As MSPs scale, percentage-based growth gets harder and sales spending only works if it lands new clients. Rapid consolidation in the trades is reshaping the market, forcing MSPs to shift their go-to-market strategy toward consolidators instead of independent businesses.
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.
