What makes an MSP acquisition truly successful—an attractive valuation or the right strategic partner?

In this episode of Cogent Conversations, Joe Pannone and Rick Murphy speak with Vertilocity’s Bruce Nelson and Computol founder Jeff Hamons about building an MSP merger around people, culture, capabilities, and long-term opportunity.

Jeff reveals why receiving constant acquisition calls made it difficult to know whom to trust—and how Cogent Growth Partners transformed that uncertainty into a structured, professional process. After a detailed review of Computol’s services, contracts, financials, technology, and growth potential, Cogent introduced Jeff to several qualified buyers. His connection with Vertilocity quickly stood apart.

The conversation also explores how joining a larger organization created stronger career paths for Computol’s employees while expanding cybersecurity, compliance, managed IT, and technology advisory resources for clients.

Rick explains Cogent’s human-centered approach to technology mergers and acquisitions: “Opportunity First, Money Last.” Rather than beginning with EBITDA, multiples, and deal structure, successful MSP transactions begin by determining whether the companies, cultures, teams, and strategic goals genuinely belong together.

🔑 Top Three Highlights

• 🤝 How MSP owners can identify trustworthy acquisition partners
• 📈 Why employee opportunity and cultural alignment matter
• 💡 Why strategic fit should come before valuation and EBITDA

Ideal for: MSP owners, IT services executives, technology advisors, buyers, sellers, and business leaders considering an acquisition or exit.

Cogent’s “Opportunity First, Money Last” positioning and the Computol acquisition details were verified through Cogent Growth Partners and Vertilocity.

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🔷 About Cogent Conversations

Cogent Conversations is a straight-talk podcast focused on IT mergers and acquisitions for Managed Service Providers (MSPs) and technology services firms.

Hosted by Rick Murphy, CEO of Cogent Growth Partners, the show dives deep into the realities of MSP growth, valuation, acquisition strategy, leadership transitions, and exit planning. 💼📈

This is not theory. It’s practical, real-world insight from years of buy-side and sell-side experience in the IT services space.

Whether you're:

✔️ Scaling your MSP

✔️ Preparing for a future exit

✔️ Exploring mergers or acquisitions

✔️ Looking to increase EBITDA and enterprise value

Cogent Conversations delivers clarity on what buyers actually look for — and how to run your business today so you’re ready tomorrow.

If you’re serious about growth, valuation, and long-term strategy in the MSP industry, this podcast belongs in your regular rotation.

🎥 YouTube: https://www.youtube.com/channel/UCfQZUgOM_11e6AHcS-dlqYg

🌐 Web: https://cogentmergers.com/

🔗 Company LinkedIn: https://www.linkedin.com/company/cogent-growth-partners-llc/

👤 Rick Murphy LinkedIn: https://www.linkedin.com/in/ramurph/

#CogentConversations #MSP #MSPMergers #SellYourMSP #ITMergers #ITAcquisition #ManagedServiceProvider #MSPValuation #EBITDA #ExitStrategy #BusinessGrowth #TechEntrepreneur #PrivateEquity #ChannelPartners #ITLeadership #MSPGrowth #SuccessionPlanning #TechMergers #JoeyPinz

⚠️ What could actually stop your MSP from selling? The answer may be closer than you think—and often tied directly to the owner.

In this episode, we dive into the hidden risks that impact business sales, from owner dependency to operational maturity. If your clients rely heavily on you personally, that can introduce risk for buyers and potentially derail a deal.

💼 We also explore the realities of scaling a company to make it attractive for acquisition. Buyers want predictability, strong leadership structures, and a business that can operate without constant owner involvement. If your company depends on relationships tied only to you, or lacks clear leadership layers, it can significantly impact valuation.

🚀 The key takeaway: building a sellable business means transitioning from doing the work to leading the organization. The more your company runs without you, the more valuable—and attractive—it becomes.

🔥 Top 3 Highlights

• ⚠️ Owner Dependency Risk: Deals can fail if the business relies too heavily on you
• 📊 Operational Maturity Matters: Structure and leadership increase value
• 🚀 From Doer to Leader: Scalable businesses sell faster and stronger

🔷 About Cogent Conversations

Cogent Conversations is a straight-talk podcast focused on IT mergers and acquisitions for Managed Service Providers (MSPs) and technology services firms.

Hosted by Rick Murphy, CEO of Cogent Growth Partners, the show dives deep into the realities of MSP growth, valuation, acquisition strategy, leadership transitions, and exit planning. 💼📈

This is not theory. It’s practical, real-world insight from years of buy-side and sell-side experience in the IT services space.

Whether you're:

✔️ Scaling your MSP

✔️ Preparing for a future exit

✔️ Exploring mergers or acquisitions

✔️ Looking to increase EBITDA and enterprise value

Cogent Conversations delivers clarity on what buyers actually look for — and how to run your business today so you’re ready tomorrow.

If you’re serious about growth, valuation, and long-term strategy in the MSP industry, this podcast belongs in your regular rotation.

🎥 YouTube: https://www.youtube.com/channel/UCfQZUgOM_11e6AHcS-dlqYg

🌐 Web: https://cogentmergers.com/

🔗 Company LinkedIn: https://www.linkedin.com/company/cogent-growth-partners-llc/

👤 Rick Murphy LinkedIn: https://www.linkedin.com/in/ramurph/

#CogentConversations #MSP #MSPMergers #SellYourMSP #ITMergers #ITAcquisition #ManagedServiceProvider #MSPValuation #EBITDA #ExitStrategy #BusinessGrowth #TechEntrepreneur #PrivateEquity #ChannelPartners #ITLeadership #MSPGrowth #SuccessionPlanning #TechMergers #JoeyPinz

📊 How much is your MSP really worth? The answer is more complicated than most owners think—and getting it wrong can cost you millions.

In this episode, we break down the real financial mechanics behind selling a business, including EBITDA, adjusted EBITDA, and why those numbers alone don’t determine your valuation. Many founders rely on simple formulas, but buyers look deeper—analyzing recurring revenue, growth trends, staffing structure, and future potential.

💰 One of the biggest mistakes? Assuming your current earnings translate directly into value. In reality, buyers often adjust those numbers—sometimes downward—based on risk, missing investments, or operational gaps.

⚠️ The key takeaway: valuation is not just about what you made—it’s about what a buyer can do next. If your business doesn’t show clear growth or predictability, expectations and outcomes won’t align.

🔥 Top 3 Highlights

• 📊 EBITDA Isn’t the Full Story: It’s just the starting point
• ⚠️ Adjusted Numbers Matter: Buyers often recalculate your value
• 🚀 Future > Past: Growth and predictability drive real valuation

🔷 About Cogent Conversations

Cogent Conversations is a straight-talk podcast focused on IT mergers and acquisitions for Managed Service Providers (MSPs) and technology services firms.

Hosted by Rick Murphy, CEO of Cogent Growth Partners, the show dives deep into the realities of MSP growth, valuation, acquisition strategy, leadership transitions, and exit planning. 💼📈

This is not theory. It’s practical, real-world insight from years of buy-side and sell-side experience in the IT services space.

Whether you're:

✔️ Scaling your MSP

✔️ Preparing for a future exit

✔️ Exploring mergers or acquisitions

✔️ Looking to increase EBITDA and enterprise value

Cogent Conversations delivers clarity on what buyers actually look for — and how to run your business today so you’re ready tomorrow.

If you’re serious about growth, valuation, and long-term strategy in the MSP industry, this podcast belongs in your regular rotation.

🎥 YouTube: https://www.youtube.com/channel/UCfQZUgOM_11e6AHcS-dlqYg

🌐 Web: https://cogentmergers.com/

🔗 Company LinkedIn: https://www.linkedin.com/company/cogent-growth-partners-llc/

👤 Rick Murphy LinkedIn: https://www.linkedin.com/in/ramurph/

#CogentConversations #MSP #MSPMergers #SellYourMSP #ITMergers #ITAcquisition #ManagedServiceProvider #MSPValuation #EBITDA #ExitStrategy #BusinessGrowth #TechEntrepreneur #PrivateEquity #ChannelPartners #ITLeadership #MSPGrowth #SuccessionPlanning #TechMergers #JoeyPinz