The 20 | The 20, Author at The 20

“Is My MSP Doing Enough?”

7 Signs Your MSP Isn’t Truly Proactive

You hired a managed service provider (MSP) to take care of your company’s technology. You were told – by peers, by the internet, by your overworked IT staff, by the MSP itself – that an MSP wouldn’t just react to your IT issues in a timely manner, but prevent such issues from arising in the first place with proactive support.

It sounded wonderful – an IT provider that takes initiative to keep your IT systems running smoothly so you can focus all of your time and attention on running your business! But you’re starting to wonder …

Is the MSP I hired really doing what it promised? Is it actually proactive, or just claiming to be? Is it a managed service provider or merely … a managed service pretender?

The question is bothering you, because … well, if your MSP isn’t truly proactive, then what the heck are you paying them all that money for?

We get it. Paying for managed IT services can be scary – especially if you’re used to a break/fix support model. You don’t just want to believe or hope that your MSP is doing enough to warrant their monthly fee; you want to KNOW it.

So, to help you out, we’ve compiled seven tell-tale signs – or ‘red flags’ – that the MSP you hired isn’t truly proactive. If one or more of these resonates, you just might have a managed service pretender on your hands – and on your payroll.

Red Flag #1 – You’re Reading This Blog Post

The very fact that you’re reading these words suggests that your MSP might be underachieving or cutting corners. That’s because a good MSP will take such good care of your technology, it’ll be obvious. We’re talking noticeably less downtime, noticeably fewer IT headaches, and noticeably smarter and more highly customized solutions.

The key word here is “noticeably” – regardless of your own IT knowledge (or lack thereof), if you’re having trouble telling whether your MSP is proactively supporting your business, there’s a good chance they’re not.

This is all the more true because a genuinely proactive MSP will let you know about the work they’re doing behind the scenes, and show you the value of their services. If you find yourself wondering what you’re paying your MSP to do all day, it could indicate an issue with service, transparency, or both.

Red Flag #2 – You Got ‘A Really Good Deal!’

If you hired a “budget-friendly” MSP, it’s likely you’re not receiving bona fide proactive support. Keep in mind, proactive services are resource-intensive. Around-the-clock monitoring, 24/7 live support, state-of-the-art cybersecurity tools, customized solutions – these things take time and money, and an MSP that charges a low rate may struggle to cover the costs associated with these higher-value offerings.

And while it’s difficult to make firm generalizations about monthly costs and quality of service, if your MSP is on the cheaper end of the spectrum (< $150/month/user), they may not have the necessary funds to provide the comprehensive, proactive support your company requires.

Curious to learn more about MSP pricing? Check out our recent blog post on that very topic.

Red Flag #3 – Your MSP is a Save-the-Day-er

A proactive MSP will come to you with preventative solutions and anticipatory measures. In stark contrast, a reactive MSP will generally get in touch only when things have gone wrong and you’re in dire need of help. They leap into action to put out the fire and save the day, hoping you won’t start asking tough questions like: Why are there so many fires? Isn’t it your job to prevent IT disasters?

Ask these tough questions. This is your business, and you deserve to work with an MSP that’s more interested in preventing problems behind the scenes than it is solving them in the spotlight.

Red Flag #4 – Your MSP is a Stranger

A proactive MSP acts as a true business partner, regularly communicating with you about your organization. If your MSP doesn’t schedule regular meetings (such as QBRs), it may be time to address the lack of communication and seek a resolution – or consider finding a new MSP if the issue persists. Consistent meetings with your MSP are crucial to ensure they are keeping up with your evolving IT needs and proactively addressing any issues you’re facing as a company.

Red Flag #5 – Your Software is Outdated

If your company is operating with outdated software (or hardware), you have a right to know why your MSP isn’t playing a more proactive role in keeping your systems and programs up-to-date. Outdated software not only hampers your organization’s productivity, but also poses a security risk.

A proactive MSP makes sure that your software is up-to-date, and ideally, will enlist automation to take care of routine updates and upgrades. Frankly, it’s just not worth paying for managed services if you have to take the lead on something as basic as software updates.

Reason #6 – Downtime’s Got You Down

If your organization is experiencing frequent IT issues – especially those severe enough to cause downtime – it might be time to have a frank conversation with your MSP.

An MSP’s primary responsibility is right there in the name: a managed service provider is supposed to manage your IT. This means taking a proactive approach to prevent problems before they occur, not simply reacting to them after the fact.

So, if you find that your technology is consistently malfunctioning, it’s a pretty clear sign that your MSP isn’t living up to its name. A truly proactive MSP should be expected to stay on top of things and prevent IT issues from occurring – or at the very least, from turning into major problems for your business.

Wondering how much all that downtime is costing your business? Read up on “The Cost of IT Downtime.”

Red Flag #7 – Your Business is Stagnant

Does working with a proactive MSP guarantee that your business will take off and that you’ll experience success beyond your wildest dreams?

Absolutely not – the “M” in MSP doesn’t stand for magic! And while having a strong IT infrastructure is crucial in today’s business world, it’s by no means enough. Achieving growth and success requires much more than just good technology; you need a solid business idea, capable employees, a great product or service, a strong company culture, a sound business plan – the list goes on.

That said, if your business is struggling overall – if growth is slow or non-existent and you’re failing to keep up with the needs of your customers – it may be indicative of an underlying problem with your MSP. A proactive and professional MSP should not only provide you with better technology, but also help you meet your business goals and objectives.

Final Thought – Take Charge!

If you’re worried about whether your MSP is truly proactive, the best thing to do is get proactive yourself. Take the initiative to get to the bottom of any concerns you have so you can determine whether your current MSP is delivering the value you deserve – and are paying for! If they’re not, it’s time to take action and find an MSP that will.

Here at The 20 MSP, we pride ourselves on being proactive in every sense of the word and providing our clients with the support they need to thrive. If you’re looking for an MSP that will go the extra mile to ensure your success, get in touch with us today to schedule a free IT consultation.

And in the meantime, check out this one-page flyer on password strength for valuable information for you and your team – information that could save your company from a cyberattack. You don’t have to fill out a form or download anything; just click the link and discover how long it would take hackers to guess YOUR password.

The 20 Closes Three More M&A Deals!

The 20 proudly welcomes three world-class MSPs to its rapidly growing organization – and reflects on the M&A lessons learned over the past year.

Full press release here

We’re coming to you with more big M&A news! We just completed three more MSP acquisitions (read full press release), bringing the total number of deals closed to nineteen. That’s …

Nineteen highly skilled and motivated teams joining The 20 family.

Nineteen new sources of expertise and innovation.

Nineteen client bases in fifteen different states.

And nineteen happy (former) MSP owners!

We’re delighted to welcome the following managed service providers to The 20 family:

UNI Computers, Kansas, Owner: Lance Keltner, Website
CyberSecure IT Solutions, Florida, CEO: Christian Wartchow, Website
The Computing Edge, Oklahoma, CEO: George Burke, Website

All three of these MSPs achieved tremendous success as members of our growth platform – The 20 MSP Group. The 20 MSP Group is a co-op of small and medium-sized MSPs that work together, leveraging shared knowledge and resources, including The 20’s battle-tested business model, to grow and scale much faster and more easily than they ever could working alone.

We’ve enjoyed watching UNI Computers, CyberSecure IT Solutions, and The Computing Edge evolve into top-tier MSPs with a strong regional presence, and we can’t wait to deepen our relationship with these exemplary companies and their talented teams.

Our CEO Tim Conkle remarked on these latest acquisitions, and his thoughts tell you everything you need to know about how The 20’s leadership is feeling:

“Lance, Christian, and George … built tremendous teams who understand what managed IT services are all about – helping clients win. It’s an understatement to say we’re feeling confident that our new team members are going to help us bring second-to-none IT support to clients at a national scale.”

In addition to feeling confident about our latest acquisitions, we’re also feeling confident about our roll-up process as a whole. When you successfully carry out nineteen of these deals, you learn a lot of important lessons – lessons that will certainly be top-of-mind as we continue on our M&A journey, pushing into new markets and deepening our national footprint.

In this blog post, we want to share a few of these lessons with the MSP community. If you’re an MSP with M&A on the mind, keep reading for advice and wisdom that comes from our experiences, and from the experiences of the MSP owners whose businesses we’ve acquired.

M&A Lessons from The 20

The M&A journey we embarked on last year has been exciting, eye-opening, and deeply gratifying. It’s bolstered our already sky-high confidence in The 20 MSP Group, and taught us a multitude of M&A lessons that any growth-minded MSP would be remiss to ignore.

Recently, we sat down with the MSP owners whose businesses we’ve acquired to talk about their experiences rolling up. They generously shared their thoughts and feelings, and we’ve picked a few key ideas from these conversations to share with you …

Lesson #1 – Communication is Everything

When we acquire an MSP, we follow a streamlined and highly systematized roll-up process – one we’ve perfected over the past year. That said, every MSP is different, and more to the point, every MSP owner is different. They come to us with different sets of concerns, worries, and questions, and we’ve found that the most important part of the roll-up process is communication.

When we acquire an MSP, we open a dialogue with that MSP’s leadership team, and do everything we can to be (a) available, (b) transparent, and (c) supportive. Selling your MSP can be stressful, which is why we make sure to be there for the MSP owners whose companies we’re acquiring. Just ask Caleb B. (we acquired Caleb’s MSP, JS Computek, back in October):

“The lines of communication were amazingly open – there were lots of 5 am emails that were answered and there were lots of 8 pm emails answered.”

When you’re feeling stressed, the last thing you want is to be kept out of the loop. This idea isn’t just at the core of how we treat our end clients; it’s also a crucial part of how we treat the MSPs we acquire.

Lesson #2 – Being a Member of The 20 MSP Group Helps … A LOT

The MSPs we’ve acquired – and the MSPs we will acquire – all belong to our growth platform, The 20 MSP Group. This is no coincidence; we’re exclusively acquiring MSPs that belong to our group because it makes integration immeasurably easier! These are MSPs who’ve already adopted our tool stack and business model. In short, we’re acquiring companies we’ve worked with, gotten to know, and wholly trust to protect The 20’s reputation for exceptional support and service delivery.

Talking to the MSP owners who’ve been rolled up really drove home the importance of the group to our M&A process …

“We’re still leveraging the same support desk. We’re still selling the same way. You still got the same local staff…The transition for my customers was easy!”

-Gary B.

“It wasn’t like a normal acquisition where you might have fear about having to change your culture and your process.”

-Caleb B.

“From my clients’ perspective, they already trusted The 20 because we got a lot of support – we got a lot of resources from The 20 – and so I knew going in that The 20 MSP would be taking care of my clients the same way I would.”

-Kevin P.

“Honestly, being part of The 20, there wasn’t really much to prepare … [it] helped make the acquisition really smooth. Everything was aligned.”

-Michael V.

More than one of the MSP owners we sat down with said that The 20’s acquisition of their company didn’t even feel like an acquisition! This isn’t surprising when you think about it; these business owners didn’t sell their companies to PE firms they’ve never worked with before, but to a company they’ve gotten to know over the course of several years, and whose leadership team they’ve come to trust and respect.

We have real relationships with the MSPs we’re acquiring, which makes a big difference at every stage of the acquisition process.

Lesson #3 – From Owner to Employee: Lots to Love!

Selling your MSP can be scary for a variety of reasons, not least of which is the fact that going from “owner to employee” is a big change. A lot of the MSP owners whose companies we acquired had gone years – sometimes decades! – without having a boss. We asked them about their experience transitioning from being an owner to an employee, and their answers were illuminating.

Some talked about the fact that they’re still shareholders, with a measurable stake in The 20 and its success as the first truly national MSP:

“I don’t really feel like I sold [my MSP], because it’s a little different situation as you move from being an owner to a shareholder. And so I do really feel ownership with what we’re building now.”

-Caleb B.

Others highlighted the fact that as employees of The 20, they’ve been placed in leadership positions that allow them to focus on what they’re good at and enjoy doing – sales, operations, etc.:

“I’m loving working as an employee of The 20. I’m regional VP of the Midwest … It’s a fancy title that means I take care of my clients and I take care of my staff so that they have the resources to take care of my clients. 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.”

-Kevin P.

“When I first started my MSP, I had a shift to be an engineer because I drew the short straw … Now I get a chance to go back into sales, where my first foundation was.”

-Gary B.

And one MSP owner emphasized how nice it’s been to have more time to focus on what truly matters:

“Now that we’ve sold our MSP, what’s next? Well, number one is to be able to focus on my family.”

-Michael V.

When you’re used to being a business owner, the idea of becoming an employee can be scary. But take it from these MSP owners – there’s a lot to love about the transition!

Lesson #4 – Selling is Emotional!

No matter how much you’ve thought about the decision, and no matter how confident you are that it’s the right move for both you and your MSP, the act of selling something you’ve spent years building is bound to be emotional.

It’s only natural to feel a lot of different feelings during the roll-up process: excitement, fear, hope, doubt … The list goes on! So if/when you enter the M&A arena, give yourself permission to be human. Give yourself permission to feel.

We understand that selling your MSP isn’t just another business decision – it’s a huge moment in your professional life, representing years of hard work, dreaming, planning, and risk-taking. We also recognize and respect that selling your MSP is likely to be an emotional time, which brings us full circle, back to lesson #1:

We can’t remove all the stress from the roll-up process, but we can do everything we can to minimize it, including ALWAYS BEING AVAILABLE TO ANSWER YOUR QUESTIONS AND DISCUSS YOUR CONCERNS. Communication is the name of the game, and here at The 20, we’re committed to knocking it out of the park on that front!

Look Out for Our Brand-New M&A Page!

Acquiring nineteen MSPs has taught us a lot, and we’re excited to apply these lessons going forward. We’ve grown a lot over the past year, deepening our national footprint and expanding our portfolio of services, but we’re still in the early stages of our multi-year growth plan. So stay tuned for more M&A news from The 20 as we continue on our M&A spree.

Also, make sure to look out for our brand-new M&A webpage (launching soon!), where you’ll find plenty of useful information on M&A strategy, our roll-up process, and the testimonial videos from which the quotes in this blog post were taken.

And in the meantime, download our free M&A guide for MSPs – Top M&A Tips for MSPs.

More Value Than You Think

5 Reasons Why Managed IT Services Pay for Themselves – and Then Some!

Are you a small to medium-sized business considering working with a Managed Service Provider (MSP)? Maybe you’ve heard about MSPs – how they can take over all IT-related tasks at your organization, not only saving you loads of time and money, but also, driving your business forward with better, faster, and more cost-effective technology. It sounds great, and you’re definitely curious, but …

At a glance, it looks pricey! Your budget is limited, and besides, is working with an MSP really all it’s cracked up to be?

Let’s talk about that, and get to the bottom of your burning question: How much value do managed IT services really bring to a small business like mine?

If you’re pressed for time and already convinced that working with an MSP is the best option for your business, you can skip ahead to the last section – “Getting Concrete” – where we talk about specific monthly fees and what they entail.

The Rise of Managed IT Services

First, a little history lesson (don’t worry – it’ll be short and sweet). Managed IT Services haven’t always been a thing. In the 90s, the idea of a Managed Service Provider was primarily that – an idea. IT support, on the whole, followed the “break/fix” model: if your computers break, you call your IT provider, who charges you – usually by the hour – to fix the problem.

But as computing technology took off, managing IT became an exponentially more complicated affair, and a lot of companies found themselves dissatisfied with traditional break/fix support – and unable to afford what was then the only alternative: building a large, in-house IT team.

IT providers saw what was happening, and the idea of a Managed Service Provider – an outsourced IT department that takes care of most (if not all) of an organization’s IT tasks – went from being an idea to a gigantic industry. MSPs met a very real demand, as the numbers show:

The global MSP market is expected to grow to a staggering $557 billion by 2028 (it was valued at $243 billion in 2021).
A 2022 survey found that 88% of SMEs (small and medium-sized enterprises) surveyed were working with an MSP or considering one.

It’s like they say, people vote with their feet, and it’s clear that businesses of all sizes are migrating to managed services. But you’re not going to do something just because everyone else is. You don’t follow trends, you follow reason – and you need to see some reasons why working with an MSP isn’t just trendy, but a great business decision.

So, without further ado, here are five reasons why managed IT services pay for themselves – and then some!

Reason #1 – Soft Costs

The value of working with an MSP is often most apparent when you consider the cost of not working with one. A big chunk of that cost comes from “soft costs,” which are difficult to measure precisely, but that doesn’t make them any less real. So, what are soft costs, exactly?

The “hard cost” of getting IT support is what you pay for that support. “Soft costs,” on the other hand, are the costs that arise from unreliable or inadequate technology – as well as from an unreliable or inadequate IT provider!

Businesses that are still working with break/fix IT providers or relying on a small in-house IT team often feel like they’re saving money on IT support compared to their competitors who’ve opted for managed services. But this is generally because they’re drastically underestimating the “soft costs” of their decision – or ignoring them altogether!

But soft costs are no joke …

Downtime
Data loss
Cyberattacks (and the accompanying reputational damage)
Outdated tech
Sluggish response times from your IT provider and the ensuing loss of productivity
The many costs associated with hiring in-house IT staff (training alone is a doozy!)

Bottom line – underestimate the soft costs of not working with an MSP at your own peril, because they add up and can really hurt your bottom line.

Reason #2 – Downtime

Downtime, defined as the period of time when your business (or a significant part of it) can’t operate because of technological failure, is considered a soft cost, but it’s anything but soft – downtime hits harder than a wrecking ball at a Jenga party!

We devoted an entire blog post to the cost of downtime (check it out), because it’s something business owners tend to forget about when making decisions about their IT budget.

A study by Gartner found that the average cost of downtime is $5,600 per minute – yes, per minute. That average is certainly skewed by the colossal losses gigantic corporations experience due to downtime, but don’t think for one second that downtime won’t be a killer for your small to medium-sized business. A recent study found that downtime costs SMBs an average of $12,500 per hour. Yikes is right!

OK, you might be thinking, downtime sucks, but who’s to say that working with MSP is really going to reduce my company’s downtime?

This is a great question, and it brings up a crucial difference between MSPs and break/fix providers: MSPs are proactive whereas break/fix providers are reactive. Instead of responding to your IT issues after they’ve arisen, MSPs proactively monitor your entire IT environment to prevent issues from arising in the first place – or, at the very least, to prevent small issues from turning into big ones that bring your business to a grinding halt.

Plus, a good MSP will clearly state how much uptime they guarantee in their Service Level Agreement (SLA). So, if you’re considering hiring a particular MSP, make sure that you’re getting an acceptable level of guaranteed uptime in writing.

Reason #3 – Alignment

This one is huge – the reason behind the other reasons. So, what is alignment? It’s the extent to which your goals and objectives line up with those of your IT provider. Does your IT provider want – and work hard to achieve – the same things you want?

First, let’s consider what it is you want in regard to technology. If you’re like most business owners we encounter, you just want your technology to work! Increased efficiency and productivity, next-level cybersecurity, elevated expertise – those aspects of working with an MSP sound cool, but what really matters to you is that your computers do what they’re supposed to, and never slow you down.

Now, let’s consider what break/fix providers want vs. what MSPs want in regard to your technology.

Does a break/fix provider want your technology to work perfectly? Of course not! The reason is right there in the term “break/fix” – if your computers don’t break, these companies have nothing to fix, and thus, no source of revenue. What’s more, when you do experience IT issues, break/fix companies aren’t incentivized to solve the problem quickly, as they generally charge by the hour. They take their dear, sweet time because it makes them more money!

A good MSP, in stark contrast to a break/fix outfit, is deeply incentivized to prevent problems and keep your network and systems up and running. Why’s that?

Pricing! MSPs offer different pricing models, but the best MSPs – in our opinion – offer some form of all-inclusive, flat-rate pricing. That’s what it sounds like: you get comprehensive IT support for a fixed fee (usually monthly). Not-so-good MSPs will say their services are all-inclusive, but don’t just take their word for it; look closely at any contract before signing to see what, if anything, the MSP considers “out of scope” labor (i.e., something you have to pay extra for, above and beyond your monthly fee). Here at The 20, we pride ourselves on our truly flat – not ‘kinda flat’ – pricing model.

OK, linking this back to alignment: MSPs with truly flat-rate pricing don’t want to be constantly fixing problems because doing so makes them no money, and MSPs are businesses too. The better your technology works, the better the MSP’s margin. In short, a good MSP is on your side!

That’s alignment, and it’s a beautiful thing.

Reason #4 – Technological Change

MSPs, in addition to keeping your current technology stack in good working order, can also help you adopt newer, faster, and more cost-effective IT solutions and tools.

You might be thinking: But I’m not a ‘techie’ – I don’t need the latest shiny tools. I just want stuff that works!

We hear you, but remember, upgrading and evolving your technology isn’t about keeping up with the Joneses – it’s about making more money! Most business owners are surprised to learn that they could achieve significant savings simply by replacing their old PCs with newer models. A study conducted by Pan-Asia found that replacing PCs older than four years actually saves a business money; PCs older than four years require so many repairs and undermine productivity to such an extent, it’s cheaper to simply get rid of them!

But you’re busy, and besides, you’re not sure if newer machines will work well with your business applications …

Exactly! That’s why an MSP is such a boon for small business owners. Your MSP is your very own outsourced IT department. We figure out the ins and outs of technology upgrades for you, using our expertise to find technology that helps your business operate more efficiently and profitably. Good luck finding a break/fix company that does that, or hiring a large enough team of in-house experts with a top-tier MSP’s level of expertise.

Reason #5 – Security

How does the cybersecurity you get from a quality MSP compare to the cybersecurity you get from a break/fix company or a small, in-house IT team (1 to 5 people)?

In short, there’s no comparison! A quality MSP will provide top-of-the-line cybersecurity tools and training, and proactively monitor your entire IT environment 24/7 to catch threats and breaches before they turn into business-destroying disasters.

And yes, cybercriminals do target small businesses like yours. A recent study revealed that 61% of SMBs have experienced a cyberattack over the past year. Truth is, threat actors are coming after ‘the little guy’ more and more, because they know that most small businesses have major gaps in their defenses.

Does working with an MSP cost a little more up front than a break/fix provider? Generally, yes. But if you get hit with a cyberattack because there’s no one looking after your network, you’ll wish you’d spent a little more to prevent the worst from happening. That’s because cyberattacks are devastating to small businesses – nearly two-thirds of SMBs close up shop within six months of a breach!

Getting Concrete

Maybe you’re ready to work with an MSP, which raises the question – which one? Obviously, price is a major consideration, but remember, with managed IT services, as with anything else, you get what you pay for. In fact, when it comes to managed IT services, skimping can backfire in a big way. But what constitutes ‘skimping’? How much are managed IT services typically?

MSPs offer a wide range of pricing levels and structures, but generally speaking, you should expect to pay between $100 and $300 per user per month. A “user” is anyone who consistently uses the technology at your company, so for practical purposes, user = employee.

A lot of small businesses are reluctant to make the switch to managed services, and this can push them into going with the cheapest option (something close to the $100/user/month end of the spectrum).

But here’s the problem: in our experience talking to thousands of small business owners, MSPs that charge so little tend not to engage in the sort of proactive support that makes managed IT services worth it in the first place. Why not? Because if they did – if they actually put in the time and energy that proactive support requires – they wouldn’t make any money!

In other words, there’s a threshold somewhere in the neighborhood of $150/user/month. In order to truly reap the benefits of working with an MSP, you have to spend enough to secure proactive support. If you skimp, you might save a little on “hard costs,” but those savings will be wiped out by the “soft costs” that inevitably arise when you go with a “cheap MSP.”

We understand that switching to managed services can be scary – change always is! But if you’re going to make the switch, don’t let your fear get in the way of making a good decision. Instead of looking for the cheapest MSP, look for the one that has …

Clear, predictable, and truly flat-rate pricing
Comprehensive and proactive services
A proven track record of client success

This last point cannot be overlooked. It’s one thing to hear about how great an MSP is from the MSP itself, and a whole other thing to hear it from the MSP’s clients. An MSP is supposed to be a true business partner that helps clients operate more efficiently and profitably. If an MSP regularly helps its clients win, you’d better believe those clients are going to sing the MSP’s praises!

If you do your research and find a quality MSP to work with, you’re going to find out why so many small and medium-sized businesses pay for managed IT services …

Because they pay for themselves and then some!

Top 10 Reasons to Sponsor VISION ’23!

You’re a company in the IT space looking to differentiate your products and services, expand your network, boost brand awareness, and have a generally kick-a** 2023.

But which events should you sponsor? You need to get out there and show the channel what you’re all about, but with so many IT conferences to choose from, it’s hard to know where you’ll get the highest ‘return on your investment.’

In this blog post, we’re going to give you 10 reasons why VISION ’23 should be at the top of your list of ‘events to sponsor in 2023.’ Happy reading!

Reason #1 – A Not-So-Typical Speaker Line-up

We put a lot of thought into the VISION speaker line-up each year, because we know how powerful it can be to hear the right message from the right person at the right time.

And finding ‘the right speakers’ often means going outside of the channel. Last year, VISION attendees heard from a retired Navy SEAL, the man whose life story inspired the hit film, The Pursuit of Happyness, and an Emmy-award winning reporter. And the year before that, Nick Vujicic, a motivational speaker, entrepreneur, and author who was born without limbs, brought the house down with an UNFORGETTABLE presentation that left very few eyes dry.

We haven’t yet announced the keynotes for this year’s event, but you’d better believe they’re going to bring a 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. Last year’s event also took place at the Omni, which raises the question – why go back?

Simply put, because this sh*t is awesome! The Omni is a world-class hotel, and The Star is like a giant playground for adults, with restaurants, shops, and a hoppin’ night life. As a sponsor of VISION ’23, you can count on the larger-than-life venue to put attendees – including potential customers – in a great mood and ready to connect.

Reason #3 – The Future

OK, let’s get serious and talk about the state of the MSP industry. Things are changing, and they’re changing fast. M&A activity is sweeping through the industry and changing the IT landscape in major ways, including by paving the way for the emergence of ‘super-MSPs’ with national footprints.

This has a lot of MSPs feeling nervous and eager to grow and evolve to stay relevant and competitive. In other words, there has never been a better time to generate leads and attract new customers. The MSPs that attend VISION have their eyes firmly on the future, and sponsoring VISION is a great way to make sure that they see your company and all it has to offer.

Reason #4 – Visibility

Sponsoring any IT event is going to help with brand awareness, but VISION isn’t just “any IT event.”

First, it’s big! We attract hundreds of MSPs from all across North America and a slew of industry experts and thought leaders, and we pull out all the stops to put on a real show.

Second, with The 20’s world-class marketing team working hard to promote the event, our sponsors can count on getting plenty of love and attention not only during VISION, but before and after it too. We love giving our sponsors shout-outs on social media, and we always follow up a VISION event with tons of post-conference marketing materials.

Bottom line – when you sponsor an event as big and bold as VISION, you catapult your brand into rarefied air. Last year, industry-leading companies like MSP360, Kaseya, Huntress, BLOKWORX, and HubSpot all sponsored VISION. Are you ready to put your brand name alongside these industry giants?

Reason #5 – Face-Time!

In addition to dedicated face-time with your target audience at the highly-trafficked expo, our sponsorship packages also include Main Stage and Breakout Session speaking opportunities.

It’s hard to overstate the power of getting in front of current and potential customers and sharing your knowledge with them face to face. Remember, companies don’t buy from companies; people buy from people! And if your audience can associate a face with your company name, it will do wonders for your sales, reputation, and brand identity.

So join us at VISION ’23 and show your face to the MSP community!

Reason #6 – R.A.D. Content

Let’s talk content. We strive to bring VISION attendees seriously R.A.D. content – content that’s remarkable, actionable, and distinctive. And judging by the feedback we’ve gotten from past attendees, we’re delivering the goods …

“You’re going to hear things that blow your mind.”

“You just can’t miss this because there’s nowhere else you’re going to get this type of information.”

“Every time I come to an event for The 20, I leave with something that I can turn into revenue for my business within 30 days.”

Sponsoring VISION ’23 isn’t just a great way to educate potential customers on your products and services; it’s also a great way to learn about what other innovative companies are doing to stay ahead of the curve.

Reason #7 – Your product/service rocks!

As mentioned, MSPs are currently at a critical juncture: grow and survive, or stagnate and perish. If you believe in your product or service, and have confidence that it provides MSPs with real value, there’s no better place than VISION to showcase it to the MSP community.

Emalee Sugano, Director of Marketing & Strategy at BLOKWORX – one of last year’s sponsors – put it best when she said: “Our partners are always hungry for new information, and they come here to get it.”

So true! VISION is all about the future – anticipating, adapting to, and capitalizing on the latest trends and developments in the IT space. If you’re bringing something genuinely new and exciting to the market, you can count on VISION attendees to take notice and appreciate your innovative offering.

Reason #8 – ?

No, we didn’t forget to finish writing this blog post. Reason #8 is indeed a question mark, or, more specifically, a mystery!

At a VISION event, you can expect the unexpected, whether that’s a DeLorean DMC-12, an impromptu charitable donation from one of the most influential CEOs in the channel, or a spontaneous appearance by an NFL star.

Reason #9 – The 20

You can’t talk about VISION without talking about the company that hosts the event – The 20.

The 20 is a company founded by MSP owners for MSP owners. We give our MSP members the tools, processes, and resources they need to succeed in our hyper-competitive industry. And what’s really cool is our members actively work together, sharing knowledge and resources to secure a competitive edge.

It’s important to note that VISION is open to all MSPs – not just members of The 20 – but our members definitely set the tone for the event. Their camaraderie is something truly special, and first-time attendees are consistently blown away by the spirit of our MSP community.

So what does this have to do with you? In short, a lot! Sponsoring an event is a chance to make new connections, and we’re confident that you won’t find a better place to do that than VISION.

Take it from Jimmy Hatzell, VP of Revenue for Quickpass Cybersecurity, one of last year’s sponsors: “Everyone’s really excited and there’s a super positive atmosphere, which is nice, because you go to a lot of IT conferences, a lot of shows, people are bored. They’ve been in sessions all day. That’s totally not the vibe here at all!”

Reason #10 – FUN!

It’s no secret that we like having fun here at The 20, and our annual VISION conference reflects that. It’s less a conference than a celebration, and we just love seeing MSP owners come together and share stories, laughs, and tricks of the trade. It’s a human thing, and it’s beautiful.

So there’s a very serious reason for all the fun at VISION – for the live music and drinks at the Rooftop Welcome Reception, for the Happy Hour out on Tostitos Championship Plaza, for the one-and-only VISION PARTY.

And that reason is simple.

Having fun doesn’t just help us succeed.

It IS success.

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There you have it – the top 10 reasons to become a sponsor of VISION ’23, the premier MSP event of the year.

If you’re interested in becoming a sponsor, get in touch with us today because SPOTS ARE FILLING UP FAST – especially with VISION taking place a few months earlier than usual this year.

Click here to get in touch and schedule your call with our Vendor Relations Manager.

We hope to see you in August!

Never Too Late

The Story of One Woman’s Incredible IT Journey

Growing up, Patricia Ordóñez was always good at math.

One day, a teacher who’d noticed Patricia’s abilities pulled her aside and asked her to work on special, more advanced math problems during recess. That was a nice moment for Patricia — even if it meant missing out on recess!

Fast forward to the ’80s. Patricia’s a first-year student at Johns Hopkins University with plans to study computer science or electrical engineering. She signs up for an intro course, and, in a class filled mostly with male students, finds the courage to ask a question. The professor looks at her and says six words that Patricia will always remember: “You should know that by now.”

Patricia was a bit behind her classmates because they grew up with personal computers, and she didn’t. This wasn’t her fault, but that didn’t make her professor’s words sting any less.

If this were a movie, this would be the part where Patricia studies really hard to catch up to her classmates, prove her professor wrong, and earn an ‘A.’ But it’s no movie; it’s a true story. Patricia studies hard, but ends up with the first ‘C’ of her life. She drops the program and switches her major to foreign languages.

Now, this might seem like an odd story to share during Women’s History Month, which is supposed to be about celebrating women’s achievements. But remember, it’s also about recognizing women’s struggles. Plus, there’s more to Patricia’s story, so keep reading till the end …

Our Stories

The theme of Women’s History Month this year is “Celebrating Women Who Tell Our Stories.” Notice that it’s our stories, not their stories. Women’s stories are human stories — everyone’s stories. The lessons they contain hold universal value. Take Patricia’s story …

Mentors Matter

Did Patricia decide to take a computer science course in college simply because one teacher once asked her to do math during recess? Probably not, but it’s not a stretch to think that her experience in grade school played a part. Being recognized, encouraged, seen — these things matter. Patricia’s experience reminds us: when someone — a teacher, parent, coach, whoever — takes you under their wing, it can have a monumental impact.

So, to all the women out there pursuing, or thinking about pursuing, a career in IT (or any other STEM field), seek out mentors. This is common advice for good reason: mentors rock!

Did you know …

Women who were mentored are 27% more likely to remain in tech than women who weren’t mentored.

It’s Important to Know How When to Take Negative Feedback

Google “advice for women in tech” and you’re bound to run into a familiar bit of wisdom: Learn how to take criticism, negative feedback, etc.

This isn’t bad advice per se. Being successful in the fast-moving and ever-changing IT world means staying curious. Staying curious means trying new things. Trying new things means sometimes failing. If you can’t take criticism, you’re going to have a tough time in the IT space, regardless of your gender.

That said, there are times when it’s better not to take negative feedback — times when it’s better to ignore criticism altogether.

Take Patricia, for instance. She would have been better off tuning out her professor’s unkind words. Of course that’s easier said than done, but the point remains: sometimes it’s a good idea to reject or ignore criticism, especially when that criticism is coming from a place of anger, superiority, impatience, etc.

When it comes to feedback, a quote from Bruce Lee proves to be a terrific motto: Absorb what is useful. Discard what is not.

Start Where You Are

Patricia started her college studies without ever having owned a personal computer. This meant she was behind many of her male classmates in terms of computer science knowledge. Her professor, instead of allowing her to start from where she was, shamed her for not being further along. You should know that by now.

This could have been tragic, as it could have prevented Patricia from pursuing her passion for computer science.

This could have been tragic, as it punished Patricia for something that wasn’t her fault — not growing up with her own computer.

This could have been tragic, as it asked Patricia to feel bad about something she couldn’t change, instead of encouraging her to feel optimistic about the future and the things she could change.

This could have been tragic, but it wasn’t, because Patricia’s journey in technology didn’t end in college. More than a decade after taking that intro class, years into a career that had nothing to do with computer science, Patricia got herself a mentor and was accepted by a PhD program in computer science.

Was Patricia behind some of the other doctoral students when she enrolled in the PhD program? Certainly. But this time round, she decided to start where she was, tune out negativity, and commit to continuous learning and improvement. The result?

Dr. Ordóñez is now an associate professor of computer science at the University of Maryland Baltimore County.

Happy Women’s History Month!

ITS Joins The 20 Family!

We take another step forward in our multi-year growth plan with the acquisition of Integrated Technology Services.

Full Press Release Here

The roll up keeps rolling! We are proud to announce that The 20 MSP has just gotten bigger and better, acquiring Integrated Technology Services (ITS), a top-notch MSP based out of Charleston, SC.

Integrated Technology Services
South Carolina
CEO: Michael Hladczuk; President: Tiffiny Hladczuk
Website

ITS is a stellar company that has achieved pronounced success as a member of our growth platform, The 20 MSP Group. With origins in the Department of Defense and nearly two decades of experience in managed IT services, ITS is a treasure trove of IT resources and expertise, especially in the areas of cybersecurity and compliance.

From day one, we’ve been impressed with the ITS team’s willingness to do all the little things to ensure client satisfaction. In our ultra-competitive industry, it’s that ‘good isn’t good enough’ attitude we look for in acquisition targets. The desire to be excellent is what The 20 is all about, it’s what ITS is all about, and we couldn’t be more excited to join forces and start collaborating to bring our collective client base an even wider range of offerings and even better support.

M&A Recap

Last year, The 20 MSP dove into the M&A arena with gusto, acquiring thirteen top-tier MSPs, all of which belonged to The 20 MSP Group. Every deal is different, with its own challenges and friction points, but on the whole, we’ve been thrilled with how smooth and seamless the integration process has been.

Of course it helps that the MSPs we’re acquiring are all companies we’ve worked closely with, oftentimes for multiple years. There’s a level of compatibility there that can’t be created on the fly. It’s organic, it’s real, and it’s at the heart of why we’re able to sustain such a rapid pace of consolidation.

2023 has seen The 20 MSP close three deals (in February we acquired Dallas Network Services and Integrated Business Technologies, deepening our footprint in Texas and Oklahoma). Our M&A plans for the rest of the year are simple: keep going!

“This roll up isn’t slowing down any time soon,” remarked our CEO, Tim Conkle. “We have a lot of MSPs ready to join The 20 family, and these are companies we know well. The synergies are in place, the cultural compatibility is there, and because the MSPs we’re acquiring already use The 20’s tools and processes, integration is a breeze. Look out for more deals in the coming months as we continue to grow and cement our status as the leading national MSP.”

For more details on our ambitious M&A plans, check out this great article published by CRN.

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.

Learn more about The 20 here, download our Top M&A Tips for MSPs here, and schedule a call with us here.

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. Business is better when IT runs smoothly.

MSP co-op joins forces with leading cloud solutions provider to give MSPs a seamless and integrated cloud experience

View press release

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Leading MSP organization The 20 MSP Group today announced its strategic partnership with Pax8, the world’s favorite cloud marketplace. The partnership equips The 20 with a transactional platform that simplifies the buying journey for its MSP members through consolidated billing, automation, and next-generation PSA integrations.

“The 20 MSP group is a trailblazer in the MSP industry, continuously innovating and raising the bar that resonates with our Pax8 vision,” said Jared Pangretic, SVP of Sales, Americas at Pax8. “We look forward to our partnership with the 20 MSP Group to help our MSP partners improve efficiencies, reduce their risks, and grow their cloud business.”

This news comes after Pax8 announced the hiring of Rob Rae, IT channel veteran and former Senior VP of Business Development at Datto. As the new Pax8 Corporate Vice President (CVP) of Community and Ecosystems, Rae will be responsible for strengthening MSP relationships, offering strategic guidance for the implementation of new programs, and enhancing the partner experience globally. Rae said he joined Pax8 because of the company’s forward-looking corporate vision, commitment to the channel, and strong track record of investment in the MSP industry.

The 20’s leadership team shares Rae’s enthusiasm about Pax8’s mission and looks forward to collaboration.

“The 20 has made its mark by building lasting relationships with MSPs founded on mutual respect and a commitment to growth,” said Tim Conkle, CEO of The 20. “Partnering with Pax8 will help us continue to serve and empower our MSP members — and in new and exciting ways. We can’t wait to get started on what’s sure to be a fruitful collaboration.”

Added Conkle, “There are game-changing improvements on the horizon for our MSP community.”

About The 20 MSP Group

The 20 is an exclusive business development group 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.

About Pax8

Pax8 is the world’s favorite cloud marketplace for IT professionals to buy, sell, and manage best-in-class technology solutions. Pioneering the future of modern business, Pax8 has cloud-enabled more than 400,000 enterprises through its channel partners and processes one million monthly transactions. Pax8’s award-winning technology enables managed service providers (MSPs) to accelerate growth, increase efficiency, and reduce risk so their businesses can thrive. The innovative company has ranked in the Inc. 5000 for five years in a row. Join the revolution at pax8.com.

Black Voices in Tech

Three Lessons from Three Key Figures

It’s Black History Month, a time for recognizing, remembering, and celebrating the achievements, struggles, and contributions of black individuals throughout history. Studying black history reminds us of the pivotal roles played by black people in shaping the world as we know it, and this applies as much to the technology fields as it does to any other area.

In this blog post, we will discuss and celebrate three black individuals whose impact on technology is undeniable. The three technologists we’re discussing—Mark Dean, Dr. James E. West, and Dr. Shirley Ann Jackson—are all still alive, and we honor them by not only celebrating their achievements, but also, by drawing ‘lessons for the future’ from their lives and careers.

Mark Dean, Computer Scientist & Engineer

With more than forty patents to his name, computer scientist Mark Dean is the epitome of an innovator. After earning his degree in electrical engineering, Dean joined IBM, where his brilliance and leadership skills landed him the position of chief engineer. Dean flourished in the role; he played a pivotal part on the twelve-person team that created IBM’s first PC, he pioneered the technology behind color PC monitors, and he helped invent the first gigahertz microprocessor.

Dean’s current work aims at nothing less than a total paradigm shift in computing technology. He recently shared that he’s “looking to develop an alternative computing architecture leveraging what we know about neuroscience and brain structures.” This project seeks to “move from a traditional ‘programming’ paradigm to a ‘learning’ paradigm.”

What this brilliant thinker teaches us …

Dean has faced resistance, doubters, and racial discrimination throughout his career, but hasn’t let the naysayers undermine his self-confidence. His strategy for not letting others slow him down: “I ignored the people attempting to block my progress.”

In our age of social media, where so much energy and time is wasted on fighting small battles with strangers online, Dean’s approach to dealing with negativity is something we would all do well to emulate. If you’ve ever met Dean, or watched an interview with him, one of the first things you’ll notice is how happy he seems; always smiling, exuding warmth and enthusiasm, Dean is living proof that attitude is everything on the road to success. Well, maybe not everything—having Dean’s smarts doesn’t hurt either!

Dr. James E. West, Inventor & Acoustician

Good technology makes an immediate impact; great technology makes a lasting one. By this measure, scientist, engineer, and electroacoustics expert Dr. James E. West is responsible for co-inventing something truly great: the electret microphone. The technology, which Dr. West developed as an employee of Bell Labs, revolutionized the audio industry by making high-quality condenser microphones much cheaper to produce. And get this—the invention is still used in 90% of microphones today, a testament to the efficiency and simplicity of Dr. West’s original design.

Not only has Dr. West pioneered game-changing electroacoustic technology, he has also worked relentlessly to promote diversity in STEM. In addition to spending countless hours mentoring, he helped convince Bell Lab’s board of directors to create the Corporate Research Fellowship Program, which funded, mentored, and graduated hundreds of women and minority PhD students.

What this selfless innovator teaches us …

In a recent interview, Dr. West spoke candidly on how his parents felt about his decision to enter the field of physics. “I very definitely disappointed them when I switched my major from pre-med to physics.” You might think that Dr. West resented—or still resents—his parents for disagreeing with his decision to pursue his passion, but that’s not the case at all. In the same interview, Dr. West said, “I can’t blame them, because at that time, preacher/teacher/doctor/lawyer were the main professions blacks were permitted to enter.”

There are really two lessons here. One: Don’t let other people tell you what you can and cannot do—not even your own parents. Two: Not everyone who sees things differently from you is an enemy, or the villain in ‘your story.’ Strive to empathize first and judge second, and if you succeed in your endeavors, don’t let that be an excuse to spurn the people who doubted you. That’s a positively powerful lesson that we can all benefit from!

Dr. Shirley Ann Jackson, Physicist

Learning from history is great, but sometimes, you have to make history. World-renowned physicist Dr. Shirley Ann Jackson certainly took this tack in her life and career. Dr. Jackson was the first African-American woman to earn a doctorate at MIT, and the second African-American woman in the U.S. to earn a doctorate in physics.

These achievements were just the beginning, as she went on to play a vital role at Bell Laboratories, where she conducted important research on novel semiconductor systems, and helped advance telecommunications research, laying the groundwork for the portable fax, touch-tone phone, and caller ID. She also served as the 18th president of Rensselaer Polytechnic Institute and, in 1995, was appointed Chairman of the US Nuclear Regulatory Commission by President Clinton.

In addition to having one of the most impressive resumes on the planet—the above is just a sampling of her distinctions and achievements!—Dr. Jackson has always had an eye to boosting diversity in the sciences. At MIT, she reflected on how quiet she’d been as an undergraduate, and decided that she needed to speak up on the issues of diversity and racial justice. Her efforts led to the creation of Project Interphase, a summer program that builds community among incoming first-year MIT students who belong to minority groups.

What this fearless trailblazer teaches us …

Dr. Jackson has a heartening message for all of us: “Where you are does not make who you are. And so, you start from where you start.” This is a powerful reminder to keep going, have faith in ourselves, and not let our present circumstances define us. It’s easy to fall into the trap of thinking: Because I am experiencing X now, or suffering from X now, I am destined to always experience or suffer from X. But more often than not, this simply isn’t true.

So, if you’re feeling stuck, or discouraged by where you’re at, remember Dr. Jackson’s words: Where you are does not make who you are! If your current situation doesn’t reflect your image of yourself, that just means you need time. Be patient, and whatever else you do … KEEP GOING!

Final Thought

Black History Month is as much about looking forward as it is about looking back—learning from the past and applying those lessons to creating a better, more equitable future for all. In this blog post, we looked at three black individuals whose significant contributions to technology continue to reverberate and shape our lives.

It’s interesting, and certainly no coincidence, that all three figures discussed in this post—Mark Dean, Dr. James E. West, and Dr. Shirley Ann Jackson—all share a particular character trait: They believe strongly in themselves, and focus their attention on what helps them advance, and not on the things and people who stand in the way of progress.

So let today be the day you make the choice to invest your time, energy, and attention in things that uplift, help, and inspire you. If we can all do that, we can change the world.

The 20 Acquires Two More MSPs!

We continue to lead the charge in consolidation with the addition of two world-class MSPs to The 20 family

Last year saw The 20 MSP enter the M&A arena with a flurry of acquisitions. We welcomed thirteen MSPs to The 20 family in 2022, and we’re not slowing down anytime soon. We’re proud to announce that we’ve just closed two more MSP acquisitions, further deepening our national footprint and extending our market reach.

We warmly welcome the following managed service providers to The 20 family:

Dallas Network Services, Texas, CEO: Bill Butler, Website
Integrated Business Technologies, Oklahoma, CEO: Eric Kehmeier, Website

Dallas Network Services (DNS) and Integrated Business Technologies (IBT) have both achieved monumental growth as members of The 20 Group, evolving into true industry leaders with strong regional presence. Their commitment to excellence, client-first mentality, and proven ability to innovatively solve problems give us confidence that this partnership will yield incredible results. Simply put, we’re thrilled to be joining forces with DNS and IBT, two top-notch MSPs on the rise.

The recent remarks of our CEO, Tim Conkle, reflect the current mood of The 20’s entire leadership team. “DNS and IBT are exemplary MSPs that we’ve had the privilege of working closely with through our group. Their commitment to never cutting corners and going that extra mile to ensure client success makes us confident that these acquisitions are going to help us bring our collective client base even better support, along with a wider range of services and offerings. It’s an honor to welcome these talented and motivated teams to The 20 family.”

The key word in the above quote is closely. Working closely with the MSPs in The 20 Group gives us a detailed, intimate, and comprehensive understanding of how these companies operate. This, in turn, gives us a head start from a due diligence perspective, and allows us to assess cultural compatibility in a thorough and methodical way. A lot of organizational culture is below the surface, and getting to know the MSPs in The 20 Group over the course of multiple years allows us to drill deeper than a more limited timeframe would allow.

In short, like the other MSPs we’ve acquired, DNS and IBT are companies we know inside and out, led by people with whom we’ve forged strong relationships. This latest roll-up isn’t the beginning, but the continuation of something great.

“When it comes to pulling off these deals, the numbers obviously matter,” Conkle reflected. “But there are countless qualitative aspects of a successful merger that are hard to get right without a pre-existing partnership. This is just as much about people as it is operational compatibility. Bringing quality people together to amplify each other’s talents and strengths is what The 20 has always been about, and we’re following that same logic with these acquisitions. The right people in the right seats is how we make magic happen.”

Stronger Together

Our mission at The 20 is to build a national MSP with unmatched service delivery and scale. It’s an ambitious plan, but it’s a long time coming. The 20 began as a simple “what if” – what if we joined forces? The pronounced success of our group has answered that question definitively …

We’re stronger together!

Rolling up our members into a single national MSP is thus a natural next step in our organization’s evolution – not to mention a necessary response to our rapidly changing industry. And luckily, we’re poised to consolidate at a pace that most MSPs will have trouble matching.

More specifically, our M&A efforts are streamlined by the existence of The 20 group. We’re only looking to acquire MSPs that belong to our group because doing so allows us to roll up quickly, smoothly, and with minimal disruption to our growing client base. Without the hindrances and friction points that bog down traditional M&A deals, we can consolidate at a rate of two to four MSPs a month in 2023 – and that’s exactly what we plan on doing!

As thrilled as we are about how smoothly our roll-up has gone so far, our eyes are firmly on the future: getting bigger, getting better, and staying at the forefront of innovation in managed IT services. Our clients – old and new – can expect to see our services and offerings improve and expand in the coming months, as we draw on the collective expertise of our growing team. Here’s to a bright future!

Looking to Grow/Sell Your MSP?

If you own an MSP and want to grow it faster and more easily, consider joining The 20 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.

Learn more about The 20 here, download our Top M&A Tips for MSPs here, and schedule a call with us here.

About The 20 MSP

The 20 MSP has been helping businesses succeed through better technology since 1986.

Getting Specific

Four ‘High-Resolution’ Resolutions for Your MSP in 2023

It’s the end of January, that time of year when gyms and produce sections get a little less crowded. Those ‘get in shape’ and ‘eat better’ resolutions are weakening. What was resolved has now all but dissolved, and many of us are right back to our old bad habits.

As an MSP owner, you likely made some New Year’s business resolutions. That’s great! But you know what’s even better? Sticking to those resolutions and actually making the changes you envisioned when the clock struck midnight and you geared up for a big 2023.

In this blog post, we’re going to talk about why people so often fail at keeping their resolutions, and then we’re going to apply what we’ve learned to help you, the MSP owner, form ‘high-resolution’ resolutions you’ll actually stick with.

The Plague of the Vague

It’s easy to form resolutions at the start of a new year, but oh-so-difficult to stick with them. This is partly due to the fact that making a to-do list is a whole lot easier than checking off the items. But there’s more to it than that …

Research shows that less than 10% of adults stick to their New Year’s resolutions for more than a few months. Although that’s not a particularly inspiring statistic, there’s a reason why people fizzle out on their goals — well, multiple reasons, but we’re going to focus on one big one here: specificity.

More precisely, most people set goals that are too big and broad. Instead of resolving to eat salad for lunch three times a week, we aim to “eat healthy” or “lose twenty pounds.” But by choosing the loftier goal, instead of the smaller, more specific goal, we sabotage our chances of success. Why’s that?

Because of how we’re wired! Human beings aren’t good at making radical, sweeping changes. But we do quite well with small, incremental changes. So if you’re already starting to slide on some of the resolutions you made for your MSP in 2023, ask yourself:

Are my goals too broad? Are my resolutions lacking in specificity?

If your resolutions are on the broad side (they probably are), change them to be more specific. To help you out, we’ve taken four New Year’s resolutions that MSPs are likely to pursue, and for each one, chiseled it down to a more manageable and specific form.

We hope these ‘higher-resolution’ resolutions give you a clearer idea of what it means to get specific with your goals.

Higher-Resolution #1 – Leverage Automation Automate Patch Management

Perhaps you resolved to leverage automation in 2023 to propel your MSP forward. Not a bad goal, but a bit vague. Instead, how about resolving to enlist automation in one or two specific areas of your MSP business? Our suggestion: automate patch management if you haven’t done so already.

With 57% of ransomware attacks stemming from unpatched software, patch management is a critical component of your security posture, and a pivotal part of protecting your clients’ data. So don’t depend on the willingness of clients to stay on top of security updates and to do so in a timely manner. Rather, automate the process so that your clients can stay a step ahead of the latest threats without having to lift a finger.

Higher-Resolution #2 – Strengthen Cybersecurity Posture Implement End User Security Awareness Training

According to Verizon, 85% of breaches involve a human element – or more simply, people getting tricked! In short, the weakest link in your MSP’s cybersecurity isn’t a piece of technology; it’s the human beings behind the technology. End users in particular are, with their dangerous downloading and careless clicking, an Achilles heel in even the most robust cybersecurity stack.

The best way to shore up your security, then, is to focus in on the weakest link: the people. Train your clients and your clients’ end users to be on the lookout for cyberattacks, especially phishing emails, which continue to wreak havoc in the business world.

Want to get even more specific? Don’t just resolve to hold training sessions, but schedule them. You can always add more – especially in response to emerging threats – but it’s good to have sessions on the calendar to get the ball rolling.

Higher-Resolution #3 – Invest in Marketing & Sales Publish One Blog Post a Week

MSPs that resolve to prioritize and invest in marketing and sales are on the right track – and a step ahead of many of their competitors. However, committing to marketing and sales is far too broad of a resolution, and we recommend replacing it with a more specific intention. There are so many possibilities for ‘specifying’ your marketing/sales goals, so think about what your MSP needs, and go from there.

But whatever resolutions you make, make them specific. Don’t, for instance, resolve to “boost your MSP’s online presence.” Instead, resolve to “boost your MSP’s online presence through regular blog posting.” Or better yet: “Boost your MSP’s online presence by publishing one blog post per week.”

It doesn’t have to be blog posting, but it has to be something – i.e., something specific that allows you to take actual steps toward bolstering your marketing and sales efforts. A resolution shouldn’t express what you want to achieve, but rather, how you want to achieve it.

Don’t have the time, energy, or expertise to level up your marketing/sales? Consider outsourcing your MSP’s marketing and/or sales efforts to a trusted firm with experience in the IT world. Handing over sales and marketing to professionals can make a world of difference, as many of The 20’s MSP members have learned, like Randy and Bill.

Higher-Resolutions #4 – Cultivate Entrepreneurial Knowledge Set Aside an Hour a Day for Learning & Reading

Did you know Warren Buffett spends five to six hours a day reading? It’s no coincidence that one of the most successful entrepreneurs and investors in human history is such a voracious reader. When it comes to sustained success in business, the name of the game is continuous learning and self-improvement. If you want to build a large and profitable MSP, take a page from Mr. Buffett’s book and set aside time each day to read, learn, and develop new skills.

The key here is to schedule it. Don’t just resolve to “read more” or “learn more”. Instead, schedule an hour (or whatever chunk of time is realistic for you) dedicated to your own intellectual growth. Your mind is your most powerful business asset, so keep it sharp in 2023 with a steady diet of written word and other educational content.

And for some good reading recommendations, check out this blog post.

Final Thought

Setting small goals isn’t as exciting as shooting for the stars, but it’s a lot more effective. If you can scale down your ambitions into bite-sized resolutions, your chances of actually sticking with your commitments go up dramatically.

And what is exciting is making real progress. So if there’s another piece of advice we have for MSP owners, it’s to track your progress. Measuring your progress provides that crucial feedback you need to stay motivated and engaged. And it’s like

Pearson’s Law (generally attributed to its namesake, the late statistician Karl Pearson) says: When performance is measured, performance improves.

Gearing up for a big 2023? Looking to grow and scale like never before? We encourage you to check out The 20. We help small and medium-sized MSPs grow, scale, and compete with much larger companies. Learn more about our game-changing approach to MSP growth here or schedule a call.