Category Archives for "Managed Services News"

Nov 10

Kaspersky Security Offering for MSP and MSSP

By | Managed Services News

Why Kaspersky?
For more than 20 years, Kaspersky’s cybersecurity expertise – including threat intelligence, incident response, threat detection, malware research, and reverse engineering and digital forensics – has been continuously evolving and advancing. Today, Kaspersky has a comprehensive portfolio of cybersecurity services and solutions, and our MSP partners benefit from this wealth of experience.
Kaspersky’s security portfolio for MSPs was designed specifically to meet MSP partners’ needs, helping them to:
– Drive monetization by providing advanced security services to their customers
– Increase sales revenues and attract new customers, start-up and run business quickly and easily
– Avoid additional hardware and software investments as well as additional administrative overheads or resources
– Effectively combat modern complex threats
– Differentiate themselves from their competitors by providing unique customer-tailored services and intelligence

This whitepaper shows MSPs all Kaspersky’s security portfolio from the MSP Security Foundation to the advanced and comprehensive security offerings the modern business needs.

Brought to you by: 

Kaspersky program logo

 

Nov 10

MSP 501 Profile: Integrated IT Thrives on M&A Bonanza

By | Managed Services News

Integrated IT has completed 30 acquisitions since 1999.

Company Name: Integrated IT

Company MSP 501 Rank: 281

Executive Vice President of Sales: Jay Patterson 

Headquartered: Waltham, MA

Primary Services:

  • Security and compliance
  • Telephony solutions
  • Business applications

Twitter: @integratedIT

MSP 501 honoree Integrated IT Solutions has the Northeast covered. How? The IT partner does it with packaged managed services — NetManage, NetAdmin, NetWatch and NetBackup. Integrated IT also offers professional services, consulting and cloud migration services.

But, that’s not all. Sitting still isn’t something in Integrated IT’s DNA. Two years ago, the company built out an MSSP practice. Today, the partner offers an array of security and compliance services. The way the Integrated IT sees it, and many customers have come to realize, is that investing in security and compliance is the cost of doing business today.

What’s not obvious about Integrated IT is that this partner has competed 30 acquisitions since 1999. And just two years ago, a private equity firm bought it.

Integrated IT's Jay Patterson

Integrated IT’s Jay Patterson

Jay Patterson, Integrated IT’s VP of sales, discusses the acquisitions, the company’s growth and conducting business in the age of the pandemic. The MSP also offers some food for thought for its technology partners.

Channel Futures: Is the influx of private equity and increase in M&A activity impacting your business? How?  

Jay Patterson: In a different way than others, in all likelihood. We’ve completed about 30 acquisitions since 1999. We were also acquired by private equity (PE) about two years ago. The biggest impact to us, over the past couple of years, is the fact that there is far more competition out there looking for acquisition targets. PE tends to play in areas of tremendous growth potential and profitability. So that is a good indicator of the industry in general. It seems that every industry out there is trying to get into the monthly recurring revenue model to have more predictable numbers.

One potential downside of PE involvement is the client perception. Some clients worry about the idea of working with a “large firm” or may feel like there will be less of a personal touch with a company owned by private equity. There is also the stigma that profits are paramount and everything else is secondary — which is not only a PE directive. But the fact of the matter is what really makes an MSP profitable is providing white-glove services and being in it for the long haul. We’ve had clients with us for nearly 20 years and we work hard to keep them with us for another 20.

CF: What was the single biggest technology or business decision that drove your company’s growth in 2019? How did it do so?

JP: Compliance and managed security. Companies, for the most part, have come to realize that investing in security and maintaining compliance (where applicable) is just part of the cost of doing business. We’ve seen a surge in project revenue and MRR in the area of compliance and managed security as a result of this.

Two years ago, we went through the process to meet the compliance requirements of some of the most common frameworks found among our client; for example, HIPAA, PCI-DSS, NIST 800-171 and GDPR. We became intimately familiar with the process. We took the technology GAP analysis portion of the initial assessment to form the framework of our managed security offering. Subsequent clients who wanted to follow a similar path to compliance have been able to jump in with both feet (as we did) or start with the items that would show up on their GAP analysis — and engage us for an MSSP agreement. This allows for them to move in the right direction and begin securing the environment. And, when the time comes to complete the compliance program setup, their to-do list stemming from the GAP analysis is …

Nov 10

MSP 501 Profile: Integrated IT Thrives on M&A Bonanza

By | Managed Services News

Integrated IT has completed 30 acquisitions since 1999.

Company Name: Integrated IT

Company MSP 501 Rank: 281

Executive Vice President of Sales: Jay Patterson 

Headquartered: Waltham, MA

Primary Services:

  • Security and compliance
  • Telephony solutions
  • Business applications

Twitter: @integratedIT

MSP 501 honoree Integrated IT Solutions has the Northeast covered. How? The IT partner does it with packaged managed services — NetManage, NetAdmin, NetWatch and NetBackup. Integrated IT also offers professional services, consulting and cloud migration services.

But, that’s not all. Sitting still isn’t something in Integrated IT’s DNA. Two years ago, the company built out an MSSP practice. Today, the partner offers an array of security and compliance services. The way the Integrated IT sees it, and many customers have come to realize, is that investing in security and compliance is the cost of doing business today.

What’s not obvious about Integrated IT is that this partner has competed 30 acquisitions since 1999. And just two years ago, a private equity firm bought it.

Integrated IT's Jay Patterson

Integrated IT’s Jay Patterson

Jay Patterson, Integrated IT’s VP of sales, discusses the acquisitions, the company’s growth and conducting business in the age of the pandemic. The MSP also offers some food for thought for its technology partners.

Channel Futures: Is the influx of private equity and increase in M&A activity impacting your business? How?  

Jay Patterson: In a different way than others, in all likelihood. We’ve completed about 30 acquisitions since 1999. We were also acquired by private equity (PE) about two years ago. The biggest impact to us, over the past couple of years, is the fact that there is far more competition out there looking for acquisition targets. PE tends to play in areas of tremendous growth potential and profitability. So that is a good indicator of the industry in general. It seems that every industry out there is trying to get into the monthly recurring revenue model to have more predictable numbers.

One potential downside of PE involvement is the client perception. Some clients worry about the idea of working with a “large firm” or may feel like there will be less of a personal touch with a company owned by private equity. There is also the stigma that profits are paramount and everything else is secondary — which is not only a PE directive. But the fact of the matter is what really makes an MSP profitable is providing white-glove services and being in it for the long haul. We’ve had clients with us for nearly 20 years and we work hard to keep them with us for another 20.

CF: What was the single biggest technology or business decision that drove your company’s growth in 2019? How did it do so?

JP: Compliance and managed security. Companies, for the most part, have come to realize that investing in security and maintaining compliance (where applicable) is just part of the cost of doing business. We’ve seen a surge in project revenue and MRR in the area of compliance and managed security as a result of this.

Two years ago, we went through the process to meet the compliance requirements of some of the most common frameworks found among our client; for example, HIPAA, PCI-DSS, NIST 800-171 and GDPR. We became intimately familiar with the process. We took the technology GAP analysis portion of the initial assessment to form the framework of our managed security offering. Subsequent clients who wanted to follow a similar path to compliance have been able to jump in with both feet (as we did) or start with the items that would show up on their GAP analysis — and engage us for an MSSP agreement. This allows for them to move in the right direction and begin securing the environment. And, when the time comes to complete the compliance program setup, their to-do list stemming from the GAP analysis is …

Nov 10

MSP 501 Profile: Integrated IT Thrives on M&A Bonanza

By | Managed Services News

Integrated IT has completed 30 acquisitions since 1999.

Company Name: Integrated IT

Company MSP 501 Rank: 281

Executive Vice President of Sales: Jay Patterson 

Headquartered: Waltham, MA

Primary Services:

  • Security and compliance
  • Telephony solutions
  • Business applications

Twitter: @integratedIT

MSP 501 honoree Integrated IT Solutions has the Northeast covered. How? The IT partner does it with packaged managed services — NetManage, NetAdmin, NetWatch and NetBackup. Integrated IT also offers professional services, consulting and cloud migration services.

But, that’s not all. Sitting still isn’t something in Integrated IT’s DNA. Two years ago, the company built out an MSSP practice. Today, the partner offers an array of security and compliance services. The way the Integrated IT sees it, and many customers have come to realize, is that investing in security and compliance is the cost of doing business today.

What’s not obvious about Integrated IT is that this partner has competed 30 acquisitions since 1999. And just two years ago, a private equity firm bought it.

Integrated IT's Jay Patterson

Integrated IT’s Jay Patterson

Jay Patterson, Integrated IT’s VP of sales, discusses the acquisitions, the company’s growth and conducting business in the age of the pandemic. The MSP also offers some food for thought for its technology partners.

Channel Futures: Is the influx of private equity and increase in M&A activity impacting your business? How?  

Jay Patterson: In a different way than others, in all likelihood. We’ve completed about 30 acquisitions since 1999. We were also acquired by private equity (PE) about two years ago. The biggest impact to us, over the past couple of years, is the fact that there is far more competition out there looking for acquisition targets. PE tends to play in areas of tremendous growth potential and profitability. So that is a good indicator of the industry in general. It seems that every industry out there is trying to get into the monthly recurring revenue model to have more predictable numbers.

One potential downside of PE involvement is the client perception. Some clients worry about the idea of working with a “large firm” or may feel like there will be less of a personal touch with a company owned by private equity. There is also the stigma that profits are paramount and everything else is secondary — which is not only a PE directive. But the fact of the matter is what really makes an MSP profitable is providing white-glove services and being in it for the long haul. We’ve had clients with us for nearly 20 years and we work hard to keep them with us for another 20.

CF: What was the single biggest technology or business decision that drove your company’s growth in 2019? How did it do so?

JP: Compliance and managed security. Companies, for the most part, have come to realize that investing in security and maintaining compliance (where applicable) is just part of the cost of doing business. We’ve seen a surge in project revenue and MRR in the area of compliance and managed security as a result of this.

Two years ago, we went through the process to meet the compliance requirements of some of the most common frameworks found among our client; for example, HIPAA, PCI-DSS, NIST 800-171 and GDPR. We became intimately familiar with the process. We took the technology GAP analysis portion of the initial assessment to form the framework of our managed security offering. Subsequent clients who wanted to follow a similar path to compliance have been able to jump in with both feet (as we did) or start with the items that would show up on their GAP analysis — and engage us for an MSSP agreement. This allows for them to move in the right direction and begin securing the environment. And, when the time comes to complete the compliance program setup, their to-do list stemming from the GAP analysis is …

Nov 10

MSP 501 Profile: Magnitech’s Marketing Investment Pays Off

By | Managed Services News

Tim Pabich founded the company 10 years ago.

Company Name: Magnitech

Magnitech Founder and CEO: Tim Pabich

Company MSP 501 Rank: 48

Twitter: @magnitechit

Primary Services:

  • IT managed services
  • Cloud services
  • Dark web monitoring
  • Network monitoring
  • Firewall and network security

MSP Magnitech developed a sales and marketing department last year and reaped the benefits, according to CEO Tim Pabich.

Magnitech's Tim Pabich

Magnitech’s Tim Pabich

Pabich founded the company in 2010 to provided outsourced IT to the SMB segment. Now the firm has landed in the top 50 of the MSP 501 list. Pabich attributes much of the company’s success to the decision to form a sales and marketing department. The MSP hired a chief marketing officer and account executive to take the strain off employees who work better on the operational and technological side.

“A lot of MSP owners wear many hats and areas like marketing are the first to take a hit on the priority list,” Pabich told Channel Futures.

Pabich spoke to us about his company, its business model and the IT channel.

Channel Futures: What new opportunities and challenges came with the COVID-19 pandemic?

Tim Pabich: We saw COVID-19 as an opportunity for the industry. As soon as companies started to go remote, we had some work to do to get our existing clients settled into their new environments. After that, we went completely remote ourselves. We had to tap into a new form of working and adapt to the new world just as quickly as our partners and clients did. This was a challenge, but we were up for it. We found we had more in common with our clients than ever before. We hit the marketing aspect immediately by creating enjoyable content all around team-building while working from home. Check out our “Don’t drop the ball” video below to see more.

It was through these efforts that we connected not only as a team but with the community and with our clients. Going forward, the business world is changed forever. There lies the ultimate opportunity for our industry. The entire work world needs to have technological infrastructure prepared and in place so they can go remote at the drop of a hat. That’s where MSPs come in. We are the people who can get this done for businesses and support them every step of the way. This should be the message going forward.

The 2020 MSP 501 recognizes the top managed service providers in the world. See the full list. Then check out our brand-new Hot 101.

CF: What do you love about the IT channel? What do you hate about it?

TP: The IT channel is exciting and enjoyable because technology is constantly changing. This forces us as individuals and as a company to continue to evolve and grow as quickly as the technology evolves and grows. The days are fast and exciting, and there’s never a shortage of work. We have found multiple friends and partners by …

Nov 10

MSP 501 Profile: Integrated IT Thrives on M&A Bonanza

By | Managed Services News

Integrated IT has completed 30 acquisitions since 1999.

Company Name: Integrated IT

Company MSP 501 Rank: 281

Executive Vice President of Sales: Jay Patterson 

Headquartered: Waltham, MA

Primary Services:

  • Security and compliance
  • Telephony solutions
  • Business applications

Twitter: @integratedIT

MSP 501 honoree Integrated IT Solutions has the Northeast covered. How? The IT partner does it with packaged managed services — NetManage, NetAdmin, NetWatch and NetBackup. Integrated IT also offers professional services, consulting and cloud migration services.

But, that’s not all. Sitting still isn’t something in Integrated IT’s DNA. Two years ago, the company built out an MSSP practice. Today, the partner offers an array of security and compliance services. The way the Integrated IT sees it, and many customers have come to realize, is that investing in security and compliance is the cost of doing business today.

What’s not obvious about Integrated IT is that this partner has competed 30 acquisitions since 1999. And just two years ago, a private equity firm bought it.

Integrated IT's Jay Patterson

Integrated IT’s Jay Patterson

Jay Patterson, Integrated IT’s VP of sales, discusses the acquisitions, the company’s growth and conducting business in the age of the pandemic. The MSP also offers some food for thought for its technology partners.

Channel Futures: Is the influx of private equity and increase in M&A activity impacting your business? How?  

Jay Patterson: In a different way than others, in all likelihood. We’ve completed about 30 acquisitions since 1999. We were also acquired by private equity (PE) about two years ago. The biggest impact to us, over the past couple of years, is the fact that there is far more competition out there looking for acquisition targets. PE tends to play in areas of tremendous growth potential and profitability. So that is a good indicator of the industry in general. It seems that every industry out there is trying to get into the monthly recurring revenue model to have more predictable numbers.

One potential downside of PE involvement is the client perception. Some clients worry about the idea of working with a “large firm” or may feel like there will be less of a personal touch with a company owned by private equity. There is also the stigma that profits are paramount and everything else is secondary — which is not only a PE directive. But the fact of the matter is what really makes an MSP profitable is providing white-glove services and being in it for the long haul. We’ve had clients with us for nearly 20 years and we work hard to keep them with us for another 20.

CF: What was the single biggest technology or business decision that drove your company’s growth in 2019? How did it do so?

JP: Compliance and managed security. Companies, for the most part, have come to realize that investing in security and maintaining compliance (where applicable) is just part of the cost of doing business. We’ve seen a surge in project revenue and MRR in the area of compliance and managed security as a result of this.

Two years ago, we went through the process to meet the compliance requirements of some of the most common frameworks found among our client; for example, HIPAA, PCI-DSS, NIST 800-171 and GDPR. We became intimately familiar with the process. We took the technology GAP analysis portion of the initial assessment to form the framework of our managed security offering. Subsequent clients who wanted to follow a similar path to compliance have been able to jump in with both feet (as we did) or start with the items that would show up on their GAP analysis — and engage us for an MSSP agreement. This allows for them to move in the right direction and begin securing the environment. And, when the time comes to complete the compliance program setup, their to-do list stemming from the GAP analysis is …

Nov 10

MSP 501 Profile: Integrated IT Thrives on M&A Bonanza

By | Managed Services News

Integrated IT has completed 30 acquisitions since 1999.

Company Name: Integrated IT

Company MSP 501 Rank: 281

Executive Vice President of Sales: Jay Patterson 

Headquartered: Waltham, MA

Primary Services:

  • Security and compliance
  • Telephony solutions
  • Business applications

Twitter: @integratedIT

MSP 501 honoree Integrated IT Solutions has the Northeast covered. How? The IT partner does it with packaged managed services — NetManage, NetAdmin, NetWatch and NetBackup. Integrated IT also offers professional services, consulting and cloud migration services.

But, that’s not all. Sitting still isn’t something in Integrated IT’s DNA. Two years ago, the company built out an MSSP practice. Today, the partner offers an array of security and compliance services. The way the Integrated IT sees it, and many customers have come to realize, is that investing in security and compliance is the cost of doing business today.

What’s not obvious about Integrated IT is that this partner has competed 30 acquisitions since 1999. And just two years ago, a private equity firm bought it.

Integrated IT's Jay Patterson

Integrated IT’s Jay Patterson

Jay Patterson, Integrated IT’s VP of sales, discusses the acquisitions, the company’s growth and conducting business in the age of the pandemic. The MSP also offers some food for thought for its technology partners.

Channel Futures: Is the influx of private equity and increase in M&A activity impacting your business? How?  

Jay Patterson: In a different way than others, in all likelihood. We’ve completed about 30 acquisitions since 1999. We were also acquired by private equity (PE) about two years ago. The biggest impact to us, over the past couple of years, is the fact that there is far more competition out there looking for acquisition targets. PE tends to play in areas of tremendous growth potential and profitability. So that is a good indicator of the industry in general. It seems that every industry out there is trying to get into the monthly recurring revenue model to have more predictable numbers.

One potential downside of PE involvement is the client perception. Some clients worry about the idea of working with a “large firm” or may feel like there will be less of a personal touch with a company owned by private equity. There is also the stigma that profits are paramount and everything else is secondary — which is not only a PE directive. But the fact of the matter is what really makes an MSP profitable is providing white-glove services and being in it for the long haul. We’ve had clients with us for nearly 20 years and we work hard to keep them with us for another 20.

CF: What was the single biggest technology or business decision that drove your company’s growth in 2019? How did it do so?

JP: Compliance and managed security. Companies, for the most part, have come to realize that investing in security and maintaining compliance (where applicable) is just part of the cost of doing business. We’ve seen a surge in project revenue and MRR in the area of compliance and managed security as a result of this.

Two years ago, we went through the process to meet the compliance requirements of some of the most common frameworks found among our client; for example, HIPAA, PCI-DSS, NIST 800-171 and GDPR. We became intimately familiar with the process. We took the technology GAP analysis portion of the initial assessment to form the framework of our managed security offering. Subsequent clients who wanted to follow a similar path to compliance have been able to jump in with both feet (as we did) or start with the items that would show up on their GAP analysis — and engage us for an MSSP agreement. This allows for them to move in the right direction and begin securing the environment. And, when the time comes to complete the compliance program setup, their to-do list stemming from the GAP analysis is …

Nov 10

MSP 501 Profile: Integrated IT Thrives on M&A Bonanza

By | Managed Services News

Integrated IT has completed 30 acquisitions since 1999.

Company Name: Integrated IT

Company MSP 501 Rank: 281

Executive Vice President of Sales: Jay Patterson 

Headquartered: Waltham, MA

Primary Services:

  • Security and compliance
  • Telephony solutions
  • Business applications

Twitter: @integratedIT

MSP 501 honoree Integrated IT Solutions has the Northeast covered. How? The IT partner does it with packaged managed services — NetManage, NetAdmin, NetWatch and NetBackup. Integrated IT also offers professional services, consulting and cloud migration services.

But, that’s not all. Sitting still isn’t something in Integrated IT’s DNA. Two years ago, the company built out an MSSP practice. Today, the partner offers an array of security and compliance services. The way the Integrated IT sees it, and many customers have come to realize, is that investing in security and compliance is the cost of doing business today.

What’s not obvious about Integrated IT is that this partner has competed 30 acquisitions since 1999. And just two years ago, a private equity firm bought it.

Integrated IT's Jay Patterson

Integrated IT’s Jay Patterson

Jay Patterson, Integrated IT’s VP of sales, discusses the acquisitions, the company’s growth and conducting business in the age of the pandemic. The MSP also offers some food for thought for its technology partners.

Channel Futures: Is the influx of private equity and increase in M&A activity impacting your business? How?  

Jay Patterson: In a different way than others, in all likelihood. We’ve completed about 30 acquisitions since 1999. We were also acquired by private equity (PE) about two years ago. The biggest impact to us, over the past couple of years, is the fact that there is far more competition out there looking for acquisition targets. PE tends to play in areas of tremendous growth potential and profitability. So that is a good indicator of the industry in general. It seems that every industry out there is trying to get into the monthly recurring revenue model to have more predictable numbers.

One potential downside of PE involvement is the client perception. Some clients worry about the idea of working with a “large firm” or may feel like there will be less of a personal touch with a company owned by private equity. There is also the stigma that profits are paramount and everything else is secondary — which is not only a PE directive. But the fact of the matter is what really makes an MSP profitable is providing white-glove services and being in it for the long haul. We’ve had clients with us for nearly 20 years and we work hard to keep them with us for another 20.

CF: What was the single biggest technology or business decision that drove your company’s growth in 2019? How did it do so?

JP: Compliance and managed security. Companies, for the most part, have come to realize that investing in security and maintaining compliance (where applicable) is just part of the cost of doing business. We’ve seen a surge in project revenue and MRR in the area of compliance and managed security as a result of this.

Two years ago, we went through the process to meet the compliance requirements of some of the most common frameworks found among our client; for example, HIPAA, PCI-DSS, NIST 800-171 and GDPR. We became intimately familiar with the process. We took the technology GAP analysis portion of the initial assessment to form the framework of our managed security offering. Subsequent clients who wanted to follow a similar path to compliance have been able to jump in with both feet (as we did) or start with the items that would show up on their GAP analysis — and engage us for an MSSP agreement. This allows for them to move in the right direction and begin securing the environment. And, when the time comes to complete the compliance program setup, their to-do list stemming from the GAP analysis is …

Nov 10

MSP 501 Profile: Integrated IT Thrives on M&A Bonanza

By | Managed Services News

Integrated IT has completed 30 acquisitions since 1999.

Company Name: Integrated IT

Company MSP 501 Rank: 281

Executive Vice President of Sales: Jay Patterson 

Headquartered: Waltham, MA

Primary Services:

  • Security and compliance
  • Telephony solutions
  • Business applications

Twitter: @integratedIT

MSP 501 honoree Integrated IT Solutions has the Northeast covered. How? The IT partner does it with packaged managed services — NetManage, NetAdmin, NetWatch and NetBackup. Integrated IT also offers professional services, consulting and cloud migration services.

But, that’s not all. Sitting still isn’t something in Integrated IT’s DNA. Two years ago, the company built out an MSSP practice. Today, the partner offers an array of security and compliance services. The way the Integrated IT sees it, and many customers have come to realize, is that investing in security and compliance is the cost of doing business today.

What’s not obvious about Integrated IT is that this partner has competed 30 acquisitions since 1999. And just two years ago, a private equity firm bought it.

Integrated IT's Jay Patterson

Integrated IT’s Jay Patterson

Jay Patterson, Integrated IT’s VP of sales, discusses the acquisitions, the company’s growth and conducting business in the age of the pandemic. The MSP also offers some food for thought for its technology partners.

Channel Futures: Is the influx of private equity and increase in M&A activity impacting your business? How?  

Jay Patterson: In a different way than others, in all likelihood. We’ve completed about 30 acquisitions since 1999. We were also acquired by private equity (PE) about two years ago. The biggest impact to us, over the past couple of years, is the fact that there is far more competition out there looking for acquisition targets. PE tends to play in areas of tremendous growth potential and profitability. So that is a good indicator of the industry in general. It seems that every industry out there is trying to get into the monthly recurring revenue model to have more predictable numbers.

One potential downside of PE involvement is the client perception. Some clients worry about the idea of working with a “large firm” or may feel like there will be less of a personal touch with a company owned by private equity. There is also the stigma that profits are paramount and everything else is secondary — which is not only a PE directive. But the fact of the matter is what really makes an MSP profitable is providing white-glove services and being in it for the long haul. We’ve had clients with us for nearly 20 years and we work hard to keep them with us for another 20.

CF: What was the single biggest technology or business decision that drove your company’s growth in 2019? How did it do so?

JP: Compliance and managed security. Companies, for the most part, have come to realize that investing in security and maintaining compliance (where applicable) is just part of the cost of doing business. We’ve seen a surge in project revenue and MRR in the area of compliance and managed security as a result of this.

Two years ago, we went through the process to meet the compliance requirements of some of the most common frameworks found among our client; for example, HIPAA, PCI-DSS, NIST 800-171 and GDPR. We became intimately familiar with the process. We took the technology GAP analysis portion of the initial assessment to form the framework of our managed security offering. Subsequent clients who wanted to follow a similar path to compliance have been able to jump in with both feet (as we did) or start with the items that would show up on their GAP analysis — and engage us for an MSSP agreement. This allows for them to move in the right direction and begin securing the environment. And, when the time comes to complete the compliance program setup, their to-do list stemming from the GAP analysis is …

Nov 10

MSP 501 Profile: Integrated IT Thrives on M&A Bonanza

By | Managed Services News

Integrated IT has completed 30 acquisitions since 1999.

Company Name: Integrated IT

Company MSP 501 Rank: 281

Executive Vice President of Sales: Jay Patterson 

Headquartered: Waltham, MA

Primary Services:

  • Security and compliance
  • Telephony solutions
  • Business applications

Twitter: @integratedIT

MSP 501 honoree Integrated IT Solutions has the Northeast covered. How? The IT partner does it with packaged managed services — NetManage, NetAdmin, NetWatch and NetBackup. Integrated IT also offers professional services, consulting and cloud migration services.

But, that’s not all. Sitting still isn’t something in Integrated IT’s DNA. Two years ago, the company built out an MSSP practice. Today, the partner offers an array of security and compliance services. The way the Integrated IT sees it, and many customers have come to realize, is that investing in security and compliance is the cost of doing business today.

What’s not obvious about Integrated IT is that this partner has competed 30 acquisitions since 1999. And just two years ago, a private equity firm bought it.

Integrated IT's Jay Patterson

Integrated IT’s Jay Patterson

Jay Patterson, Integrated IT’s VP of sales, discusses the acquisitions, the company’s growth and conducting business in the age of the pandemic. The MSP also offers some food for thought for its technology partners.

Channel Futures: Is the influx of private equity and increase in M&A activity impacting your business? How?  

Jay Patterson: In a different way than others, in all likelihood. We’ve completed about 30 acquisitions since 1999. We were also acquired by private equity (PE) about two years ago. The biggest impact to us, over the past couple of years, is the fact that there is far more competition out there looking for acquisition targets. PE tends to play in areas of tremendous growth potential and profitability. So that is a good indicator of the industry in general. It seems that every industry out there is trying to get into the monthly recurring revenue model to have more predictable numbers.

One potential downside of PE involvement is the client perception. Some clients worry about the idea of working with a “large firm” or may feel like there will be less of a personal touch with a company owned by private equity. There is also the stigma that profits are paramount and everything else is secondary — which is not only a PE directive. But the fact of the matter is what really makes an MSP profitable is providing white-glove services and being in it for the long haul. We’ve had clients with us for nearly 20 years and we work hard to keep them with us for another 20.

CF: What was the single biggest technology or business decision that drove your company’s growth in 2019? How did it do so?

JP: Compliance and managed security. Companies, for the most part, have come to realize that investing in security and maintaining compliance (where applicable) is just part of the cost of doing business. We’ve seen a surge in project revenue and MRR in the area of compliance and managed security as a result of this.

Two years ago, we went through the process to meet the compliance requirements of some of the most common frameworks found among our client; for example, HIPAA, PCI-DSS, NIST 800-171 and GDPR. We became intimately familiar with the process. We took the technology GAP analysis portion of the initial assessment to form the framework of our managed security offering. Subsequent clients who wanted to follow a similar path to compliance have been able to jump in with both feet (as we did) or start with the items that would show up on their GAP analysis — and engage us for an MSSP agreement. This allows for them to move in the right direction and begin securing the environment. And, when the time comes to complete the compliance program setup, their to-do list stemming from the GAP analysis is …

>