The 20 MSP Acquires Cirrus IT Solutions, Strengthens National Presence
PLANO, TX. July 3, 2023 – The 20 MSP, a leading provider of managed IT services, today announced its acquisition of Cirrus IT Solutions (CEO – Brad Storz), a highly regarded IT company serving clients in Knoxville, Tennessee and the surrounding area.
This deal marks the twenty-second acquisition for the rapidly expanding company, and the ninth of the year. The 20 seeks to solidify its national footprint through a combination of organic growth and strategic M&A deals.
Cirrus IT Solutions thrived as a member of The 20 MSP Group, a business development “co-op” dedicated to fostering growth among forward-thinking managed service providers (MSPs) looking for help with scalability, sales, and service delivery. The company’s commitment to excellence and client empowerment propelled them to prominence in the Knoxville area, and their consistent growth led to their inclusion in The 20 Elite, an exclusive tier reserved for top-performing MSP members.
The 20’s leadership team is excited about the partnership and eager to deepen its relationship with the talented Cirrus group.
“Today is a great day for both companies and, most importantly, for our collective client base,” said The 20’s Chief Executive Officer and founder, Tim Conkle. “Cirrus brings a lot to the table, including a first-rate team of motivated individuals who understand that the core of what we do is service. Brad’s commitment to excellence impressed us from the get-go, and I’m confident that his leadership and in-depth knowledge of our industry will continue to help The 20 distinguish itself on the national stage,” Conkle added.
This most recent deal by The 20 will not be the last, as the company has a full pipeline of acquisition candidates, all of which belong to The 20 MSP Group. As Conkle explained, acquiring MSPs exclusively from the group enables a powerful M&A strategy that builds on preexisting synergies and relationships.
“The companies we’re acquiring are all MSPs we’ve worked with closely on a long-term basis,” said Conkle. “This not only allows us to cross the t’s and dot the i’s quickly and with minimal disruption to end clients, but also, it means we’re building on relationships that have been firmly established – not trying to create compatibility from scratch as it typically the case in deals like this.”
The 20 remains steadfast in its M&A strategy, and is poised to sustain its acquisition momentum throughout the remainder of 2023. The organization’s rapid expansion and distinctive consolidation approach have garnered significant industry recognition, solidifying the company’s status as a prominent player in the competitive M&A landscape.
“We’re thrilled by how far we’ve come, and how successful this roll-up has been so far,” said Conkle. “But there’s more work to be done, and our passion and commitment are as strong as ever.”
Pinecrest Capital Partners served as the exclusive financial advisor to The 20 MSP on the acquisition and associated financing.
Beyond the Buyout
How The 20 Nurtures MSP Growth While Respecting Ownership Boundaries
Chances are, you’ve caught wind of The 20’s M&A activities. We’ve certainly been busy, acquiring several MSPs each month as we pursue our mission of building the first premier MSP with coast-to-coast reach.
But with all the press surrounding our rapid expansion and unique consolidation strategy, it’s easy to lose sight of what The 20 is really all about: not acquiring MSPs, but helping them grow and find success in our hyper-competitive industry.
In this blog post, we want to clarify a few things about our M&A strategy, and address a question that’s been coming up: Do we recruit MSPs to join The 20 simply because we want to buy them?
The 20 MSP vs The 20 MSP Group
The first thing to make clear is that The 20 MSP and The 20 MSP Group are distinct entities – and not just legally speaking, but conceptually as well.
The 20 MSP is an individual MSP. We want The 20 MSP to become the first MSP with extensive, coast-to-coast reach and premier service delivery.
The 20 MSP Group is, on the other hand, exactly what it sounds like: a group of MSPs, all of them independently owned and operated. When MSP owners become members of The 20 MSP Group, they sign on to our way of doing business, but retain complete ownership of their MSPs.
Now, here’s where the connection lies between The 20 MSP and The 20 MSP Group: We’re pursuing MSP acquisitions to facilitate the expansion of The 20 MSP, and, for the sake of seamless integration and cultural/operational compatibility, we’re only looking to acquire MSPs that belong to The 20 MSP Group.
This raises an important question: Do we recruit MSPs to join The 20 MSP Group simply because we want, at some point, to acquire those MSPs and integrate them into The 20 MSP?
Let’s talk about that.
To Acquire or Not to Acquire? – That is the Question!
Let’s start with the short answer. Do we recruit MSPs to join The 20 MSP Group simply because we’re looking for acquisition targets?
No!
A slightly longer answer: While the 20+ acquisitions we’ve completed (at the time this was written) might seem like a lot, the number pales in comparison to the 170+ MSPs that belong to The 20 MSP Group. And a good number of these 170+ MSPs are interested in selling to us – i.e., we have no shortage of quality MSPs in our acquisition pipeline.
In other words, we’re not feeling any pressure to find MSPs to acquire – in fact, we have more than enough ready to roll up, and if there’s any pressure, it’s to consolidate quickly enough to meet this demand!
We think there’s some confusion around this because the following two sentences do, admittedly, sound pretty similar:
The 20 MSP only acquires MSPs that belong to The 20 MSP Group.
The 20 MSP Group only accepts MSPs that want to be acquired by The 20 MSP.
Sentence #1 is one-hundred-percent TRUE. We’re looking to acquire MSPs from our group exclusively for a very simple reason: We know these MSPs! They use The 20’s tool stack and business model, which makes integration relatively seamless and minimally disruptive for end clients.
But, more importantly, we know the people at these MSPs. The question of cultural compatibility isn’t a question for us, because by the time any deals are inked, cultural compatibility has long been established.
Sentence #2 is, on the other hand, one-hundred-percent FALSE. In fact, when MSPs approach us about joining The 20 MSP Group, we’re not even thinking about M&A.
For one thing, we have, as previously mentioned, plenty of MSPs ready to roll up.
Secondly, when an MSP first joins The 20, we have no way of knowing if they will grow into an MSP worth acquiring.
And thirdly – and most importantly – creating acquisition targets just isn’t the point of The 20 MSP Group. It never has been and never will be!
The purpose of The 20 MSP Group is to help small and mid-sized MSPs grow, scale, and get to that next level – faster and more easily than they could on their own.
That’s it?
Yep. That’s it.
OK, but what if an MSP becomes a member of The 20 MSP Group, and, as a result, achieves remarkable growth? Once an MSP gets big, do we start applying pressure and pushing them to sell?
Let’s talk about that.
Your MSP, Your Call
MSPs that become members of The 20 MSP Group tend to find success. That’s not a boast, just a fact. Our industry-leading tool stack, battle-tested business model, and above all else, our awesome community of supportive MSP owners – these things all feed into our members’ growth.
So, what happens when an MSP joins The 20 MSP Group and grows into a large and profitable company? Do we start hassling the owner about selling?
In a word – well, two words – H*LL NO!
In fact, it’s the opposite. We let MSP owners come to us. We keep our members in the loop about our M&A activities and intentions, because we want to know that selling to us is an option – if they’re interested in going that route.
But the most important word in the above sentence is if. We’re not interested in pressuring our members to sell – nor is it worth our time. Again, we have no shortage of acquisition targets, and if an MSP wants to remain a part of The 20 MSP Group without ever selling and joining forces with The 20 MSP, that’s A-OK.
In fact, we wouldn’t want to acquire all of our members as that would mean the end of the The 20 MSP Group! We’re incredibly proud of what The 20 MSP Group has become – a genuine community of peers who actively support and help each other win.
Do we want to build a premier national MSP? Yes. Do we also want to keep growing The 20 MSP Group and providing small and mid-sized MSPs with the tools and resources they need to succeed? Yes!
In short, we want to keep both projects going, and have no interest in sacrificing one for the other.
The Bottom Line
If you become a member of The 20 MSP Group, you’ll get an awesome tool stack, powerful processes for everything from sales to service delivery, and the warmest and most supportive community in the MSP space.
What you won’t get is pressure to sell.
If you decide you want to sell your MSP, we have a proven process in place to acquire and integrate your company. But if you decide you don’t want to sell, we won’t try to change your mind. It’s your business, your call.
We hope this clears some things up and dispels any rumors that we only want members so we can buy them.
Is Your MSP Coming to VISION ’23?
Stay tuned for more M&A news from The 20, and don’t forget to register for VISION ’23, our annual event for growth-minded MSPs. You don’t have to be a member of The 20 MSP Group to attend VISION, but you do need a ticket, so click the link below to register and get ready for a conference experience like nothing else in the channel.
VISION ’23 is all about taking an MSP from good to great. To celebrate this theme, we’re sharing ”VISIONs of Greatness” with the MSP community: stories from outside the IT space that shine a light on what it means to be great.
In this VISION of Greatness, find out how Kobe Bryant not only changed basketball, but basketball … shoes.
The Denver Nuggets just defeated the Miami Heat in the 77th NBA Finals. The very first finals were back in 1947, and if you look at footage of that series, it’s almost like you’re watching a different sport.
It’s not that those guys didn’t have game, because they did. It’s just … well, things change. The game of basketball has, like most human endeavors, come a long way since the middle of the 20th century. Heck, it’s come a long way since 2003. Just look up a picture of the 2003 NBA draft class … Those baggy suits!
But what about shoes?
Surely those haven’t changed much in the last couple decades – right?
Wrong. Check out NBA games from 2005, even 2010, and you know what you’ll see on players’ feet? High-tops.
The supposedly ankle-protecting high-tops of the early 2000s have given way to the sleek, low-top sneakers favored by today’s players.
So, what happened? In short, Kobe Bryant noticed something.
The Beautiful Shoe
Since Kobe Bean Bryant’s sudden and tragic death in 2020, people from every corner of the basketball world have come forward with their own Kobe stories. Here’s a good one:
A lot of people don’t know this, but Kobe grew up in Italy and spoke fluent Italian. During his time abroad, he fell in love with two sports: basketball and football.
No, not that football. The other one. With the feet. What a lot of folks around the world call “The Beautiful Game.”
Kobe pursued a career in one sport, but never lost his interest in the other.
It’s 2008. Kobe has a meeting with Nike’s design team to discuss his latest signature show, the Kobe IV.
Nike has ideas, prototypes.
But Kobe doesn’t like what they show him. In fact, he wants them to go in an entirely different direction: lower.
You see, Kobe had noticed something watching soccer: no one wore high-tops. That got him thinking. Maybe all that so-called ‘ankle support’ is just dead weight … Maybe it was time for a low-top b-ball shoe …
Nike’s creative director was skeptical. A low-top? Really?
Months later, the Kobe IV was released, a true low-top basketball shoe.
Now, low-tops are the norm in the NBA.
The Insights
What’s the moral of the story? That low-tops are superior to high-tops?
No (and in fact, the jury’s out on whether high-tops or low-tops are better for performance and ankle health).
What this story teaches us – business owners, leaders, and anyone striving to be great – is to …
LOOK AROUND
The world is a big place and inspiration can come from anywhere.
So get out there, look around, and open yourself up to the best teacher of all: experience.
And don’t be afraid to ask: Why are things done this way? Why not that way?
This story also teaches us to …
BE BRAVE
When you notice that everyone’s doing something one way, even though you think doing it some other way would be just as good – or even better – be brave and find out if you’re right!
If you aren’t, you aren’t. Lesson learned. And if you are right, who knows …
You just might reach new heights – or lows ????.
***
If you enjoyed this piece, look out for the next “VISION of Greatness” from The 20. And don’t forget to register for VISION ’23, the MSP event of the year!
Spots are filling up fast, so secure your seat today – and get ready to take your MSP from good to GREAT!
Manus Dei Joins The 20 Family!
The 20 MSP expands its reach with the acquisition of Manus Dei, a prominent MSP in Northern Virginia.
We did it again! Another acquisition in the books, another step taken in our ambitious M&A plans. The 20 MSP is proud to announce our acquisition of Manus Dei, a highly regarded MSP with clients across Northern Virginia. A warm welcome to Fred Duca and his whole team!
This makes eight acquisitions for the year, and a total of twenty-one since we started our ‘M&A spree’ in 2022. That’s a lot of deals inked. A lot of exciting moments. A lot of work. And yes, a lot of fun.
But we don’t want to focus exclusively on how many MSPs we’ve acquired, even though we are proud of the M&A run that we’re currently on. That’s because each deal is unique, and every MSP we acquire brings something different to the table. Our M&A process might be highly standardized, but the relationships we have with these MSP owners and their teams are anything but.
And that’s what this is all about at the end of the day, this growth journey that we’re on: it’s about building relationships with real people who need our help. That’s what’s behind all the numbers. That’s what makes this big, beautiful engine run.
The Power of Service
It’s not a coincidence that this latest acquisition has us thinking about relationships, service, and people. Manus Dei’s client base consists largely of schools, parishes, and nonprofits, and their shining example is a powerful reminder that, in business, being successful and service-oriented aren’t mutually exclusive – and in fact, often go hand-in-hand.
If you’re in the MSP game and you don’t believe this … good luck. There’s a reason it’s called managed services. MSPs succeed when they help their clients succeed. When you boil it all down, it’s really that simple.
The success of The 20 MSP Group (not to be confused with The 20 MSP) and the success of our MSP members also speak to the power of service – of helping others with genuine goodwill. We give our members tools and processes to help them succeed, and our MSP blueprint plays an undeniable role in their growth and progress. But equally important is what members give each other. Until you witness it for yourself, it’s hard to truly understand, but The 20 isn’t just a group of MSPs that work together; it’s a group of people who really care about each other and who want to see each other succeed.
With that, we’d like to extend another warm welcome to the Manus Dei team. We look forward to working with your people to bring our collective client base real value. Here’s to making it happen together!
What’s Next for Us?
Our plan for the remainder of the year is to continue expanding The 20 MSP through a combination of organic growth and vigorous M&A activities. Our aim is to solidify our national footprint and establish a strong presence in every major metropolitan area in the US, before we begin acquiring companies within the same markets, building upon existing foundations and subsequently scaling those markets for further growth.
The MSPs we’re acquiring all come from The 20 MSP Group, and, as our CEO Tim Conkle recently explained, that’s what makes our M&A strategy so efficient: “We don’t have to go hunting for quality MSPs and then figure out how to integrate them. The secret sauce is that we actively cultivate these MSPs through our group, ensuring they embody our values and way of doing business long before any deals are on the table.”
And although not every MSP in The 20 MSP Group is interested in selling, a good number are. Our acquisition pipeline is full, and at the risk of sounding like a broken record …
This is just the beginning!
Stay tuned for more M&A news from The 20 and make sure to visit our newly launched M&A page, a great free resource for managed service professionals who are curious about consolidation, or even ready to get in on the action.
Don’t Forget to Register for VISION ’23!
Want to experience the power of connection and get a taste of the incredible community that exists here at The 20?
Join us this August at VISION ’23! VISION is The 20’s annual conference for growth-minded MSPs and IT professionals. Since we started the conference back in 2017, VISION has grown into one of the premier events of the channel, attracting hundreds of MSPs from all across North America for 2+ days of game-changing insights, growth strategies, and the best party in the IT space.
Are you ready to take your MSP from good to great? Your growth starts with VISION. Get your ticket today.
The 20 MSP Group Announces Audrey Conley as New HR Director
Leading MSP organization, The 20 MSP Group, today announced the appointment of Audrey Conley to the position of Human Resources Director.
Conley brings more than fifteen years of experience to the role, and a deep understanding of how to leverage HR best practices to boost employee retention, nourish company culture, and optimize the employee experience. She boasts an impressive track record of guiding organizations through complex business, financial, and compliance challenges, and possesses a rare combination of organization, analytical, and conceptual abilities. Conley’s previous roles include Director of Human Resources at Mohr Partners and Human Resources Consultant at HumCap.
“Audrey is a motivated and accomplished leader, and a tremendous addition to our team,” said Ken Pecot, COO of The 20. “She understands the importance of a healthy company culture to our broader corporate vision, and we have full confidence that her expertise will propel business forward and play a huge role in attracting, retaining, and developing top talent. During this period of rapid expansion for The 20, this focus on talent becomes even more crucial, and Audrey’s contributions will be invaluable in shaping our success,” Pecot added.
“I am incredibly excited to be stepping into the role of HR Director for The 20,” said Conley of her appointment. “This is a company that really appreciates the value of its people and prioritizes their success by providing the necessary resources and support. I’m looking forward to crafting and executing HR strategies that align with The 20’s organizational goals, attract the best talent in the industry, and cultivate an environment of teamwork and advancement.”
In her role as HR Director, Conley will oversee all HR functions and serve as a member of The 20’s executive leadership team, which includes Tim Conkle (CEO), Ken Pecot (COO), Crystal Conkle (CMO), Michael Bone (CRO), Ciera Cole (CXO), Donna Pebworth (CFO), and Ken Nix (CISO).
Operation Excellence
Key Changes and Improvements at The 20
Continuous improvement. It’s a nice idea for an MSP, but difficult to implement – unless you’ve got The 20 at the helm of your operations. We’re constantly looking for ways to streamline managed services operations to give our MSP members an edge, and the last five quarters have seen some particularly exciting changes and improvements.
At our recent MSP Members Summit, The 20’s Chief Operations Officer Ken Pecot took the floor to present key advancements and set the stage for future progress. It was awesome to see how far we’ve come in such a short time, and energizing to hear Ken discuss how much farther we can go. Let’s delve into some highlights from our COO’s insightful presentation.
Support Desk Success
Our Support Desk has been firing on all cylinders and delivering exceptional results. Our close rates are up, our escalations are down, and our First Time to Touch (FTT) is the lowest it’s been in almost two years.
These improvements are due in part to the pod structure we implemented at the beginning of last year; this structure has enabled our technicians to (a) forge stronger relationships with end clients and with each other, (b) achieve a deeper understanding of end clients’ IT environments, and (c) work more efficiently and with less stress.
It’s also important to note that our talent level is at an all-time high. The managed IT services industry is a technical one, but behind every successful company there are quality people, and we’re the first to admit that our success rests on the shoulders of our incredible team.
The CX Dream Team
Our Customer Experience (CX) Team, led by Chief Experience Officer Ciera Cole, has been busy developing new ways to assist our MSP members and their end clients. We often talk about the importance of relationships to success in the MSP space, and there’s no doubt that our CX Team’s tireless efforts are at the heart of The 20’s relationship-building prowess. Simply put, they care, and do the little things – as well as the big things – to make sure our MSP members feel supported and understood.
We got to hear from this top-notch team at Summit, where they delivered important updates and reviewed exciting new opportunities. As our MSP members’ single point of contact, the CX Team has done a stellar job of building training programs and specialty groups to give our MSPs the tools and resources they need to find success in our fiercely competitive industry. At Summit, they unveiled “Co-Selling Assistance,” an exciting new program designed to help our MSPs close more deals. We can’t wait to see all the new revenue that this opportunity creates for our members!
Taking the Lead
Here at The 20, we strive to be a leader within the managed services space and to continually push the boundaries of what an MSP can do. But to blaze a trail, we need strong leaders within our company: people who care, who inspire, who come to work each day with a desire to get better – and to help others do the same.
That’s why we’re thrilled to announce the appointment of Audrey Conley as our new HR Director. With 15+ years of experience and the expertise that comes with it, Audrey is poised to help us continue nourishing a healthy company culture that values growth, development, and collaboration among our team members. A top-notch communicator and problem-solver, Audrey will work closely with our leadership team to drive strategic HR initiatives and help us attract, retain, and develop top talent.
Speaking of developing talent, we’re also proud of our pod managers and pod leaders, some of whom started out at The 20 as Tier 1 technicians. Their success affirms something we believe in strongly: potential is a powerful thing, and when you put people in an environment that fosters their growth, they will, more often than not, not only meet but exceed your expectations.
We’re on a Roll!
Last year The 20 MSP entered the M&A arena. We acquired thirteen MSPs in 2022, and seven more this year for a total of twenty deals closed, the second most in the IT services industry. Our ultimate goal is to build a premium MSP with a deep national footprint and unmatched scalability.
While our expansion is undeniably rapid, the pace is comfortable for us as we’re only acquiring MSPs that belong to The 20 MSP Group. These member MSPs have already signed on to our way of doing things – they use The 20’s tool stack, service delivery processes, business model, etc. – and so, integrating them into The 20 is a relatively straightforward and seamless undertaking.
Adding these MSPs to our growing company doesn’t just make us bigger, but better too, as every MSP we acquire brings something special to the table, including expertise that allows us to expand our offerings to bring end clients even more value. For instance, we recently launched a new password tool and an IT support program for micro-businesses and solopreneurs. These innovative offerings wouldn’t have been possible without collaboration with our new team members. Our clients and partners can expect us to continue evolving our services as we bring more MSPs – and more expertise – into our tent.
Want to know what it’s like to sell your MSP to The 20? Visit our brand-new M&A page and check out short testimonial videos featuring MSP owners who decided to sell.
The Cycle of Continuous Improvement
In an industry as competitive as managed IT services, success is less about becoming good at what you do than it is about getting better at what you do – consistently and constantly.
At Summit last week, Ken expounded on some of his core business philosophies, including the idea of driving continuous improvement through the layering of initiatives. While we’re not going to publish the details of Ken’s approach, we will share one idea that we think will inspire and motivate a lot of MSPs out there:
If you want to implement a culture of continuous improvement at your MSP business, consider taking the following tack. Start with the basics – those everyday tasks and routine processes that your MSP depends on heavily. Use documentation to define what those tasks involve, and apply critical thinking to iron out any kinks or inefficiencies. Once you’ve mastered those tasks, you can begin layering on more complex, strategic initiatives. The goal is to master these initiatives as well, so that they become a part of the “basics” – i.e., your everyday operations. But don’t stop there. Keep the cycle of improvement in motion by continuing to layer on more initiatives, thus ensuring sustained success for your MSP.
Finally, you want to make sure you’re using the right metrics to track your MSP’s progress, and identify areas in need of improvement. And remember, if you’re not striving to move forward, it won’t be long till you start falling behind!
Final Thought: Customer-Centricity for the Win!
Here at The 20 we have big plans for the rest of 2023, not least of which is the continuation of our roll-up; we have plenty of MSPs in our acquisition pipeline, and look forward to further expansion and to solidifying our national footprint.
But no matter how big we get, we’re determined not to lose sight of the very thing that has helped us grow to this point: keeping our customers happy and their businesses healthy. And as Ken reminded us all at Summit, securing customer satisfaction isn’t just about following your processes to a tee or meeting performance metrics. It’s about exercising empathy and doing your best to see things from your customers’ perspectives.
Here at The 20 we’re going ‘all in’ on this customer-centric approach, because we know that the most important part of managed services is right there in the name: service.
Join us at VISION
If you want to be the best, come to VISION ’23 this August and discover growth tactics that will blow your mind. VISION isn’t just another IT event – it’s where MSPs learn to go from good to great.
The 20, leading MSP consortium, announced today that CRN®, a brand of The Channel Company, has named Ciera Cole, CXO, and Crystal Conkle, CMO, to the 2023 Women of the Channel Power 80 Solution Provider list— a subset of prominent executives selected from the CRN 2023 Women of the Channel list.
The CRN 2023 Women of the Channel honorees bring their creativity, strategic thinking, and leadership to bear, turning their unique talents toward driving success for their customers and technology partners. The annual Power 80 Solution Provider list honors the most influential women in leadership at some of the country’s most prominent solution providers, based on their remarkable expertise, channel advocacy and contributions to building solution provider businesses that thrive.
The women who populate the Power 80 Solution Provider list have gone above and beyond with their extraordinary commitment to the IT channel community, implementing strategies that have accelerated the success of their customers and technology partners—and the broader channel ecosystem as a result.
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. This is her fifth time appearing on the Women of the Channel list.
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. This is her fifth time appearing on the Women of the Channel list.
“We are ecstatic to announce this year’s honorees and shine a light on these women for their significant achievements, knowing that what they’ve accomplished has paved the way for continued success within the IT channel,” said Blaine Raddon, CEO of The Channel Company. “The channel is stronger because of them, and we look forward to seeing what they do next.”
The 2023 Women of the Channel list will be featured in the June issue of CRN Magazine, with online coverage starting May 8 at https://www.CRN.com/WOTC.
About The Channel Company
The Channel Company enables breakthrough IT channel performance with our dominant media, engaging events, expert consulting and education, and innovative marketing services and platforms. As the channel catalyst, we connect and empower technology suppliers, solution providers, and end-users. Backed by more than 30 years of unequaled channel experience, we draw from our deep knowledge to envision innovative solutions for ever-evolving challenges in the technology marketplace. https://www.thechannelcompany.com
CRN’s 2023 Women of the Channel Honors Ciera Cole, Crystal Conkle, and Misty Kaufman of The 20
Plano, TexasMay 8th, 2023 —The 20, leading MSP consortium, announced today that CRN®, a brand of The Channel Company, has named Ciera Cole (CXO), Crystal Conkle (CMO) and Misty Kaufman (Marketing & Vendor Relations Manager), to the Women of the Channel list for 2023. Every year, CRN recognizes women from vendor, distributor, and solution provider organizations whose expertise and vision are leaving a noticeable and commendable mark on the technology industry.
The CRN 2023 Women of the Channel honorees bring their creativity, strategic thinking and leadership to bear in a variety of roles and responsibilities, but all are turning their unique talents toward driving success for their partners and customers. With this recognition, CRN honors these women for their unwavering dedication and commitment to furthering channel excellence.
Ciera Cole and Crystal Conkle were also named to the 2023 Women of the Channel Power 80 Solution Provider list— a subset of prominent executives selected from the CRN 2023 Women of the Channel list.
The women who populate the Power 80 Solution Provider list have gone above and beyond with their extraordinary commitment to the IT channel community, implementing strategies that have accelerated the success of their customers and technology partners—and the broader channel ecosystem as a result.
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. This is her fourth time appearing on the Women of the Channel list.
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. This is her fifth time appearing on the Women of the Channel list.
Misty Kaufman is the Marketing & Vendor Relations Manager. Her role is to bridge communication gap between The 20 members and vendors. Misty is able to bring every element of an event together seamlessly. This is her first time appearing on the Women of the Channel list.
“We are ecstatic to announce this year’s honorees and shine a light on these women for their significant achievements, knowing that what they’ve accomplished has paved the way for continued success within the IT channel,” said Blaine Raddon, CEO of The Channel Company. “The channel is stronger because of them, and we look forward to seeing what they do next.”
“It’s incredibly exciting and heartening to see three women from our company recognized on this year’s Women of the Channel list,” said Tim Conkle, CEO of The 20. “Ciera, Crystal, and Misty possess unique and invaluable skill sets, but one thing they all share is a hunger for innovation, and their relentless pursuit of excellence has been instrumental to our nationwide growth.”
The 2023 Women of the Channel list will be featured in the June issue of CRN Magazine, with online coverage starting May 8 at www.CRN.com/WOTC.
About The Channel Company
The Channel Company enables breakthrough IT channel performance with our dominant media, engaging events, expert consulting and education, and innovative marketing services and platforms. As the channel catalyst, we connect and empower technology suppliers, solution providers, and end-users. Backed by more than 30 years of unequaled channel experience, we draw from our deep knowledge to envision innovative solutions for ever-evolving challenges in the technology marketplace. www.thechannelcompany.com
If you’re serious about growing your MSP business, join us this August at VISION and get ready to take your MSP … from good to GREAT!
In today’s hyper-competitive managed services industry, being a ‘good MSP’ is no longer good enough. Sure, good MSPs can scrape by, but true success – knock-it-out-of-the-park-and-retire-early success – is reserved for great MSPs.
That’s why we chose “from good to great” as our theme for this year’s VISION conference. MSPs that want to flourish in the coming years have to be better than good, and we’re here to help your MSP make that jump.
Don’t fall behind your competitors or spend another year treading water. You deserve success NOW, so join us at VISION this August and get ready to take your MSP … from good to great!
Want some more reasons to attend? The 20’s own Crystal Conkle and Alexis Williams are here with ten of ’em (for those who love to read, scroll down for the same content) …
Reason #1 – Spectacular Speakers
VISION conferences are known for having not-so-typical speaker lineups. Last year we heard from a retired Navy SEAL Lieutenant and the man whose life story inspired the hit film The Pursuit of Happyness.
So, who will grace the Main Stage at VISION ’23? You’ll have to stay tuned to find out, but we can promise you one thing: whoever it is will bring a whole lot more than IT wisdom to the stage!
Reason #2 – The Star
VISION ’23 is taking place at the Omni Frisco Hotel at The Star, a 91-acre entertainment district built around the Dallas Cowboys World Headquarters and 12,000-seat Ford Center. It’s the same venue as last year, and for good reason – this place rocks!
Check out the VISION ’22 highlight reel video for some awesome shots of the Omni and surrounding area.
Reason #3 – The 20
You can’t talk about VISION without talking about The 20. MSPs who belong to The 20 are growing like crazy and having a blast in the process. At VISION ’23, you can connect with our MSP members and find out what makes The 20’s approach to MSP growth so special.
Reason #4 – Community
Here at The 20, we’re all about community. So don’t come to VISION ’23 to ‘network’ – come to build real relationships and make lifelong friends!
Reason #5 – Our Sponsors
The most innovative and forward-looking companies in the channel will be at VISION ’23. Don’t miss this chance to connect with industry-leading vendors whose tools and solutions have the power to change the way your MSP does business.
Reason #6 – The Future
The MSP world moves fast, and keeping up can be tough when you’re an MSP owner who’s working alone.
So don’t work alone! Instead, join us at VISION ’23 for the latest and best information on M&A strategy, artificial intelligence, cybersecurity, and other crucial topics impacting MSPs in today’s world.
Reason #7 – The One-and-Only VISION PARTY
It’s famous – and a little infamous! – for a reason. Come to VISION ’23 and find out if it’s true what they say …
No one parties like The 20!
Reason #8 – YOU!
You work hard all year to serve your clients and bring your MSP success. Don’t you think you deserve to spend a few days reigniting your passion, connecting with peers, and having the most fun you’ve ever had on a business trip?
Reason #9 – Breakout Sessions
Sometimes the best way to break through is to break out. There will be a bevy of breakout sessions at VISION ’23, where you can get down to brass tacks with industry experts and fellow MSP owners to tackle the problems and challenges you care about most.
Reason #10 – Inspiration
MSP owners come to VISION looking for information on how to grow their business, and they leave VISION with the confidence to get out there and make it happen. Join us at VISION ’23 and get ready to take your MSP from good … to GREAT!
Thanks for reading, and don’t forget to register for VISION. See you in August!
CST Joins The 20 Family!
We’re proud to announce the latest move in our ongoing M&A spree – the purchase of Computer Support Team, a high-performing MSP based in the San Fernando and Conejo Valley areas.
If you thought our M&A spree was slowing down, think again! We’re excited to announce the completion of our twentieth MSP acquisition since we began our buying spree last year. The latest MSP to join The 20 team is Computer Support Team (CST), an elite MSP headquartered in California and led by CEO Scott Palmquist.
Like the other nineteen MSPs we’ve acquired, CST achieved remarkable growth and success as part of our MSP membership co-op, The 20 MSP Group. CST’s year-on-year growth and proven track record of client satisfaction marked them out early as an acquisition candidate, and we’re excited about closing this deal and adding yet another talented team to The 20 family.
Our mission at The 20 isn’t just to get bigger, but better too, and it’s vital that the MSPs we acquire all share our fanatical devotion to client success. CST certainly does, and their ‘go-above-and-beyond’ culture pervades everything they do. Needless to say, we’re pumped to start working with our new team members to bring our collective client base even better support.
Relationships: The Heart of the M&Atter
While consolidation activity remains high in the MSP space, our M&A approach continues to distinguish itself. Specifically, the MSPs we’re acquiring all belong to our membership co-op, The 20 MSP Group. This means we’ve worked closely with these companies, oftentimes for several years. As a result, there’s a deep compatibility already in place – the sort of harmony that’s difficult to manufacture on the fly.
In more concrete terms, the MSP owners whose companies we’re acquiring aren’t handing us the keys to something they’ve built so they can walk away. On the contrary, they’re selling their MSPs to us so they can be a part of something special. The proof’s in the pudding. As our CEO Tim Conkle recently shared with CRN, the owners of 18 out of the 19 rolled-up MSPs are still with The 20, working in leadership roles that allow them to focus on their strengths.
Kevin Peterson sold his MSP to The 20 in September of last year, and has, since then, been relishing his new role within our company. “I’m loving working as an employee of The 20. I’m regional VP of the Midwest … I’m an operator at heart, so I’m able to focus most of my time on doing what I’m really good at and what I love doing.”
This was music to our ears, as we firmly believe that the key to success in the MSP space – and the key to making M&A magic – is putting the right people in the right seats. As we continue to consolidate, we’ll continue to place MSP owners in positions that allow them to thrive.
But what makes us so confident that these owners-turned-employees will be as invested in The 20 as they were in their own companies?
In a word, because The 20 is the company that helped them find success in the first place! So, the MSP owners who are placed in new positions don’t see themselves as joining a new team so much as deepening their involvement with a team to which they’ve belonged for some time. This is what makes these deals special – and it’s also a big part of why we’re able to maintain great service quality on a national stage.
Looking to Grow/Sell Your MSP?
If you own an MSP and want to grow it faster and more easily, consider joining The 20 MSP Group. Not only does membership give you the tools you need to grow a large and profitable MSP, it also puts you on a proven track toward a lucrative payday as we are actively cultivating our MSP members for acquisition.
Want to hear from the MSP owners whose businesses we acquired? You’re in luck! We sat down with these entrepreneurs and asked them about their M&A journeys — from “deciding to sell” to “life after the roll-up” to everything in between. You can watch their short testimonial videos on our newly launched M&A page for MSPs.
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 hundreds 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.
