Tag
private-equity
5 posts
Three Ways to Take the Sales Motion Away From the Founder
When a platform buys a founder-led MSP it buys a sales engine with one moving part. The industry runs three models for replacing him, from sixty days to never, and most platforms never chose one.
Satisfied and Leaving
The same clients who report near-total trust in their MSP report majority intent to switch providers. The satisfaction slide measures the wrong thing, and the industry publishes no number that would catch it.
Your Growth Plan Has a Client-Size Problem
Demand for outside IT help rises with the size of the customer. The average MSP's client book runs the other way, and most of it sits in the band that buys least and takes almost as much work.
The Business Runs on What Nobody Wrote Down
Diligence counts contracts, margins and the tool stack. Nobody checks whether the work is written down, and that is the part that decides whether an MSP can absorb a new hire, an acquisition, or a resignation.
Half the Industry Sells Through the Owner
MSPs are almost evenly split between having a sales team and having sales run strictly by the founder. The standard deal removes that founder within two years. If you bought recurring revenue, half the time what you bought was a seller.