As MSPs scale, percentage growth slows and sales get harder, especially when spending doesn't bring new clients. Many trade companies are being acquired rapidly, so MSPs should partner with consolidators rather than the companies being bought to stay relevant.
As you get bigger, growing percentage-wise is more difficult than it was when you were smaller. But also sales is tough for a lot of MSPs out there, right? I see that often where it's like, hey, we're making this investment. And I'm like, that's great. That investment only pays off if you're actually adding clients. If you don't, then you're just spending money, right? And so—
Things are harder now than they were then. So an example is a lot of our target clients have been acquired, right? So we joke around about it, is that we love helping the trades, right? We have a ton of folks in the trades we help. It's been great, but they're all consolidating very quickly. So we need to get on the side of the consolidator, not the side of the consolidated.
