Managed Services and Hosting Summit UK 2019

Pace of change drives MSPs to be acquired

MSPs are being squeezed by more demanding customers, having to provide a wider range of services and advice. The good news for the service provider industry in the Manchester area seems to be that competition for customers is not as frantic as in the south of England. But skills issues and a need to keep up the pace of change will impact particularly smaller MSPs, the Managed Services Summit North heard this week.

As an acquisitive MSP and now one of the largest global managed service providers, IT Lab Group’s CEO Peter Sweetbaum told some 100 MSPs that changes from Microsoft and others were causing MSPs to think hard about resourcing just to keep up. If his organisation, with 750 staff recognises the challenge of the changes this brings, how much more challenging must it be for the small supplier to keep up?

In talking about value in the MSP, he outlined what is attractive as an acquisition target in the current take-over fever atmosphere – below £0.5m EBITDA he said is probably too small to warrant interest, £1m-£3m is very attractive, but there are few of these because of the rate of acquisitions. At about £5m EBITDA, a seller can start to get private equity interested, but £10m is the real trigger for this. He also advised on what could put a buyer off – having a dependency of more than 20% on one customer would be regarded as a risk and a negative. For comparison, IT Lab’s biggest customer is about 3% of profits, he said.

His position on clarity and how a good target MSP is defined was echoed in the Summits second keynote by M&A expert Jonathan Simnett, Director of Hampleton Partners. He highlighted the value that having its own intellectual property brought to an MSP, particularly given the high multiples being scored by deals involving enterprise software.

Managed Services Summit North delegates were also provided with insights into the latest market trends and opportunities for MSPs by a number of the industry’s leading and most innovative vendors including: Bicom Systems, IT Glue, Auvik Networks, Carbonite, GoTo By LogMeIn , Kaseya, Sophos, Tech Data, and WatchGuard. They also had the opportunity to network and discuss such issues with other leading technology and platform providers such as Barracuda MSP, Bridgeworks, ConnectWise, Cyxtera, Huntsman Security, Imperva, Micro Focus, TitanHQ and Webroot.

John Garratt, Editor of IT Europa said that MSP marketing was going to be a key issue in how they defined their business pipeline in the coming period, and they should learn to leverage the resources being made available to them by vendors. For details of future Managed Service & Hosting Summit series events visit: www.mshsummit.com and www.mshsummit.com/amsterdam

2019 Agenda

08:30 Registration Opens
09:15 Welcome & Opening Remarks
09:25 How to buy another MSP
Peter Sweetbaum, Group CEO, IT Lab Group
IT Lab Group CEO Peter Sweetbaum will discuss how to build and grow MSP businesses and the process of acquiring another service provider. Peter will cover his experience in growing an MSP business alongside the major issues that arise in M&A; from how to deal with customers on both sides to best practices on integrating services, technology and culture across teams.
09:50 MSP Value insights
Jonathan Simnett, Director, Hampleton Partners
Gain insights into how smart MSPs can build value into their businesses from Jonathan Simnett, director of Technology M&A experts Hampleton Partners. His new research shows where the smart money is going, and what MSPs need to do to prepare for selling or buying.
10:15 Panel Session
Platinum sponsor panel session featuring Peter Sweetbaum, Jonathan Simnett, Wilson Sanders of IT Glue and Stephen Wingfield of Bicom Systems.
10:45 Coffee Break
11:15 Building a Leaner, Fitter, Smarter MSP
Wilson Sanders, Business Development, IT Glue
Building an efficient MSP in today’s rapidly evolving world is quite the challenge. Join IT Glue to discover how adopting great documentation practices could have a resounding impact on your MSP and see the bottom-line soar.
11:30 How To Sell VoIP: A $140B Industry
Stephen Wingfield, Director of Sales and Marketing, Bicom Systems
The VoIP market is expected to grow over 9% in the next 3 years,” and any telco service provider wants to be a part of that growth. In order to be a part of the $140B industry, it is imperative to know the right tactics that will make your product or service sell. Despite all of this promising news, many still don’t know that they need VoIP or are hesitant to switch.
11:45 Session title to be confirmed
12:00 Session title to be confirmed
12:15 Q&A Session
12:30 Lunch Break
13:30 Panel Session
The Northern MSP Powerhouse chaired by John Garratt, Editor, IT Europa
14:00 Drive growth and profitability by partnering with the right cybersecurity vendor
Jon-Marc Wilkinson, Regional Sales Director, WatchGuard Technologies
  • Leverage WatchGuard’s multi-tier / multi-tenanted Cloud to accelerate your customer onboarding process and simplify ongoing management.
  • Reduce complexity and CAPEX costs associated with deploying advanced network security solutions.
  • Increase profitability to your hardware business by expanding your footprint with each customer.
14:10 Assessing New Prospects for Managed Services
Scott Tyson, EMEA Managing Director, Auvik Networks
Network assessments are a crucial part of the MSP prospecting phase. To quote work accurately and prove you can effectively support an IT environment, you need to know what’s really on the network—not just what theprospect says is there. If you don’t have network visibility, you could lose time and money through unquoted work resulting from unforeseen network issues and surprise devices you didn’t know about. By using Auvik, you gain real-time network insight and control so you can prove your value, identify upsell opportunities, proactively assess network problems, and boost your profitability with right-sized contracts.
14:20 Data threat prevention is not enough
Bee Ahmed, UK Sales Director, Carbonite
When your data is hacked or encrypted, it is important that business can continue while IT solves the security breaches. Sometimes you just wish you could go back in time and undo the harm that was caused by a security breach in your network or your hardware including endpoint devices and your data center. Carbonite makes it possible to go back to a time where the data was unharmed and running smoothly with near zero downtime preventing you from losing important data. As cyber-crime and user failure keep increasing the risk of business being disrupted, the business opportunity for backup and recovery continues to be a rising investment for organizations. #dataprotection #datalossprevention
14:30 Presentation by Kyle Torres, MSP Channel Account Executive, Sophos
14:40 Presentation by Marwin Marcussen, EMEA Sales Engineering Manager, Kaseya
14:50 Maximising opportunities in the high growth Managed Security Services market
David Caughtry , Business Development Director, Tech Data
In this session David Ellis will cover a high-level overview of the key drivers in the market, areas for MSPs to consider and how they can partner with Tech Data to capitalise on this high growth sector.
15:00 Q&A Session
15:15 Networking Refreshments

2019 Sponsors


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