The 20 MSP Named to Dallas Business Journal’s 2025 Fast 50 List  

The 20 MSP recognized for rapid expansion, strengthens position as national leader in managed IT services. 

The 20 MSP, a leading provider of managed IT services, is proud to announce that it has been named one of the 50 fastest-growing private companies in North Texas by the Dallas Business Journal. 

The annual list honors organizations that have achieved exceptional growth over the past three years, driven by strong leadership and strategic execution, and resulting in a significant impact on the regional economy. 

The 2025 Fast 50 companies reported a combined $8.05 billion in revenue, underscoring the robust role these organizations play in driving economic growth across North Texas. The 20’s leadership team is deeply honored for the inclusion, and looks forward to continuing its upward trajectory, leveraging innovation, client-centric service, and strategic expansion to build on this momentum and further solidify its national footprint. 

“This recognition means a lot, and we’re genuinely honored to be included among such an inspiring group of innovators, leaders, and trailblazers,” said Tim Conkle, founder and CEO of The 20. “Making this year’s list reflects our rapid growth, but more than that, it’s a testament to the remarkable drive of our entire team. Going forward, our mission stays the same: helping our clients run smarter, safer, and more efficient businesses with technology they can count on.”  

The 20’s national expansion is fueled by a bold acquisition strategy that has broadened the company’s service offerings and attracted significant industry attention. Leveraging its membership-based growth platform, The 20 MSP Group, the company focuses on acquiring MSPs belonging to the group, as this strategy enables swift integrations with minimal friction and attrition. With 41 deals completed to date, The 20 is reshaping the managed services landscape and rapidly emerging as a powerhouse in the industry. 

“While we’ve closed 40+ deals in less than three years, our acquisition strategy isn’t about speed – it’s about bringing MSPs on board who have already embraced our way of doing business,” Conkle explained. “This ensures seamless integrations and minimal disruptions for our clients. Our goal isn’t just to grow, but to capitalize on real relationships and a shared vision. Getting bigger is gratifying, but the real reward is seeing the collaborative dynamic of our group drive our success on the national stage. ‘Better together’ is a mantra we swear by – and it’s helping us distinguish ourselves in a very crowded industry.” 

Honorees will be celebrated at an awards ceremony hosted by the Dallas Business Journal, where final rankings will be revealed and the No. 1 company named.  

About The 20 MSP 

As a leading provider of managed IT services, The 20 MSP serves thousands of businesses nationwide, providing each one with white-glove service, secure and streamlined IT infrastructure, and 24/7/365 support. We believe in building lasting relationships with clients founded on trust, communication, and the delivery of high-value services for a fair and predictable price. Our clients’ success is our success, and we are committed to helping each and every organization we serve leverage technology to secure a competitive advantage and achieve new growth. To learn more, visit the20msp.com. 

The Last Great Shift: Why Smaller MSPs Need to Make Bold Moves – Now

We get asked about our name a lot. The 20? It doesn’t sound like your typical IT company – but that’s kind of the point. We exist to help MSPs break out of the pack and reach the top 20% of the industry. The name is a reminder: average isn’t the goal.

But what does a top-20% MSP look like? And how have the standards of MSP excellence changed over the years – from the industry’s early days to where we stand now?

In this article, we’ll take a hard look back at MSP excellence through a historical lens, outlining the key phases in our industry’s evolution – and why the shift happening right now is the most critical yet.

If you’re a smaller MSP (< $5M in recurring revenue), this article is more than an analysis; it’s an urgent call to action. That’s because the window to act is closing, and staying on the sidelines is becoming less viable by the day.

80/20 Rule: What’s in a Name?

Again, our name refers to our mission – to help MSPs join the top 20% of the industry. But why twenty, instead of, say, fifteen or even ten?

The answer lies in the 80/20 rule (aka the Pareto principle) – a simple but powerful concept that shows up everywhere: roughly 80% of results come from 20% of causes. In the MSP world, the 80/20 rule is crystal clear: the top 20% of providers dominate, capturing the lion’s share of revenue and clients, while the remaining 80% fight over scraps.

That’s the group we want to help you join – the “vital few” at the top who are capturing the majority of the market’s value.

A relevant link: Hear more from our own Chris Traxler on what today’s top-20% MSPs look like – check out the short video.

OK, let’s get into the nitty-gritty: how the bar for MSP excellence has risen over time.

History Lesson: The Evolution of MSP Greatness

What does it take to be a great MSP, where “great” is loosely defined as a top-20% company?

This is a good question. But an even better question – a great question – takes time into account: How has “what it takes” changed?

As you’re about to see, taking time into account reveals something important about the current state of our industry – and why smaller MSPs are facing a make-or-break moment.

Looking back at the evolution of MSP greatness, we’re confronted with three distinct phases or “eras.” If you run an MSP today, you need to know what came before, because it sheds a ton of light on what’s about to happen…

1. The Break/Fix Exodus (2000 – 2010): From Chaos to Contracts

MSPs emerged in the early aughts as a fresh alternative to the traditional “break/fix” model of IT support, with its reactive business model and hourly rates. In the early days of our industry, going “all in” on the MSP model – proactive support, recurring revenue, SLAs, etc. – wasn’t enough to put you in the top tier. But it was close.

Top-20% MSPs

The big winners were the ones who didn’t hedge. They walked away from break/fix entirely and committed to a new way of delivering IT: contract-based, preventative, and relationship-driven. That full embrace of the MSP business model was the first real threshold of excellence.

2. The Scaling Wars (2010 – 2017): Growing Up Fast

As the model became mainstream, the game shifted from what you sold to how you delivered it. The MSPs that scaled – operationally, financially, and geographically – rose to the top. Mature tools, ticketing systems, standard stacks, and sales playbooks emerged. It was no longer enough to just be “an MSP” – you had to be a real business.

It was during this era that The 20 rose to prominence. Recognizing that most MSPs needed help with scale, we developed a blueprint to help immature companies grow up fast – and leave the competition behind.

Top-20% MSPs

Top performers in this era focused on operational maturity, sales discipline, and building something scalable, not just stable.

3. The Consolidation Crunch (2017 – Present): Big Fish, Bigger Pond

We are in the midst of a new era in managed IT. Fueled by a deluge of private equity investment, our industry’s seen a wave of roll-ups, mergers, and national platform plays. The result? A class of super “platform MSPs” (The 20 MSP included).

Top 20% MSPs

The cream of the crop now includes players with in-house marketing teams, 24/7 SOCs, dedicated sales staff, and the ability to undercut or out-service smaller shops at scale.

Take note: For smaller MSPs, surviving this era will require one of two things: joining the consolidation wave, or finding a way to punch above their weight using smarter tools, better positioning, and ruthless operational efficiency – hey, that’s what we help with!

4. The Great Divide (Coming Soon): Too Big to Catch

As consolidation continues to sweep through our industry, we’re quickly approaching a point of no return, where the gap between the haves and have-nots becomes all but unbridgeable.

Soon, the top 20% of MSPs will operate in a different league entirely. They’ll be the first to truly harness the power of AI within the context of the managed services business model. Add to that specialized teams, compliance expertise, 24/7 service layers, and aggressive marketing engines that keep pipelines full year-round.

At that point, it won’t just be difficult to break into the top tier; it will be structurally out of reach. The window is still open, but it’s closing fast.

The Moral of the Story: It’s Grow Time, Y’all

The takeaway here couldn’t be clearer:

If you’re a smaller MSP and want to remain relevant, the time to make a big push is right now. In other words, if you want to stay in the game, you have to actually get in the game.

“Getting in the game” doesn’t necessarily mean chasing an M&A deal (although we firmly believe that building toward an exit is the smartest strategy right now – and offer MSP owners a unique and compelling path to get there). However, it does mean making major strategic adjustments and deep structural changes, instead of relying on incremental improvements.

Get in the Game at VISION ’25!

If you think this article is off base, go ahead and call our bluff. Keep doing things the same way and see how that works out.

But if you recognize that the window to join the MSP elite is closing – and refuse to be shut out – you can kickstart your MSP’s radical transformation this August at VISION ’25 (register here).

Our theme this year? Simple: Get in the Game.

Introducing IGNITE: 90 Days to Success at Scale

Here at The 20, we speak with hundreds of MSPs every month. The vast majority of these companies could really use our help with scaling, boosting profitability, pricing and packaging – in short, the entire ‘business side’ of things.

Some MSPs recognize this and sign up as members on the spot. Others hesitate, but eventually decide to take the leap and join our growth platform.

Then there are MSPs who know they need help – but choose to continue grinding it out on their own. Why? Various reasons, but one looms largest: a fear of change.

Historically, becoming a member of The 20 meant switching your tool stack, migrating your clients over to our 24/7 US-based support desk, and adopting a whole new sales process and pricing model – right away. It was a lot to ask – and for many MSP owners, it was just too much, too fast.

So we’re changing things up – in a major way.

Introducing IGNITE, your MSP’s 90-day path to success at scale. IGNITE is a program designed for MSPs who are curious about The 20 – and want help scaling – but aren’t ready to dive straight into full membership. Here’s how it all works…

IGNITE: Coaching, Clarity, Results

IGNITE gives your MSP a chance to experience the power of our platform without committing to full membership right away.

As an IGNITE member, you’ll spend 90 days working directly with our MSP community, leadership team, and your own dedicated growth coach. With their structured, hands-on guidance, you’ll dig deep into your MSP business and build a foundation for real, sustainable growth.

Here’s what’s included in your IGNITE membership:

A Custom Growth Plan

After completing IGNITE, our guess is you’ll be chomping at the bit for full membership. But even if we part ways, you’re guaranteed to walk away with a clear, step-by-step growth plan tailored to your specific goals. This isn’t theory – it’s structured execution to get you from point A to point B.

Benchmarking Insights vs “Top 20%” MSPs

The value proposition of The 20 is right there in our name: we want to help your small to mid-sized MSP break into the top 20% of our industry. But how far does your MSP have to go? How do your operations – including headcount, margins, service delivery, and tool usage – stack up against top performers?

What defines a top-20% company in our space? An IGNITE Membership will leave you with a clear picture of where you stand and where you need to improve.

Sales & Pricing Coaching

Forget wishy-washy advice and say hello to hands-on guidance from folks who built their own successful MSPs from the ground up.

IGNITE sets you up with expert coaching and highly structured support, starting with a 1-on-1 consultation to assess your business model, goals, challenges, and revenue performance.

The program also includes access to our PROPEL Sales Training, held live at The 20 HQ in Plano, TX. PROPEL is an immersive, 2-day workshop designed to bring new members up to speed on the sales and pricing methodologies used by elite MSPs.

Peer Groups for Accountability

As an IGNITE member, you’ll join a small band of business owners who are pushing for the same kind of growth you want. Being around these folks will teach you new strategies, provide fresh perspectives on familiar challenges, and light a fire under you like nothing else can. Say goodbye to the lonely grind – you’re in The 20 now!

A Migration Roadmap

As you move forward with IGNITE, you’ll likely want to know what a transition to full membership would look like. We’ve got you. While no tech or client migrations are required during IGNITE, we’ll provide you with a structured preview of what moving to The 20’s tool stack and support model would involve, breaking everything down into clear steps so you know exactly what to expect. Your roadmap will be personalized, detailed, and comprehensive. No surprises – just a clear path forward.

What Happens After 90 Days?

After 90 days, if you’re not seeing real results – and we’re talking about real, measurable progress – we’ll step back, reassess, and have an honest conversation. Does it make sense to adjust and continue with the program – or part ways, no hard feelings?

If things are clicking and your MSP is growing and scaling according to plan, we invite you to graduate to full membership.

You’ll move to our stack – a battletested set of tools optimized for MSP service delivery and efficiency. You’ll start offloading tickets to our 24/7 support desk. You’ll tap all the way into our sales engine, which includes co-selling assistance to help you land bigger deals.

IGNITE brings your MSP up to speed on elite strategies for growth, scale, and profitability. Full membership is where you really learn to fly.

Grow – Without the Gamble

For a while, we were so confident in our model that we asked your MSP to go “all in” from day one. But our job is to help MSPs grow, and we realized that giving the more cautious MSP owner a gentler onramp would, in the end, help more MSPs escape the grind and start scaling for real.

Can your MSP start off with full membership? Absolutely. If you’re ready to go all in, we won’t stop you. Maybe you’ve spoken with enough MSPs in our group to know that our approach gets results – and have no problem adopting new tools and processes.

But if you want to test the waters before diving in, IGNITE is what you’ve been looking for. You’ll get to know who we are, how we work – and most importantly, how we can help your MSP get to that next level.

It’s time to get unstuck. Let us meet you where you are – before we take you where you want to go.

To learn more and get on the IGNITE shortlist, book your kickoff call and let’s talk growth!

The 20 MSP Marks 40th Acquisition with Strategic Addition of ADC

The 20 MSP continues national growth trajectory, expands presence in the Northeast with latest strategic acquisition.

Full Press Release Here

Leading managed service provider (MSP) The 20 MSP today announced its acquisition of ADC, a Massachusetts-based IT solutions provider headquartered in Dracut and led by President and Owner Jim Considine.

ADC joins The 20 MSP as the organization’s 40th acquisition in under three years, a milestone made possible by the company’s unique M&A strategy: primarily acquiring MSPs from within its peer group and growth platform, The 20 MSP Group. This model allows for accelerated integration, as member companies already operate using The 20’s standardized technology stack, core business processes, and culture of collaboration.

Founded by Jim Considine, ADC has been a trusted technology partner to small and mid-sized businesses across Boston and the surrounding areas since 1990. Known for its tailored solutions and unwavering commitment to client success, ADC has helped hundreds of businesses boost productivity and reduce risk through streamlined, customized IT solutions and proactive support. As a member of The 20 MSP Group, ADC achieved impressive year-on-year growth, while adding the scale and operational maturity needed to compete at a higher level.

“ADC is exactly the kind of MSP we love to bring into the fold,” said Tim Conkle, Founder and CEO of The 20 MSP. “Jim is incredibly driven and focused on building his MSP the right way. His commitment to continuous improvement shines through in the team he’s built, the culture he’s nurtured, and the strong, lasting relationships he’s established with clients. We’re excited to deepen our partnership with Jim and the ADC team – and to continue innovating and raising the bar in managed services together.”

Considine will remain on board in a new leadership position, continuing the pattern seen with many of The 20 MSP’s acquisitions, where owners and decision makers stay on to guide growth and drive improvement in roles aligned with their strengths.

“Our M&A strategy is about building something bigger together,” added Conkle. “We’re acquiring these companies to elevate everything they’ve already built – and to add crucial expertise and industry experience to our growing operations. ‘Right people in the right seats’ has been a guiding principle since day one, and it remains central as we expand nationwide. At the heart of our mission is the belief that an MSP’s success depends more than anything else on the people in its tent – the passion, integrity, and energy they bring to the office, day in and day out.”

With a robust pipeline of acquisition candidates and a proven framework for rapid, harmonious integration, The 20 MSP is poised to continue its national expansion throughout 2025, reinforcing its reputation as one of the most forward-thinking players in the managed services space.

Pinecrest Capital Partners served as the exclusive financial advisor to The 20 MSP on the acquisition and associated financing.

About The 20 MSP

As a leading provider of managed IT services, The 20 MSP serves thousands of businesses nationwide, including single and multi-location organizations, providing each one with white-glove service, secure and streamlined IT infrastructure, and 24/7/365 support. We believe in building lasting relationships with clients founded on trust, communication, and the delivery of high-value services for a fair and predictable price. Our clients’ success is our success, and we are committed to helping each and every organization we serve leverage technology to secure a competitive advantage and achieve new growth. To learn more, visit the20msp.com.

About The 20 MSP Group

The 20 MSP Group is an exclusive consortium for Managed Service Providers (MSP) aimed at dominating and revolutionizing the IT industry with its standardized all-in-one approach. The 20’s robust RMM, PSA, and documentation platform ensures superior service for its MSPs’ clients utilizing their completely US-based Help Desk and Network Operations Center. Extending beyond proven tools and processes, The 20 touts a proven sales model, a community of industry-leading MSPs, and ultimate scalability. To learn more, visit the 20.com.

Two M&A Panels, Six Takeaways

Last week at MSP SUMMIT, The 20 hosted two back-to-back panels that pulled back the curtain on one of the hottest topics in the managed services industry: mergers and acquisitions (M&A).

What It’s Really Like to Sell to The 20 featured former MSP owners who sold their companies to The 20: Kevin Peterson, Darren Fippin, Gary Blawat, and Lance Keltner. These MSP veterans were generous with their knowledge and experience, and left attendees with a much clearer picture of the M&A process – including, yes, what it’s really like to sell your MSP to The 20.

M&A Meets Monday: When Employees Get the Email focused on the employee experience. All four panelists – Bobby Falco, Madison Vestweber, Bradley Gaudioso, and Mia Demelo-Schmitt – came to The 20 via an acquisition. Their discussion shed light on what it’s like to go through an M&A deal as a team member – the uncertainty, the opportunity, and the very real human side of M&A that often gets overlooked.

Our own Crystal Conkle (CMO) served as moderator for both discussions, asking thoughtful, unfiltered questions and creating space for stories that were equal parts practical and personal.

In this post, we’re sharing six key takeaways from the two panel discussions. Whether you’re an MSP owner thinking of selling your company – or the employee of an MSP entering the M&A arena – you won’t find a more intimate look at what it’s really like to navigate an acquisition. Let’s dive right in!

Takeaway #1: Specialization Is Really Something Special

One of the most consistent benefits talked about in both panels was the opportunity to specialize after the acquisition. In smaller MSPs, both executives and team members tend to wear lots of hats. As Darren noted, “you need generalists.” But once you’re a part of The 20? You can finally hang up all those hats and take on a more specialized role.

The shift can be a drastic one: “There’s somebody who does that?!” – Mia, after learning she no longer had to juggle so many different responsibilities.

Bobby went from doing everything at his dad’s MSP to landing a role on The 20’s marketing team as a content writer. Bobby’s current role – and the level of focus it affords – just isn’t something that exists at smaller shops. Working for his dad, he’d write a blog here and a blog there. But being able to go ‘all in’ on his true passion? That was only possible after joining a big team like ours.

One underrated perk of specialization is the removal of constant learning curves. Gary succinctly described the benefit of having people in roles suited to their expertise: “We’re not learning – we’re doing.”

Takeaway #2: Change Is Scary. Expect That.

Getting acquired is emotional. It creates uncertainty. These are unavoidable realities, because, as Madison pointed out, “Inherently, people don’t like change.” Bradley piggybacked on this, admitting that “initially there was that shock.”

If you’re looking to sell your MSP, keep in mind that fear and skepticism from employees is natural – inevitable even. This isn’t to say there aren’t things you can do to mitigate the more negative reactions; just don’t expect total enthusiasm from the get-go – and tailor your tone and communications accordingly. Simply put, give your employees the space and grace to process the change.

That said, as the leader of an MSP, you’ll play a big role in something extremely important – the focus of our next takeaway…

Takeaway #3: Communication Is the Name of the Game

Communication, communication, communication – when it comes to pulling off a successful acquisition, communication is everything. Let’s look at some specific ways it helps.

Lance spoke about the connection between specialization and communication, and how he had to advocate for the job he wanted post-sale. He didn’t expect to land a role that allowed him to do everything he wanted (and nothing he didn’t) – “life doesn’t really work that way.” But in the end, life did work that way for Lance – all thanks to his speaking up clearly and consistently to his new manager.

Communication also plays a vital role in culture-building. Mia described the power of icebreakers and team bonding. The ‘segue question sessions’ she led post-deal allowed her and her new teammates to get vulnerable, lighthearted, and at times deep. This built the kind of trust that makes conflict resolution far easier when friction does arise.

The owner-led panel also touched on how communication fuels a vital dynamic within a larger organization like The 20: multi-lateral decision-making. When you sell your MSP, you go from being sole boss to being part of a bigger team where decisions are made collaboratively. But in order for this type of decision-making to occur, you need clear and open communication. Without that component, “multi-lateral decision-making” quickly turns into “multi-lateral confusion.”

At The 20, most of the MSPs we acquire already know each other through participation in our peer group. This makes the communication piece so much easier, and relates closely to our next key takeaway…

Takeaway #4: Trust Can’t Be Built Overnight

When change hits, trust is everything. And you can’t fake it. Employees are far more likely to embrace a transition if they trust their leadership before the deal is ever on the table.

Madison shared how she was nervous about the acquisition, but because her manager had never steered her wrong, she believed him when he said it would be a good move. Similarly, Bradley said he felt confident about the transition because his boss – a man he truly respected and trusted – had always spoken highly of The 20.

The same wisdom applies to MSP owners and their clients. Gary worried about his clients’ reactions leading up to the sale of his MSP business, only to be surprised by their support: one even asked, “How is this working out for you?” Trust, again, made all the difference.

And trust like that? It’s often years in the making.

Takeaway #5: The 20’s Deal Structure Is a Game-Changer for Smaller MSPs

Several former owners made it clear: you won’t find a better deal structure than ours if you’re a small-to-midsize MSP (in the < $5M annual revenue range).

Darren talked about how the absence of earnouts “made it a partnership deal.” He described the feeling of trust at the table – how selling to The 20, a company that had helped him achieve success as an MSP owner – felt like the next step in a collaborative journey. He wasn’t losing his business; he was moving it forward.

Gary echoed this sentiment: “Most organizations try to figure out how to reduce what they’re going to give you.” But that wasn’t his experience selling to The 20. Working with Tim Conkle (founder & CEO of The 20), the deal-making felt like an “easy conversation” centered around a single question: “How do we win together?”

Lance didn’t mince words, telling the MSPs in the room under $5M: “You’re not going to get a better deal for your MSP, period, end of story. I will bet my entire life savings on it.”

Takeaway #6: Ignore the Human Side at Your Own Peril

Acquisitions aren’t just about merging systems. They’re about bringing people together. They’re also deeply personal. As Kevin reminded us, “Your company is your baby.” Simply put, an M&A deal has a human side. Emotions run high, and managing those emotions is key. Relationships are key.

That’s where The 20 has a huge head start. Because most of the MSPs we acquire come up through our peer group, there’s already that foundation of trust we touched on earlier – and real familiarity. We’re not strangers trying to make a deal work; we’re colleagues stepping into a deeper partnership.

Kevin’s presence at SUMMIT was a perfect case in point. Though recently retired, he was thrilled to be invited back: “I love you guys.” That says it all. It also sheds light on why our post-deal attrition is typically less than 5%: the bonds are in place before any paperwork is signed.

Thinking of Selling Your MSP?

The best way to understand what makes The 20’s M&A model different is to talk with the man behind it all.

Book a 1-on-1 call with Tim Conkle to find out if selling to The 20 might be the right move for your MSP.

And don’t miss out on our next in-person event for growth-focused MSPs – VISION ’25, taking place this August in sunny Dallas, TX. Tickets go fast – lock in your spot today.

MSP SUMMIT Recap: Growth Got Real

Our second MSP SUMMIT of the year just wrapped up at The 20 HQ in Plano, TX. We were thrilled to host top channel vendors and MSPs from across the U.S. – and one from Canada!

This was our second SUMMIT open to all MSPs, and it was great to bring our MSP community together with other driven business leaders for 2+ days of getting down to brass tacks. There’s a lot going on in our industry right now. M&A, AI, RPA & workflow automation – and stuff we don’t even have acronyms for yet. Navigating it all solo? We wouldn’t wish it on our worst enemy.

It’s impossible to capture all of the magic at an in-person event like SUMMIT. So we’ll just do our best to highlight some key moments and ideas from another unforgettable gathering at The 20. We hope you find this recap useful – and if your MSP didn’t attend and you’re feeling that FOMO…

Join us at VISION ’25 – our flagship in-person event and a channel experience every MSP should have at least once (although we’re pretty sure the “one and done” approach works as well for VISION as it does for Pringles).

Pre-Day: 7 Figure MSP™ Takes the Wheel

We hit the ground running on Tuesday with a special 4-hour workshop led by Chris Wiser and Lindsey Badillo of 7 Figure MSP™: AI Lead Gen & Sales Engine: How to Get 50 Leads Per Month without Referrals, Ads, or Expensive Outsourced Dialing. First off, hats off to both Chris and Lindsey for a series of sessions that were as entertaining as they were educational. Y’all dug into the anatomy of a successful sale with a level of nuance and rigor that most MSPs never see. Fantastic stuff.

If you’re looking to solve your lead gen problem, your sales problem, your growth problem, you don’t have to master some magical and hopelessly complex set of skills. What you do need is structure, strategy, and to quote Chris himself, “ruthless consistency.” A powerful message that got a lot of wheels turning in the room.

Day 1: M&A Is Here – Is Your MSP Ready?

The first full day of SUMMIT kicked off with a session from Tim Conkle, founder and CEO of The 20 and the architect behind our bold consolidation strategy – a strategy that’s allowed us to roll up 39 MSPs (and counting) in under three years with minimal attrition and 60-90 day integrations.

M&A Is One Piece of the Puzzle drove home a very important point: M&A isn’t the endgame, but a means to a much more important end – wealth creation and management. Tim’s advice cut through the noise: even if you’re not looking to sell your MSP, preparing like you are puts your MSP on track for stronger growth, scale, and valuation. M&A wisdom, he reminded us, is growth wisdom. Period. And ignoring the conversation? Not educating yourself on what’s going on? It’s a recipe for getting left behind – and fast.

The M&A-themed day continued with a sharp, no-nonsense presentation from Scott Renkes (Pinecrest Capital Partners), who left MSPs with a clear takeaway: sloppy books kill deals. Private equity isn’t just interested in your revenue and clients. They want to know about your systems, your data, your risks – your ability to prove the story behind the numbers. Want a good deal? Prepare your butt off. Fantastic stuff as always, Scott!

Scott handed the mic off to Steven Frank and Tony Vargas, whose session on Lansweeper‘s Technology Asset Intelligence reinforced the power of visibility – specifically, visibility into asset data. Steven and Tony reminded attendees that it’s not just about control; it’s about laying a foundation for scaling smarter, faster, and more profitably.

After lunch, Tim Conkle returned to the stage alongside M&A expert Madhur Duggar for a fireside chat. Tim and Madhur delved deep into why mergers between smaller MSPs often fail (you can’t create scale out of thin air), and Madhur shared some fascinating numbers about the ratio of SMBs to MSPs in the United States – and how it makes organic growth beyond $2M a tricky proposition for MSPs. Tim broke down the costs of an integration, and expanded on how The 20’s strategy takes the bulk of those out of the equation (pre-alignment for the win). We loved having you, Madhur – thank you for being so generous with your research and expertise.

Bottom line for MSPs: The M&A landscape is shifting fast. In five years, the balance will have tilted toward buyers, making strong valuations harder for smaller MSPs with less operational maturity. Selling sooner lets you ride the wave – not get crushed by it. This isn’t to say you should rush into a deal – but ignoring market realities won’t do you any favors.

Panel Time!

Day 1 featured two M&A-focused panels moderated by industry leader and CMO of The 20, Crystal Conkle. What It’s Really Like to Sell to The 20 brought together former MSP owners who sold their businesses, and When M&A Meets Monday featured employees from MSPs acquired by The 20.

Crystal led both panels through lively and engaging discussions packed with so much good stuff, we’ll be publishing a separate blog with quotes, highlights, and key takeaways. For now, here’s a few snippets…

In What It’s Really Like to Sell to The 20, the panelists shared one piece of advice with MSP owners who are thinking about selling their businesses:

• Kevin Peterson stressed the importance of knowing your numbers: “Numbers don’t lie.”
• Darren Fippin emphasized clarity of purpose: “Know your why.”
• Gary Blawat echoed that sentiment: “You have to have a purpose.”
• Lance Keltner kept it real: “Sell your a** off” – IF you’re not entering a transaction imminently. A year out from selling, Lance doubled down on growth and significantly boosted his MSP’s valuation.

The second panel – When M&A Meets Monday – featured employees of organizations that have since been acquired by The 20: Madison Vestweber, Mia Demelo-Schmitt, Bradley Gaudioso, and Robert Falco. These four panelists shared when they first felt “at home” post-acquisition. While their answers varied, one thing was clear: in-person connections mattered. Spending time face-to-face with The 20 team helped each of them feel truly part of things. Hearing about their experiences affirmed that investing in good people and a healthy company culture is worth it – and then some.

A Texas-sized thank you to all of our panelists – for your candor, thoughtfulness, and insights.

Day 2: Future, Here We Come

The second and final day of SUMMIT featured sessions on a variety of topics, but they all revolved around a common theme: getting MSPs ready for what’s next.

Tim got the day started with a session on MSP success – and he got real. Small and mid-sized MSPs are facing a litany of challenges, but also, some exciting (and unprecedented) opportunities. But with everything that’s going on in our industry, MSPs can easily find themselves with fragmented focus, and Tim reminded attendees to focus on one big goal, and organize their efforts accordingly.

Next up was Ken Pecot, our COO and resident operations wizard. Ken’s talk on new processes, products, and possibilities showed just how much work is going on behind the scenes at The 20 to bring our MSP community the best of the best of the best. Ken has preached continuous improvement from his first day at The 20, and our members are lucky to have him at the helm of operations. In an industry as fast-moving as ours, having someone like Ken – someone who is constantly looking for ways to get better – is invaluable.

On Day 2, we also heard from Barrett Kingsriter, founder and Senior Managing Director at Pinecrest Capital Partners. Barrett provided a high-level view of the MSP M&A landscape before zooming in on what today’s PE firms are really looking for. His core message couldn’t be timelier: preparing for a transaction is preparing for growth – so even if you’re not gearing up to sell your MSP, this M&A stuff needs to be on your radar.

Hannah Corral, our VP of HR, kept the ball rolling with a wonderfully clear and actionable presentation on the “people problem” – and how to solve it. Eric Anthony owned the stage with a sharp and engaging walkthrough of Egnyte‘s revamped partner program and powerful MSP-focused features. And Ken Nix, our CISO, spoke with authority on a topic that MSPs simply cannot afford to ignore: compliance – and more importantly, how to make it a differentiator for your MSP business (hint: we can help your MSP – a lot).

We also heard from our stellar customer experience (CX) team, led by client champion and CXO of The 20 Ciera Cole. The team took the mic to spotlight the ongoing and evolving ways we support our MSP community – from co-selling and membership groups to our new Apple Pod and beyond. CX is everything in this space, and we’re lucky to have such an awesome team driving it – and so are our 150+ MSP members.

Get in the Game at VISION ’25

Knowing there are MSPs out there making real progress is one thing. But rubbing shoulders with these companies? Hearing their stories, swapping ideas, learning how they’re scaling fast and smart? That’s a whole different kind of fuel.

Ready for your MSP to take off?

Join us at VISION ’25 – time to get in the game!

Ciera Cole and Crystal Conkle of The 20 Spotlighted on the 2025 Women of the Channel Power 80 Solution Provider List 

Plano, Texas, May 12, 2025 — The 20, leading MSP consortium, proudly announced today that CRN®, a brand of The Channel Company, has recognized Ciera Cole, CXO, and Crystal Conkle, CMO, on the 2025 Women of the Channel Power 80 Solution Provider list. This prestigious honor highlights an elite subset of influential solution provider leaders chosen from the CRN® 2025 Women of the Channel list. 

This annual CRN list celebrates women from vendors, distributors, solution providers and other channel-focused organizations who make a positive difference in the IT ecosystem. The CRN 2025 Women of the Channel honorees are innovative and strategic leaders committed to supporting the success of their partners and customers. 

The annual Power 80 Solution Provider list honors the most influential women in leadership at some of the country’s most prominent IT integrators, managed service providers, value-added resellers and consultants for their channel advocacy and dedication to helping their customers and technology partners thrive. 

Ciera Cole serves as Chief Experience Officer at The 20. In her role as CXO, Cole spearheads The 20’s efforts to provide its MSP members with one unified experience, securing retention, growth and satisfaction. Cole studied business at Baylor University and later received her MBA from Southern Methodist University while working full-time at The 20.  

Crystal Conkle is a proven marketing leader with nearly two decades of experience in B2B marketing, demand generation, marketing communications, lead nurturing, content strategy and multichannel marketing for the IT industry. In her current role as Chief Marketing Officer at The 20, Conkle draws on her marketing expertise and entrepreneurial experience to translate business objectives into marketing strategies, facilitating growth and scale for both The 20 and its MSP member network. Conkle holds a bachelor’s degree, MBA and M.A. from the University of Texas at Dallas.  

“It’s an honor to recognize the outstanding accomplishments of these women, who are leaders and change-makers in the IT channel,” said Jennifer Follett, VP, U.S. Content and Executive Editor, CRN at The Channel Company. “Each woman spotlighted on this list has shown exceptional dedication to building creative strategies that propel transformation, growth, and success for their organizations and the entire IT channel. We are pleased to spotlight their important contributions and look forward to their future success.” 

“It is with great pride that I congratulate Crystal Conkle and Ciera Cole on this distinguished recognition from CRN,” said Tim Conkle, CEO of The 20. “Being named to the Women of the Channel Power 80 list reflects their exceptional leadership, strategic vision, and meaningful contributions to both our organization and the broader IT channel. Their continued excellence sets a high standard and reinforces The 20’s commitment to driving innovation and progress in our industry.” 

The 2025 Women of the Channel will be featured in the June issue of CRN Magazine, with online coverage beginning May 12 at www.CRN.com/WOTC. 

About The 20 

The 20 is an exclusive consortium for Managed Service Providers (MSPs) aimed at dominating and revolutionizing the IT industry with its standardized all-in-one approach. The 20’s robust RMM, PSA, and documentation platform ensures superior service for MSP clients utilizing their completely US-based Help Desk and Network Operations Center. Extending beyond cutting-edge tools and processes, The 20 touts a proven sales model, a community of industry leaders, and ultimate scalability. For more information, visit the20.com 

About The 20 MSP 

The 20 MSP has been helping businesses succeed through better technology since 1986. As a leading provider of managed IT services, The 20 MSP serves thousands of businesses nationwide, providing each one with white glove service, secure and streamlined IT infrastructure, and 24/7/365 support. We believe in building lasting relationships with clients founded on trust, communication, and the delivery of high-value services for a fair and predictable price. Our clients’ success is our success, and we are committed to helping each and every organization we serve leverage technology to secure a competitive advantage and achieve new growth. To learn more, visit the20msp.com. 

About The Channel Company 

The Channel Company (TCC) is the global leader in channel growth for the world’s top technology brands. We accelerate success across strategic channels for tech vendors, solution providers, and end users with premier media brands, integrated marketing and event services, strategic consulting, and exclusive market and audience insights. TCC is a portfolio company of investment funds managed by EagleTree Capital, a New York City-based private equity firm. For more information, visit thechannelco.com. 

Hannah Allpress of The 20 Wins Future Leader Award at GTIA’s 2025 North America Spotlight Awards

The 20 is proud to announce that Hannah Allpress, Sales Account Executive, has been named the winner of the Future Leader Award at the 2025 North America Spotlight Awards, hosted by the Global Technology Industry Association (GTIA).

The Future Leader Award recognizes emerging industry professionals who have demonstrated success, leadership, and innovation in their fields. Allpress was honored for her outstanding accomplishments and innovations as an emerging leader in the IT channel. As a Sales Account Executive at The 20, Allpress provides white-glove service to MSPs looking to scale their businesses, helping them navigate the complexities of the IT industry.

The winners of GTIA’s North America Spotlight Awards were recognized at the North America Spotlight Awards recognition dinner, which took place at this year’s GTIA Communities & Councils Forum in Chicago on March 11. This annual event brings together members representing MSPs, distributors, tech vendors, and other tech business service firms to discuss the latest developments in managed services, cybersecurity, tech talent and diversity, emerging technologies, and more.

“Hannah is smart, driven, and brings so much to The 20,” said Crystal Conkle, CMO of The 20. “Her leadership skills, industry knowledge, and commitment to MSP success are unmatched, and her dedication to our MSP community is second to none. This win is just the beginning for her, and I couldn’t be prouder.”

“Congratulations to the 2025 North America Spotlight winners, who continue to drive our industry and our community to greater heights by inspiring and supporting those around them in the IT channel,” said MJ Shoer, GTIA’s chief community officer. “They have demonstrated that active engagement, thought leadership, and innovation are powerful forces for driving positive change—both within our member community and across the broader tech ecosystem. We proudly honor their achievements and express our deep gratitude for their work.”

A panel of executive council members from GTIA communities in the UK and Ireland, DACH, ASEAN, Benelux, and ANZ regions, evaluated nominees based on their impact and contributions to the technology industry.

For more information about the GTIA North American Spotlight Awards, visit gtia.org.

About the Global Technology Industry Association

The Global Technology Industry Association (GTIA) is the only vendor-neutral, 501(c)(6) nonprofit membership community connecting and representing the worldwide IT channel. They set their members up for success by providing benefits that include trusted resources and networking opportunities. In addition, the association sets industry standards that enable companies to build sustainable, secure and profitable businesses in an ever-changing technology landscape. Internationally, GTIA represents tens of thousands of professionals from more than 2,000 MSPs, solution providers, vendors, distributors and other companies serving the IT channel. GTIA was formerly known as the CompTIA Community (the membership arm of CompTIA). For more information, visit gtia.org.

The 20 MSP continues multi-year M&A spree with acquisition of Alexandria-based Mid-Atlantic Computer Solutions, expands presence in the D.C. metro area. 

The 20 MSP, a leading managed service provider (MSP) with offices nationwide, today announced its first M&A deal of 2025 and 38th MSP acquisition to date. The latest MSP to join The 20’s rapidly expanding ranks is Mid-Atlantic Computer Solutions, an experienced and operationally mature MSP headquartered in Alexandria, VA and serving clients in the greater DC metro area.

Mid-Atlantic Computer Solutions joined The 20’s membership-based growth platform, The 20 MSP Group, in 2020, and has since achieved remarkable year-on-year growth as a member. The company initially sought The 20’s help with scale, security, and compliance, and reports a number of operational improvements since joining the group.

Last year at VISION ’24, The 20’s annual in-person event for growth-focused MSPs and their channel partners, Mid-Atlantic Computer Solutions won the “Most Engaged MSP” Award. a testament to the organization’s commitment to collaboration and continuous improvement as a member of The 20 MSP Group.

“Will and his team are serious about mastering the business side of things, and have consistently shown that they’re willing to do all the little things to stand out in our crowded industry,” said Tim Conkle, founder and CEO of The 20. “There are a lot of MSPs out there, but very few are willing to make those big operational changes that enable greater scalability. It’s been a pleasure supporting Mid-Atlantic Computer Solutions’ growth as a member of our group, and the company’s progress in the last several years reflects the effectiveness of Will’s leadership and the clarity of his vision. We’re excited to pursue even bigger and better things with Will and his talented team now part of The 20,” Conkle added.

The 20 is pleased to announce that O’Neal and several key team members are remaining on board post-acquisition. “We’re thrilled that Will is sticking around, and we will soon announce his new role within The 20,” Conkle shared. “At the core of our M&A strategy is the idea that great MSPs are built on a foundation of great leadership, and our expansion has been just as focused on deepening our bench of talent as it’s been on deepening our footprint. Our business model is rock-solid, but what really makes this engine run is the incredible people giving their best each day.”

The 20 has additional acquisitions in the pipeline, including a pair of deals set to close in April. The company’s consolidation strategy continues to focus on purchasing MSPs belonging to The 20 MSP Group, as it facilitates swift and seamless integration, with proven processes that enable acquired companies to be fully integrated within 90 days.

“We’re gearing up for another big year of growth,” Conkle shared. “When you’ve got the right model, the right team, and the right approach, scaling becomes an expected outcome – the natural result of a system that’s been built for success. I’m excited to keep growing this year, but I’m more excited to witness the improvements and efficiencies this growth will bring.”

Pinecrest Capital Partners served as the exclusive financial advisor to The 20 MSP on the acquisition and associated financing.

About The 20 MSP

As a leading provider of managed IT services, The 20 MSP serves thousands of businesses nationwide, providing each one with white-glove service, secure and streamlined IT infrastructure, and 24/7/365 support. We believe in building lasting relationships with clients founded on trust, communication, and the delivery of high-value services for a fair and predictable price. Our clients’ success is our success, and we are committed to helping each and every organization we serve leverage technology to secure a competitive advantage and achieve new growth. To learn more, visit the20msp.com

About The 20 MSP Group

The 20 MSP Group is an exclusive consortium for Managed Service Providers (MSP) aimed at dominating and revolutionizing the IT industry with its standardized all-in-one approach. The 20’s robust RMM, PSA, and documentation platform ensures superior service for its MSPs’ clients utilizing their completely US-based Help Desk and Network Operations Center. Extending beyond proven tools and processes, The 20 touts a proven sales model, a community of industry-leading MSPs, and ultimate scalability. Interested in joining The 20? Contact us today!

8 Ways The 20 Helps MSPs Be Fearless

Franklin D. Roosevelt famously said, “The only thing we have to fear is fear itself.” Frank Herbert famously wrote in Dune, “Fear is the mind-killer.”

They were both right! Fear is, simply put, a doozy – and if we’re not careful, it can prevent us from reaching our potential, from achieving our goals, and from living our best life.

And how true this is for MSP owners. Nothing holds an MSP owner back quite like fear. And we do mean nothing. We work with a lot of MSPs here at The 20, and we see it time and again: MSP owners whose fears prevent them from making the jump – from surviving to thriving, from grinding to growing, from good to great.

In this blog, we’re going to identify 8 sources of fear for MSP owners – common causes of anxiety, stress, and self-doubt. But more importantly, we’re going to explain how joining The 20 helps MSP owners face down these 8 fears and, ultimately, rise above them to reach new heights.

Ready to be brave?

Take On Larger Clients with The 20

For many MSP owners, the idea of taking on large clients with hundreds or even thousands of endpoints can be terrifying. It’s a significant jump, and the risk of not delivering the quality service expected can be a major concern.

Becoming a member of The 20 helps MSP owners take on large clients with confidence. That’s because our US-based 24/7 Support Desk and large team of experts have the bandwidth and know-how to handle your larger clients. Just ask Chris Course of MashGrape Technologies, one of the many MSPs in our stable:

“When it was just me, we would have been afraid to approach a client with 5000 endpoints, but now we are fearless because we have The 20 in our pocket.”

That’s what we’re talking about – going after those big fish with the confidence that you’ll not only be able to reel them in, but treat them right once they’re on board.

To learn more about MashGrape’s journey with The 20, check out their Success Story – “From Surviving to Thriving.”

Sell Like a Pro with The 20

Sales can be a major sticking point for MSP owners, especially for those with a technical background. The fear of rejection, not knowing the right sales pitch, or feeling awkward about asking for the sale can all keep MSP owners from growing their revenue.

The 20 can help you overcome these fears and start selling with confidence and competence. We offer MSPs a proven sales playbook and hands-on training at events like Propel and MSP Sales SUMMIT, where new (and veteran) members learn directly from Tim Conkle, the founder and CEO of The 20 and an industry legend on the sales front. And it’s about more than adding new skills; we help MSP professionals shift their mindset. Seann Moreno, who sold his MSP to The 20 back in 2023 after growing it with our help, comments on this perspective change:

“The 20 allows me to work on my business now instead of in my business…and life is great because of it. I can now work on my business and grow my business, where I couldn’t before…I’ve turned the organization from a service/operation organization into a sales organization overnight – within probably 30 days.”

With The 20 at your side, you can step away from the technical details, and start converting more prospects, closing more deals, and growing your MSP business like never before.

Want to hear more about Seann’s experience and growth as a member of The 20? Check out his Success Story – “The Turnaround Story of Seann Moreno and His Journey with The 20.”

Try New Things with The 20

As an MSP owner, it’s easy to stick to what you know – even when “what you know” isn’t helping you grow as much as you’d like. Inertia is powerful, and so is the fear of the unknown.

Fortunately, joining The 20 can help you become more open to change – operational changes, technical changes, cultural changes, you name it! How? In a word, community.

The 20 boasts a vast network (currently 150+ MSP members) who share their experiences, best practices, and advice. By connecting with other MSPs, you gain valuable insights and can see what works (and what doesn’t) before diving in yourself. The community-driven approach makes it easier to experiment, innovate, and improve your business. One current member, Seana Fippin of Red Box Business Solutions) appreciates the community and culture of collaboration we’ve built at The 20:

“We think that the community here is really remarkable – there’s something magic about that collaboration and strength in numbers, both from working with vendors, with partners, working on best practices and strategies…I think what really sets The 20 apart…is the authenticity and the transparency and that dedication to collaboration.”

Want to hear more from Seana? Check out this 2-minute video to learn more about her experience as a member of The 20.

Take Upselling by the Horns with The 20

For many – too many – MSP owners, upselling feels like a dirty word. They fear that suggesting additional services will alienate clients or come off as pushy. The truth is, upselling is a natural part of growing your business. But how can your MSP learn to not only embrace upselling, but make it a key driver of growth?

The short answer – by joining The 20! We teach members to upsell the right way. This means being proactive and not waiting for contract renewals before discussing additional services and higher-priced offerings. It also means shining a light on value, instead of fixating on price alone.

If you’re curious to learn more, we encourage you to attend our upcoming webinar in early March, featuring Chris Toppan from IT Overwatch. Since joining The 20 just a few months ago, Chris has increased his MRR by about 60% through upselling alone.

You can choose to let fear control you and continue to shy away from upselling. Just know that if you do, you’re leaving serious money on the table, and despite how it may feel, depriving your clients of the opportunity to evolve and improve.

Learn to Let Go with The 20

Your MSP is your “baby,” which can make letting go – delegating core business functions to others – extremely difficult. Overcoming the hesitancy to give up some control is one of the biggest hurdles MSP owners face – and also one of the biggest obstacles to growth.

At The 20, we make this transition easier with our US-based 24/7 Support Desk that can take on up to 90% of your ticket workload. This allows MSP owners to take a step back from the constant pressure of ticketing and client issues. We also give our members scalable, efficient processes that run smoothly without their direct oversight.

Finally, we foster a culture that pushes owners to rethink the “lone wolf” mentality. Tim Conkle learned from experience how costly egos can be, and practicing what he now preaches helped him grow his MSP into a large and profitable company. “Do you want to be king, or do you want to be wealthy?” he frequently asks members. You can’t have it both ways, and we help MSP owners see this clearly – and make the right choice for their business.

Break Away from Break/Fix with The 20

Shifting from a traditional break/fix model to a managed services model is a big step, and many IT business owners fear that clients will resist the change.

That’s why we give you the tools necessary to make this transition smooth. From a proven sales script to razor-sharp arguments that clearly show the benefits of managed services over break/fix support, our guidance helps MSP owners confidently pitch their managed services and move clients to a model that creates recurring revenue.

Tyler Wallace of CTS Computers became a member of The 20 and made the leap successfully from break/fix to managed IT services. Check out this 4-minute video to hear more from Tyler on his company’s evolution since joining The 20.

Charge the Right Amount with The 20

At The 20, we believe that MSPs should be paid what they deserve – what their services are worth – and find that many of the companies that come to us for help are radically under-charging clients. This stems from fear, plain and simple. MSP owners all too often avoid increasing prices because they’re afraid of upsetting and perhaps even losing clients.

We can help you overcome this fear. It starts with our aforementioned sales model, which teaches you to put the focus on value, not just dollar amounts. But it doesn’t end there. We make asking clients to pay more less daunting with services that are truly worth their weight in gold. Our pricing might not be the cheapest, but it’s the flattest – and truly all-inclusive. Charging more is a lot less scary when you can confidently show clients all the value they’re getting in return.

Check out this blog post for a clear breakdown of MSP pricing – and why top-tier MSPs can’t afford to undersell their services.

Make Your Exit with The 20

Last but certainly not least is the fear of the exit. At some point, MSP owners must confront the decision: To sell or not to sell? And then there’s the whole ordeal of finding the right buyer – a buyer who will do right by you and your clients. We get it – selling the company you worked so hard to build is intimidating. But it doesn’t have to be stressful and unpleasant.

Here at The 20, we don’t just help you grow your MSP; we also help you sell it when the time is right! We’ve acquired a number of MSPs that achieved success as members, giving their owners a substantial payout – and in the majority of cases, supporting them in transitioning to new and exciting leadership roles within our company.

Want to hear from these former MSP owners? Visit our MSP Acquisitions Page for video interviews with the folks who sold their MSPs to The 20. They’ll take you through their MSP acquisition journeys – from the initial decision to sell, to the roll-up process, to what life is like after the sale.

Ditch the Island!

We’ve seen 8 ways becoming a member of The 20 can help you overcome your fears and grow your MSP.

So what are you waiting for? Get off your island, join The 20, and start tackling your challenges with the support of a powerful MSP network and proven growth platform. Don’t be scared!

Ready to learn more? Schedule your call with The 20 today.