The old saying, “Two heads are better than one,” seems fitting in today’s complex tech services environment. Often, channel pros struggle to understand or support all of IT on their own. This makes MSP peer partnerships more essential than ever.
“In today’s world, having another set of eyes, especially in terms of security and knowing how to fine-tune some of the configurations and setups, is really important,” shared Lori Tisinai, owner of Computer Concepts USA, a Chicagoland MSP.
Partnering can also drive your business forward in several ways. For example, it can help you expand your service offerings, respond to a surge in demand, and increase your geographical reach.
“Because we have built these communities [of peers] with each other, we have the ability to interact and talk to people in other places,” explained Stanley Louissaint, principal and founder of Fluid Designs, an MSP in New Jersey. “That definitely helps us to expand our own footprints.”
Knowing When to Bring in a Partner
Of course, no reward is without risk. However, customer poaching is more fear than reality, according to Paco Lebron, CEO of Chicago-based MSP ProdigyTeks and CEO of MSP Owners Group. “We as MSPs have this notion that everyone’s coming for our business and our hard-earned dollars … [but] a lot of MSPs really should see that there’s enough business for everyone.”
Paco Lebron
The real risk, says Louissaint, is angering or losing a customer if a partner does a poor job, or worse, fails to show up.
That said, not partnering in unfamiliar fields can put you at a disadvantage. Louissaint’s firm, for instance, isn’t skilled in access control, he admitted. “But I know how to sell it, and I know how to get my partner to come in and handle the executing of that.”
Lebron, for his part, partners with a security camera expert who better understands the liability issues. And both Lebron and Louissaint partner for their low-voltage wiring needs. This is not because they lack the skills, but rather, it’s not where they want to expend resources.
Outsourcing day-to-day activities like data recovery or system configuration helps Tisinai meet client demands without adding staff. Tisinai has two types of peer partner relationships: subcontracting and referrals. Subcontractors represent Computer Concepts USA when they perform work for clients, she said. “I work really hard with the branding, making sure that they’re using our processes, our phone, our email.”
Partnering with Distributors
MSPs today face an onslaught of new technology and increasingly complex projects. That complexity often includes AI‑driven security tools, cloud cost optimization challenges, and multi‑cloud integrations. Many MSPs turn to distributors not only for vendor relationships but also for help navigating these newer layers of the technology stack.
Distributors “have the connections that are more powerful than we could have as a smaller business with the larger conglomerates,” to help move a project with a big vendor along, said Tisinai.
Stanley Louissaint
Access to a skilled professional team for assistance is also a plus, said Lebron. He has worked with Pax8’s support team to resolve cloud migration issues. Meanwhile, TD SYNNEX’s warranty department has helped with getting manufacturers on-site to deal with hardware issues, saving his company a truck roll.
Louissaint handles subcontractors similarly. “The big thing is making sure that as far as the client is concerned, we’re the ones they’re interfacing with. Agreements are between us and the client. Then, obviously, we have our agreements between us and our partners.”
The same is true when Louissaint’s firm is the subcontractor in a partnering arrangement. “Anything that happens, I go back and tell them, ‘This was the conversation with your client. This is what they want to know.’ Everything funnels through them.”
Referral partners typically do business with clients under their own name. Some arrangements involve a finder’s fee; others are more informal. For example, Lebron said he refers residential computer repair work to a local shop. “I reached out to the owners, nothing formal, but just so that we don’t have to say no to anyone that gives us a call.”
Finding the Right Partners
Lori Tisinai
There are several good ways to connect with the right peer partners:
- Some MSPs lean on Facebook groups, Slack and Discord communities, and even business coaches. “I have a team of people that I can reach out to if I need a resource,” Tisinai said.
- Louissaint’s go-to is his fellow members of The ASCII Group. He also finds partners through the worldwide referral network Business Network International.
- The MSP podcast community is another good source, added Lebron, who co-hosts the MSP Unplugged podcast.
When vetting potential partners, treat them like a hiring prospect, Louissaint recommended. For instance, if you need help programming Cisco devices, look for someone with certifications and experience. For website designers, ask to see examples of their work. Check their online reviews and verify references.
Then, give that partner a dry run, Lebron advised. “Are they responsive on the first ring? Is it always going to voicemail? How is their website laid out? Are they taking care to make sure someone can find their number?” These things indicate how easily you’ll be able to get in touch with them if there is an urgent issue.
The Fine Print
Before entering into a partnership, discuss details like nondisclosure agreements (NDA), noncompete agreements, and start and end dates.
“Don’t take anything for granted or leave anything unsaid,” Tisinai cautioned. “Make sure that you have a written agreement [and] that everyone understands the workflow, how you’re going to be communicating with the client, the processes, and billing.”
NDAs are especially important with subcontractors due to the collaboration required. This can include sharing customer information, said Lebron, who uses subcontractors for referral partnerships as well when finder fees are involved. You don’t want competitors to know what you’re paying and possibly outbid you, he explained. If you’re paying a specific partner over market rates, you don’t want other contractors to know it. An NDA can also protect you if the relationship sours, he noted.
Louissaint often is content with a handshake agreement, he said. Partners often recognize that the arrangement is a good source of business. Plus, word travels if someone does not do business honorably, he pointed out.
To avoid potential conflicts of interest, respect each other’s target market, Lebron advised. For example, both his firm and one of his larger MSP partners target manufacturing, so Lebron sticks to smaller customers, he said. “We have such a great partnership that we’re not going to try and go over 20 users in the manufacturing space because we know that that’s what they’re looking for.”
Keep Partnerships Healthy
For the most part, partnering is common for channel pros. They understand the importance of respecting boundaries. “I don’t think we have an industry problem of people not understanding that they’re a subcontractor or that they’re looking … to poach my client,” Louissaint said. “I don’t see that as a big issue.”
Ultimately, the strength of the channel lies in the relationships MSPs build with one another. Those partnerships pay dividends for providers and clients alike.
This article was updated on 1/9/2026
Featured image: peopleimages.com — stock.adobe.com
