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Bristol Group Advises MSP Owners on Valuation, Risk, and Strategic Exit Planning, Podcast
At ITEXPO / MSP EXPO, Doug Green, Publisher of Technology Reseller News, spoke with Mahen Gundecha, Broker at Bristol Group, about mergers and acquisitions activity in the MSP and cybersecurity markets—and what business owners should be thinking about long before they decide to sell. Bristol Group is an M&A advisory firm focused on small- and mid-sized companies across multiple industries, with Gundecha concentrating on IT and managed services. Drawing parallels between biotech and the rapidly evolving MSP and cybersecurity sectors, he emphasized that today’s environment is knowledge-intensive, fast-moving, and increasingly shaped by consolidation and private equity activity. For MSP owners dreaming of an eventual exit, Gundecha offered practical guidance rooted in three core areas: personal goals, financial readiness, and market risk. “Ask yourself what you want personally, what your financial situation looks like, and what risks are coming your way,” he advised. Many owners assume aggressive growth will dramatically increase valuation in a short period, but in reality, sustained, realistic growth—and careful timing—often determine the outcome. Understanding whether there is a gap between retirement goals and current valuation is a critical first step. He also highlighted the growing impact of consolidation. As private equity-backed platforms acquire regional MSPs, competitive pressure increases—bringing stronger capabilities, deeper cybersecurity stacks, and potentially lower pricing. This can affect both customer retention and employee retention, particularly for highly skilled cybersecurity professionals. For owners nearing retirement, a dip in valuation due to lost accounts or talent may be difficult to recover from within a limited time horizon. Importantly, selling does not have to mean walking away entirely. Gundecha described partial exits where owners retain equity in a larger acquiring platform. This approach can reduce customer concentration risk, provide immediate liquidity, and potentially deliver greater long-term upside if the buyer scales aggressively. “You’ve cashed out part of your risk, diversified the rest, and positioned yourself for additional wealth creation,” he explained—while underscoring that selecting the right buyer is the key strategic decision. Visit https://bristolgrouponline.com/
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