https://bsky.app/profile/olavarria.workhttps://bsky.app/profile/olavarria.work/post/3mtu2bfzfzc2zRetention was strong. Recurring revenue held. Two years after close, organic growth is flat and the board is approving sales hires. Nothing broke. The growth engine was the founder, and the deal took him off the road. olavarria.work24 Aug 2026 19:33 +0000at://did:plc:cwal2cw5ppspta65ra74nbfk/app.bsky.feed.post/3mtu2bfzfzc2zhttps://bsky.app/profile/olavarria.work/post/3mtkfqa2pmc2z71% of MSPs name acquiring customers their biggest problem. Every year. An entire industry sells them the answer. Sold-out conferences, agencies with a hundred people, two decades of it. Not one has published what it costs to win a client. olavarria.work20 Aug 2026 23:31 +0000at://did:plc:cwal2cw5ppspta65ra74nbfk/app.bsky.feed.post/3mtkfqa2pmc2zhttps://bsky.app/profile/olavarria.work/post/3mtjx434jbs2k466 MSPs were acquired in one year. Almost every buyer in this market already had a provider, so the industry stopped selling and started buying. Nobody publishes what happened to the revenue afterward. Buying was the easy part. olavarria.work20 Aug 2026 19:09 +0000at://did:plc:cwal2cw5ppspta65ra74nbfk/app.bsky.feed.post/3mtjx434jbs2khttps://bsky.app/profile/olavarria.work/post/3mtfgz3unp22kAlmost 60% of the MSP top tier's revenue turns by itself. The rest is cranked by hand, every year. Buyers pay for the flywheel, not the crank: their floor is 80% recurring. The rebuild plan: olavarria.work19 Aug 2026 00:11 +0000at://did:plc:cwal2cw5ppspta65ra74nbfk/app.bsky.feed.post/3mtfgz3unp22khttps://bsky.app/profile/olavarria.work/post/3mt2jrehrgs2sA thousand MSPs were asked what their typical client spends per year. The over-$500K column went from 4% to zero. The money didn't leave; it moved inside existing accounts. Where it went and how to follow it: olavarria.work14 Aug 2026 16:01 +0000at://did:plc:cwal2cw5ppspta65ra74nbfk/app.bsky.feed.post/3mt2jrehrgs2shttps://bsky.app/profile/olavarria.work/post/3mt23e2akv22sThe MSP industry publishes its revenue ranking every year. Average member: $29.4M. Nobody has ever collected the headcount underneath it. The one number that separates built growth from hired growth: olavarria.work14 Aug 2026 11:43 +0000at://did:plc:cwal2cw5ppspta65ra74nbfk/app.bsky.feed.post/3mt23e2akv22shttps://bsky.app/profile/olavarria.work/post/3msy6w4y3622xThe federal compliance calendar covers every account you sell to. Three states added a date of their own. The territory plan falls out of it: olavarria.work13 Aug 2026 17:41 +0000at://did:plc:cwal2cw5ppspta65ra74nbfk/app.bsky.feed.post/3msy6w4y3622xhttps://bsky.app/profile/olavarria.work/post/3msvq2ozowc2xThe biggest door in MSP sales is the one nobody works deliberately: the account that kept its IT team. 48% of organizations already buy this way. The land-and-expand playbook: olavarria.work12 Aug 2026 18:10 +0000at://did:plc:cwal2cw5ppspta65ra74nbfk/app.bsky.feed.post/3msvq2ozowc2xhttps://bsky.app/profile/olavarria.work/post/3msrabgry3k2zGartner has asked B2B buyers three times in five years whether they'd rather buy without a sales rep. 43% said yes in 2021. Then 61%. Now 67%. Most MSP revenue engines are still built for the buyer who calls. How I'd build for the one who won't: olavarria.work10 Aug 2026 23:17 +0000at://did:plc:cwal2cw5ppspta65ra74nbfk/app.bsky.feed.post/3msrabgry3k2zhttps://bsky.app/profile/olavarria.work/post/3msjbe3ur4c2vOnly 2% of clients say nothing could make them switch MSPs. The other 98% can name the trigger. New MSP clients now come mostly from other MSPs. Growth is displacement: timing plus evidence, on offense and on defense. The playbook: olavarria.work07 Aug 2026 19:15 +0000at://did:plc:cwal2cw5ppspta65ra74nbfk/app.bsky.feed.post/3msjbe3ur4c2vhttps://bsky.app/profile/olavarria.work/post/3mses4o7uis2vTwo quotes for the same healthcare client. The specialist bids 25% more and wins. That scene is an illustration. The premium is not: healthcare MSPs command 20-40% pricing premiums, and vertical specialization adds 1-3 turns on a 9.0x median EBITDA multiple.06 Aug 2026 00:32 +0000at://did:plc:cwal2cw5ppspta65ra74nbfk/app.bsky.feed.post/3mses4o7uis2vhttps://bsky.app/profile/olavarria.work/post/3msbjyvvef222Most MSPs give away their best sales meeting four times a year. Meanwhile the QBR is already on the calendar with someone who already buys from you, and only 40% of MSPs call their own reviews very effective.04 Aug 2026 17:29 +0000at://did:plc:cwal2cw5ppspta65ra74nbfk/app.bsky.feed.post/3msbjyvvef222https://bsky.app/profile/olavarria.work/post/3ms76yp4etc2qMost MSP churn is signed on day one. Annual terms schedule shopping events. Only about 1/3 of MSPs track churn. 58% of surveyed IT buyers plan to switch within 3 years. Replacing one client: $2,000+ in lead spend. Five redlines fix it. Churn is designed in. Design it out.03 Aug 2026 19:06 +0000at://did:plc:cwal2cw5ppspta65ra74nbfk/app.bsky.feed.post/3ms76yp4etc2qhttps://bsky.app/profile/olavarria.work/post/3mruxbcczls2kScalePad's 2026 MSP Trends Report ranks new-client acquisition as the top MSP growth driver at 60%, but the mover is existing-account expansion, which jumped from #4 to #2 (49%, up from 35%).30 Jul 2026 17:21 +0000at://did:plc:cwal2cw5ppspta65ra74nbfk/app.bsky.feed.post/3mruxbcczls2k