire the contractor.
FY28 · Jul 2027 – Jun 2028
Turn On the Engine
Ride the shifts: BEAD-lit corridors, data-center towns, AI-voice advisory on every renewal — measurable pipeline from market tailwinds.
FY29 · Jul 2028 – Jun 2029
Scale Beyond Three
A bigger referral-partner bench, first non-family hire, book absorption, continuity — relationships belong to ITG, not calendars.
Foundation: every earned dollar protected
Growth: trusted engine, measurable pipeline
Capacity: revenue independent of any one person
"Serving You the Way We Would Want to Be Served"
Faith-led and family-run since 2001. The Lord's blessing on the work comes first — growth exists to serve clients, family, and community, never the other way around. Every initiative below is measured against that.
Founded by John Smythe · 2001 Bi-Mart to Moda Health — relationships measured in decades
Where ITG Wins — Found Money Is the Brand
Twenty-five years of proof: ITG's fastest way through any door has always been money found, not products sold. Every play in this roadmap opens the same way.
$1M+
Saved for one client on a ~$1M annual telecom budget — client-stated, over the relationship
Bi-Mart · Joel Rosenberg, VP IS
$40K
Incorrect billing caught on a single account in 18 months
Proactive cost management
10–20%
Typical savings vs direct carrier pricing on competitive re-quotes
3+ quotes per requirement
$0
Cost to the client — provider-paid, no markup, audits free
"They save us money and time" — Rodda Paint
"He has saved us more than a million dollars over the years on our million-dollar annual telecom budget." — Joel Rosenberg, VP Information Services, Bi-Mart. The wedge, the corridor plays, the renewals, the subsidies — all of them start by finding the client money. The security, compliance, and growth conversations ride in on that trust.
Always On — The Four Standing Workstreams
These don't belong to any quarter — they run through all twelve. Each matures by year alongside the themed initiatives below.
Faith, Values & Community
Christian values guide every decision. Giving — Mommy Mission, Gung Ho Ministries — continues through growth, not after it.
FY27Set a giving commitment as % of net; keep community presence personal — client events, chambers, causes
FY28Community roots deepen where ITG sells — chamber life and local causes in the target towns
FY29Giving scales with the commission base; report it annually alongside the scorecard
Never traded off for growth
Client Advocacy — The Delivery Engine
Rapid escalations, bill audits, install governance, credit chases. This IS the product; growth rides on it.
FY27Zero escalations aging past 7 days · bill-audit sweep of top 10 accounts · jeopardy alerts live
FY28Proactive layer: network-monitoring beta as a managed value-add on strategic accounts
FY29Delivery runs through the account manager + ITG 2.0 back office — not one person's inbox
The reason referrals happen
Brand & Presence
The ITG story — trusted advisor, no markup, decades of advocacy — told consistently everywhere clients look.
FY27Website repositioned · Google Business verified · LinkedIn + CEO-note rhythm live (Lauretta, contractor-supported)
FY28Newsletters shipping on schedule · Boulder Falls & Bi-Mart case studies published
FY29Clients tell the story — testimonials and references feed every campaign
Lauretta's lane, contractor-powered
Financial Stewardship
Clean books, every tax dollar kept, and a deliberate funding posture — the quiet foundation under all three years.
FY27Xero current + CPA engaged by Sep · tax playbook actioned this year ($40K–$150K identified)
FY28Grants/BEAD playbook applied to the corridor push · funding decision made with reconciled numbers · book-acquisition watch running quietly
FY29Three months' cash reserve · clean books make the FY30 decision (and any book acquisition) possible
Bootstrap-first, decide with data
Why Now — The Nine Shifts ITG Grows On
Row one: the five primary shifts the years are built on. Row two: four more that attach to existing plays — no new campaigns, no new load on the team. All reward ITG's model: audit-first, vendor-neutral, relationship-held, savings-led.
SHIFT 1Security becomes advisor revenue
TSD security billings ~4× since 2021. Cyber-insurance requirements (MFA, EDR, backup) now force SMB spend — and advisors are earning professional-services fees for audits, a new revenue type, not just new products.
The security & insurance-readiness audit becomes the growth wedge — the bill-audit muscle pointed at a new object. Healthcare book first.
LANDS FY27 Q2 — THE WEDGE
SHIFT 2BEAD construction starts now
~$689M for Oregon; funding flows H1 2026, construction H2 2026 → 2028, ~65% fiber. The rural towns ITG targets get lit buildings for the first time.
Generalize the lit-building play: partner with every subgrant winner, work their build lists, be the advisor who explains what the new fiber makes possible.
LANDS FY28 Q1 — THE ENGINE
SHIFT 3AI data centers land in ITG's backyard
Hyperscaler corridors (Lebanon-class) pull in contractors, hotels, clinics, suppliers — dozens of mid-size orgs needing enterprise-grade connectivity. Plus regional firms needing low-latency paths to compute.
Corridor campaigns around each announced investment; cloud on-ramp / NaaS conversations through existing data-center and carrier relationships.
LANDS FY28 Q2–Q3
SHIFT 4AI voice comes for the phone system
Voice AI is starting to replace seat-based phone answering and contact centers. Threat: residual seat erosion. Opening: every renewal becomes an advisory conversation only a trusted, AI-native advisor can lead.
Attach AI-voice advisory to every phone renewal from now on. ITG runs itself on AI agents — the demo is the credibility.
ATTACHES TO EVERY RENEWAL, STARTING NOW
SHIFT 5The channel consolidates; books come up for sale
Agent population aging, channel consolidating under PE. Retiring sub-agents' residual books need a landing spot that feels like family — not a rollup.
ITG becomes the landing spot: absorb a retiring sub-agent's book via TSD assignment — the AI-run back office is what lets a small family firm service an acquired book. Quiet watch now; execute when the right book appears.
WATCH NOW · EXECUTE FY29
SHIFT 6Compliance now hits every ITG vertical
HIPAA Security Rule overhaul makes MFA/encryption mandatory for clinics; PCI DSS 4.0 binds retail; FTC Safeguards binds auto dealers and credit unions. Every vertical in ITG's book has a named regulation forcing spend, with dates.
Per-vertical compliance overlay on the audit checklist — the pitch shifts from "you should" to "you must, by this date."
Amazon Leo's commercial launch (mid-2026) finally pressures Starlink — prices drop, channel programs improve. The real business sweet spot: failover and remote sites. Wildfire and outage season makes continuity a recurring Oregon conversation.
A business-continuity line in every audit and renewal: backup path quoted for every exposed site. Savings pitch: cheaper than one day of downtime.
ATTACHES TO AUDITS & RENEWALS
SHIFT 8Federal money pays rural clients' bills
The FCC's Rural Health Care program discounts rural clinics' telecom — often by more than half — and almost no small advisor does the USAC paperwork. ITG's rural + healthcare niche is exactly the funded profile.
ITG files RHC for rural clinics: the subsidy pays the client's bill, ITG earns on funded services. The ultimate found-money pitch.
ATTACHES TO THE CORRIDOR ENGINE
SHIFT 9Clients' own M&A is a trigger engine
It has already happened twice inside ITG's small book — a client merger reshaping a four-state footprint, another client absorbed by a 900-location acquirer. Every merger is an integration project and a contract-consolidation audit.
Agents watch client & prospect news; any merger announcement triggers an integration-audit offer within 7 days — savings from consolidation lead the pitch.
STANDING WATCH, STARTS NOW
Standing Motions & Watches — Near-Zero Cost, Run by the Agents
M&A watchClient or prospect merger in the news → integration-audit outreach within 7 days (Shift 9).
Insurance-broker channel3–5 commercial brokers feeding the wedge — their clients failing cyber-readiness become ITG audits. Opens FY27 Q4.
Book-acquisition watchRetiring agents' residual books surfacing as the channel consolidates (Shift 5). Priced seriously when the right one appears.
USF / RHC rule watchSubsidy rules are under reform — verify current terms before every filing; the program is a moat while it lasts.
ITG 2.0 productization2–3 paid pilots with existing clients only — "AI ops for family firms." An experiment until it proves it doesn't starve the core.
The Cold-to-Client Ladder — How Strangers Become Referral Clients
ITG has never won cold clients by selling — so this ladder never sells. It's the wedge and the Campaign Sprint pointed outward: the agents find the moment and the trust bridge; John and Lauretta only ever talk to people who already have a reason to listen.
1
A trigger fires
Agents watch the nine shifts across the prospect list: fiber just lit their building, compliance date approaching, merger announced, copper notice served, insurance renewal near. Ranked weekly: "call these three, here's why now."
2
Borrowed-trust door
Never a true cold touch: the fiber partner's intro, the insurance broker's referral, the chamber table, a same-vertical client story leading the one-pager. Something warm carries the name in.
3
The audit offer
"Send one month of bills. If we can't find money, you'll never hear from us again. We're paid by providers — you never write us a check." Proof attached: $1M saved, $40K found, 10–20% typical.
4
Dollars-found meeting
Findings meeting opens with the money — theirs either way. Compliance and security gaps ride in behind the savings, quoted competitively through the TSDs.
5
Small win first
Fix one thing fast before proposing anything big: claim the credit, dispute the error, kill the zombie line. The first recovered dollar is the trust milestone — value delivered before anything is sold.
6
Referral client now
QBR rhythm, expansion, referral ask — the relationship runs exactly like the legacy book. Not ready? Contract end-dates go into Renewal Sentinel; the drip waits, the humans return when the window opens.
Ammunition: four vertical trigger one-pagers — Retail & Multi-Location, Healthcare, Hospitality, Auto Dealers & Credit Unions — each leading with found money, the vertical's named regulation, and client proof. Drafts are built; verify client-name permissions before external use.
FY27 — Protect & Finish
Every dollar already earned is protected, every deal in flight reaches commission, and the team gains a fourth pair of hands.
Q1NOWJul–Sep 2026
Close the deals in flight — Moda fax/Momentum, Alan Webb, Edwards Center installs, Rodda transition J
How · One named owner per deal. Each gets a next step with a date at the weekly meeting; any blocker gets an escalation drafted the same day. No deal sits a week without motion.
Hire the contractor (approved Mar 31 — 15–20 hrs/wk) L
How · Post to two local boards + ask the network. Interview against a 5-point scorecard. First 3 weeks of tasks pre-written so day one is productive: statement pulls, newsletter template, renewal data entry.
Build the commission baseline — 3 months of statements, all 8 payers IC
How · One normalized sheet: payer / account / expected / received / gap. Expected comes from the deal ledger; every gap over 5% gets a flag and an owner. This sheet becomes the monthly template.
Account-review sweep — top 15 clients JL
How · Standard 1-page review per account: contract end dates, billing anomalies, expansion openings, security & insurance exposure, referral ask. Two reviews per week; findings feed the renewal DB and the audit pipeline.
Done when3+ in-flight deals signed or installed · contractor onboarded · baseline sheet exists · 15 account reviews logged
Q2Oct–Dec 2026
Commission reconciliation, monthlyIC
How · Contractor pulls statements on the 1st. Sheet auto-compares vs the deal ledger. Gaps >5% get a dispute email drafted by the agents; John approves and sends. Recovered dollars reported at the monthly review.
Renewal Sentinel liveI
How · Every contract end date (from the Q1 sweep) into a Notion DB. Automation flags at 180/90/60/30 days; each flag auto-creates a task with an owner. Flag → bill audit → market re-quote → renewal proposal.
Savings, security & readiness audit — the wedge launchesJI
How · Pick 10 accounts from the Q1 sweep, compliance-pressured verticals first (HIPAA clinics, PCI retail, FTC-Safeguards dealers & credit unions). The audit leads with ITG's oldest superpower — found money: billing errors, credits owed, contract right-sizing, subsidy eligibility. Then the readiness pass: MFA, EDR, backup, insurer requirements, the vertical's compliance overlay, legacy hygiene (copper, aging circuits), outage resilience. Findings meeting opens with dollars found — the savings fund the fixes. Remediation quoted through the TSD security practice; the audit work itself invoiced as a professional-services fee.
Carrier portal access securedJ
How · Inventory every portal login across carriers. Written request to each channel manager where access is missing — before the Lumen portal change lands in November.
Done whenFirst recovered dollars reported · zero contracts without a known end date · first 5 audits delivered with findings meetings booked · portal access confirmed in writing
Q3Jan–Mar 2027
ITG 2.0 foundation shipped — Services & Orders DB + Locations DB + 4 foundation agents I
How · Build the two DBs from the LOA and order archive (contractor does data entry). Pilot each agent on one account for two weeks, fix, then roll out. Ship in this order: order tracking → jeopardy alerts → SPIFF harvest → brief generation.
Order-jeopardy alerts liveI
How · Rule: any order with no FOC date within 5 business days auto-creates an escalation task. Escalation email pre-drafted from the template; John sends.
How · Standing calendar slots booked a quarter ahead. Fixed agenda: spend review, credits found, security-posture snapshot, upcoming needs, referral ask. Ian's agents prep the pack; John/Lauretta run the meeting; actions logged before it ends.
Done whenOrder status visible without asking Ian · jeopardy alerts firing · every strategic account has had a QBR with logged actions
Q4Apr–Jun 2027
Convert the audit pipeline to remediation ordersJ
How · Every delivered audit gets a decision meeting on the calendar. Remediation proposal → DocuSign → install governed through the new order tracker → bill validated → commission + services fee checked against the ledger. Target: half the audited accounts buy something.
Funding posture decided — bootstrap, loan, or seed JLI
How · CPA + twelve months of reconciled numbers → a 3-scenario model (what each path funds, what it costs, what it risks). One decision meeting; the answer is written down and revisited only annually.
Insurance-broker referral channel openedJL
How · Shortlist 3–5 commercial insurance brokers whose clients keep failing cyber-readiness requirements. The offer: ITG audits their referred clients free, the broker gets a bindable client back. Referrals tracked like partner leads; reciprocity honored both directions.
FY27 review → FY28 baselinesJLI
How · Half-day review against the scorecard. Every FY28 target is set from reconciled actuals — no estimates, no aspirational rounding.
Done whenAudit-sourced orders commissioning · services fees invoiced · funding decision written down · FY28 targets set from actuals
FY28 — Turn On the Engine
The engine runs on the market shifts: BEAD-lit corridors, data-center towns, and AI-voice advisory — trustworthy because the FY27 protection layer is running underneath.
Q1Jul–Sep 2027
BEAD corridor engine live — Shift 2 JI
How · Agents track every subgrant winner and construction schedule in OR/WA/ID. For each build: partner agreement with the winning ISP (the lit-building list play, generalized), prospect list refreshed as buildings light up, chamber presence in the 2–3 towns with the densest builds. Rural clinics on the build lists get an RHC subsidy check — if the program can pay their bill, ITG files the USAC paperwork and earns on the funded services (Shift 8). Monthly results summary back to every list-supplying partner — that hour is what makes ITG the sub-agent they invest in.
How · Contractor produces from Ian's templates; Lauretta approves every Friday; sends first Tuesday. Standing section: "what's being built near you" — the BEAD/data-center map is content nobody else in these towns publishes.
Done whenPartner agreements with 2+ subgrant winners · named pipeline in 2 corridor towns · 2 consecutive newsletter cycles on time
Q2Oct–Dec 2027
Data-center corridor campaign — Shift 3 JL
How · For each announced hyperscaler-class investment in the footprint: build the list of everything growing around it — contractors, suppliers, hotels, clinics, housing developers. Hospitality anchors it (Boulder Falls case study + compliance one-pager); hub-and-spoke groups targeted at the management-group level with a free portfolio bill audit of 2–3 sample properties.
Cloud on-ramp / NaaS motion — for firms adopting AI JI
How · The old NaaS target list re-scored by AI-adoption likelihood. Pitch is latency and resilience to compute, quoted through existing data-center and carrier relationships. A-tier gets a John call; the rest get the drip.
Done when25-account corridor list built per investment · 1 hub group in negotiation · first cloud on-ramp deal quoted
Q3Jan–Mar 2028
AI-voice advisory formalized — Shift 4 IJ
How · Standard advisory kit: what AI should answer vs what stays human, a vendor bake-off matrix (real vs vaporware, quoted through TSD CX practices), and a live demo of ITG's own agents. Attached to every phone-system renewal from here on — the Renewal Defense playbook gains this as a permanent step.
First AI-CX deals closedJ
How · Start where call volume is measurable pain — front desks, dispatch, patient scheduling in the existing book. Pilot on one workflow, prove the numbers, expand. Every win becomes a newsletter story and a QBR talking point.
Done whenAdvisory kit in use on every renewal · 2 AI-voice pilots live in the existing book
Q4Apr–Jun 2028
Enterprise co-sell, gatedJ
How · Qualification gate before any pursuit: partner exec sponsor + named budget + access to the decision maker. One active pursuit at a time, 90-day time-box, go/no-go at each stage. Miss the gate → politely decline.
Partner-alignment decisions — revive or deprioritize each dormant partnership JL
How · For each dormant alignment: propose 5 named accounts and a 60-day window. Engagement → build the track. Silence → formally deprioritize and move the energy to partners who show up.
Done whenOne enterprise pursuit at proposal stage · every dormant partnership has a decision on record
FY29 — Scale Beyond Three
Revenue and client relationships survive and grow independent of any one person's calendar.
Q1Jul–Sep 2028
Formalize the referral-partner bench — 3–5 partners on finder's fees (Shift 5) JL
How · Write the partner packet once: finder's-fee terms, what ITG handles (quoting, orders, escalations, commission admin — ITG stays the sub-agent of record with its TSDs). Recruit from the relationships already feeding deals informally: MSPs, IT consultants, insurance brokers, fiber-partner reps. Onboard one at a time; the second starts only when the first has sent a deal that closed.
Book-absorption ready — the retiring sub-agent pitch (Shift 5) JI
How · One-page offer for a retiring sub-agent: their clients land with a family firm, their residuals transfer via TSD assignment, ITG's agents absorb the service load. Socialize it quietly with the TSD channel managers — they know who's winding down before anyone else.
Done whenPartner-sourced MRC is a tracked, growing line · book-absorption offer in TSD channel managers' hands
Q2Oct–Dec 2028
First non-family hire — account manager / client success L
How · Role scorecard written from the QBR and delivery playbooks — the job is running plays that already exist, not inventing them. Funded by the reconciled commission base. 30/60/90 onboarding; accounts migrate in pairs (hire + current owner) for one full QBR cycle.
Dual coverage on top 10 accountsJ
How · Two named ITG contacts per account, both in the room for at least one QBR per year. No client relationship lives in one calendar.
Done whenHire onboarded · top 10 accounts dual-covered
Q3Jan–Mar 2029
Continuity hardeningI
How · One account per week documented into the continuity file: history, contacts, contracts, quirks, provider relationships. A year of weeks covers everything that matters twice over.
Giving formalized — annual commitment tied to the commission base L
How · Set the percentage at the annual review, pay it out on a schedule, and report it next to the scorecard — the same discipline the revenue numbers get.
Done whenContinuity file complete · giving commitment published
Q4Apr–Jun 2029
FY30 decision — managed services, book acquisition, or organic JLI
How · Options memo built from two years of scorecard data plus the book-acquisition watch that has run since FY27: what each path needs, earns, and risks. Channel consolidation means real books will have surfaced by now — price the best one seriously. Decision at the annual review; it becomes the FY30 roadmap's theme.
Done whenFY30 roadmap approved with a written options memo behind it
Owners:J John (COO)L Lauretta (CEO)I Ian (CTO)C Contractor
How Things Get Done — The Seven Repeatable Playbooks
Every initiative above runs on one of these. Write each playbook down once in Notion, then reuse it forever — that's what makes the roadmap achievable instead of aspirational.
★ The Wedge · Savings, Security & Readiness Audit
ITG's oldest superpower — finding money — pointed at the compliance wave. Free to the client; pays ITG twice (services fee + commissions)
Pick the account from the sweep — compliance-pressured verticals first (HIPAA clinics, PCI retail, FTC-Safeguards dealers & credit unions)
Playbook 2 is the first system built; >5% gaps auto-flagged
Carrier encroachment & seat erosion
Clients steered to direct reps · renewals negotiated around ITG · AI voice will erode seat-based UCaaS residuals over time.
Playbook 3 gets ITG to the table 180 days early — with the AI-voice advisory attached, ITG leads the disruption instead of losing to it
Follow-up slippage
Multi-week gaps on SPIFFs, redlines, campaign launches.
Max 4 initiatives per quarter · every move gets a weekly verdict (Playbook 6)
Big-deal distraction
Enterprise pursuits can consume a three-person team.
Qualification gate · one active pursuit · 90-day time-box · FY28 only
Goal fatigue
Fifteen years of goals that didn't stick; weekly targets missed and apologized for.
Playbook 6 replaces free-floating targets; protection counts as progress
The First 90 Days — July 20 → October 20, 2026
Weeks 1–2
Adopt the roadmap at the weekly meeting. Assign an owner to each in-flight deal. Post the contractor role. Write the Wedge, Reconciliation, and Goal Cascade playbooks into Notion (they mostly exist — collect them).
Weeks 3–6
Contractor hired and onboarded. Statements from all 8 payers normalized into the baseline sheet. Account-review sweep begins — two per week.
Weeks 7–9
First monthly reconciliation review — first dispute emails out, first recovered dollar reported. Renewal DB populated from the reviews.
Weeks 10–12
Audit checklist finalized with the TSD security practice; 2 pilot audits run on friendly accounts to tune it. First quarterly roadmap review: close Q1, launch the wedge in Q2.