M&A Insights - podcast cover

M&A Insights

My name is Madhur Duggar and I work in the M&A space for the Software and IT Service companies and this is my podcast series M&A Insights. If you are interested in having a conversation around the strategic direction of your firm, are looking to grow your book and want some marketing and business development help or are an investor looking to make an acquisition in this space, write to me at podcastwithmadhur@gmail.com or reach out to me on Linkedin at www.linkedin.com/in/madhur-duggar.

Episodes

Cyber Insurance Uncovered: Learn How Doug Kreitzberg at SeedPod is Working With MSPs to Protect Small Businesses from Digital Threats

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 question, I’m ...

Mar 09, 202527 minEp 29Transcript available on Metacast

IT Nation Unplugged: Arlin Sorensen on Navigating Growth, Exit & Legacy as an MSP Owner

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 bu...

Feb 27, 202540 minEp 28Transcript available on Metacast

Achieving Operational Maturity as an MSP – A Conversation with Sean Maguire, President and Founder of Synivate

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 inve...

Feb 17, 202524 minEp 27Transcript available on Metacast

From Bullfighter to COO: Listen to How Ethan Farlow is Taking the Bull by its Horns at ComTech to Drive Operating Profitability

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 insights o...

Jan 21, 202531 minEp 26Transcript available on Metacast

Four Reasons Why 2025 Could be the Best Time to Sell your MSP

🎙️ 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 ...

Jan 17, 202515 minEp 25Transcript available on Metacast

MSP Builder Unplugged: Turning Alerts into Opportunities and Chaos into Control with Guy Baroan and Glenn Barnas

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 episod...

Jan 14, 202524 minEp 24Transcript available on Metacast

Scaling Success: Inside VC3’s M&A Playbook with Kyle Eichenbaum VP of Corporate Development

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 acqui...

Dec 23, 202438 minEp 23Transcript available on Metacast

Five Emerging Risks in IT We Are Not Thinking Enough About And What They Mean For You

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&apos...

Dec 22, 202413 minEp 22Transcript available on Metacast

What Makes an MSP Irresistible? Lessons from Evergreen’s Acquisition Strategy with Sydney Hockett

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 fi...

Dec 15, 202436 minEp 21Transcript available on Metacast

How Should MSPs Be Valued - Listen to Aaron Mahl and Greg Northrop at IT Valuation Talk About This Important Topic

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 rol...

Dec 01, 202422 minEp 20Transcript available on Metacast

Common Mistakes MSPs Make When Growing Their Business and How to Avoid Them with Terry Hedden at Marketopia

In this episode of M&A Insights , Madhur Duggar engages with Terry Hedden, founder, and CEO of Marketopia, to explore strategies for Managed Service Providers (MSPs) aiming to scale and enhance profitability. The focus is on Marketing. Key insights from their discussion include: It is all about the ROI: Focusing on the profitability of a Lead Generation strategy and not just its cost. Taking bigger steps: Putting in motion a lead generation process that will have a noticeable impact on leads...

Nov 25, 202420 minEp 19Transcript available on Metacast

Sealing the Deal: Legal Must-Haves for a Successful MSP Sale with Thomas Fafinski at Virtus Law

In this special podcast with Thomas Fafinski at Virtus Law, we navigate the complex legal landscape involved in selling a Managed Service Provider (MSP). From the critical role of a well-structured data room for due diligence to the intricacies of indemnity escrows, and the nuances of non-compete and non-solicitation clauses, we provide a roadmap to secure, value-maximizing sales. Gain expert insights on balancing buyer protections with seller interests, structuring robust agreements, and naviga...

Nov 13, 202414 minEp 18Transcript available on Metacast

Preparing to Sell: Legal Strategies to Maximize Your MSP's Value with Thomas Fafinski at Virtus Law

In this episode, we explore the critical legal and structural strategies that MSP owners should consider when preparing for a sale. Joined by legal expert Thomas Fafinski from Virtus Law, we discuss how to enhance business value and streamline the sale process through strategic corporate structures, OpCo-HoldCo arrangements for financial transparency, and the powerful tax benefits of F-reorganizations. If you’re an MSP owner aiming to maximize your business’s appeal and value in the market, this...

Nov 13, 202416 minEp 17Transcript available on Metacast

Key Legal Considerations for MSPs When Structuring an MSA with Thomas Fafinski at Virtus Law

In this episode, we delve into the critical elements of a Master Service Agreement (MSA) that can elevate the value of an MSP during a sale while minimizing risks. Joined by legal expert Thomas Fafinski from Virtus Law, we explore how robust MSAs create stability, ensure smooth client transitions, and enhance profitability through key provisions such as assignment clauses, automatic price increases, termination fees, and more. Whether you’re preparing for an acquisition or refining your service ...

Nov 13, 202416 minEp 16Transcript available on Metacast

Learn How J. Colin Petersen, Founder of HelpDesk.tech, is Helping MSPs Dramatically Lower their Operating Costs

In this episode of M&A Insights , we sit down with Colin, the founder of Helpdesk.tech , to uncover how his innovative platform is transforming the way MSPs operate. Colin shares his inspiring journey from tech enthusiast to industry leader, highlighting the key challenges MSPs face today, including scaling efficiently and delivering round-the-clock support. We dive deep into the critical role of automation, AI, and cybersecurity in shaping the future of the MSP space and discuss how Helpdes...

Oct 22, 202416 minEp 15Transcript available on Metacast

The Power of Specialization: Learn how Justin Neagle at Spot Migration is Driving Growth by Focusing on the Construction Industry

In this episode of M&A Insights , we sit down with Justin Neagle, Chief Storyteller at Spot Migration, to explore how his company has unlocked significant growth by focusing on a client vertical: the construction industry. Justin shares Spot Migration’s journey from being a broad IT service provider to honing in on the architecture, engineering, and construction (AEC) sector, where their unique approach to offering process-driven, all-inclusive IT solutions has resonated strongly with client...

Oct 14, 202417 minEp 14Transcript available on Metacast

Grow or Go: Mastering the MSP Sales and Marketing Game

In this episode of M&A Insights , Madhur Duggar dives into a crucial question for MSP (Managed Service Provider) owners: should you grow or should you go? The discussion centers around two big themes: scaling your business and breaking through the "sales and marketing moats" that can hold you back. If you’re an MSP looking to grow, the target is clear—hit that sweet spot of 6% to 8% annual growth . But what does it take to get there? Madhur explores the nitty-gritty of overcoming t...

Oct 12, 202418 minEp 13Transcript available on Metacast

Cash or King? Tim Conkle, Founder of The 20s talks about the fundamental battle between wealth and power that every MSP owner fights

In this engaging podcast, Tim Conkle, Founder of The 20s , shares invaluable insights into the common challenges faced by MSP owners, particularly their struggle to let go of control, which often leads to stunted growth and missed financial opportunities. Conkle discusses how The 20s helps MSPs scale efficiently through resource-sharing, lead generation, and smart hiring, all while emphasizing the importance of transitioning from a "king" mindset to a "wealth-building" mindse...

Oct 06, 202458 minEp 12Transcript available on Metacast

Bolt-On Acquisitions and what MSPs need to watch out for - Listen to what Ben Greenberg, Head of Corporate Development at IT Solutions has to say

Welcome to M&A Insights with your host, Madhur Duggar. Today, we’re taking a closer look at the complexities of bolt-on acquisitions in the MSP space. Joining me is Ben Greenberg, VP of Corporate Development at IT Solutions, an industry-leading MSP that’s acquired six companies over the past two years. Ben’s here to share valuable insights on how MSPs can navigate the challenges of bolt-ons and avoid common pitfalls. Whether you’re looking to grow through acquisition or just curious about th...

Sep 26, 202428 minEp 11Transcript available on Metacast

How can scaling into a larger platform unlock value for smaller MSPs? Listen to what Chris Fulmino at Dataprise has to say

In this insightful podcast episode, we sit down with Chris Fulmino, a key figure at Dataprise, a leading Managed Service Provider (MSP) that has been making waves in the technology space. Chris shares the fascinating journey of Dataprise, from its origins as a founder-led company to its acquisition by Trinity Hunt Partners, and the rapid expansion that followed. We delve into the strategic advantages for medium-sized MSPs joining a larger platform, exploring how scale can unlock new opportunitie...

Sep 09, 202432 minEp 10Transcript available on Metacast

Offshoring: Learn how Techno Global is enabling businesses to dramatically improve productivity through offshoring

Ever wondered how offshoring can transform your MSP's operations and boost your margins? In our latest episode, I sit down with Thaddeus Susara from TechnoGlobal to uncover the secrets behind successful offshoring strategies that can save you money, streamline your operations, and even prepare your business for a lucrative exit. Whether you're looking to scale or considering M&A opportunities, this is the conversation you don't want to miss! www.linkedin.com/in/madhur-duggar...

Sep 01, 202433 minEp 9Transcript available on Metacast

AI Autopilot is working with MSPs to automate workflow using AI - Find out how

Get ready to meet Emil, the dynamic force behind ETECH 7 and AI Autopilot! Hailing from the bustling streets of Manhattan and with roots in Uzbekistan, Emil's journey from an economics student at Baruch College to a tech innovator is nothing short of inspiring. Join us as we dive into how he's revolutionizing ticketing automation for MSPs with cutting-edge AI technology and what is vision is for how AI’s role amongst MSPs is only going to grow. Folks you won't want to miss this, A...

Aug 04, 202416 minEp 8Transcript available on Metacast

Steps to take before selling your business

Selling a business will require preparation, effort and yes, time! Time that you need to be spending on running your business. You’ll need to work with an advisor who can guide you through the process and network with your peers to make sure you don’t lose focus. The good news is nearly everything you do in preparation for your sale will also make your business leaner, meaner and more profitable. Welcome to M&A Insights with Madhur Duggar. Today, we're talking about the steps you need t...

Jul 29, 202416 minEp 7Transcript available on Metacast

Reverse Due Diligence with CVC at NTIVA - Questions Sellers Should Be Asking Buyers

In this podcast Chris Vollmond-Carstens, NTIVA's Chief M&A officer, discusses with us Reverse Due Diligence, i.e. questions that sellers should be asking buyers. Chris and Ntiva have been incredibly active in the MSP M&A landscape. Since 2015, Ntiva has successfully completed 15 transactions, with their most recent one being the acquisition of the Purple Guys. Key questions cover the following topics Cultural Fit and Values Questions to ask: What is the cultural fit between our orga...

Jul 22, 202449 minEp 6Transcript available on Metacast

Learn how XLM is using AI to automate clinical testing in Healthcare

Nagesh Nama, CEO of XLM is a serial entrepreneur who is leading the charge on applying one of the most exciting developments in AI Technology – Large Action Models to help clinical trials in the Healthcare industry run more efficiently. The clinical trial industry in the US is estimated at a ~$25bn and Nagesh and XLM are right in there with them. Nagesh has grown XLM from scratch to $4MN in revenue in 2024 and he is just getting started. Nagesh explains how he applies LAM technology to automate ...

May 22, 202451 minEp 5Transcript available on Metacast

12 Tips For Sellng Your Business

This podcast provides 12 tips that sellers should follow when selling their business. If you wish to learn more about the middle market M&A world or listen to my other podcasts please connect with me over linked-in or email me at podcastwithmadhur@gmail.com and I’d be happy to share with you the URL for my other podcasts. 1. Understand Why You Are Selling – Get an assessment done beforehand. 2. Keep the Sale of Your Company to Yourself – Avoid business disruption. 3. Retain an Expert to Help...

Apr 10, 202412 minEp 4Transcript available on Metacast

What is the Sellers NDA

The first document any Seller signs when starting their relationship with a potential advisor is typically a Seller Confidentiality Agreement. This podcast discusses some of the key aspects of this document that Sellers should expect. www.linkedin.com/in/madhur-duggar

Feb 15, 20249 minEp 2Transcript available on Metacast

M&A Insights - Choosing the Advisor

In this episode, Madhur Duggar, M&A Advisor at Excendio Advisors, explores why private firms in the lower middle market should consider boutique advisory firms over large banks or DIY approaches when selling their business. Madhur outlines four key reasons: the importance of running a thorough buyer search to unlock true value, leveraging subject matter expertise to establish credibility, utilizing the seniority and gravitas of experienced advisors, and ensuring a confidential sale process. ...

Feb 10, 202411 minEp 1Transcript available on Metacast