It’s About Time!
How The 20 Helped Andy Gainor Get More of What Matters
Andy Gainor‘s career in the MSP space started with a bang. As Sales Manager for Integrated Technology Services (ITS), Andy used his sales acumen to propel the Charleston-based MSP to new heights, and within a few years, was rewarded with a promotion to VP.
A Sobering Realization
Inspired by ITS’s early success but nowhere near satisfied, Andy was prepared to do just about anything to help his company remain on a path of rapid growth – or so he thought. Andy did a deep dive into the industry to find out what it would take to get to the next level – to become a truly elite MSP with robust operational maturity, substantial revenue growth, and market-leading profitability. His research led him to a sobering realization…
Taking ITS to the next level would not only take significant financial investment, but years of hard work mastering various tools and perfecting operational details.
Plus, there was the notoriously high turnover rate among MSP employees, which would make managing a support desk a constant struggle.
Andy still wanted great things for ITS, but not if it meant giving up his free time – and maybe even his sanity! He’d seen enough burned-out MSP owners to know that chasing success at all costs was a recipe for disaster. But what were his options?
The 20, The One!
Andy went back to the drawing board to look into a different path to the
top, one defined by partnership and collaboration. He’d heard about peer groups and MSP co-ops, and started his search for ‘the one’ – the organization whose culture, operations, and expertise would help ITS conquer its biggest business challenges and unlock new growth…
In his search for ‘the one,’ Andy came across The 20, a forward-thinking group of MSPs determined to reach – or remain at – the top twenty percent of the MSP industry.
The 20, with its US-based 24/7 help desk and turnkey solution of proven tools and processes, offered its MSP members a way to scale operations rapidly without drowning in busy work.
More Time, More Growth
After becoming a member of The 20, Andy and his team quickly discovered that an MSP’s most valuable resource isn’t its technology, but its time. All the time Andy and his team would have spent on staffing, managing a help desk, and putting out fires now went into strategic growth initiatives. While most MSPs’ growth slows considerably after an initial burst, ITS experienced the opposite:
As a member of The 20, ITS grew top- line revenue 6x in under 6 years, evolving from a competent local MSP to an operationally mature MSP with a robust regional presence.
Behind this dramatic growth was a fundamental shift in mindset. When Andy and the ITS leadership team were going it alone, the focus was on doing more — working harder, not smarter. After joining forces with The 20, it soon became clear that the key to MSP success isn’t doing more, but doing a few things really well – and effectively delegating the rest.
In Andy’s case, this meant refocusing on his passion: sales. With The 20 taking care of operational details, Andy was free to work his magic, maintaining a 33% close rate for all first-time appointments!
Andy’s journey with The 20 underscores a vital lesson many MSP owners never learn: sometimes the cost of achieving a goal on your own can overshadow the benefits. Teaming up with The 20 allowed Andy and the ITS team to achieve dramatic growth without surrendering their sanity to the operational grind.
And The 20 didn’t just help ITS grow; it also provided the MSP with a fruitful exit route when the company’s owners decided it was time to sell the business. Today, Andy is happy in his new role as VP of Regional Sales for The 20 MSP. He’s still working his magic — and this time, it’s on a national stage.
Grow Your MSP with The 20!
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