MSPs Must Focus on Strengths and Not Be Afraid to Partner Up

MSPs are the advisers of the tech industry because they offer expert guidance, 24/7 support and a roadmap to navigate the waters of cloud computing, cybersecurity and emerging innovations. A recent session at MSP Expo 2024 shed light on the winning formulas for successful MSP operations in relation to their growth.

Charlene Ignacio, CMA, MSPAA, led the discussion as moderator. Panelists included Tim Basa, senior vice president, field sales, Telarus; Russell Kuhl, director of technology, 1 Point Networks; Joe Paquet, head of channel partners, Lansweeper; and Jurgen Schwanitz, owner, ACT COMPUTERS.

Ignacio’s approach to the discussion was to ask the panel four questions, and she started the discussion by asking: What habits do MSPs need to adopt in the startup phase?

“Focus on core strengths,” said Schwanitz. “Do not do something that you are not good at and be sure to hire the right people.”

Paquet added to it by saying, “Focus on what you do, and do not be afraid to partner with those who offer services that you don’t.”

Ignacio then asked the second question. What are the best practices for MSPs in that $2 million to $5 million growth phase?

“You should not say no to your client and send them into the arms of another MSP,” said Basa. If you have ambition to grow, you probably started to develop best practices. As the leader, it is OK to be the boss. Organize the business, organize the systems.”

As for the third question, Ignacio asked how they would mentor MSPs about MSAs since it is a pain point for many MSPs.

“When it comes to MSA, do not use ChatGPT. Hire a lawyer and get it done properly,” said Schwanitz. “You want to invest money in it because if something is not written in it, it might hurt you in the future. Take your time in writing the contract.”

The fourth question: Any best practices for MSPs looking to sell?

“Take someone all the way if you are looking to sell,” said Basa. “Some of these buyers can be pushed further than you think. You do not want to leave any money on the table.”

The insight provided by these industry veterans had the audience leave the room with more information on how MSPs can leverage methodologies to boost operational efficiency, cultivate client satisfaction and drive financial growth.