Selling your MSP
What buyers look for in your contracts, and how to be ready before the LOI.
Podcast How to Build and Exit an MSP SaaS Company
Brian Byrne, founder of Mesh, joins Rob Scott to share the full arc of building an MSP-focused SaaS company and successfully exiting to Bitdefender. Brian is candid about the early challenges, the growth decisions that shaped the company, and the emotional and strategic realities of selling a business he built from scratch. This is not a sanitized success story; it is a real look at what the founder journey demands. The conversation covers what it takes to build a product in a competitive MSP market, how to scale without losing focus, and the mechanics of navigating an acquisition process. Brian explains how he evaluated potential acquirers, what made the Bitdefender deal the right fit, and what he wishes he had known earlier. For MSP SaaS founders and anyone considering building a product for the channel, this episode is a candid playbook from someone who has done it.
Podcast Scaling to 25,000 MSPs in 90 Countries with GlassHive
Giovanni Sanguily, founder of GlassHive, shares his remarkable journey from growing up in Compton to building a global MSP sales and marketing platform used by over 25,000 providers across 90 countries. Giovanni explains how he identified the gap in MSP marketing tools and built a platform that combines sales enablement, marketing automation, and AI-driven insights into one system designed specifically for the channel. The conversation explores how AI, automation, and better marketing systems are reshaping how MSPs acquire and retain clients. Giovanni breaks down what works in MSP marketing today, why most MSPs underinvest in sales and marketing infrastructure, and how the right tools can turn a local MSP into a growth machine. His personal story adds a compelling layer of resilience and determination that makes this episode about more than just technology.
Podcast How to Scale an MSP Sales Team in 2026
Nick Ford, US Sales Manager at Sherweb, shares practical lessons on scaling an MSP sales team and making the transition from individual contributor to effective sales leader. He breaks down why the "hero closer" mindset fails at scale and how building a culture of accountability and data-driven management creates a team that performs consistently. For MSP owners who are still their company's best salesperson, this episode offers a roadmap for building a team that does not depend on them. The conversation also covers the macro trends MSPs need to prepare for in 2026: consolidation, AI monetization, and Microsoft ecosystem changes. Nick explains how acquisitions and platform shifts are reshaping channel dynamics and why sales leaders need to build adaptive teams that can respond to rapid market changes. This episode combines tactical sales management advice with strategic industry perspective.
Podcast How to Sell Your MSP in a Sellers Market
Reed Goddard of Evergreen joins Rob Scott at IT Nation to explain how his firm acquires and scales MSPs without integration, and why that model is resonating in today's market. Evergreen operates as a decentralized holding company, preserving the brand, culture, and leadership of each MSP it acquires while providing the advantages of scale. Reed explains why this approach attracts founders who want liquidity but are not ready to walk away. The conversation covers the current state of MSP valuations, AI's impact on margins, and what founders should consider before selling. Reed confirms that today's MSP market remains a seller's market and breaks down what makes an MSP attractive to acquirers. For owners weighing an exit, this episode provides a clear-eyed view of the options, the economics, and the emotional factors that should inform the decision.
Podcast MSP Exits, AI Risk, and the Private Equity Playbook
Don Viar joins Rob Scott to share the story behind his record-setting MSP exit and the emotional realities of selling a business you built. Don explains how AI uncertainty is accelerating strategic decisions across the industry and why many MSP owners are asking themselves: can I outrun this deal? He walks through the financial framework that guided his decision, weighing the risk of holding out against the certainty of a strong offer today. The conversation goes beyond the numbers to explore what actually drives valuation in today's private equity market. Don argues that maturity, structure, and long-term relationships matter as much as EBITDA multiples. For MSP owners considering a sale, this episode provides both the strategic framework and the honest emotional perspective that most exit conversations leave out.
Podcast Data Discipline, Private Equity, and Practical AI for MSPs
Larry Cobrin from MSP CFO delivers a reality check on what it takes for MSPs to thrive in 2026. He breaks down how data discipline, private equity pressure, and practical AI adoption are converging to reshape the industry. Larry argues that MSP success is increasingly about metrics, profitability, and operational maturity rather than hype, and that founders and PE-backed firms alike need better data to make better decisions. The conversation covers how PE-backed MSPs are raising the bar for operational standards across the industry and what that means for independent operators. Larry explains why selective, practical AI adoption beats the "AI everything" approach and how MSPs can use better financial data to scale smarter. This episode is a grounding force for any MSP owner feeling the pressure to chase trends instead of building fundamentals.
Podcast How MSPX Is Turning Contracts into Tradable Assets
Matt Yesbeck, founder of MSPX, is building a marketplace where managed service contracts become secure, tradable assets. In this episode, he explains how MSPX helps MSPs buy, sell, and scale smarter by treating recurring revenue contracts as currency, backed by escrow, structure, and trust. For MSPs looking to acquire new clients, divest specific accounts, or unlock liquidity without a full exit, MSPX offers a fundamentally new approach. Rob and Matt explore why the traditional MSP acquisition model is inefficient and how a marketplace for contracts changes the economics of growth. Matt breaks down the mechanics of how deals work on the platform, what protections are in place for buyers and sellers, and why this model is gaining traction as the MSP market matures.
Podcast Streamlined Quoting and Valuations That Drive MSP Growth
Two powerful strategies for MSP growth take center stage in this episode. Calvin Johnson from The Quote Pros walks through how the integration between Monjur and ConnectWise CPQ creates a seamless quoting experience. MSPs can save time, reduce errors, and elevate the professionalism of their client presentations, all while keeping contracts and quotes tightly aligned. Reid Warren from IT Evaluations introduces the concept of Valuations as a Service and explains how understanding your MSP's true market value can reshape strategic decisions. Whether an MSP is preparing for a sale, seeking investment, or simply wants to benchmark against the market, a professional valuation provides the foundation for smarter growth moves.
Podcast 5G Wi-Fi and Bookkeeping as a Service for MSP Growth
Rob Scott features two innovative service models that give MSPs new ways to grow revenue and deliver value. Steve Copeland of RYTHMz explains how 5G Wi-Fi-as-a-Service provides redundant, unlimited-bandwidth connectivity that is weather-resistant and reliable. For MSPs, this means a new line of business with recurring revenue and a solution that directly addresses one of their clients' biggest pain points: internet reliability. Rick Rudolph of MSP Beans takes on the financial side of running an MSP. His Bookkeeping-as-a-Service model gives MSPs access to scalable financial management without the overhead of hiring in-house accounting staff. Rick explains how better financial visibility helps MSPs make smarter growth decisions, improve cash flow, and build businesses that are attractive to buyers and investors.
Blog Considerations for IP Liability Regarding M&A Transactions
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