As George told attendees at the company’s annual partner conference last September, both Continuum and Thoma Bravo, the private equity investor that bought Continuum in June 2017, share a vision of the future in which accelerating merger and acquisition activity fuels the rise of increasingly large, increasingly sophisticated managed service providers. Particularly in the nation’s largest metropolitan areas and most strategic vertical industries, the two companies believe, those bigger, better providers will soon elbow smaller less capable MSPs aside.
“We do believe ultimately that 20 percent of the IT service providers are going to be generating 80 percent of the revenue in the small to medium business market in the not too distant future,” George says.
The people who lead those top-tier MSPs share a number of traits in common, he continues. The most critical is an above-average passion for building and managing a business. “They’re technically oriented, but they’re very business-minded,” George says. “They’re sales and marketing oriented, they’re profit oriented, and they’re growth oriented.”
Not coincidentally, he adds, they also have a vigorous appetite for detailed, timely reporting data on their company, their customers, and the environments they support. Producing that data takes powerful business intelligence tools with specialized capabilities.
“These are the kinds of tools that are necessary to enable an MSP, in this increasingly complex world and environment that they’re living in and supporting, to know with a high degree of certainty and precision what their business really, really looks like in all the metrics that really matter,” George says.
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