In the first mergers and acquisitions panel of 2024, Sunny engaged in an insightful discussion with industry experts Sam Levy, Partner – M&A Execution (Drakestar) and Christian Fulmino, SVP of Corporate Development and M&A (Dataprise) about the intricacies, current state and future trends of mergers and acquisitions (M&A) in the MSP channel. 

From this episode, you will learn about: 

  • The current M&A landscape in MSP industry, highlighting trends and challenges. 
  • Factors driving M&A include consolidation, specialization and demand for advanced technologies. 
  • Why sellers should focus on revenue quality, customer diversification and understanding deal structures. 
  • How buyers prioritize due diligence, integration plans and alignment of vision. 
  • Navigating cultural alignment and talent retention amidst M&A 

Factors Influencing M&A Activity 

The guests delve into the factors influencing M&A transactions, including market conditions, buyer demand and deal structures impacted by interest rates. They emphasize the importance of adapting to changing market dynamics and strategic positioning for successful transactions. 

Preparing for M&A: Advice for Sellers 

Christian Fulmino shares practical advice for MSP owners considering selling their businesses, focusing on factors such as revenue quality, customer diversification and operational efficiencies to enhance attractiveness to potential buyers. 

Due Diligence and Value Creation for Buyers 

Sam Levy discusses critical due diligence steps for potential buyers to assess the value and potential of target companies. He emphasizes the importance of understanding synergies, integration plans and alignment of goals to create value post-acquisition. 

Maintaining Culture and Talent Retention 

The conversation shifts to the importance of maintaining culture and talent retention amidst M&A activity. Both guests stress the need for employees to embrace change, maintain an open mind and seize growth opportunities within the evolving organizational landscape. 


The discussion concludes with valuable insights for stakeholders navigating the complexities and opportunities of M&A transactions within the MSP industry, emphasizing the importance of clear communication, alignment of goals, and cultural fit for successful outcomes. 

About Sunny’s Silver Linings Podcast

“Sunny’s Silver Linings” is a top MSP channel podcast hosted by the CEO of IT By Design, Sunny Kaila. Sunny and his guests cover a wide range of MSP- and talent-based topics, including leadership, corporate culture, MSP services, cybersecurity, customer service, talent growth and retention, and strategies to achieve success in the channel. Listen now to take your business to the next level!

You can check out all our episodes here. You can also listen to “Sunny’s Silver Linings” podcast episodes on all the top streaming platforms, including Apple Podcasts, Spotify, Amazon Music, iHeart Radio, etc.

About IT By Design

With more than two decades of experience as a technology services provider—first as an MSP, and then for MSPs—IT By Design (ITBD) helps clients navigate the volatile technical landscape. As the authority on MSP-trained technical talent, it understands the challenges its customers face when recruiting team members. ITBD addresses those issues through many solutions: dedicated staffing, 24x7x365 NOC services, helpdesk solutions, RMM virtual admin, vCIO consulting, security, employee and client engagement software, and professional services. ITBD is headquartered in New Jersey and has facilities in India and the Philippines.

For more content like this, be sure to follow IT By Design on LinkedIn and YouTube, check out our on-demand learning platform, Build IT University, and be sure to register for Build IT LIVE, our 3-day education focused conference, September 9-11, 2024 in Orlando, FL!