Explorez tous les épisodes du podcast From Startup To Sale | A Podcast For MSP's By MSP's

Our ninth episode features Paul Daigle from BizAdvisoryBoard. Paul is an 'old school' IT guy who started off in software development and morphed over time into an MSP. Early on he built many of the types of tools that MSPs use today, so he understands the needs of MSPs at a deep level! He's also acquired and divested numerous companies. BizAdvisoryBoard offers a free (and paid) tool for MSPs interested in their valuation and growth. Use coupon code 'FMSVal24' to get the free version and code 'FMSAcc24' to get 10% off the paid version.

You can reach Paul directly at Paul.Daigle@BizAdvisoryBoard.com, 407-461-0061.

In today's show, you will learn about: 

• What do your clients really want from you? 
• How do you get vendors to finance new offerings? 
• The best, if not the only, reason to do project work. 
• What happens to multiples when you break $100m? 
• Why MSPs without cybersecurity will go extinct. 
• How compliance requirements like PCI and HIPAA are driving the industry. 
• Why Paul thinks the small MSP (under $2m) will be driven out of business within 2 years. 
• Federal contractors take note: what are DoD CMMC scores? 
• Who's driving the business train, the government or the insurance companies? Or both! 
• What is the MSP Business Evaluator, and what can the free and Accelerator versions tell an MSP? 

Financial Modeling Service provides M&A and Intermediary services to IT companies. As a former IT company owner, Jeff Greenspan understands your business and will work with you to achieve an optimal result based on your specific needs. You can reach Jeff at Jeff.Greenspan@financialmodelingservice.com or through his contact form at https://financialmodelingservice.com/contact-us/. 

Our eighth episode features Rob Scott from Monjur, plus two of his clients! Rob is an attorney with exceptional experience in computer law, and he's turned the table on the IT space by becoming an MSP for MSPs! As a business broker, the first thing I check with new clients is their service contract. With Monjur, I know that your contracts are always as good as they can possibly be. Beyond contracts, Monjur offers M&A representation and a full suite of corporate services.

You will learn about: 

• How to collapse the sales and contracting process into one online step 
• Monjur's two pricing tiers, with a bump at $1.5m revenue 
• What problems does Monjur solve for recurring revenue businesses 
• Why federal and state data privacy laws affect MSPs 
• Common mistakes that MSPs make with their agreements 
• Why agreements that apply in the general marketplace don't map well to managed services 
• How to avoid continuous margin erosion 
• Early termination fees vs liquidated damages fees 
• Aligning indemnity clauses in your MSA with the provisions of your insurance policy 
• Why it's critical to get your contracts right BEFORE you consider a company sale 
• HIPAA, PCI, and DSS - Oh my! 
• Redirecting liability to your 3rd party providers 
• Rob's risk paradigm, a MUST LISTEN for every MSP 

Financial Modeling Service provides M&A and Intermediary services to IT companies. As a former IT company owner, Jeff Greenspan understands your business and will work with you to achieve an optimal result based on your specific needs. You can reach Jeff at Jeff.Greenspan@financialmodelingservice.com or through his contact form at https://financialmodelingservice.com/contact-us/. 

Josh Kotler is a veteran industy road warrior. He started a network integration firm, Datatrends Florida, in 1996, and joined Western Digitech as a minority partner two years later. Within 18 months they had added 22 people! He continued to grow the business thru 2019 when he sold to CompassMSP. After the integration was complete, Josh became the COO and then CEO of the company. As CEO, his focus on M&A resulted in four acquisitions within a year. Since leaving CompassMSP, Josh has been working with private equity to build yet another MSP! His depth and breadth will help you learn: 

• How peer group membership can prompt/accelerate organizational change 
• How TruMethods enabled him to triple his business, relatively stress free 
• Real company improvements start when you recognize that your baby is ugly 
• The pain of transitioning from break-fix to managed services. 
• Why holding the reins too tightly prevents your business from growing 
• Why its better to be good at any tool than to have the 'right' tool. For M&A, tools alignment is not important. 
• It's easier to integrate companies that have aligned service packaging 
• An organic growth engine might increases your M&A value a full turn, whereas a novel product area might add a half turn. 
• Why smaller MSPs are commanding higher valuations today. [Oh wait, Jeff said this!] 
• The key to transitioning from a small tech company, and what to do if you can't 
• Thoughts on security risk. 
• Why valuations for MSPs will be decreasing over the next 5 years. 
• Why taking it easy ain't that easy! 
• How and why 'merge & sell' usually goes wrong. 

Financial Modeling Service provides M&A and Intermediary services to IT companies. As a former IT company owner, Jeff Greenspan understands your business and will work with you to achieve an optimal result based on your specific needs. You can reach Jeff at Jeff.Greenspan@financialmodelingservice.com or through his contact form at https://financialmodelingservice.com/contact-us/. 

In my experieence it is rare to find an MSP owner as calm and thoughtful as Willis Cantey of Cantey Tech Consulting. When you hear Willis describe the amount of effort that went into both his quest for organic growth and his expansion through acquisition, you'll understand why he's been sucessful! In this, our 6th episode of 'From Startup to Sale: a podcast by MSPs for MSPs,' you will learn: 

• The effort required to find and the importance of finding the right financial partner for growth. 
• Why a focus on tech may be less important than a focus on growing the business through consulting, sales, and management. 
• The first acquisition is an experiment. You need a plan, but expect problems. 
• When and why to let people go 
• Security needs to be integral to your offering 
• How the insurance companies are driving cybersecurity 
• What role should AI play in your business 
• Why it's important to attend industry events 
• How peer groups help you set and meet goals 
• Never let go of the goal for organic growth 
• What Cantey Tech looks for in an acquisition partner 
• The importance of neutral legal documents  
• Advice for owners who are 1-2 years from retiring 

Financial Modeling Service provides M&A and Intermediary services to IT companies. As a former IT company owner, Jeff Greenspan understands your business and will work with you to achieve an optimal result based on your specific needs. You can reach Jeff at Jeff.Greenspan@financialmodelingservice.com or through his contact form at https://financialmodelingservice.com/contact-us/.  

In this episode we talk to industry wunderkind and veteran Kyle Christensen who, at age 16, was tasked with rolling out Geek Squad! Kyle has worked for and with too many MSPs to enumerate, and he is now focusing on building out Empath, an educational system for MSP owners and their teams to help them upscale their career paths. Kyle can be reached at kyle@empathmsp.com.

In this podcast you will learn: 

• How K7 Leadership is morphing into the new brand, empath 
• How long it takes to turn a teenage geek into a computer consultant 
• Determining what KPIs to measure 
• The bottleneck to hypergrowth 
• Risks for MSP Startups 
• Why to avoid marketing spend 
• Mistakes Kyle has seen 

Financial Modeling Service provides M&A and Intermediary services to IT companies. As a former IT company owner, Jeff Greenspan understands your business and will work with you to achieve an optimal result based on your specific needs. You can reach Jeff at Jeff.Greenspan@financialmodelingservice.com or through his contact form at https://financialmodelingservice.com/contact-us/.  

In our fourth episode, instead of focusing on another large MSP with an appetite for smaller MSPs, we thought we'd provide some food for growth. But not necessarily sales growth! Stephen Buyze from Advanced Global MSP Coaching differs from many other consultants in his focus on delivery optimization to improve profitability. This, in turn, drives enterprise value growth. In this episode you'll learn: 

• When to hire a service coordinator 
• When to bring in an outsourced NOC 
• What is the best size for a tech team 
• What structure is best suited for early stage growth. 
• KPIs for service companies 
• Common mistakes MSPs make 
• How to deal with the conflict between project work and MRR 
• Hiring ideas, and bringing young staff from intern to level 3 

Financial Modeling Service provides M&A and Intermediary services to IT companies. As a former IT company owner, Jeff Greenspan understands your business and will work with you to achieve an optimal result based on your specific needs. You can reach Jeff at Jeff.Greenspan@financialmodelingservice.com or through his contact form at https://financialmodelingservice.com/contact-us/.  

Episode 3 of 'From Startup to Sale: A Podcast by MSPs for MSPs' features Christopher Vollmond-Carstens (affectionately known as CVC) from Ntiva, a  DC-based service provider that has been acquiring other MSPs since 2016.

The company has bolted on 15 companies since then, and CVC became responsible for acquisitions at Ntiva in early 2021.

The episode will be available on Spotify and all of your favorite streaming platforms at 9AM on Wednesday, June 19th.

You will learn: 

What does Ntiva look for in an acquisition? 

Tips for companies thinking about an exit strategy.. 

The importance of being prepared, both operationally and emotionally 

What is working capital, and what's its role in an acquisition. 

Financial Modeling Service provides M&A and Intermediary services to IT companies. As a former IT company owner, Jeff Greenspan understands your business and will work with you to achieve an optimal result based on your specific needs. You can reach Jeff at Jeff.Greenspan@financialmodelingservice.com or through his contact form at https://financialmodelingservice.com/contact-us/. 

Episode 2 of 'From Startup to Sale: A Podcast by MSPs for MSPs' features David Williams and Tom Raad from Courser, a family of IT service providers headquartered in Greenville, SC. David is responsible for acquisitions and Tom was the president of their first acquisition. The episode will be available on Spotify and all of your favorite streaming platforms at 9AM on Wednesday, June 5th. You will learn:

What does Courser look for in an acquisition? 

How Courser integrates its family of companies. 

The value of peer groups 

The strategic benefits to your clients and your team of the right acquisition partner. 

The emotional aspects of being acquired, and of joining a larger group.

The critical number to know before you think about exiting. 

Enjoy the show and don't forget to subscribe! 

Financial Modeling Service provides M&A and Intermediary services to IT companies. As a former IT company owner, Jeff Greenspan understands your business and will work with you to achieve an optimal result based on your specific needs. You can reach Jeff at Jeff.Greenspan@financialmodelingservice.com or through his contact form at https://financialmodelingservice.com/contact-us/. 

In this, our first episode, we speak with Peter Kujawa at Service Leadership, Inc.. S-L provides MSPs with performance diagnostics (metrics) and performance improvement methods and tools that promote growth and profitability.

No owner that I’ve spoken to has regretted engaging with them. You can connect with Peter on LinkedIN, and you can contact

Service Leadership at info@service-leadership.com or fill out their contact form at https://www.service-leadership.com/contact/.

Please mention that the MSP Podcast referred you. Thank you. 

Financial Modeling Service provides M&A and Intermediary services to IT companies. As a former IT company owner, Jeff Greenspan understands your business and will work with you to achieve an optimal result based on your specific needs. You can reach Jeff at Jeff.Greenspan@financialmodelingservice.com or through his contact form at https://financialmodelingservice.com/contact-us/. 

Welcome to “From Startup to Sale – A Podcast by MSPs for MSPs,” hosted by Jeff Greenspan, an MSP who sold his business and now provides M&A and advisory services to other IT company owners. Jeff was a full-on techie: he graduated with an engineering degree from The Johns Hopkins University in 1985 and started his business in 1986 providing custom software design and development services. That business morphed over 27 years until he sold it as a Managed Services practice in 2013. Since then he’s gotten an MS in Finance from the Warrington School at the University of Florida, and his M&A work and this podcast are all designed to give back to the MSP community.

In this podcast, Jeff talks to all kinds of MSP road warriors, and you’ll learn something that will impact your business in every episode! You’ll learn about operational maturity level and what it means to be best in class. You’ll hear what several large national MSPs are looking for when they consider an acquisition. Jeff talks to the MSP consulting companies, and they’ll tell you what mistakes they see most frequently and how to fix them. He also talks to owners who’ve sold their company to benefit from their experience. Finally, he talks to people just like you to understand how they got started, what they’ve learned from their mistakes, how they are growing, and where they see the IT industry going.