MSP margins are tightening, while customer expectations continue to rise. This panel tackles this challenge with a discussion about pricing pressure, bundling, consumption models, co-managed services, and how to stop “race to the bottom” deals. Attendees will hear specific packaging strategies MSPs are using to successfully protect profit and reduce churn.
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In this year’s State of the MSP report there were a couple of glaring patterns that had changed from past years’ results. Where competition was cited as the most frequent challenge for the last 3 years, this year, acquiring new clients was listed as the number one challenge followed by revenue growth. Also, an astonishing 91% of MSPs said profitability is a major concern for their practice.
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Closing high-value MSP business demands a unified strategy that connects lead generation with sales team efficiency. This session delivers an end-to-end playbook for repeatable, profitable revenue. Discussion will include the core of revenue generation: Learning how to define your ideal client profile, build a steady pipeline, and conduct discovery-driven demos, as well as becoming masters at crafting compelling pitches that focus on business outcomes and proposals that secure bigger deals. The panel will also consider sales enablement strategy – the engine for consistent performance – including the essential investments in tools, training, and processes necessary to drive peak success.
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In this session, successful MSPs speak to their peers about how to achieve sustainable growth. Learn how to design and implement processes and systems that can scale with your business, and the tools and technologies that enable it. Gain insights from real-world examples that highlight enhanced operational efficiency, client satisfaction, and financial growth.
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This workshop is for IT and cybersecurity business owners who are tired of getting paid last and doing everything themselves. Using the proven business framework that is recognized as the Profit First system, you will learn how to structure your cash so you pay yourself first, fund taxes, and force your business to live within healthy operating expenses, turning it into a true money making machine. Then, with a clear profit and cash plan, you’ll see how to strategically use fractional and full time hires to replace yourself in day to day work, so the business can grow and run without you.
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Is your MSP leaving money on the table? While landing new clients is essential, MSPs must not lose sight of growth opportunities with existing accounts. This session discusses strategies for diversifying MSP service offerings that will lead to increased recurring revenue. What are new service offerings that will deliver greater value to existing customers, while positioning your MSP better to win new accounts. MSPs will leave with new opportunities for increased profitability, client retention, and new customer acquisition
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Generalists struggle to stand out; specialists win on trust and speed. This session shows MSPs how to pick a vertical (healthcare, legal, financial services, manufacturing, etc.), shape a repeatable service catalog, and build a compliance-led narrative that resonates with budget owners. Discussion will cover reference architectures, packaged assessments, vertical KPIs, content and events that generate qualified leads, and how to capture case studies without breaching confidentiality. MSPs will leave with a specialization plan they can implement to grow their businesses.
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Stop simply managing; start engineering growth. This session is designed to build an MSP roadmap to peak operational performance by integrating modern hyper-automation and AI-driven insights across the business. Moving beyond traditional workflows, this discussion explores how to transform service delivery, streamline technician workflows, and eliminate critical bottlenecks using advanced tools that are available today and make MSPs leaner, smarter, and significantly more profitable.
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AI isn’t a feature; it’s a service line. MSPs aren’t selling AI; they are selling AI-enabled services. This session shows MSPs how to productize AI-driven offers (e.g., help-desk automation, AI voice/chat agents, Copilot enablement, anomaly detection, and executive summaries) into clear bundles with defensible margins. MSPs will learn outcome-led positioning, value-based pricing, scoping/SOW language, and a GTM strategy that targets the right use cases that can be easily converted into revenue. A key part of this discussion will include managing client adoption and AI Governance & Compliance, covering essential controls for data safety, algorithmic bias, and regulatory alignment. By presenting AI as a "capacity multiplier" and successfully managing client risk and compliance, MSPs can turn AI into a highly profitable revenue engine.
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The MSP M&A market is moving fast, and owners need a clear, actionable roadmap to navigate it successfully. This super session is the definitive guide to building and realizing maximum value for your IT services business. Through this series of expert-led educational sessions, MSP owners and leaders will take a deep dive into how to maximize their valuations, ensure exit readiness, and leave with a clear and actionable MSP M&S playbook. This master class will feature several key topics to help MSPs better understand the M&A landscape and what they need to do to be successful, whether they are looking to sell now or potentially sometime in the future – or even if they are buyers. Featured education will include: The 5 Best Ways TSPs Can Increase Their M&A Value – Starting Right Now, providing immediate, practical steps to make your company more attractive to buyers and investors; and Addbacks & Synergies, which will demystify two core components of every M&A valuation. Attendees will learn exactly what these financial adjustments are, how they are calculated, and their critical role in determining your final company value. Attendees will leave this session with the knowledge to strategically position their MSP for its highest possible value. Key Takeaways include: - Five immediate actions to significantly boost your MSP's appeal and valuation. - A clear breakdown of Addbacks and Synergies and how they impact the final sale price. - A framework for assessing your current Exit Readiness and next steps. - Actionable M&A Playbook strategies for a successful, high-value transaction.
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