Most MSPs run their business from the bank account. And that’s exactly why they leave money on the table. In this episode of M&A Insights, Brandi Bonds — Managing Partner at Next Level Now — breaks down how to turn your financials into your competitive advantage. If you’re an MSP owner who’s great at operations but still flying blind on finance, this one’s for you. Here are some of her mic-drop moments 👇 The sale of your business comes down to whether you make money. It may be about clie...

Madhur@excendio.com | 212.731.4230 | Book an Appointment Here (34) Madhur Duggar | LinkedIn M&A Insights New Podcast Episode Drop! 💡 Founders: Choosing between a Sole Prop, S-Corp, or C-Corp can make or break your tax strategy. I sit down with Dave Wanis, Tax Principal at Weaver, for the first episode in a series we’re doing together on tax strategy for entrepreneurs. 💡 This episode is titled: “Sole Prop, S-Corp, or C-Corp? Demystifying Early Tax Strategy for Found...

I sit down with Dan Brumwell Partner in Weaver’s Transaction Advisory Group to discuss Financial Due Diligence, a key component of the due diligence process. Below are the questions discussed, along with a high level summary of the answer. Enjoy! 1. Weaver Background 2. Quality of Earnings (QoE): The Basics Q: What is a QoE and why is it important? Q: What are core components of a QoE? Q: How is revenue broken down (monthly vs. annual)? Q: What if data isn’t easily available? Q: C...

You’ve decided to sell your business and have finally selected an M&A advisor to help you through the process. Then comes the listing agreement—and suddenly things get murky. Why is it exclusive? Why the hefty fees? Why are you bound to it for a year—and what exactly is a tail period? If you’ve ever reviewed a listing agreement, you’ve likely asked these questions. Here’s a simple, jargon-free breakdown of what you’re signing and why it’s structured that way. 1. Exclusivity: Why It Matter...

In this episode of M&A Insights, I sit down with Matt Koenig, VP of Channel at NodeWare, to tackle one of the biggest challenges MSP founders face: selling with confidence and clarity. Matt explains why sales success starts with your mindset — the “lion mentality.” The lion rules the jungle not because it’s the biggest or smartest, but because it knows what it wants and goes after it with focus and determination. MSP founders, too, need to shed fear and take control of the sales conversat...

Cybersecurity is no longer a “nice-to-have” — it’s essential. But for many MSPs, selling it effectively (and confidently) is still a challenge. In this episode, I talk with Matthew Koenig, VP of Channel Sales at Nodeware, about how MSPs can position themselves as trusted business partners, not just tech vendors, and make the cyber sales process both effective and enjoyable. We cover: 🔹 Why the $109B SMB cyber market is the opportunity of the decade 🔹 How to run business-driven Dis...

Whether or not you provide cyber services to your client, you are still exposed to cyber liability. I sit down with one of the most prominent lawyers in the country specializing in MSP legal practices, Thomas Fafinski. Thomas is joining to talk about a topic that is front and center in the MSP space today – Cybersecurity and what are some of the best practices MSPs should be following when protecting themselves against cyber liability. As an MSP, your clients expect you to "handle...

What does a Best-in-Class MSP look like? To find out the answer to this question and many more, I have on my show today the man himself, Peter Kujawa, EVP and GM at Service Leadership and IT Nation. Founded in 2001 by Paul Dippell and acquired by ConnectWise in 2020, Service Leadership does some of the most comprehensive benchmarking work in the IT services space including around MSPs. If you like data based decisioning around MSPs, this is your stop. Listen in! Here are so...

🎙 Podcast Title: "How MSPs Can Thrive in Healthcare — with Nelson Gomes" Guest: Nelson Gomes, Founder & CEO, The Portalia Group Host: Madhur Duggar, Chapman Associates Description: In this episode, Nelson Gomes shares a masterclass on what it takes to be a high-performing MSP in the healthcare vertical. From EMR optimization and patient engagement to AI adoption and M&A strategy, Nelson breaks down how MSPs can move beyond maintenance to become true transformation partners for their...

In this episode, host Madhur Duggar welcomes Dave from Courser to discuss the company’s M&A strategy, integration approach, and growth plans for 2025. Dave shares insights into Courser’s acquisition philosophy, emphasizing a strong focus on culture, leadership retention, and operational integration. M&A Activity and Strategy Courser, a PE-backed platform, has completed 16 acquisitions in the past two and a half years, including nine in 2024. The company aims to maintain or exceed tha...

Welcome to the next episode of my podcast M&A Insights titled “Cyber Insurance Uncovered: Learn How Doug Kreitzberg at SeedPod is Working With MSPs to Protect Small Businesses from Digital Threats”. Small businesses are increasingly the target of cyber threats, yet most remain dangerously underinsured. Only 10% have cyber insurance, and even fewer have the right coverage to survive a serious attack. So, how can Managed Service Providers (MSPs) step in to help? To answer that questio...

In this episode of M&A Insights, I sit down with Arlin Sorensen at IT Nation ConnectWise to explore the evolution of IT Nation, discuss the biggest challenges facing MSPs today, and how Arlin thinks MSP owners should approach their inevitable transition be it through sale, transfer to a family member or to an ESOP. Arlin shares invaluable insights from his decades of leadership experience, making this a must-listen for MSP owners, IT leaders, and anyone thinking about the future of their ...

Host: Madhur Duggar, M&A Insights Guest: Sean Maguire, Founder & President of Synivate Episode Summary: In this episode of M&A Insights, I sit down with Sean Maguire, president and founder of Synivate, to explore the journey of building and scaling a successful MSP. Sean shares his insights on standardizing service delivery, cybersecurity best practices, and the role of M&A in strategic growth. Whether you're an MSP owner looking to improve operational efficiency or an invest...

In this episode, we dive into the inspiring journey of Ethan Farlow, COO at Comtech Network Solutions. From his early days assembling computers and a stint as a professional bullfighter to leading operations at his family-run IT services firm, Ethan shares how he’s cracking the whip to drive operating profitability. Learn how ComTech leverages data, automation, and client-centric strategies to streamline operations, negotiate with vendors, and scale sustainably. Packed with actionable insight...

🎙️ Podcast Alert: Why Now is the Perfect Time to Sell Your MSP! Are you an MSP owner in the $2M-$5M revenue range? Discover why 2025 might be your golden window to exit. In this episode, Madhur Duggar shares 4 key reasons to consider selling now: 1️⃣ Peak Market Conditions: Public and private market valuations are at all-time highs and good news is bad news. 2️⃣ Slowing Post-COVID Growth: Peak growth has occurred. IT demand is stabilizing, with increased competition on the horizon. The ratio ...

In this episode of M&A Insights, we dive deep into the transformative power of automation for Managed Service Providers (MSPs) with the team behind MSP Builder. Discover how their innovative solutions help MSPs save time, reduce costs, and streamline operations. From tackling alert fatigue to boosting ROI through intelligent automation, we explore how MSP Builder is redefining success for MSPs of all sizes. Whether you're a seasoned professional or new to the MSP landscape, this episode i...

In this episode of M&A Insights, host Madhur Duggar engages with Kyle Eichenbaum, VP of Corporate Development at VC3, a North American MSP leader. Kyle provides an in-depth look at VC3’s strategic approach to mergers and acquisitions, with insights drawn from their 14 acquisitions across the U.S. and Canada in the past three years. The discussion begins with VC3’s history, highlighting its focus on local governments and municipalities as a key vertical and how this strategy shapes its acq...

Are IT Leaders Ready for 2025? The IT landscape is evolving faster than ever, and new challenges are reshaping the way we work and lead. From market volatility to AI's rapid advancements, staying ahead is no longer optional—it's critical. Here are 5 key risks every IT leader must navigate in 2025: 1️⃣ Overvalued markets and economic volatility. 2️⃣ Getting cybersecurity regulations wrong. 3️⃣ Post-election stress and its impact on communication. 4️⃣ Accelerating AI advancements—it's just the ...

Folks, welcome to yet another episode of M&A Insights. I am your host Madhur Duggar, and I am so excited to introduce my guest Sydney Hockett VP of M&A at Evergreen. Evergreen has been engaging in one of the most active MSP global roll-up strategies having completed almost 90 MSP acquisitions over the past 7-8 years. What are they looking for in their acquisitions? what makes their acquisition strategy so unique? How can you as an MSP owner make yourself invaluable to your clients? To...

Welcome to another episode of M&A Insights, where we speak with Aaron Mahl and Greg Northrop at IT Valuation to dive deep into the strategies and approaches shaping the world of MSP Valuations. Today, we're tackling a game-changing topic for MSP owners and IT service providers: how to maximize your business valuation and structure your company for a successful exit. From IT Valuation’s 24-factor pricing model to legal setups like S-Corps versus C-Corps and emerging deal trends like rollov...