How The 20 MSP is Scaling Without Private Equity

Описание: In this episode of Channel Insider: Partner POV, host Katie Bavoso chats with Tim and Crystal Conkle, the married power duo leading The 20 MSP—the largest founder-owned MSP platform in the U.S., according to Tim, the CEO, with 38+ successful acquisitions and zero private equity backing.
Learn how ‪@The20MSP‬ is revolutionizing the managed services industry by focusing on standardization, community-driven collaboration, and building real wealth for MSP owners. CMO Crystal explains the secret to their success is putting people in their "magic" and letting them do what they do best. Get to know the patented security solutions offered by The 20 MSP, including one Tim says could have helped prevent major breaches at two of the country's biggest casino companies.
Plus, you’ll hear inspiring success stories—including how one member went from working in his mother-in-law’s basement to closing an $800K client deal and expanding his team almost overnight!

🔗 Learn more at:

the20msp.com (for customers)

the20.com (for MSPs interested in joining)

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⏱ CHAPTERS / TIME CODES
00:00 – Intro to The 20 MSP and the Conkles
01:29 – What is The 20 MSP? Origin story & business model
02:14 – Difference between The 20 and The 20 MSP
03:56 – Why standardization leads to seamless M&A and low attrition
05:29 – How their model avoids the typical pitfalls of PE roll-ups
06:46 – Talent acquisition through integration
08:27 – What makes an ideal MSP acquisition target?
09:29 – Zero attrition and no earnouts: how they do it
10:27 – Putting people “in their magic” for success
11:06 – Patented helpdesk verification tool (post-MGM/Caesars hacks)
13:25 – How real-time human verification saves millions
15:04 – Story: From a mother-in-law’s basement to an $800K client deal
17:21 – How The 20 helps smaller MSPs scale and exit
18:56 – Visionary thinking vs. business operations
20:36 – The role of private equity in the MSP space
23:03 – Strategy: grow, then sell on your terms
25:00 – Recapping every 3–5 years to build long-term wealth
27:27 – Why it’s called “The 20” (Pareto Principle)
28:04 – Leveraging their scale to influence vendors and the channel
30:33 – Running a business as a married couple
33:13 – Tech trends they’re watching: AI, automation, cybersecurity
36:45 – Founder-led vs. PE-backed: preserving agility and trust
39:02 – Vendors they rely on: Kaseya, ConnectWise, Huntress & more
41:11 – What’s next: More acquisitions and life-changing opportunities
42:44 – Where to learn more about The 20 MSP and The 20

#MSP #ChannelInsider #PartnerPOV #The20MSP #TechMergers #PrivateEquity #FounderOwned #Cybersecurity #AI #Automation #ManagedServices #MSSP #ChannelGrowth #ITSupport #MergersandAcquisitions

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Episodes of Channel Insider: Partner POV are hosted and produced by Katie Bavoso with help from Dana Sell, and edited by Ayen Alvarez and Katie Bavoso.

The cover art for Channel Insider: Partner POV was created by Aubri Ziegler. The opening and closing animations were made by Mackenzie Burke. The thumbnails for each episode are made by Brandon Cornwell.

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