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How do you go from a small MSP in South Africa to a $38M revenue in just a few years? By making smart acquisitions, that's how! If you're in the managed services space, you know that acquisitions are the key to growth. But how do you know when an acquisition is a good deal? In this video, Orrin Klopper talks about his MSP acquisitions, what he looks for and what he passes on, and see how they can help you determine whether or not an acquisition is right for your business.
SHOW NOTES:
00:00 Intro to Orrin Klopper
00:41 Update LOI's out - don't fall in love with a deal and the need for an abundant pipeline
01:39 From South Africa - 1st remote customer in NY remotely
03:42 Joined EO, At $12 million - first acquisition - off market
05:03 First Acquisition Cap Stack - how he bought
05:43 Was seller happy with valuation - drifted into red Ocean
07:04 Earn outs - upside / downside risk - love hate relationship
09:24 Types of Acquisitions he makes - Criteria - outside of numbers
12:21 Open Book Transparency - why
13:53 How can you tell the seller wants to stay on - and help you grow your vision
14:56 Why focus on revenue range - 30k MSPs - 60 active PE firms hunting
16:04 Should MSPs go through Full Sales Process - CIM and Campaign or not
17:31 Saying yes or no to deals - what he got good at - Valuations & Culture
21:36 Passing on deal where seller high concentration of customers
21:44 Future Plans: $10 million EBITDA
23:54 Multiples on MSPs
25:08 Culture and Style of Management - only way we can grow...
27:03 Decentralized Hiring - own the decision
28:29 How he spends his time 60% M&A, 10% Organic, 15% Culture
29:01 How ebidta growth make money attraction easier
31:05 Adam Coffey
34:01 How to create abundant deal flow
35:44 Doing a podcast for deal flow - the Midas lesson
LINKS to Orrin Klopper
https://www.linkedin.com/in/orrinklopper/
https://netsurit.com/en-za/
